The Dealer Playbook: Recent Episodes
Michael Cirillo
The car business is rapidly changing and modern car dealers are meeting the demand. Join Michael Cirillo on The Dealer Playbook podcast which features expert interviews, actionable advice, and insights that will help you create a thriving career and life within the retail automotive industry.
Most dealers are fighting over a sliver of traffic while the majority goes unclaimed. Matt Copley, Co-Founder, Chairman, and Chief Revenue Officer of Hrizn, joins Michael to unpack it. With over 25 years across media, adtech, and martech, including a decade working inside retail automotive itself, Matt's built a career watching how dealers show up online, and now builds the platform to fix it.
They dig into a number pulled from SparkToro, Datos, and Semrush: paid clicks only account for 1.8 to 4.9% of all clicks after a search. The rest is organic, and it's where the real opportunity sits. They get into why chasing hundreds of keywords through an outside SEO vendor is a losing fight, how a simple wearable AI note taker can capture a service writer's or product specialist's knowledge with zero extra work, and a mistake already live on plenty of dealer sites right now: unchecked AI-generated vehicle descriptions.
Connect with Matt Copley on LinkedIn, or head to Hrizn.io for their resource library on content and search, open to anyone whether they're a customer or not.
Michael's takeaway: stop fighting for the 2%. The 98% is already there, and it's free.
Timestamps(00:00) Stop Chasing Keywords
(01:13) Sponsor Message FlexDealer
(02:38) Content Lives In Store
(03:30) Outsourced Content Problem
(07:12) Capture Expertise With AI
(09:10) Search Everywhere Strategy
(14:48) Paid Vs Organic Flip
(20:08) Social As Infrastructure
(23:09) People Over Brands
(28:54) Fight AI Content Slop
(35:38) Podcast Outro
Average production has a cost, and it usually shows up long before someone notices it in their paycheck.
After 18 years in automotive retail, Raul stepped away from the general sales manager position and returned to the showroom floor as a client advisor. He wanted to reconnect with the customer experience and find out what separates someone selling ten cars a month from someone consistently producing 20 or more.
Raul explains why average producers often wait for perfect deals, avoid low-gross opportunities, and talk themselves out of transactions before the customer ever does. High performers keep stacking deals, serve every customer well, and understand that one additional sale can unlock thousands of dollars in volume bonuses.
He also shares why personal presentation matters, how helping coworkers strengthens the entire store, and why operating like an owner can make you more valuable regardless of your title.
The conversation moves into social media, where Raul breaks down how educational content creates real business. One video about the G-Wagon market led to a factory order, an interim lease, and a referral who purchased another vehicle.
Raul is a client advisor with 18 years of dealership experience and the creator behind Vincierge. Connect with him on Instagram, TikTok, and Facebook at @vincierge
Michael’s takeaway: Average is expensive. Stop waiting for better opportunities and become better at serving the opportunities already in front of you.
Timestamps
00:00 Intro
00:48 Dealer Playbook Support
02:10 Why He Returned
08:41 Can Connection Be Taught
15:37 Play by the Rules
19:39 Leadership Advantage
26:52 Money Versus Meaning
29:03 From 10 to 40 Cars
35:00 Service First Selling
40:56 Social Media Reality
42:06 Content That Sells
49:29 Authenticity Over AI
51:48 Right People Not Viral
55:25 Wrap Up and Connect
Every operator has felt it: too many fires, no clear order of attack, and the creeping sense that whatever you fix first is a guess.
This episode centers on a simple decision-making framework: plot every project against how easy it is to achieve and how big the return would be, then go after the highest-value, lowest-effort work first. It's borrowed straight from corporate America, and it works because it's simple.
The conversation walks through how that framework actually shapes daily decisions, why testing to optimize beats constantly chasing the next new tool or vendor, and how to know which problem in front of you actually deserves your attention first.
The takeaway: you don't need more tools to fix operational overwhelm. You need a filter for what's actually worth solving first.
Timestamps
(00:00) Intro
(00:31) Show Support and Free Book
(01:58) From Paper Brands to Career
(07:19) Digital Tools vs Efficiency
(10:49) Practical AI Across 17 Stores
(12:47) Scaling Social Video with AI
(20:18) Optimize Vendors and People
(23:47) Value Still Wins
(24:24) Defining Good Human
(24:54) Respect And Listening
(30:41) Longevity Through Uncertainty
(33:29) Consent And FTC Compliance
(36:14) AI Adoption And Fatigue
(37:28) Responsible AI Guardrails
(42:08) Connect With Gary
(44:05) Final Thanks And Outro
Jonathan Dawson has spent over 20 years training dealerships as the president and founder of Sellcology and co-founder of the Pinnacle Society. A year ago, he became an owner and operator himself at Cherokee Mitsubishi.
This episode centers on one story: a 10 year veteran salesperson who'd been chasing 40 cars a month for a decade, topping out at 39, and told Jonathan flatly that the only way to get there was to fire five coworkers and add more staff and inventory. Jonathan walked him through a simple math exercise instead, built entirely off the salesperson's own best single day. Two months later, he sold 62 cars. No new hires, no new inventory.
Jonathan also gets specific about the moment he had to write up his own top performer twice in two days, why he didn't let it slide even though it stung more than he expected, and the principle he now runs his store by: you either raise your people to your standard, or you eventually lower your standard to your people.
Michael's takeaway: the ceiling most salespeople hit isn't a real ceiling, it's a number they made peace with a long time ago, and the fastest way to break it is math, not motivation.
(00:00) Standards Dilemma
(00:45) Show Support And Free Book
(02:11) TikTok Prodigy And Stewardship
(04:08) Stewardship Defined With Examples
(08:24) Self Accountability And Value
(11:56) Building Owners In Business
(14:50) Dealer Principal Hard Lessons
(19:01) Non Negotiables And Accountability
(21:58) Vision And Personal Branding
(30:45) Unlocking Bigger Potential
(36:12) Motivation And Kingdom Impact
(39:25) Connect And Closing Remarks
Rob Dell runs a Ford store in a town of just 2,700 people, boxed in by a competing Ford dealer every seven miles. Instead of fighting for new car volume he could never win, he rebuilt his store around used cars, taking monthly volume from around 175 to close to 400.
Rob Dell is the Vice President at Bob Ruth Ford, and he's spent almost 30 years figuring out what actually makes a dealership work.
In this episode, Rob breaks down the shift in thinking that made that growth possible. He explains why he stopped chasing a flat front-end profit number on every deal and started valuing every trade at a baseline of $3,500 once service, parts, and finance are factored in. He also gets into the historical data his buyers use to price a used car before it ever hits the lot, the five-thousand-dollar rule that keeps his team taking smart risks, and the six-person pod structure that keeps every manager focused without being stretched too thin.
You can connect with Rob on LinkedIn, where he posts regularly about the real numbers at his store, wins and losses included.
Michael's takeaway: the number that matters isn't how many cars you sell. It's understanding what one deal is actually worth once every department gets its share.
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(00:00) Championship Mindset
(00:53) Sponsor Message FlexDealer
(02:19) Accidental Start In Cars
(03:58) Choosing The Right Mentors
(06:49) Building Teams In Pods
(12:21) Leadership View And AI
(14:56) Quality Service Wins
(19:31) Used Cars Strategy Shift
(22:24) Buying Used Cars With Data
(25:49) Variable Vs Fixed Alignment
(33:38) No Excuses Who Said
(37:30) Learning From Mistakes
(40:47) Bison Mentality Closing
(41:57) Connect And Wrap Up
There's a moment in this conversation where Charlie Spradlin says something most GMs would never admit out loud, and it's the reason his multi-rooftop dealer group keeps adapting faster than everyone else around him. He's not running things the way you'd expect for someone breaking records the way he is. This episode gets into how he actually leads his team through constant market shifts, what's really going on with his pay plan, and the one thing he had to let go of to get his store to where it is now.
What you'll get from this episode:
- The mindset shift that changed how fast Charlie's team responds to a changing market
- What's actually behind his pay plan, and why it's not what most dealers expect
- The one thing Charlie had to give up to grow past where he was stuck
- A different take on what real trust looks like between a GM and their team
Charlie Spradlin is GM at Art Moehn Chevrolet Honda, where he's grown a multi-rooftop dealer group while protecting net profit through constant market shifts.
Follow The Dealer Playbook so you never miss an episode.(00:00) What's Coming
(00:51) Sponsor Message FlexDealer
(02:22) Origin Story Into Auto
(05:37) Climbing To General Manager
(06:38) Mentors And Proximity
(08:38) Discomfort And Humility
(12:34) Post COVID Challenges
(14:19) Vulnerable Leadership
(17:32) Big Picture Perspective
(25:50) Pay Plans And Culture
(29:22) Running Into Storms
(31:59) Used Car Inventory Fix
(34:53) Architect Not Operator
(40:52) Closing And Connect
(41:51) Final Outro
Is your dealership struggling to move used EVs while your competitors are banking big? It's time to stop letting inventory sit and start capitalizing on the massive opportunity in the pre-owned electric vehicle market.
In this episode with Lyteflo Co-Founder and CEO Ryan Osten, you'll discover:
- Why used EVs are consistently delivering up to $5,000 in total gross profit per unit.
- The critical operational changes needed to stop inventory from aging out.
- How to leverage battery health reports to build trust, boost sales, and drive fixed ops revenue.
- The specific questions modern EV buyers are asking and how to equip your team to answer them confidently.
- Actionable strategies to gain a significant competitive edge in automotive retail for the next 12-24 months.
Ryan Osten, Co-Founder and CEO of Lyteflo, provides EV sales and merchandising tools to help car dealerships confidently sell more electric vehicles.
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Timestamps
00:00 Used EV Gross Opportunity
03:05 EVs Sitting on Lots Costs
05:01 Why Dealers Struggle With EVs
07:28 EV Test Drive Done Right
09:58 Battery Health and Buyer Questions
14:02 Service Retention Without Oil Changes
17:15 How Battery Checks Work OBD
19:39 Used EV Market Boom and Margins
23:05 Connect With Ryan and Wrap Up
23:36 Podcast Outro and Subscribe
Are the "AI zealots" and "AI doomsayers" clouding your judgment about what artificial intelligence actually means for your automotive retail business? It’s time to move beyond the hype and fear and discover the practical, actionable ways AI can elevate your dealership and refocus your team on what truly matters: human connection.
What you will get from this episode:
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Understand how AI can free up time from monotonous tasks, allowing your team to focus on meaningful customer interactions.
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Learn how top performers are using AI to analyze CRM data, identify customer trends, and enhance sales strategies.
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Discover practical applications for departmental leaders to transition from "operator" to "architect," empowering their teams.
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Gain clarity on how to utilize AI to build a more effective, human-centric dealership culture.
Join Michael Cirillo, Host of The Dealer Playbook, as he shares tangible examples and strategies from his own experience and from leading automotive professionals on leveraging AI to scale the human element in your business.
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Timestamps
00:00 Intro
02:10 Hype vs Zealots
02:51 Internet Disruption Story
10:32 Finding the Middle Ground
13:03 Watching Claude Ad
15:05 Ad Breakdown and Narrative
20:35 AI Scales the Human
24:25 Dealer AI Morning Brief
28:43 CRM Data Sales Insights
31:44 GM Delegation with AI
32:56 Three Practical Use Cases
34:24 Final Takeaways and Outro
Are you still relying on outdated inventory practices that drain your profits and time? Many general managers and dealer principals dismiss inventory operations as "not super exciting problems," yet these foundational issues are costing your dealership hundreds of thousands in wasted ad spend and lost sales opportunities. It's time to stop the bleed and optimize where it matters most.
Here's what you'll get from this episode:
- Understand why focusing on "unsexy" inventory problems is critical for dealer growth and profitability.
- Learn how clean, accurate data flows directly impact your advertising effectiveness and bottom line.
- Discover how modern tools, including AI, integrate with, rather than replace, the human element in automotive retail.
- Identify how to verify and merchandise your inventory more efficiently to sell more cars.
Dan Collingridge, CTO at FlexDealer and LiftKit, brings decades of experience developing technology solutions to optimize inventory management in automotive sales.
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Timestamps
00:00 Intro
00:40 CTO Take on AI
02:51 AI Plateau Outlook
05:28 Discernment and Youth
06:54 Inventory as Catalyst
08:14 Solving Dealer Data Flow
08:47 Why Inventory Matters
10:22 AI for Inventory Analysis
12:12 Wrap Up and Subscribe
In this episode, automotive F&I expert Adam Marburger reveals how leveraging data and accountability is generating a nearly $400 lift in F&I PDR per transaction for dealerships. Discover how top-performing dealers aren't chasing the next shiny object, but instead focusing on human capital and systematic processes to protect and grow their bottom line.
What you will get from this episode:
- Understand why F&I is now a retention and profit center for your dealership.
- Learn how to identify and fix overlooked process gaps in your F&I department.
- Discover how AI isn't just hype—it's a powerful tool for F&I accountability and coaching.
- Strategies for investing in your team to drive consistent F&I performance and dealer growth.
- Why accountability, even when it "stings," is the key to unlocking hidden revenue.
Adam Marburger, CEO at Ascent Dealer Services, brings years of experience in automotive retail and F&I training to help dealers optimize their profit centers.
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Timestamps
00:00 Intro
01:08 Why F&I Matters Now
02:21 Retention Through Relationships
03:13 Scripts vs Real Connection
04:28 Process and Accountability
05:36 Why Accountability Hurts
07:53 Growth Mindset Over Time
11:27 Avoiding Work With Shiny Tools
11:54 AI That Enforces Process
13:42 One Shift Protect Margins
15:29 Connect and Wrap Up
15:45 Podcast Outro
In today's rapidly changing automotive retail landscape, are you positioning your dealership for unprecedented growth or an inevitable decline? Many long-standing car dealerships are facing a market that’s poised to create a “bloodbath for many,” while simultaneously launching others to unprecedented success. The question isn't 'if' the market will change, but whether you're ready to be the catalyst.
Here’s what you’ll get from this episode:
- Rethink your time: Understand the critical difference between 'spending' and 'investing' time in your dealership operations and personal life to drive higher returns.
- Embrace the catalyst mindset: Discover why you are the biggest factor in your dealership's success or failure, regardless of external circumstances.
- Navigate the coming shift: Get a direct, unvarnished prediction of the market forces that will separate the thriving from the struggling in the next 12-24 months.
- Future-proof your dealership: Learn what foundational shifts are necessary to compete against major players and maintain relevance in a consolidated market.
Glenn Lundy, President and Founder of the 800% Elite Automotive Club, shares his hard-won insights on the foundational principles that truly move the needle in dealership leadership.
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Timestamps
00:00 Intro
01:24 Invest Time Mindset
02:51 Dealership ROI Meetings
04:16 You Are the Catalyst
05:31 Morning Routines and Control
07:48 Why Stories Before Strategies
09:54 Industry Bloodbath Ahead
12:12 Carvana Franchise Strategy
14:17 Fighting for Opportunity
15:47 Connect and Closing
17:09 Podcast Outro
Are you leaving money on the table in a flat market? While some see limited growth, others are leveraging technology to find profitability others miss. The key isn't working harder, it's working smarter.
In this episode, Greg Uland, VP of Marketing at The Reynolds and Reynolds, reveals how unified data and AI can transform your dealership's operational efficiency. He breaks down how AI goes far beyond chatbots, tapping into every data point to maximize profit on every single vehicle and service interaction.
What you will get from this episode:
- Understand how robust AI provides a competitive edge in today's no-growth automotive retail climate.
- Discover how unified data is the non-negotiable foundation for effective AI strategies that impact your bottom line.
- Learn how to identify hidden profit opportunities in your inventory, F&I, and fixed ops departments.
- Gain insights into reconciling new AI possibilities with the "people, process, technology" mantra of dealership leadership.
- Anticipate future cybersecurity watch-outs and infrastructure considerations for AI adoption without fear.
Greg Uland is the VP of Marketing at The Reynolds and Reynolds Company, bringing a wealth of knowledge on automotive technology and data integration.
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Timestamps
00:00 Dealers and AI Reality
00:18 Unified Data Foundation
02:18 AI Beyond Chatbots
05:01 Flat Market Efficiency Play
08:41 Dynamic Pricing and Inventory
12:50 AI Flywheel Use Cases
19:33 Cloud vs On Prem Future
22:01 AI in Marketing Workflows
24:36 Connect and Closing
Is your dealership spending more on ads but selling fewer cars?
Many automotive retail leaders pour massive budgets into marketing, hoping to generate more traffic, only to find their ROI shrinking. What if the answer isn't "more" but "smarter" – starting with your own backyard?
From this episode, you’ll discover:
- Why "owning your backyard" is the most profitable, yet overlooked, growth strategy in automotive sales.
- How to audit your current lead processes to find and plug the leaks in your sales funnel before you increase ad spend.
- The three non-negotiable accountabilities that drive success, and how to identify where your team is falling short.
- Why returning to foundational sales principles, not chasing shiny new tech, is the key to sustainable dealer growth.
Troy Spring, CEO and Founder of Dealer World and Co-founder of Dealer Funnel, shares decades of expertise on optimizing dealership operations and marketing for maximum ROI.
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Timestamps
00:00 Meet Troy Spring
00:35 Why Basics Still Win
03:41 Sales Is an Art
04:26 AI Hype vs Process
04:59 Traffic Is Not the Fix
06:55 Audit the CRM Funnel
14:51 Own the Backyard
17:07 Mail Your Database
19:02 Built on Fundamentals
20:03 Connect and Wrap Up
20:47 Podcast Outro
Are you tired of hearing the same old talk about how "hard" automotive retail is? Everyone acknowledges the challenges, but few are willing to roll up their sleeves and actually do the hard work that creates real, sustainable dealer growth. This isn't about avoiding difficulty; it's about making deliberate choices that set your dealership apart.
Here's what you'll get from this episode:
- Reframe how you view challenges in automotive retail, understanding they are opportunities for real differentiation.
- Discover why investing in people and fostering internal talent development isn't just "nice to have," but essential for dealer growth.
- Learn why embracing "unreasonable hospitality" can elevate your car dealership above the competition.
- Identify immediate, actionable steps to transition your team from just "talking the talk" to "walking the walk" on internal development.
- Understand why the inevitable changes, like new regulations, are ultimately beneficial for high-integrity car dealers.
David Spisak, automotive consultant and keynote speaker, brings decades of experience leading top-performing dealerships and developing industry talent.
Timestamps
00:00 Keynote Skepticism Setup
02:08 ASOTUCON Keynote Preview
05:18 Circuit City to COO Story
09:03 Bill Walsh Coaching Tree
11:23 Dealers Resilience Through Change
21:14 Develop Talent Like Techs
26:17 Unreasonable Hospitality Standard
28:17 FTC Rules and Choosing Hard
38:44 Year of the Human Close
43:18 Final Thanks and Outro
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Is your dealership marketing feeling hollow? Are you chasing digital trends only to find your message falls flat? Many in automotive retail are struggling to cut through the noise, constantly investing in strategies that fail to build genuine connection or long-term loyalty.
This isn't just about selling cars; it's about building a brand that resonates deeply with your community and stands the test of time.
In this episode, you’ll learn:
- How to build an authentic brand that attracts customers who choose your dealership.
- The difference between fleeting "hype" and lasting, trustworthy dealership leadership.
- Why a targeted approach to automotive sales content creates a powerful inbound lead engine.
- How even a small audience can translate into massive dealer growth and business opportunities.
- The essential truth about connecting with customers: people buy stories, not just products.
Paul J. Daly, Founder and CEO of ASOTU and host of Automotive State of The Union, shares his insights on why authentic connection is the ultimate marketing advantage in today's landscape.
Timestamps
00:00 Controversial Brand Question
00:36 Intro
05:10 Your Podcast Town
07:15 See What Happens
09:03 Big Guests Build Credibility
10:36 Inbound Sales Engine
14:30 Does Podcasting Still Work
15:50 Niche Down Till It Hurts
17:31 Dealerships Are Unique
18:37 Wearing The Story
19:40 Stradivarius Story Effect
22:31 Real Vs Fake Content
28:15 Known To Trusted
33:49 Contact And Wrap Up
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Is your dealership encouraging team members to "go viral?" You might be seeing the spike in clicks, but are you seeing the real cost? In an age where everyone's a content creator, maintaining brand integrity and a consistent message is harder than ever.
In this episode, you’ll discover:
- Why relying on individual salespeople to create "viral" content can undermine your dealership's long-term reputation.
- How to communicate brand guidelines to your team so they become brand ambassadors, not brand liabilities.
- The critical difference between short-term engagement and sustainable dealer growth through consistent brand messaging.
- How to evaluate marketing partnerships to ensure they align with your dealership's values and community standing.
Don Moss, Executive Director of Marketing at Murgado Automotive Group, shares his expertise on brand safety and the hidden implications of content strategy in "automotive retail".
Timestamps
00:00 Intro
00:44 Why Brand Safety Matters
01:39 Social Video Risks
04:19 Setting Content Guardrails
06:50 Personal Accounts vs Brand
08:27 Influencers and Scandal Risk
10:51 Who Owns the Standards
14:13 Simplify for Growth
15:30 Connect and Wrap Up
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Is your dealership struggling to convert online leads into showroom appointments? You’re not alone. Many automotive professionals focus on getting leads, but miss the critical step of engaging them effectively to drive sales.
Here’s what you’ll get from this episode:
- Implement Paul de Vries’ 6-step lead-handling process to increase appointments.**
- Understand the crucial role of speed and human connection in online lead conversion.**
- Learn how to best integrate AI to support, not replace, human sales efforts.**
- Discover how to build a team that excels at lead follow-up and customer engagement.**
Paul de Vries, founder of the Digital Car Dealer Workshop and BDC co-owner, shares his proven methodology for dramatically improving lead response times and, most importantly, turning those leads into sales.
Timestamps
00:00 Intro
03:27 AI vs Human Connection
06:22 Six Steps to Better Calls
09:49 Speed to Contact Results
11:05 Hiring and Coaching BDC Teams
12:36 EVs and Chinese Brands in Europe
15:03 Wrap Up
The AI hype is real, and every vendor at NADA claims to have the next big thing for your car dealership. But as you consider integrating new tools, are you truly solving problems or just inviting new ones? The promise of AI in automotive retail is vast, yet without a strategic approach and "human in the loop," the technology can quickly become a costly distraction.
In this episode, you’ll discover:
- Why generic AI solutions often fail to deliver real ROI in a dealership setting.
- How to identify and choose AI tools that provide actionable data instead of just affirming biases.
- The critical role of "organic intelligence" in leveraging AI to move more metal and improve fixed ops.
- Strategies for avoiding common technological pitfalls that lead to change management nightmares.
Mackenzie Wiltrout, VP of Innovation at Stream Companies, shares her expert perspective on finding impactful AI that genuinely drives dealer growth.
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Timestamps:
00:00 Intro
01:11 AI Hype Versus Impact
03:14 Proof And ROI Data
05:59 Humans In The Loop
07:57 Bias And Obliging Chatbots
11:03 Stream Vision Orange OS
13:25 Data Vacuum Dangers
16:17 Outro
AI is rapidly changing the automotive retail landscape. The question isn't whether it will impact your car dealership, but how to leverage it without alienating your customers. Are you ready to integrate AI in a way that amplifies, rather than diminishes, human connection and trust?
In this episode, you will learn:
- Why 90% of consumers still prefer human interaction even while using AI.
- How to use AI to drive "auto un-intenders" – high-value customers who aren't actively shopping – to your store.
- The critical role of brand health in retaining loyal customers and avoiding the "race to the bottom" on pricing.
- Practical strategies to make your dealership more accessible to your target audience using audio channels.
Joey Zanetis, Executive Vice President at iHeart Media Automotive, shares insights from extensive consumer studies on bridging the gap between cutting-edge AI and the timeless need for human connection in sales.
Timestamps
00:00 Intro
00:53 Guaranteed Human Explained
04:00 Redefining Smart in AI
06:48 Human vs Machine Trust
08:00 Influencers and Honest Reviews
11:01 Brand Health and Trust
15:32 Cross Platform Audio Strategy
20:18 Auto Unintenders and Profit
22:36 Podcast Outro
Is your dealership losing customers you thought were gone for good? Every automotive professional knows the sting of a "lost" sale, but what if those defections weren't permanent goodbyes, but instead, opportunities for powerful comebacks through fixed operations?
In this episode, Kristine Lentz, Product Operations Manager at Urban Science, reveals how using precise data can transform your view of customer defection from a failure to a strategic advantage.
What you will get from this episode:
- Understand why traditional "defection" metrics might be leading you astray.
- Discover how leveraging sales data can pinpoint exactly why and when customers leave.
- Learn how to use fixed ops as a potent reactivation tool for "lost" customers.
- Redefine your follow-up strategies to recapture customers and build lasting relationships.
- Strategically deploy AI in your sales process to close crucial gaps.
Kristine Lentz is the Product Operations Manager at Urban Science, bringing years of expertise in leveraging data to drive actionable insights and improve dealer performance.
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Timestamps
00:00 Intro
00:42 Defection Defined
02:43 Finding the Leak
04:35 Days to Sale Insights
05:32 AI as a Partner
07:26 Empathy Still Matters
08:57 Facing the Fear
10:26 Stop Chasing Sold Leads
10:59 Service Reactivation Play
12:31 Data Plus Human Response
13:55 Outro
Matt Lasher pulls back the curtain on one of the most expensive and preventable problems in automotive retail. The moment a customer falls in love with a car, spends five hours at the dealership, and then the deal collapses in finance because nobody asked the right questions early enough.
In This Episode
- What the great train wreck actually is and why it is happening at every dealership every single day
- How the affordability crisis is creating a tidal wave that dealers need to start preparing for now
- Why lenders and dealers are like Mars and Venus and what it costs everyone when that gap stays open
- The hidden bias toward customers with credit challenges and why 40% of consumers have a credit score of 680 or less
- Why empathy is not just a soft skill in automotive retail but a business strategy
- How technology should be used to enhance human connection rather than skip over the people that make the deal happen
- Matt's perspective on why dealers are resilient and why this crisis is no different from every other one they have survived
About Matt Lasher
Matt Lasher is President at Streamline Auto and a people first advocate in automotive retail. With a background rooted in dealership operations, Matt now sits at the intersection of auto fintech and the dealer lender relationship, working to make it easier for dealers to serve every customer that walks through their door.
Key Quotes
"The great train wreck happens not because we want it to but because sometimes there is just a lack of information at the point that they need it."
"40% of consumers have a credit score of 680 or less. If you are not thinking about the affordability problem you are just servicing the people that have buckets of cash."
"Dealers are resilient. There is just no stopping the dealer."
Resources and Links
- Connect with Matt Lasher on LinkedIn
- Learn more about Streamline at streamline.auto
- Subscribe to The Dealer Playbook newsletter at thedealerplaybook.com
- Join the Dealer Playbook community for more conversations that matter
Take Action
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Timestamps
00:00 Intro
00:48 Dealer to Vendor Shift
02:17 Affordability Train Wreck
04:26 Time Kills Deals
05:50 Lenders vs Dealers Gap
08:58 Tech With People First
11:32 Empathy for Buyers
15:21 Blind Spots in Credit
16:38 Connect and Wrap Up
17:22 Outro
What if the reason your marketing isn’t driving growth… is because it was never invited into the strategy conversation in the first place?
That question sits at the heart of this conversation with my good friend Ashley Cavazos, Digital Performance Consultant and Moderator at NCM Associates. We recorded this one live from the NADA show floor in Las Vegas, and within minutes we were digging into something I see happening in dealerships all the time.
Leaders expect marketing to deliver results.
But marketing often isn’t sitting in the room when the decisions that shape those results are made.
In this episode, Ashley and I talk about why that disconnect still exists and what has to change if dealerships want marketing to actually drive growth instead of constantly cleaning up problems after the fact.
Timestamps
00:00 Intro
00:47 Why Marketers Need Seats
03:39 Inventory Firefighting Reality
04:06 Connecting Teams And Journey
06:22 Plan For Failure Points
08:04 Process Before Mindset
08:28 Alignment Beats AI Hype
10:37 Leadership And KPI Clarity
12:12 Advocating With Data Proof
13:18 Contact Info And Closing
What if your newest salesperson could perform like your best one every single time?
That's not a hypothetical. That's what Jay Ku, founder and CEO of Hey Greenlight, is actually building. And after sitting down with him at NADA, I have to be honest with you, this one stuck with me.
Jay spent years at TrueCar meeting with people representing thousands of dealerships, and he kept running into the same two problems. Salespeople had no idea who their leads actually were beyond a name and a phone number. And turnover was burning through training budgets faster than anyone could keep up. So instead of complaining about it, he built something.
In this episode we get into how Hey Greenlight pulls 25 plus data points on incoming leads income, credit, garage data — and uses that to build a personalized sales strategy for each one. We're talking about what to text, what to say on the phone, when to call, and even something as specific as which side of the lot to park the car on so the paint catches the afternoon sun just right when the customer shows up.
We also get into the AI conversation and I'll be straight with you, I pushed on this because I didn't want to just nod along and confirm my own bias. Jay's take on where AI is genuinely useful versus where it becomes a crutch is one of the more grounded perspectives I've heard on the show. He makes the case that booking appointments and answering questions is table stakes, and the real opportunity is in helping people connect.
That's the thread that runs through the whole conversation. Tech enabled, human delivered. And Jay makes a compelling argument for why that's not just a feel good idea but actually a smarter business decision.
If you've ever watched a great salesperson work a room and thought "how do I bottle that" — hit play.
Timestamps
00:00 Intro
00:48 Why Hey Greenlight
01:28 Two Dealership Problems
02:51 Data Enriched Leads
03:30 Wingman Sales Coaching
06:03 Personalized Prep Examples
07:31 Question Based Selling
09:55 AI Debate Human First
13:45 Connection Still Matters
17:52 Scoring and Accountability
18:44 Operational Efficiency Wins
20:28 How to Connect and Wrap
21:05 Podcast Outro
Dealers are spending more on advertising than ever… and according to Subi Ghosh, many of them are still playing the game wrong.
This conversation from NADA 2026 might be one of the most important shifts we’ve discussed on The Dealer Playbook.
She believes the real issue in automotive advertising isn’t traffic. It isn’t creativity. It isn’t even budget.
It’s fragmentation.
In this episode Subi Ghosh who is the Head of Partnerships at Fullthrottle and one of the driving forces behind Auto Media Marketplace breaks down why dealers are often buying media in silos, relying on diluted data, and unknowingly limiting their own performance. She explains how platforms fighting each other instead of aligning is quietly costing retailers reach, influence, and ROI.
And here’s the part that hits hard.
While many dealers are still pouring money into search and social the way they always have, behavior has shifted. Discovery has shifted. AI has changed how people find information. And the brands that understand how to unify premium media, activate real data, and collaborate across channels are starting to pull ahead.
Subi makes the case that this is no longer about buying ads.
It’s about infrastructure.
It’s about coordination.
It’s about influencing buyers before they ever type into a search bar.
If you’ve felt like your ad spend isn’t stretching as far as it used to…
If you’ve noticed performance becoming harder to maintain…
If you’ve ever wondered whether the platforms are truly working together for you…
You need to hear this conversation.
Because the shift is already happening.
And the dealers who recognize it early will not just compete better. They’ll operate at an entirely different level.
Timestamps
00:00 Intro
02:57 Auto Media Marketplace Explained
04:57 Why Streaming + Premium Inventory + Data Layers Are Changing Advertising
05:41 From Search & Social to Full-Funnel Media: Staying Top of Mind in a New Era
06:47 Real-World Targeting Story: ‘Landman’ Ads, Audience Data & Influence in Action
09:24 Competitors as Allies: How to Align, Take on the ‘Big Fish,’ and Win Together
11:52 Unity on the Show Floor: Building a Cohesive Strategy Across Channels
13:43 Connect with Subie + Final Wrap-Up and Podcast Outro
Most dealers are talking about AI. Jeff Swickard is building an AI department inside his auto group.
In this special episode of The Dealer Playbook, Michael Cerullo sits down with Jeff Swickard, President & CEO of Swickard Auto Group, to unpack what it actually takes to operationalize AI inside a dealership group—without breaking culture, customer experience, or your tech stack.
Jeff shares how they built an enterprise data warehouse in Microsoft Azure, why integration is the real battle, and how they’re using agentic AI + sentiment analysis to protect and improve the guest experience—especially in service.
What you’ll learn:
- Why Swickard Auto Group created an internal AI department
- How an enterprise data warehouse solves “nothing integrates” chaos
- The role of APIs + bidirectional data feeds with the DMS and vendors
- Using AI to measure call quality + customer sentiment in a high-volume service contact center
- Why hospitality is the long-term differentiator (and how tech should support it)
- How to drive buy-in from employees and avoid “here we go again” resistance
- The real leadership skill: prioritization, iteration, and pivoting
- “Buy vs. build” in automotive tech—and how to know when to switch
If you’re a dealer principal, GM, fixed ops leader, or marketing/ops exec trying to figure out what AI actually means for your stores, this is a blueprint for how the best groups are approaching it.
Timestamps
00:00 Welcome & Meet Jeff Swickard
00:29 Why They Built an AI Department in a Dealer Group
02:03 Taming the Tech Stack: Enterprise Data Warehouse on Azure
03:34 AI + Hospitality: Using Sentiment Analysis to Elevate Service
06:23 Building It In-House: 2.5 Years to Connect the Data Sources
07:39 Getting Buy-In: Involving Employees Early & Prioritizing ROI
10:33 Forward-Thinking (and Stumbling): Learning, Predictive Analytics & People
13:30 Leadership Urgency: Staying Focused, Pivoting Fast & Buy vs. Build
16:13 Wrap-Up, Thanks, and Podcast Outro
Everyone’s chasing the next shiny tactic. New platforms. New hacks. New promises.
But what if the stuff that actually works… never stopped working?
In this episode of The Dealer Playbook, I sit down with my longtime friend Charles Cannon, General Manager at BMW West Houston, for a real conversation about building a career in this business by doing the simple things consistently, especially when everyone else is distracted.
Charles and I go back almost a decade, to a time when personal branding in automotive wasn’t a buzzword and definitely wasn’t common. We talk about why he decided early on to put himself out there, how that mindset shaped his career, and why community, consistency, and human connection still outperform any shortcut.
In this conversation, we dig into:
- Why consistency beats virality every single time
- How to use video without overthinking it or trying to be perfect
- What it actually means to “stand out” when everyone says they’re doing the same things
- The shift from treating this industry like a job to building a real career
- Why Charles refers to customers as guests, and how that one word changes everything
- How to stay human in a digital-first world that’s craving real connection
- Lessons from economic swings, negative reviews, and long-term thinking in the car business
This episode isn’t about doing more. It’s about doing the right things, for the right reasons, long enough to matter.
If you’re tired of feeling like you’re getting lost in the noise, if you want to build something sustainable, or if you just need a reminder that being a real person is still your greatest advantage, this conversation is for you.
Timestamps:
00:00 Introduction and Welcome
00:15 Meet Charles Cannon
00:27 Marketing Strategies for Car Dealers
01:08 Charles' Journey Back to Houston
02:20 Building a Personal Brand in the Car Business
05:05 The Importance of Consistency
08:54 Humanizing Sales Through Social Media
12:02 Overcoming Video Marketing Challenges
19:47 Shifting from Job to Career
30:27 Handling Negative Reviews and Customer Relations
31:40 Economic Challenges and Opportunities
34:42 Final Thoughts and Contact Information
How do you sell 300+ used cars a month in a town of 2,900 people, and buy 240 vehicles off the street without relying on auctions?
In this episode, Rob Ruth the President / Owner of Bob Ruth Ford, Dillsburg PA breaks down the real playbook behind scaling a pre-owned-first dealership inside a franchise system, and why a startup mindset, disciplined acquisition, and a culture built on partnership can outperform “bigger market” excuses.
Rob shares exactly how they pivoted during COVID when inventory vanished, how they built a team-based buying machine (starting with Facebook Marketplace outreach), and why used cars drive the whole store: service, parts, profitability, and growth.
What you’ll learn:
- Why used cars are the real growth lever (40M used vs ~16M new) and how to differentiate
- The acquisition-first framework: buying center, street buys, and scaling a sourcing team
- How to sell 8 used for every 1 new while keeping the OEM satisfied
- What’s working now: $25K-and-under sweet spot, pricing discipline, and recon strategy
- Leadership and culture: treating employees like partners, creating career paths, and recruiting in a small market
- The recession-proof logic of building a pre-owned engine when markets shift
If you’re a dealer, operator, or leader who feels boxed in by OEM pressure, market size, or “the way it’s always been done,” this episode will challenge you to rethink what’s possible and remind you why you got into this business in the first place.
Timestamps
00:00 Introduction to the Used Car Mindset
00:36 The Story Behind Bob Ruth Ford
01:02 Key Elements of a Successful Pre-Owned Operation
01:13 Flex Dealer and the Dealer Playbook
02:35 Rob Ruth's Journey and Mindset
03:46 Challenges and Strategies in the Used Car Market
06:05 The Startup Mentality in a Family Business
15:20 Acquisition and Inventory Management
26:20 Community Impact and Leadership
33:29 Conclusion and How to Connect
What does a modern car dealership look like in 2025, without losing the human connection that actually builds loyalty?
In this episode of The Dealer Playbook, I sit down with Matt Birkhead, Dealer Principal at Sir Walter Chevrolet in Raleigh, North Carolina, a nearly 100-year-old, single-point store that’s grown by leaning into transparency, simplified pricing, community involvement, and people-first leadership.
Matt breaks down “The Sir Walter Way” a smarter way to shop, an easier way to service, and a culture that makes customers (and employees) feel like family. We also get practical about how dealerships should use AI, digital retailing, and fast lead response without sacrificing trust.
What you’ll learn in this conversation:
- How Sir Walter Chevrolet builds loyalty through transparency and consistent pricing
- Where AI belongs in a dealership (and where it doesn’t)
- How to keep customers warm after-hours without “fake” automation
- The real operational advantage of a single-point store in a big market
- How to break down silos between sales, service, parts, and recon
- Why “community starts from the inside out” (and how to make it real)
- How Matt invests in people through training, 20 groups, and leadership development
- Why the dealership experience still matters—even with online buying and delivery
If you’re a dealer principal, GM, sales leader, fixed ops leader, or dealership marketer, this episode is a blueprint for building a culture that customers feel, and employees stay for.
Timestamps
00:00 Intro
01:14 The Dealer Playbook and Flex Dealer
02:35 Introduction to Matt Birkhead
03:30 Balancing Work and Family
04:50 Challenges and Responsibilities in the Car Business
08:15 Transparency and Authenticity in Dealerships
09:39 Leveraging AI in Dealerships
16:36 Community Involvement and Support
18:22 Building a Culture of Giving Back
19:03 Creating a Tangible Cultural Impact
20:14 Fostering Teamwork and Community
20:44 Highlighting Employee Contributions
21:27 Breaking Down Departmental Silos
22:20 The Role of Gwen in Community Outreach
25:11 Investing in People and Long-Term Value
26:52 Navigating the Automotive Industry as an Outsider
31:37 Objective and Factual Leadership
34:25 Connecting with the Community and Audience
Connect with Matt Birkhead / Sir Walter Chevrolet
- Phone: (919) 455-7790
- Email: mbirkhead@sirwalter.com
- Instagram (Matt): @birksuva
- Instagram (Store): @sirwalter_chevy
If you found this valuable:
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Do dealership buildings actually sell cars, or do they quietly kill the experience?
In this episode of The Dealer Playbook, we sit down with Josh Keough, Licensed Architect and Studio Director at Gensler, to unpack how dealership architecture, layout, and environment design directly impact sales efficiency, fixed ops performance, employee retention, and guest experience.
With more than 25 years of experience and 1,600+ sales and service locations designed worldwide, Josh shares how future-ready dealerships are being built to support:
- Digital buying behavior
- EV infrastructure and service realities
- Faster yet more human customer journeys
- Technician attraction and retention
- Brand trust beyond logos and signage
This conversation challenges the idea that “buildings don’t sell cars” and reframes the dealership as a strategic tool, one that shapes behavior, emotion, workflow, and long-term profitability.
You’ll learn:
- The difference between a customer experience vs. a guest experience
- Why lighting, furniture, sound, and even smell influence buying decisions
- How dealership layout impacts RO time, technician productivity, and retention
- Why EV readiness is more about infrastructure and workflow than showrooms
- Practical design upgrades dealers can make without tearing down their store
- How to balance OEM brand standards with your dealership’s unique identity
- Why great design must support people first, not just vehicles
If you’re thinking about your next renovation, EV transition, or how to stand out in a digital-first world, this episode will change how you view your building.
Who this episode is for:
- Dealer Principals & Owners
- General Managers & Fixed Ops Leaders
- Automotive Architects & Designers
- OEM Leadership Teams
- Anyone responsible for dealership experience, culture, or long-term growth
Timestamps
0:00–2:37 Hook & why dealership design matters
2:37–5:10 Josh Keo’s background at Gensler & global automotive work
5:10–8:05 Customer experience vs. guest experience in dealerships
8:05–11:20 The three stakeholders every dealership building must serve
11:20–14:40 Why brand identity is more than logos & signage
14:40–18:10 Designing layouts to support different sales processes
18:10–21:30 Talent attraction, technician retention & back-of-house design
21:30–25:00 Fixed ops efficiency, RO time & service flow
25:00–28:40 EV infrastructure planning dealers can’t ignore
28:40–31:50 Why less inventory on the floor improves experience
31:50–35:10 Lighting, furniture, scent & subconscious buying signals
35:10–37:51 Faster vs. better experiences & final takeaways
What if the reason things didn’t click in 2025 has less to do with your tools and more to do with your willingness to change?
In this solo year in review episode, I’m slowing things down to reflect on what 2025 actually taught us. Not the highlight reel. The real stuff. The hard conversations, the uncomfortable growth, the moments where leadership, culture, and discipline mattered more than any shiny new strategy.
This year reminded me of something I’ve believed for a long time. Sustainable success isn’t about finding the missing tactic. It’s about becoming the kind of leader and organization that can actually handle success when it shows up.
In this episode, I break down:
- Why change—not technology—is the real competitive advantage
- How AI is accelerating opportunity (without replacing human judgment)
- The leadership, culture, and discipline gap separating top performers from the rest
- Why most dealerships ask the wrong questions about success
- How critical thinking will become one of the most valuable skills in 2026
- What it actually means to “go all in” on your definition of success
We explore AI without hype or fear, marketing without shortcuts, and leadership without excuses, connecting the dots between human connection, culture, and long-term profitability in retail auto
If you’re heading into 2026 feeling pressure, uncertainty, or opportunity, this episode will help you recalibrate your focus and attack the year with clarity and conviction.
Free Gift:
Get a FREE PDF copy of Michael’s bestselling book Don’t Wait. Dominate.
👉 Visit FlexDealer.com
Who this episode is for:
- Dealership Owners & Operators
- General Managers & GSMs
- Marketing Directors & CMOs
- Fixed Ops & Service Leaders
- Automotive Professionals serious about growth in 2026
Timestamps
00:00 Introduction
02:20 Year-End Reflections and Gratitude
07:18 AI in the Auto Industry: Opportunities and Challenges
14:52 Marketing and Human Connection
20:04 Leadership, Culture, and Sustainable Growth
26:20 Looking Ahead to 2026: Relentless Pursuit of Success
27:53 Conclusion and Call to Action
What if your success today could quietly sabotage your future, unless you build a plan beyond the next car deal?
In this episode of The Dealer Playbook, I sit down with Tustin Ulrich, General Manager of Roper Kia (one of the most dominant Kia stores in Missouri) and founder of The 1% Effect, a real estate investor concierge designed specifically for high-earning operators who don’t want to lose focus on today while building freedom for tomorrow.
This is not a conversation about selling cars.
This is a conversation about long-term thinking, generational wealth, tax strategy, leverage, and protecting your family’s future, without sacrificing performance in the present.
Tustin shares his deeply personal story, from childhood adversity and financial struggle to building a record-breaking dealership and acquiring over $10M in real estate while paying less than 1% in taxes. He breaks down exactly how high achievers in automotive can use real estate as a strategic tool, not a distraction, to create optionality, time freedom, and legacy.
In This Episode, You’ll Learn:
- Why most high earners stay trapped in a short-term income mindset
- How car dealers and operators can invest in real estate without losing focus on the store
- What the 1% Effect really means, and how the top 1% preserve wealth for generations
- Why 401ks and Roth IRAs alone won’t create true financial freedom
- How leverage, 1031 exchanges, and tax strategy work in plain English
- The difference between good debt vs. bad debt
- Why real estate favors operators, even during recessions
- How to think in multiplication, not cash flow
- Why automotive is one of the only industries that enables this path
Timestamps
00:00 Hook Intro — Building wealth without losing today
02:00 Tustin’s story: from struggle to GM
06:30 Why high achievers need a future plan
10:45 The 1% Effect explained
15:30 Real estate, taxes, and leverage (simple breakdown)
22:30 Recession myths vs reality
28:00 Single-family vs multifamily investing
33:30 Living on debt & generational wealth
38:00 How to get started + final takeaway
Who This Episode Is For
- Dealer Principals & General Managers
- High-earning sales professionals
- Automotive operators thinking beyond the next 30 days
- Anyone serious about generational wealth, tax efficiency, and long-term control
What happens when precision from aviation meets creativity in automotive marketing?
In this episode, Ashley Brockhurst, Director of Marketing and Health & Safety at Charlesglen Toyota in Calgary, Alberta — “Alberta’s Celebration Destination” — shares how her dealership’s community-first philosophy is redefining what automotive retail can look like.
From aviation safety to dealership marketing leadership, Ashley’s story proves how curiosity, culture, and compassion fuel innovation. She opens up about her journey from receptionist to director, the strategy behind hosting 27+ community events a year, and how authentic philanthropy (not just PR) builds real customer loyalty.
You’ll learn how Charlesglen Toyota turned community connection into a competitive advantage, and how your dealership can do the same.
In This Episode:
- How Ashley went from aviation safety to automotive marketing
- The mindset shift that helped her climb from receptionist to director
- Why authentic community giving outperforms transactional marketing
- How Charlesglen Toyota became Alberta’s Celebration Destination
- Turning charity and local events into a powerful brand advantage
- Why women are leading Canada’s charitable sector, and how dealerships can connect
- The ROI of relationships: how community focus drives dealership growth
- How to measure unmeasurable marketing (and prove impact beyond KPIs)
- Why “look after your city and they’ll look after you” still works in 2025
Timestamps
00:00 Intro — From Aviation to Automotive
04:12 How a receptionist became a marketing director
09:05 The secret behind Charlesglen Toyota’s “Celebration Destination” brand
14:20 Culture that empowers people to take chances
18:55 How to build authentic community events that connect
24:10 Why women drive community impact (and dealership loyalty)
32:00 Measuring ROI when you can’t “track” community relationships
37:30 Building team buy-in for charity and local events
Who This Episode Is For
- Dealership marketing teams
- General Managers & Dealer Principals
- Community relations & event coordinators
- Women in automotive leadership
- Anyone who believes marketing can build more than sales — it can build connection.
Connect with Ashley Brockhurst
🔗 LinkedIn: Ashley Brockhurst
🌐 Charlesglen Toyota: charlesglentoyota.com
What happens when a dealer group bets big on hospitality, culture, and process, instead of pressure, price, and tradition?
Today, multi-store operator JB Burnett joins me to unpack the launch of his brand new Ford Signature 2.0 store, the first of its kind in the world, and why the guest experience is now his most powerful competitive advantage.
We dive into how he moved an entire dealership eight miles in four days, opened to record-setting sales weeks, and rebuilt the buying journey around hospitality, not haggling. JB also shares his response plan to recession chatter, how he keeps teams aligned under heavy pressure, and why he believes contagious optimism is a non-negotiable leadership skill.
If you’re a dealer principal, GM, GSM, or fixed ops leader looking for a real-world blueprint on culture, execution, and modern retailing, this episode is required listening.
In This Episode You’ll Learn:
- What a Ford Signature 2.0 store actually is and why the experience is radically different
- How JB’s team moved 300 units + full service + parts in less than a week
- Why hospitality-first retail is out-performing traditional sales tactics
- The subtle vocabulary shifts (“guest,” not “customer”… “reservations,” not “appointments”) that change everything
- How JB builds buy-in for elevated dress codes & elevated expectations
- Why international markets are beating the U.S. on dealership hospitality—and what we can learn
- JB’s mindset framework for leading calmly through chaos
Timestamps
00:00 Intro
02:10 Inside the world’s first Ford Signature 2.0 store
07:45 Moving 300 units + full operations in four days
11:12 The mindset required to lead through chaos
18:55 Hospitality vs. legacy retailing: why the guest experience wins
24:20 Why other countries are beating the U.S. in dealership decorum
29:02 Dress code, culture, and team buy-in
36:15 Preparing for a potential recession
42:40 Contagious optimism vs. toxic positivity
45:05 JB’s framework for hard conversations
49:15 How to connect with JB
Who This Episode Is For
Dealer Principals, General Managers & GSMs, Fixed Ops Leaders, and Retail Auto Operators
Anyone responsible for culture, customer experience, or profitability in automotive.
If you’ve ever wondered how a small-town Ford store ends up going mega-viral, builds a loyal community, and turns everyday dealership life into must-watch content… this episode is for you.
Today I’m joined by the brilliant, hilarious, and wildly creative Noella Salter, the marketing manager behind Lang & Fetter Ford’s social media presence that the entire industry can’t stop talking about. She’s turned a rural Canadian dealership into a personality-driven brand that people actually want to follow.
In this episode, we get into:
- How Noella went from PR grad to dealership storyteller
- The moment she realized she had to stop copying her predecessor and start creating as herself
- Why the people inside your dealership matter more than any vehicle walkaround
- What to do when your content flops, trolls show up, or you feel creatively tapped out
- The power of consistency, authenticity, and letting your team shine
- Why viral moments don’t matter nearly as much as you think, and how she stays grounded anyway
- Live reactions as we watch some of Lang & Fetter Ford’s most viral posts together
If you’re in automotive marketing (or honestly, any business where trust and community matter), this conversation is a blueprint for turning small beginnings into big impact. Noella proves that you don’t need a massive budget, a big city, or sponsorship deals, you just need people who are willing to show up, be themselves, and have a little fun.
This episode will make you laugh, rethink your approach to social, and maybe even give you the nudge to try that idea you’ve been sitting on.
What if your biggest dealership problems aren’t “market problems”… but creativity problems?
In this episode of The Dealer Playbook, Michael sits down with Nir Bashan, world-renowned creativity expert, founder & CEO of The Creator Mindset, LLC, Clio Award winner, and Emmy-nominated former Hollywood/advertising executive to show car dealers how to use creativity as a practical business tool, not fluffy “inspiration,” but real-world tactics that move metal, grow service, and improve culture.
Nir has coached leaders at AT&T, Microsoft, NFL Network, EA Sports, Suzuki, JetBlue, and more. In this conversation, he maps the same creativity frameworks directly onto retail automotive in 2025 and beyond.
You’ll learn:
- Why creativity + innovation are the only sustainable edge as regulations, EVs, and consumer behavior change
- How to translate Hollywood-level creativity into daily dealership operations
- A simple mindset shift to turn “crisis after crisis” into opportunity (EV overstock, chip shortages, changing regs, etc.)
- How to balance data and creativity so your analytics don’t kill your humanity
- A dead-simple language exercise that can boost customer satisfaction and sales
- Why everyone is creative (backed by research) and how to unlock it in your team
- How to use creativity to transform your BDC, service lane, and sales culture
Book Giveaway – 10 Free Copies of The Solution Mindset
If you got value from this episode:
- Leave an honest review on Apple Podcasts or Spotify
- Screenshot your review
- DM it to Michael on LinkedIn, Facebook, Instagram, or X
👉 The first 10 people to do that will get a free copy of Nir’s new book, The Solution Mindset.
How should Canadian dealers REALLY be using data to price, appraise, and move inventory in 2025?
In this episode of The Dealer Playbook, Michael sits down with Yolanda Bishwah, President of Canadian Black Book (CBB), the data backbone behind used vehicle valuations and residual forecasts for OEMs, lenders, and retailers across the country.
With 65+ years of market data at her fingertips, Yolanda breaks down how Canadian Black Book reads the market, what’s really happening with wholesale and retail values, and how dealers can use valuations more strategically instead of just “checking a number.”
We get into:
- How CBB blends wholesale auction data, upstream OEM/lender data, and retail listing data to forecast values
- Key differences between the Canadian and U.S. wholesale markets (and why Canada moves more gradually)
- How to use residual value forecasts to build better remarketing and equity-mining plans
- Practical ways to reduce pain around aging units using data instead of gut feel
- Why consumer confidence, supply & demand, and economic signals matter for your next 90 days of inventory decisions
- How Canadian dealers can tighten the gap between consumer-facing trade tools and in-store appraisals
If you’re a dealer principal, GM, used car manager, or lender trying to make smarter decisions with every unit on the lot, this conversation will change how you think about values, equity, and remarketing.
Guest Marion Cain (ACE founder; creator of Kharisma Mastery) breaks down a science-based playbook for dealership sales and F&I teams to own the room, deliver luxury touchpoints (on any brand), and turn trust into revenue. We cover the first 90 seconds, nonverbal cues, “portable stories,” True Cost of Ownership framing, and how to use GPT/AI to tailor your pitch to any buyer’s personality, without losing the human.
You’ll learn
- Why buyers now follow salespeople and how to stand out in a saturated market
- The luxury experience blueprint (even if you don’t sell a luxury marque)
- The first 90 seconds: posture, eye contact, tone, cadence, confident welcome
- Status framing that stops margin compression (people pay more when status rises)
- “Portable stories” that customers retell (and why they convert better than features)
- True Cost of Ownership: simple math that moves logical buyers today
- Personality-based selling with GPT: your type + their type → custom talk-track in minutes
- The Dominoes Method to stack actions and create 3-car days + F&I platinum wins
Timestamps / Chapters
00:00 Introduction
02:38 Introducing Marion Cain and Charisma Mastery
05:03 Creating a Luxury Experience
05:46 Building Lifetime Relationships
09:42 Effective Introductions and Customer Engagement
14:36 Personal Stories and Vulnerability in Sales
16:01 Controlling the Sales Experience
21:06 Understanding Customer Psychology
23:49 The Importance of Personalization
28:07 Practical Insights for Scaling Human Connection
31:35 The Domino Effect in Sales
33:55 Final Thoughts and Connecting with the Speaker
Who this helps: Dealer principals, GMs/GSMs, sales managers, F&I, BDC leads—anyone driving grosses, CSI, and repeat/repurchase.
AI vs. Google isn’t theoretical anymore; your buyers are already switching how they search.
In this episode, Marcus Sheridan (author of They Ask, You Answer and Endless Customers) shares fresh data from ~3,000 pros on how often they now use ChatGPT instead of Google, what that means for SEO, content, and lead gen, and how car dealerships can pivot now to stay discoverable.
You’ll learn:
- Why “extremes get clicks” (and how to win with balanced, trust-first content)
- The real timeline for AI in customer service (and why “faster, friction-free” always wins)
- What “legacy Google is dying” actually means (and what still works today)
- A pragmatic playbook to future-proof dealership SEO with AI search behavior in mind
- The 4 pillars from Endless Customers to become the most known and trusted brand in your market
Timestamps
00:00 Intro00:04 The Rise of Chat GPT00:39 The Value of Human Connection02:14 Introducing Marcus Sheridan03:21 Why extremes go viral (and why nuance converts)09:20 The Future of SEO and AI20:02 Authenticity and Performance31:21 The Concept of Agency32:08 Identity and Belonging39:04 The Future of SEO and AI44:55 The Power of Adaptation51:10 The Middle Ground Perspective57:58 Endless Customers and AI01:00:40 Conclusion and Call to Action
Giveaway: We’re gifting 10 copies of Endless Customers. Rate the show on Apple/Spotify, screenshot it, and email michael@thedealerplaybook.com. First 10 in the inbox win.
Who this is episode for: Car dealership owners, GMs, marketing leaders, BDC, fixed ops, and anyone responsible for traffic, leads, and CSI.
Curiosity beats fear in modern retail automotive. In this episode of The Dealer Playbook, Michael Cirillo sits down with Sebrina Westbrooke, Program Manager at Georgian College’s Automotive Business School of Canada and lead for the Canadian Dealer Academy, to unpack how car dealerships are future-proofing leadership teams for AI, electrification, digital retailing, and connected services—without losing the human connection that drives performance.
You’ll hear how the Academy builds real operators, not shelf-ware: learners work directly from their own DMS reports, financial statements, PMA data, and benchmarks, then implement changes in-store—like a fixed ops tune-up that lifted department profit by 6% in the first month. We also dig into the gaps that hold back new general managers (often promoted for past results, not leadership readiness) and how to close them with clarity, data, and soft-skill mastery.
What you’ll learn:
- How to turn curiosity into an operating system that reduces fear around AI and EV transitions
- A practical way to replace “gut feel” with dealership data—and the exact questions great leaders ask
- Why fixed ops fluency is the hidden unlock for many first-time GMs from the variable side
- The leadership capabilities that matter now: critical thinking, problem-solving, human-centric management
- How to align culture, engagement, and training with profitability (and stop overspending to “buy” results)
Who this is for: car dealership owners, dealer principals, general managers, department leaders, and emerging leaders who want measurable performance in sales, service, and F&I—without waiting on manufacturer incentives or bigger ad budgets.
There’s something special about people who build where no blueprint exists.
My guest today, Alex Lawrence, is one of those people.
He’s a tech veteran, tenured professor, and serial entrepreneur who co-founded EV Auto, one of the first dealership groups in the U.S. dedicated entirely to used EVs and plug-in hybrids.
But what really stands out about Alex isn’t just what he’s built, it’s how he’s built it. With patience, conviction, and a willingness to play the long game while everyone else chases trends.
In this conversation, we get real about what it takes to grow an EV-only business through volatility, tax credit chaos, and all the unpredictable swings of an emerging market. Alex breaks down how he and his team literally sold their final cars minutes before the EV tax incentive expired, using the power of social media.
We also dive into:
Why authenticity on social media has become one of the strongest moats in business today.
The psychology of urgency, and how it can move people to take action at 11PM on a Saturday.
What it really means to juggle entrepreneurship, teaching, and family without losing your soul in the process.
Why the EV revolution isn’t dead, it’s just getting started.
Alex’s story is proof that doing the hard thing, the long thing, and the real thing still works.
If you’ve ever wondered what it looks like to build something meaningful when the market’s uncertain and the playbook doesn’t exist. this one’s for you.
What makes someone dream of being in the car business, and then actually make it happen?
In this episode, I sit down with Tara Willis, a seasoned automotive professional who turned her childhood love for cars into a 20-year career working with major automotive brands like BMW, Subaru, Nissan, and Infiniti. Tara now leads product marketing and incentives planning at Infiniti, and she’s using her voice to shape what leadership looks like in today’s auto industry.
We talk about how she found her footing in a predominantly male space, the lessons she’s learned sitting in boardrooms across the automotive world, and what it really takes to create workplaces where every voice can be heard. Tara shares honest reflections about mentorship, empathy, and the power of communication, especially when intent and impact don’t always line up.
We also dive into why she believes there’s still so much hope in the future of car buying and the automotive industry, from evolving technology to stronger community connections through dealership philanthropy. And she shares how her work with Empowering Auto is helping inspire the next generation of car industry leaders.
If you’re passionate about car sales, automotive leadership, or the human side of this business, this conversation will remind you why the industry is worth believing in.
Selling more cars isn't for the faint of heart. It requires daily commitment, discipline, and genuine human connection.
In this episode, my guest is Jean-Pierre Lacroix, president and founder of SLD, a global branding firm that’s spent more than 30 years helping businesses win customers by tapping into what really drives decisions: emotion. He’s the author of Think Blink Manifesto, a book that lays out seven powerful ways brands can create lasting connections in an instant.
We get into some big questions: Why do people buy cars the way they do? What makes one automotive brand feel worth a premium while another has to compete on price? How can dealerships go beyond features and functions to deliver experiences that customers actually remember?
Layer on how quickly technology is evolving with artificial intelligence. What are the implications and will car buyers want more technology assisted experiences or more genuine human connection experiences during the car sales process? We get into this and so much more during this episode of The Dealer Playbook.
Jean-Pierre Lacroix shares surprising insights about major automotive brands like Volvo, BMW, and Jeep and reveals the most underrated sales tool in the entire retail automotive industry. He shares why this one tweak will help with customer retention, lifetime value, and brand loyalty.
If you’ve ever wondered why car shoppers say one thing but choose another, this episode will change the way you think about the entire buying experience.
In this episode my guest is Brad Gelber, Digital Media and Content Marketing Manager at West Herr Auto Group, the largest privately owned dealer group in New York.
Brad and I dive into what it really takes to market a dealership in today’s world without sounding like every other store in town. We talk about the role leadership and culture play in shaping a brand’s voice, why raw phone-shot content often outperforms polished commercials, and how to uncover stories that are hiding in plain sight inside your dealership.
You’ll also hear Brad’s perspective on using AI as a tool without letting it replace human creativity, the surprising value of a simple photo in a video-driven world, and his personal test for knowing whether a story is worth sharing.
If you’ve ever wondered how to move beyond cookie-cutter posts and start creating content that actually connects, this episode will give you the insight and inspiration to do it.
Most people assume the biggest problem in retail auto is inventory, rates, or competition.
But every time I walk into a dealership, I see something else at the core of the struggle. It isn’t obvious on the surface, but you can feel it in the turnover, the burnout, the “busy but not fulfilled” pace that too many teams are stuck in.
We love to talk about legacy in this industry. The photos on the walls, the family names on the buildings. But the truth is, legacy can’t just be something we inherit or frame. It has to be something we create every single day. And most stores don’t have a framework for how to actually do that.
That gap shows up everywhere: in culture, in leadership, in the quiet frustration people feel when they show up to work and wonder if it really matters.
In this week’s solo episode, I share what I believe is the biggest problem holding retail auto back, and how you can solve it. It’s the same framework my team and I use in my companies, and it’s made all the difference in how we lead, how we serve, and even how I show up at home with my family.
I think you’ll find it both challenging and hopeful.
In this episode my guest is Jimmy Douglas, founder and CEO of Plug and former Tesla exec. Jimmy’s one of the sharpest voices in the pre-owned EV market, and he’s here to break down what most dealers are missing, and what a small group is quietly getting right.
We talk about why nearly half of dealers still won’t touch used EVs, what it actually takes to build a profitable EV business inside your store, and why “dipping your toe in” may be worse than not playing at all. Jimmy also shares how culture inside the dealership makes or breaks EV success, what numbers you should pay attention to, and how to avoid getting stuck with inventory that loses value faster than you expect.
If you’ve been on the fence about EVs, this conversation will help you sort through the noise and figure out whether your store is ready—or if it’s better to wait. Either way, you’ll walk away with a clearer picture of what’s really happening in the market and how to prepare for what’s coming.
Tune in!
You can also grab your free copy of my #1 bestselling ebook Don’t Wait, Dominate! here → www.flexdealer.com
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In this episode my guest is Ondar Tarlow, a marketing strategist with more than 20 years of experience working with brands like Fastlane Drive, Pacific Premier Bank, and the LA Chargers. He’s built a career on creating events and campaigns that actually move people—sometimes literally into showrooms.
We dig into the big question dealers wrestle with all the time: what actually makes an event memorable? Ondar breaks down why so many VIP activations fall flat, and what it takes to craft experiences that stand out in a world where everyone is competing for the same high-value customers.
You’ll hear insights on:
- Knowing your audience beyond the surface level
- Why cocktail tables and champagne won’t cut it anymore
- How partnerships with other brands can elevate your dealership events
- Lessons automotive retail can borrow from Formula One and pro sports
- Where AI fits into the future of marketing without losing the human connection
If you’ve ever wondered how to make your dealership events more than just “another invite,” this conversation will get you thinking differently about experiences, community, and what customers really value.
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In this episode, my guest is Shasta Haddock, Chief Operations Officer at Epic BDC and host of I'm A Car Chick Podcast. With over a decade in automotive, she’s built high-performing BDC teams and even created the industry’s first elite response team that turns social media traffic into real showroom appointments.
We get into some very real challenges that are still holding dealerships back in 2025. Things like response times that feel “fast” but are actually losing sales, CRM processes that quietly drop leads, and the outdated templates that make customers tune out before a conversation even starts.
Shasta also shares how her team stumbled into a breakthrough approach that changed the way dealerships convert Facebook traffic, and why one lesson she picked up from her husband’s work in law enforcement completely reshaped how she thinks about accountability in the BDC.
If you’ve ever wondered why some leads vanish, how to make your first customer touchpoint more powerful, or what role AI should really play in your dealership today, this episode will give you plenty to think about.
Grab your free copy of my #1 bestselling ebook Don’t Wait, Dominate! here → www.flexdealer.com
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In this episode my guest is Janis Showers, founder of The Car Girls, who has spent more than 25 years helping dealerships turn phone calls and customer conversations into lasting relationships and profit.
We dig into why the simplest interaction—the phone call—is still one of the biggest stumbling blocks in 2025, and what that says about the way dealers connect with their customers. Janis shares what she’s seeing inside stores right now: why younger staff avoid the phone, how lease renewals are often handled poorly, and where BDC teams can become the heartbeat of the entire operation.
You’ll hear real examples of what happens when dealerships don’t prepare for appointments, the hidden trust that’s either built or broken at the first hello, and why human connection will always matter more than automation.
If you’ve ever wondered why missed calls keep turning into missed sales—or how your team can be empowered to own the customer experience instead of passing it around—this episode will give you plenty to think about and act on.
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In this episode, my guest is Megan McDowell, Vice President of Operations at TrueCar. Megan’s career started on the sales floor at Lexus of Austin and took her all the way to the executive table without leaving the automotive industry.
We dig into what she learned from those bell-to-bell dealership days that gave her an edge in leadership, and how skills you might take for granted—like reading people, asking the right questions, and understanding the flow of a deal—can open doors you didn’t even know existed.
We talk about:
- Why your dealership experience is more valuable than you think.
- How to translate your skills into new opportunities inside and outside the showroom.
- The balance between technology, AI, and authentic human connection in the car-buying journey.
- What Megan wishes she knew earlier in her career that could have made her even more effective.
If you’ve ever wondered where your automotive career could take you—or how to make the most of the experience you already have—this conversation will give you a fresh perspective and a few ideas you can put to work right away.
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Let’s just be real.
The ground has shifted—and it’s not just a ripple. It’s a full-blown seismic shift under every industry, every role, every business model. In this episode, I’m unpacking what that actually means for those of us in the retail auto world and beyond as we navigate artificial intelligence.
You’ve seen the AI overviews show up before Google search results. You’ve heard the noise "AI is coming for your job." But here’s the kicker: whether you believe it will or won’t, you’re probably right.
What we explore in this episode is the why behind that statement, and more importantly, what you can do about it.
If you’re someone who’s wondering how to adapt, how to lead, how to stay relevant—or heck, even how to start thinking about AI in a way that serves you and your team—this one’s for you.
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We’re throwing it back to one of the most practical and actionable episodes of MC on the Mic—and for good reason. This strategy is so simple, it almost feels too good to be true. But it's exactly the kind of innovative (not inventive) move that the top 1% in sales and service swear by.
In this solo episode, I break down a three-step framework that anyone—yes, even if you're not in sales—can use to stand out, build trust, and dominate your market. No budget increase, no fancy tools, no permission slips needed. Just your brain, your phone, and about 10 minutes a day.
Here’s what we cover:
- Why innovation isn’t about inventing something new, and what that really means for your career
- A Facebook groups strategy so human and so obvious, your competitors will never think to use it
- The step-by-step for becoming the go-to person in your community, even if you’ve never posted online before
- How to create real-world value in an industry that often gets stuck in the "sell, sell, sell" loop
And hey, I get it. Everyone wants the secret sauce. We want the next big hack. But sometimes, the most powerful move isn’t in a webinar or paid ad—it’s in showing up where people already are and being genuinely helpful.
So, if you’ve ever found yourself saying, “How do I get more leads without throwing more money at ads?”—this episode is your answer.
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In this episode, my guest is Gary Graves, the kind of guy who can build a SaaS platform by day and grade a dirt road by night. One foot in the tech world, the other in the real one. Equal parts futurist and hands-on problem solver, he's spent years collecting and analyzing the conversations dealerships have with their customers—and the insights he’s uncovered are eye-opening.
We first aired this episode a while back, but honestly, it’s been aging so well we figured more people needed to hear it. The insights are still sharp, the stories still hit, and the timing feels just right.
Gary and I talk about what really happens on the other end of a dealership’s phone line—and what those conversations reveal about how we treat customers. You’ll hear why most CRMs still misunderstand the role of a phone call, how IVRs might be silently costing you business, and what dealers can do today to build actual loyalty—not just repeat transactions.
One of the things I love about this conversation is how practical it is. Gary doesn’t talk in circles. He breaks down what the data shows, what dealerships keep missing, and what it actually looks like to build a culture where customers want to come back.
If you’ve ever wondered why your customers don’t call back, or why some reviews sting more than others, this episode is worth your time.
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In this episode, my guest is David Pulla, President of Dynamic Tire, one of Canada’s largest tire distributors. We dive into a part of the business that most dealers overlook—tires—and explore how they’re not just rubber on a rim, but one of the most practical tools for increasing retention, profitability, and service traffic.
We talk about how dealers can rethink their parts and service strategy, use data to move inventory smarter, and turn something as simple as a tire rotation into a reason customers come back again and again. David also shares what the rise of EVs means for the tire industry and the surprising ways innovation is showing up in a category that most of us don’t give a second thought to.
If you’ve ever said “tires aren’t my thing” or “it’s not worth the time,” this episode might just change your mind.
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FlexDealerNeed Better Quality Leads? FLX helps car dealers generate better quality leads through localized organic search and highly-targeted digital ads that convert. Not only that, they work tirelessly to ensure car dealers integrate marketing and operations for a robust and functional growth strategy.
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In this episode I’m joined by Arthur J. Madjarian, a guy who’s been neck-deep in retail automotive, pivoted into mergers & acquisitions, and now helps dealer groups grow, exit, and scale smart. If you’ve ever wondered how M&A works in the auto industry, or whether dealership ownership is still worth chasing in 2025, this is your episode.
Arthur talks about real-life strategy, timing, red flags to avoid, and why culture and “friendly money” might just be the most underrated forces in any deal.
We also dive into:
- The real reasons why some people are leaning into dealership ownership right now (despite the noise)
- Why smart buyers are more selective than ever—and what they’re actually looking for
- The risks of skipping estate planning before a sale
- What it takes to become a minority partner in a store, and how to prepare
- The future of real estate in automotive retail and how it could change everything
- Why culture fit isn’t just fluffy talk—it’s tied to profit and survival
If you’re thinking about expanding, selling, or even just getting into the business, Arthur gives the kind of candid insight that only comes from living it.
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In this episode, my guest is Colin Carrasquillo, Digital Marketing Manager at Nielsen Auto Group.
We’re diving into some of the real challenges and solutions that most dealers are thinking about but rarely talk about out loud.
We talk about what it actually looks like to get your vendor partners working together instead of pulling in different directions. Colin shares how he’s doing this at scale across 14 rooftops and why it’s changing the game for their group.
We also get into why most dealers are still chasing the wrong SEO strategy in 2025 and what really matters now if you want to show up where your customers are actually searching.
You’ll learn:
- A practical way to hold your vendors accountable (without blowing up the relationship)
- Why internal communication might be the thing holding your dealership back
- How thinking beyond low-funnel keywords will give you a serious edge in your market
- Why building better human connections inside your store leads to better marketing outside of it
This conversation is packed with useful ideas you can take back to your store, and it’ll definitely make you rethink how you approach your partnerships and marketing.
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In this episode, my guest is Sam Maimone from Activix, and we’re diving into a part of the car business that most people think they’ve figured out—but really haven’t: CRM.
We talk about why most CRM setups are missing the mark and why buying more leads won’t solve the real problem. Sam shares what he’s seeing inside hundreds of dealerships and the small shifts that can completely change how your CRM performs. We also explore why skipping proper discovery can cost you, and what a good CRM process actually looks like when the people, the process, and the tech finally click.
Sam’s story is packed with hard-earned lessons—from DJ booths to dealership desks to the corporate world and back. This is a real conversation about what works, what doesn't, and how to spot the difference.
If you’ve ever wondered:
- Why your CRM feels like a to-do list instead of a growth tool
- What it actually takes to get your team to buy in
- Why speed matters in lead handling more than ever
...you’re going to want to lean in for this one.
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In this episode, my guest is Nicole Dolphin, Retail Development Manager at Groupe Touchette, and we’re digging into the part of the dealership that doesn’t always get its fair share of attention—Fixed Ops.
Nicole shares how the service department isn’t just about oil changes and tires. It’s a relationship hub. It’s where trust is built (or lost). It’s often the reason someone decides to buy their next vehicle from you—or not.
We talk about how dealerships can better introduce customers to the service side before problems happen, what most teams get wrong about customer handoffs, and how to make your fixed department feel less intimidating for first-time visitors. Nicole also shares her journey from receptionist to parts manager in luxury stores and what she learned about emotional intelligence, leadership, and navigating a male-dominated industry.
If you’re trying to figure out:
- How to actually retain customers long-term
- What emotional intelligence has to do with customer loyalty
- How to develop your people without micromanaging them
- Why knowing where to park can make or break a customer’s trust...
...you’ll want to hear this one all the way through.
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In this episode, my guest is Jill Schulman, USMC veteran, leadership coach, and author of The Bravery Effect.
We dig into the surprising role that bravery plays in building high-performing cultures—not just in the military, but in dealerships, teams, and even our personal lives.
Jill shares the science behind why playing it safe actually leads to burnout, anxiety, and unhappiness, and how the most fulfilled, successful people have something in common: they’ve learned how to build bravery like a muscle.
We talk about:
- What holds people back from going after what they really want
- Why “positive vibes only” doesn’t actually lead to happiness
- How to teach your team to want accountability, not run from it
- What it takes to lead yourself before you try to lead others
- And how leaders can create an environment where performance and wellbeing grow together
You’ll also hear practical tools—backed by real research—that Jill uses with Fortune 500 companies to help people take bold action, stay mentally strong, and avoid what she calls the “comfort trap.”
If you’ve ever felt like you were capable of more but couldn’t get past the fear, or if you're in leadership and want to help your team do hard things without burning out, this episode’s going to give you some serious perspective.
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In this episode, my guest is Alan Dickie, President - www.AlanDickie.com and a returning DPB alum.
Alan’s one of those guys who doesn’t just talk about success—he breaks it down to the bone. In this conversation, we explore what he calls the “laws” that make success predictable in life and business.
We talk about why most salespeople stay stuck selling 8–12 cars a month while a few are pulling in 30+. It’s not about personality. It’s not about luck. It’s about understanding how human behavior works and knowing what laws to follow to create momentum.
You’ll also hear:
- How to break out of the “employee mindset” that’s holding you back
- What selfishness has to do with better service and more sales
- Why ignorance always feels like anxiety (and how to fix that)
- What Dollarama can teach you about value-based selling
- And how success really is just about following the right laws—every time
If you’ve ever found yourself thinking “I’m doing the work but not seeing the results,” this episode will shift how you think about performance, money, and personal growth.
This isn’t about motivation. It’s about awareness. And Alan doesn’t hold back.
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In this episode of The Dealer Playbook, I sit down with Matt VanDyke, President of Shift Digital, to unpack some of the most pressing—and overlooked—topics in automotive marketing right now. From mobile-first lead strategies to AI-powered insights, Matt brings a rare, high-altitude perspective that cuts through the fluff and actually makes sense of what’s happening in the trenches.
We talk about:
- Why phone calls and text messaging are quietly dominating lead conversions
- How to rethink click-to-call and ditch the outdated obsession with form submissions
- The $30 out of every $100 you’re losing due to poor website performance (yes, it’s that bad)
- The AI conversation everyone’s having—but few are applying correctly
- Why accountability isn’t a buzzword—it’s the hidden driver of innovation
Matt also drops a sobering stat: fewer than 1% of dealer websites in North America pass Google’s Core Web Vitals. Which means most are unintentionally sabotaging their own ad budgets. If you’re tired of wasting money, or just want to know where the puck is really heading, this conversation is a must-listen.
Whether you're running a store, managing an OEM program, or working at an agency, there’s something in here that’ll shift how you think about performance.
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In this episode, my guest is Barry Hillier, co-founder of Auto Agentic A.I. and someone I’ve known and respected for years. Barry’s got a deep background in SaaS and marketing, and he’s one of those rare people who can make complex tech make sense—and more importantly, make it useful.
We talk about what AI actually means for dealerships, business owners, and people in general—not in the theoretical sense, but in the “what should I be doing about this right now?” kind of way.
Here’s a glimpse of what you’ll get from this conversation:
- How AI can make you better at your job instead of taking it
- What dealerships need to know before jumping into AI tools
- Why people with strong emotional intelligence (EQ) might be more valuable than ever
- How AI changes the way we train, learn, and lead teams
- What this all means for the next generation—including your kids
Barry also shares how he fell into building tech solutions for the auto industry, what he’s learned from saying “yes” before knowing how, and why we’re just scratching the surface of how AI can elevate human potential.
If you're a dealer, leader, entrepreneur—or just someone trying to figure out where you fit in this next chapter—this one’s worth a listen. The ideas we explore could shift the way you think about tech, talent, and your future.
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In this episode, my guest is Jacqui Barker, Global OEM Strategy Director at Keyloop, joining me from the floor of the Toronto International Auto Show.
We get into the real stuff—the behind-the-scenes friction points in today’s car buying journey and what needs to change now if dealerships want to stay relevant in a world of evolving tech and rising customer expectations, and let me tell you—this conversation will challenge how you see digital retailing, data integration, and the customer experience in automotive.
This one’s a must-listen if you’re serious about evolving your dealership experience with purpose (not panic).
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In this episode, my guest is Shahin Alizadeh, President and CEO of Downtown Auto Group – a powerhouse in the automotive and real estate industries. Shahin has redefined what a dealership can be, transforming a small, struggling lot to then developing a leading edge Auto Complex
But this isn’t just another dealership success story. Shahin dives deep into how he leveraged prime real estate to create a hybrid model that generates revenue from car sales, fixed operations, and real estate development – a strategy that’s turning heads across the industry.
We explore the bold moves that took him from washing cars to managing multiple brands under one roof, the challenges of convincing OEMs to embrace a non-traditional model, and why he believes every dealer should think like a developer.
Plus, we get into the rise of Chinese auto brands, the impact of skyrocketing land values on the dealership model, and the future of automotive retail in urban markets.
If you’re looking for practical ways to elevate your dealership and tap into new revenue streams, Shahin’s story is the blueprint you need.
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My guest in this episode is Agnes Di Leonardi — an automotive executive, a lawyer, and one of the few recipients of the prestigious Order of Canada for her contributions to the industry. With over 30 years of experience across companies like Ford, Mazda, and Sym Tech Dealer Services, Agnes brings a wealth of knowledge about leadership, inclusion, and the evolution of the auto business.
In this episode, we talk about why representation matters, how resilience and curiosity fuel career growth, and what practical steps dealers can take to create more inclusive and successful organizations.
If you’re serious about growing your business, future-proofing your leadership team, and building an organization that mirrors and serves today’s customer base — this conversation is a must-listen.
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In this episode I’m hanging out in person with my good friend Kyle Mountsier—COO at ASOTU (Automotive State of the Union), we talk about everything from AI implementation in dealerships to the real reason human connection is the most valuable currency in retail auto.
We’re recording this one in person from New York City, floor-sitting style (yep, you read that right)—and it’s one of the most candid, dynamic convos I’ve had.
We dive into:
- How to responsibly integrate AI into your dealership without breaking trust or compliance.
- Why most dealers are thinking about AI all wrong—and what to do instead.
- The importance of internal GPT models and why uploading your P&Ls might be the smartest move you make this year.
- The shift from hours worked → problems solved, and what that means for your business.
- Why connection is the real ROI (and always has been).
- A sneak peek at ASOTUCON and why it’s more than just another auto event—it’s where the others gather.
There’s a lot of noise out there about AI, digital retail, and operational efficiency—but very few voices are cutting through with the clarity, care, and conviction that Kyle brings to the table.
If you’ve ever wondered how to blend emerging tech with real human moments in the dealership, this conversation will give you clarity (and maybe even a few goosebumps).
Grab your ASOTUCON tickets here: https://www.asotucon.com/
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In this episode, my guest is Christine Mitchell—aka The Car Lady— founder of The Car Lady Canada, and we talk about what it really takes to build dealership loyalty, elevate women in automotive, and create a culture that actually sticks.
Christine’s been in the car business since she was 16—and what started as a gig in the lube lane turned into a national movement that’s helping dealers across the country retain customers and talent.
We talk about:
- Why most “women in automotive” conversations are missing the mark—and what needs to happen instead
- The real ROI behind Know Your Car Night (87% retention)
- How to create dealership culture that isn’t just pizza Fridays but real leadership from the ground up
- The surprising power of post-sale follow-up that doesn’t involve a birthday email or another push notification
- Why empowering the receptionist might be the smartest move you make this year
Christine dropped a line that really stuck with me:
“The diamonds are in your store. You just have to harvest them.”
If you’ve ever said “we want to improve our culture” or “we need more loyalty” or “we want more women on our team”—this is your playbook.
It’s not about checking boxes. It’s about building something better—together.
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In this episode, my guest is Edwin Frizzell, Regional Vice President and General Manager at the legendary Fairmont Royal York, and we’re talking about what it really takes to create unforgettable guest experiences, build strong internal culture, and lead with purpose in fast-paced, high-expectation environments.
Edwin shared a real-world example of how a single gesture at a car dealership completely changed his perception—and potentially his buying decision.
“I’m actually considering buying a car from a dealership out of town—not because of the brand, but because one entry-level employee made me feel seen and valued. That one moment of connection changed everything.”
Let that sink in. A single moment. A small gesture. Not the fancy showroom, not the logo on the building—but a human interaction.
And that’s exactly what we unpack in this episode, we dig into:
- How to turn everyday interactions into powerful emotional connections
- Why Mary in the laundry room is just as important as any executive (and why Edwin knows her by name)
- The importance of brand promises—and how to activate them through your people
- What automotive dealers can learn from hospitality pros when it comes to service that sticks
If you're in the auto industry and you want to know what today's customer really values, this is something you can't afford to miss.
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In this episode, my guest is Miranda Pyette, founder of Purpose Automotive and one of the sharpest minds in the game when it comes to dealership social strategy.
She’s been in the trenches. From hustling newspaper ads to helping dealers make the massive leap from print to digital. Now, she’s leading a powerhouse team of women helping dealerships across Canada crush it on platforms like TikTok, Instagram, Facebook, and more.
In this episode, we unpack:
- How dealers can stop getting crushed by “vanity metrics” and start crafting a social presence that actually drives results.
- Why every platform isn’t created equal (and how to tailor your strategy without burning out your team).
- What big brands are doing right—and how you can localize it to win in your own market.
- The exact moment when social becomes more than “clicking post” and turns into real brand-building.
If you're a dealership leader wondering, “Where do we even start with social?” or “How do I get my team on board without overwhelming them?”—this episode is your blueprint.
So whether you’re deep into your content game or still stuck in 2012 with a drone video and a dusty Facebook page—hit play.
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In this episode, my guest is Omar Gandhi, founder of Omar Gandhi Architects (OG) and the architectural genius behind Audi Haus.
Omar’s firm, Omar Gandhi Architects, has built a reputation for creating spaces that do more than just exist—they make people feel something. And as it turns out, when people feel something, they’re more likely to engage, connect, and even buy.
In this episode, we talk about the power of intentional design and how Omar, the brilliant architect behind Audi Haus shares insights on how design isn’t just about aesthetics—it’s about business, customer psychology, and ultimately, ROI.
We get into:
- How retail spaces (not just products) can shape customer perception and influence buying decisions
- The ROI of great design—why creating the right environment can make or break a brand’s impact
- The wild ride of Omar’s career—from losing his job to building one of Canada’s most respected architecture firms
- Why saying yes to the smallest projects early on led to massive opportunities later
- And the secret sauce behind Audi Haus—how a single space can shift someone’s entire experience with a brand
This episode is packed with real-world insights that go way beyond architecture. Whether you’re in retail, marketing, or just someone who loves a great underdog story, there’s something here for you.
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FlexDealerNeed Better Quality Leads? FLX helps car dealers generate better quality leads through localized organic search and highly-targeted digital ads that convert. Not only that, they work tirelessly to ensure car dealers integrate marketing and operations for a robust and functional growth strategy.
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In this episode, my guest is Nick Askew, CEO of Space Auto— a guy who went from composing music to selling cars to building game-changing tech for dealerships. Yeah, you read that right. His journey proves that creativity, sales, and innovation are more connected than we think—and that fresh thinking might be exactly what the auto biz needs right now.
Nick and I dive into the good stuff—big ideas, bold perspectives, and the kind of convo that makes you stop and go, “Huh… never looked at it that way before.” Plus, the man’s got a row of guitars behind him, so you already know he’s cool. This is one of those conversations that will change the way you think about sales, tech, and the future of automotive.
Bottom line? This episode will challenge the way you think about sales, business, and the future of automotive.
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In this episode, my guest is Luke Lunkenheimer, the President of Paid to Persuade, and let’s just say… his road to success wasn’t exactly a straight line. Before becoming a persuasion expert and sitting at the table with guys like Tai Lopez and Brad Lea, Luke took a few, uh… detours but we’ll get to that.
But here’s the crazy part—his past is exactly what shaped him into the sales and leadership expert he is today. We’re talking about a guy who went from getting locked up to unlocking next-level sales strategies—and his journey will make you rethink everything you know about persuasion.
In this episode, we uncover:
- How Luke went from incarceration to industry leader (his story will leave you speechless)
- Why most salespeople get persuasion wrong—and how to fix it
- The BIG 3 questions that make closing effortless
- How trust and authenticity will outsell any gimmick
- The real reason people hesitate before buying—and how to break through it
This conversation is real, raw, and packed with insights that can transform the way you sell, lead, and do business. Plus, Luke drops some absolute mic-drop moments that will have you rethinking how you approach deals.
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FlexDealerNeed Better Quality Leads? FLX helps car dealers generate better quality leads through localized organic search and highly-targeted digital ads that convert. Not only that, they work tirelessly to ensure car dealers integrate marketing and operations for a robust and functional growth strategy.
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In this special episode, I pay tribute to my friend and industry icon, Jim "The Alpha Dawg" Ziegler. If you’ve been in the car business for more than five minutes, you probably know his name—or at the very least, you’ve heard his unmistakable voice calling it like it is. Jim was one of a kind, and his impact on the industry, and on me personally, is something I won’t soon forget.
And because his words still carry weight today, I’m including a full replay of our last conversation on the podcast—a conversation that remains one of the most downloaded and listened-to episodes in The Dealer Playbook’s history.
Jim Ziegler left behind a legacy that stretches far beyond the automotive industry. His influence, his mentorship(because let’s be honest, Jim wasn’t afraid to say what needed to be said) and all that contributed to making this industry better.
Thank you, Jim.
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In this episode, my guest is John Dwyer—a marketing enigma known for crafting “way-outside-the-box” customer attraction strategies.
John is the brains behind campaigns that have turned entire industries on their heads. He’s the guy who got Jerry Seinfeld out of retirement for an ad campaign (seriously, who does that?!), and he’s been helping businesses attract customers like a magnet without ever relying on discounting.
And in this episode? We’re pulling back the curtain on how he does it.
- Why price discounting is a race to the bottom (and what to do instead)
- The insane power of incentives (He literally helped a car dealership achieve its biggest sales month in history—without dropping a single price)
- How to stand out in an industry where everyone is offering the same thing (No more “free oil changes” that no one cares about)
- Why persistence beats intelligence—John shares the exact strategy that landed him the Seinfeld deal, and trust me, it’s a game-changer
If you’ve been wrestling with how to stand out in today’s crowded market, John’s unconventional wisdom is exactly what you need. Hit play now and get ready to think differently about marketing forever!
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FlexDealerNeed Better Quality Leads? FLX helps car dealers generate better quality leads through localized organic search and highly-targeted digital ads that convert. Not only that, they work tirelessly to ensure car dealers integrate marketing and operations for a robust and functional growth strategy.
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In this episode, my guest is Bradley Gelber—the digital media and content marketing mastermind at West Herr Auto Group, the largest privately-owned dealer group in New York.
Now, let me ask you something… Does your dealership’s online presence actually stand out? Or are you just another brand blending into the endless scroll of sameness?
Here’s the brutal truth: Most dealerships treat social media like a digital billboard, and it’s killing their engagement. But Brad? He gets it. He’s built a brand that doesn’t just post—it actually connects with people. And in this conversation, he’s breaking down exactly how he does it.
We get into:
- Why storytelling is your biggest marketing weapon
- The truth about AI in marketing—is it a powerful tool or just a shortcut to soulless content?
- How to build a brand voice that actually means something instead of regurgitating the same old “best deals in town” phrase
- The one type of content that consistently gets massive engagement
- Why perfection is overrated—and how scrappy, real, behind-the-scenes content will outperform a polished, overproduced video every time
If you’re tired of dealership social media being boring, transactional, and ineffective, this episode will challenge you to think differently. Because the dealerships that win online aren’t just shouting about deals—they’re building brands that people actually care about.
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FlexDealerNeed Better Quality Leads? FLX helps car dealers generate better quality leads through localized organic search and highly-targeted digital ads that convert. Not only that, they work tirelessly to ensure car dealers integrate marketing and operations for a robust and functional growth strategy.
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In this episode, my guest is Chance Mayfield, founder of Carfluent - we sit down to talk about how dealerships can better connect with Spanish-speaking buyers, create a seamless customer experience, and ultimately drive more sales.
Here’s the deal… The Spanish-speaking car market in the U.S. is MASSIVE yet it remains one of the most underserved consumer groups in the auto industry. Dealers are either ignoring it or flat-out getting it wrong. And that? That’s leaving a TON of money on the table.
Here’s what we cover:
- The biggest mistakes dealers make when marketing to Spanish-speaking customers
- Why just “translating” your website isn’t enough (and what ACTUALLY works)
- How to eliminate the “fire drill” that happens when Spanish-speaking customers call in
- Why staffing up the right way can transform your sales numbers
- The hidden opportunity that most dealers don’t realize exists—and how to capitalize on it
The kicker? The U.S. is the second-largest Spanish-speaking country in the world after Mexico—yet most dealerships aren’t making the right moves to serve this massive customer base. The dealers who lean in and get it right are seeing insane close rates and next-level referrals.
If you’ve ever wondered how to stand out in a competitive market and tap into a high-intent, high-ROI customer base, this episode is for you.
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FlexDealerNeed Better Quality Leads? FLX helps car dealers generate better quality leads through localized organic search and highly-targeted digital ads that convert. Not only that, they work tirelessly to ensure car dealers integrate marketing and operations for a robust and functional growth strategy.
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In this episode, my guest is Brian Kramer, EVP of Dealer Growth & Success at Cars Commerce. Brian has a unique perspective—he’s got eyes on thousands of dealerships, millions of VDPs, and the real numbers behind what’s working (and what’s not). We dive into some game-changing insights about how dealers can stop guessing and start measuring their online road to the sale, fix inventory inefficiencies, and finally connect the dots between marketing, CRM data, and actual sales.
Now, here’s the thing—we all think we have a process. But if we’re being honest, a lot of our workflows are not really that intact, somehow, leads are still slipping through the cracks. Half the time, customers are bouncing off broken experiences on our websites, and we’re left wondering why closing rates aren’t what they should be.
Meanwhile, the top-performing dealers? They’re not doing more—they’re doing less, but better. They’ve mastered the pain of discipline—refining their processes, eliminating inefficiencies, and ensuring that every lead, every trade-in, and every digital interaction actually leads somewhere. That’s the difference between guessing and making data-driven decisions that actually move the needle.
If you’re ready to tighten up your process, stop overspending, and get a clear roadmap for making your online showroom work as efficiently as your physical one, this episode is a must-listen. Brian shares some simple but powerful shifts that can save time, money, and frustration.
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Tariffs. Chaos. Panic. The sky is falling! Or… is it?
If you’ve been anywhere near the news lately, you’ve seen the headlines. “Tariffs are coming! Businesses are doomed!” And yeah, for a hot minute, it looked like we were in for a wild ride. But then—mid-recording, literally while the cameras were rolling—everything changed. The news flipped. No tariffs (for now). Just like that.
And that right there is the problem.
We live in an industry that thrives on fear and uncertainty. But here’s the reality: the businesses that thrive—no matter the market, politics or economy—don’t react to uncertainty. They prepare for it. They invest in their people, they stay laser-focused on what they can control, and they don’t waste time chasing what everyone else is doing.
So, the question is: Are you playing defense, waiting for the next crisis to knock you down? Or are you building a business that wins no matter what?
Hit play. Let’s talk strategy.
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In this episode, my guest is Justin Friend, Senior VP at Dealers United; today, we’re going to talk about why social media is one of the most powerful yet underutilized tools for dealerships looking to sell more cars.
Think about it. If a customer walks into your showroom and feels like they know your team before they even shake your hand, the sale is already halfway done. And that’s exactly what today’s best dealers are figuring out—your ad strategy isn’t just about selling cars; it’s about making customers feel like they’re part of something real.
That’s why this episode with Justin Friend is a must-listen. We’re diving deep into how top dealers are winning with personality-driven marketing, and why your dealership’s biggest advantage is NOT your inventory—it’s your people.
If you’ve ever wondered how to make your dealership’s ads actually connect with real people—and not just disappear into the noise—this episode is for you.
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Today’s recap is comin’ at you straight from the iconic Sazerac House in New Orleans—a legendary spot where the ASOTU More Than Cars party went down last night. (If you missed it, let’s just say the energy was off the charts)
But let’s talk about what went down on the trade show floor today because that’s where the magic happened.
The theme of the day? Efficiency.
Dealers are looking at 2024 as a reset—a chance to shake off what hasn’t worked and use this year as a launching pad for 2025. The buzz isn’t just about working harder; it’s about working smarter. From streamlining service departments to rethinking HR and finance processes, efficiency is the name of the game.
And here’s the game-changer: involve your team early.
If you want new processes to stick, don’t roll them out like a surprise party. Bring your team into the conversation right from the start.
The earlier they’re part of the plan, the more they’ll own the outcome.
And as always, we’ll keep you posted with the Day 3 recap tomorrow. Stay tuned!
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Day 1 of NADA unfolded in “interesting” circumstances. Delayed shipments, stranded attendees, and a city adjusting to unexpected weather could have derailed everything. But this industry proved once again that resilience is in its DNA.
If Day 1 taught us anything, it’s this:
We’re tougher than we give ourselves credit for, and when faced with challenges, we find solutions.
The show must go on—and it did.
On to Day 2. Stay Tuned!
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In this episode, my guest is Elena Ciccotelli, founder of the EVs for Everyone Podcast, and we’re diving into one of the hottest topics in automotive right now "EVs"
We dive into the heart of the EV debate, covering everything from the real challenges facing dealerships to the massive opportunities sitting right under their noses. We talk about the questions you’re probably already thinking about:
- Why are EVs so polarizing? Is it the infrastructure? The regulations? Or are we all just scared of change?
- What are forward-thinking dealerships doing right now to win in the EV space?
- And here’s the big one: Is the U.S. falling behind in the global EV race, and what does that mean for you?
Elena shares the stats that matter, the strategies that work, and why she believes EVs are about so much more than just cars—they’re about people, habits, and the way we live.
Whether you’re an EV skeptic, enthusiast, or somewhere in between, this episode will leave you with a fresh perspective, some practical tips, and maybe even a laugh or two.
So, are EVs for everyone? Tune in to find out.
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In this episode, I sit down with Kyle Disher, CEO of RevDojo, to peel back the layers on one of the most overlooked, yet game-changing aspects of the automotive industry: hiring, training, and accountability.
Kyle's seen it all—over a decade of dealership mystery shops, thousands of hires, and countless training sessions. Together, we uncover what separates dealerships that thrive from those stuck in survival mode. And let me tell you, the difference often comes down to one thing: commitment to process and culture.
Here’s What We Dive Into:
- The shocking data from 5,000+ mystery shops: Why some dealerships never even make a single follow-up call.
- The true cost of poor onboarding and training—and how a few small changes can drive big results.
- How to tell if your dealership's culture is a winning one (hint: you can feel it the second you walk in).
- Why dealerships that rely solely on AI are setting themselves up for failure—and how to strike the perfect balance between tech and human connection.
- Live call roleplays that demonstrate the power of scripts, processes, and positivity in converting leads to appointments.
Kyle doesn't hold back. From uncovering the real reasons behind high attrition rates to sharing the exact playbook for building a high-performing team, this episode is packed with actionable insights that will make you rethink how you approach dealership operations.
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AutoFi is Heading to NADA 2025!
That’s right—AutoFi will be at NADA 2025 in New Orleans, and you don’t want to miss it! Swing by booth #4219 to see how their all-in-one showroom solution can help you sell smarter, not harder. From payment calculations to F&I, they’ve got everything you need to close deals faster and protect your profits.
Want to skip the wait? Pre-schedule a meeting at autofi.com/nada2025 and get ready to level up your dealership game!
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In this episode my guest is Robin Wilson, founder of Social Grenade, we’re diving deep into the messy, weird, and wonderful world of social media for car dealerships—what works, what flops, and how to stop posting inventory photos like you’re running a 2003 Craigslist ad.
If you’ve ever wondered:
“Are we posting too much… or not enough?”
“Why aren’t we getting engagement on our posts?”
“Is TikTok even worth it, or should we just stick to dancing in the showroom after hours?”
Robin’s got answers—and they’re good.
Plus, she drops some absolute gems about building a tribe online, why responding to every review (yes, even the nasty ones) is mission-critical, and how a tattoo post led to selling a Camaro (no joke).
This isn’t your typical social media chat. It’s fun, it’s raw, and it’s ridiculously practical.
So, if you’re tired of yelling into the social media void and hoping someone hears you, hit play.
This Episode's Sponsor
AutoFi is Heading to NADA 2025!
That’s right—AutoFi will be at NADA 2025 in New Orleans, and you don’t want to miss it! Swing by booth #4219 to see how their all-in-one showroom solution can help you sell smarter, not harder. From payment calculations to F&I, they’ve got everything you need to close deals faster and protect your profits.
Want to skip the wait? Pre-schedule a meeting at autofi.com/nada2025 and get ready to level up your dealership game!
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If you hear the word “AI” and immediately picture a clunky chatbot throwing out robotic answers like “I’m sorry, Dave, I can’t do that”—you’re in for a wake-up call.
In this episode of The Dealer Playbook, I sit down with Maarten Bekkers, the founder of AutoChat, to break down how AI is so much more than a fancy Q&A bot on your website.
Oh, and if you’re still chasing endless leads like a golden retriever chasing a tennis ball… buckle up. Maarten and I dive into why quality leads > lead volume and how AI can filter out the noise and hand you the real opportunities.
At one point, Maarten hit me with this:
"Selling something to someone who doesn’t need it is bad. But NOT selling something to someone who DOES need it? That’s even worse."
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Welcome back to The Dealer Playbook Podcast! Today, we’re diving into a conversation that’s been setting the internet on fire: Is AI spelling the end of Google as we know it?
I’ve brought in my friend and digital marketing expert, Dave Spannhake from Reunion Marketing, to help us cut through the noise, separate fact from fiction, and give you a clear picture of what’s really happening in the world of search, AI, and dealership marketing strategies.
We’ve all seen the headlines, heard the hype, and maybe even felt a little panic creeping in. But here’s the thing: amidst all the noise, there are real, practical insights that can help your dealership not just survive—but thrive—in this evolving landscape.
Dave brings his signature mix of data-driven insights, relatable stories, and no-nonsense advice to break down how dealerships might unknowingly be overspending on ads, where the real opportunities in SEO lie, and why the human touch still matters in an AI-powered world.
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In this episode, I’m sitting down with Bob Welby, Senior Director of Operations at INFINITI USA, to break down how small, thoughtful touches can make a massive impact. (Spoiler: It’s not about throwing money at the problem—it’s about paying attention.)
Let’s be real: Customer experience gets tossed around at every conference like it’s some big, shiny secret. But what does it actually mean to deliver an experience that turns a one-time buyer into a lifelong fan?
Here’s what we dive into:
- Why dealerships spend way too much trying to overcompensate for operational inefficiencies—and how to fix it.
- INFINITI’s new My INFINITI Expert initiative—sending someone to your house after purchase to walk you through the car again.
- The magic of thoughtful hospitality: Why anticipating your customer’s unspoken needs can set you apart—and no, it doesn’t require a “big” budget.
This Episode's Sponsor
AutoFi is Heading to NADA 2025!
That’s right—AutoFi will be at NADA 2025 in New Orleans, and you don’t want to miss it! Swing by booth #4219 to see how their all-in-one showroom solution can help you sell smarter, not harder. From payment calculations to F&I, they’ve got everything you need to close deals faster and protect your profits.
Want to skip the wait? Pre-schedule a meeting at autofi.com/nada2025 and get ready to level up your dealership game!
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What’s the point of having the flashiest marketing if your in-store processes are crumbling like a stale cookie?
That’s exactly what we’re tackling in this episode with my buddy Paul de Vries. Now, Paul isn’t just some random dude; he’s basically the king of lead handling in the Netherlands (think fewer wooden shoes, more cutting-edge processes). And trust me, you’re gonna want to hear what he has to say.
Paul—who’s basically the Netherlands’ MVP of automotive processes—joins me to talk about how he’s using AI, automation, and a whole lot of common sense to transform the customer journey. We cover how dealerships can tighten up their processes, reduce wasted time, and actually connect with customers in meaningful ways. And when I say meaningful, I’m talking response times of under three minutes. Yep, you read that right—three minutes. Let that sink in.
Oh, and it’s not just tech talk. We also get into the softer stuff, like building a personal brand on LinkedIn, why staying authentic is non-negotiable, and how a 99-year-old buying a microcar for “the future” left us both questioning our life goals.
This Episode's Sponsor
Sell Smarter, Not Harder
AutoFi helps progressive dealers like you sell smarter, not harder—on your dealership website and, now, in your showroom, too.
AutoFi solves the everyday problems dealers actually face: like bottlenecks at the sales desk, customer distrust, and decision overload. And their all-new showroom solution includes deal estimation, desking, lender routing, and an F&I menu – all in one powerful platform that bridges the gap between the CRM and DMS.
Go to AutoFi.com/dealerplaybook to learn more. And start selling smarter, today.
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Let me ask you this: have you ever seen The Office and thought, “Man, I wish someone made this...but for car dealerships”? Well, buckle up because that’s exactly what my buddy Nathanael Greklek and his team at Mohawk Auto Group did. They’ve created a mockumentary series that’s hilarious, relatable, and—get this—even features General Motors’ CEO, Mary Barra. Yup, that Mary Barra.
In this episode, we go deep into the behind-the-scenes madness of bringing their dealership sitcom to life. Spoiler alert: it involves ducks, lots of laughs, and some of the most creative storytelling you’ll ever see in the auto industry. But this isn’t just about having fun (though there’s plenty of that). Nathanael drops absolute gold on how dealerships can use content to build trust, showcase culture, and make people actually want to do business with them.
This Episode's Sponsor
Get Your Vehicles Moving Faster with Auto Hauler ExchangeAlright, let me ask you this—how much time and money are you losing on vehicle shipping? If that stings a bit, it’s time for Auto Hauler Exchange. They’re cutting out the middleman, connecting you straight with carriers. Faster shipments, no hidden fees, and over 5,000 vetted carriers ready to roll. It’s a no-brainer.
Plus it’s simple, transparent, and totally free to list. Want faster, smarter shipping? Head over to Autohaulerexchange.com to learn more and get your vehicles moving.
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Hey hey, what’s up, DPB Gang? It’s Thanksgiving Day, and I’ve got a little something special for you. First of all, happy Thanksgiving! Can you believe we’ve been on this Dealer Playbook ride together for almost 11 years now? Eleven years! That’s wild. And I just wanna say—I’m so grateful for you. Whether you’ve been here since episode one or you’re jumping in today, you mean the world to me.
Now, let me tell you why you this episode is special to me. This isn’t your typical “here’s what I’m thankful for” chat. Nope. Today, I’m unpacking something that’s become a game-changer for me: gratitude. But wait—don’t roll your eyes yet, okay? I’m not talking about fluffy, feel-good platitudes. I’m talking about how practicing gratitude every day has made me more efficient, more focused, and way more clear on what actually matters.
So grab a coffee, a turkey leg, or whatever you’re doing today, and let’s hang out for a bit.
Thanks, For tuning in!
If you enjoyed this episode, support us by clicking the links!
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CLICK HERE to learn more about The Dealer Playbook!
More Dealers Are Choosing To Partner with FlexDealer
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What does it really take to turn a struggling dealership into a thriving success? Is it strategy? Leadership? Or something deeper, like belief systems?
In this episode, Louie Herron, a seasoned dealership operator and trainer, breaks down the Success Wheel—a leadership framework that shifts mindsets, inspires teams, and creates measurable growth. Louie shares transformative insights into building sustainable success while addressing the industry's toughest challenges.
Louie isn’t just a dealership veteran; he’s a transformational leader who has turned struggling stores into thriving operations. He’s walked the walk—from owning and operating dealerships to consulting leaders on how to drive real, sustainable results.
“If your team doesn’t believe in the vision, no amount of process or strategy is going to save you.” – Louie Herron
This isn’t just a conversation; it’s a playbook for anyone who’s ready to break out of “business as usual” and start seeing results.
This Episode's Sponsor
Get Your Vehicles Moving FasterAlright, let me ask you this—how much time and money are you losing on vehicle shipping? If that stings a bit, it’s time for Auto Hauler Exchange. They’re cutting out the middleman, connecting you straight with carriers. Faster shipments, no hidden fees, and over 5,000 vetted carriers ready to roll. It’s a no-brainer.
Plus it’s simple, transparent, and totally free to list. Want faster, smarter shipping? Head over to Autohaulerexchange.com to learn more and get your vehicles moving.
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Have you ever looked in the mirror and thought, “Am I the problem?” Or perhaps you've felt that inner urge to redefine what success means for you, but didn’t know where to start.
In this episode of The Dealer Playbook, I sit down with Adam Marburger—CEO at Ascent Dealer Services-Co founder at Dental Protection Group-Best Selling Author-Brazilian Jiu Jitsu Black Belt. He’s here to talk about something we all face but rarely admit: sometimes, we’re our own worst enemy. Adam’s journey from self-destruction to success is nothing short of a playbook for breaking through your own barriers.
In this episode, Adam pulls back the curtain on what it took for him to stare in the mirror and say, “You’re the effing problem.” And trust me, it’s not the kind of conversation that ends there. This is about taking radical ownership, redefining success, and letting go of the toxic voices in our lives.
This one’s raw, unfiltered, and straight from the heart. If you’re feeling stuck or just need a reminder that setbacks don’t define you, this is your episode.
This Episode's Sponsor
Sell Smarter, Not Harder
AutoFi helps progressive dealers like you sell smarter, not harder—on your dealership website and, now, in your showroom, too.
AutoFi solves the everyday problems dealers actually face: like bottlenecks at the sales desk, customer distrust, and decision overload. And their all-new showroom solution includes deal estimation, desking, lender routing, and an F&I menu – all in one powerful platform that bridges the gap between the CRM and DMS.
Go to AutoFi.com/dealerplaybook to learn more. And start selling smarter, today.
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This week, I sit down with Ed Pizzigati, Parts and Service Director at Johnson Automotive Group, to unpack why fixed ops often takes a backseat to sales—and why that could be costing dealerships big time.
Ed reveals the hidden potential of fixed ops, from boosting profits to increasing customer retention. We explore:
- Why fixed ops can be a dealership’s goldmine
- The cost of disconnect between sales and service
- Strategies to align service teams with a shared vision
- Building loyalty through real connections in the service lane
If you’re ready to make fixed ops your dealership’s secret weapon, this episode is a must-listen!
This Episode's Sponsor
FlexDealerNeed Better Quality Leads? FLX helps car dealers get better quality leads through localized organic search and highly-targeted digital ads that convert.
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Hey, DPB gang – buckle up for a spooky one because this episode is about to blow your mind. Ever felt like tech was moving so fast it was downright freaky? Well, I just stumbled onto something that left me feeling like my grandpa the first time he saw a cell phone. I’m talking about Google’s Notebook LM, an AI tool that’s honestly one step away from holding full-blown conversations like your favorite talk show hosts. Yeah, I threw my Don't Wait, Dominate book into this thing and hit play...and what came out? Pure gold. It was like listening to two people banter back and forth about my own words with humor, depth, and all the personality in the world.
In this episode, I’m pulling back the curtain on AI and its jaw-dropping capabilities for dealerships, marketers, and pretty much anyone ready to dominate in a digital world. Imagine a tool that doesn’t just spit back information but can generate full-on conversations based on the sources you give it. It’s spooky cool—especially if you’re an early tech adopter like me.
But here’s the real kicker: the more we dig into AI, the more we see how critical it is to stay human in our approach. Think of it this way: while AI might be the powerful tool we need to cut through today’s noise, it’s still you that customers want to trust. So, if you’re worried about where this all leaves us as humans in the car biz, don’t be. There’s a way forward that lets us own the tech without losing the soul.
Hit play for my deep dive into Notebook LM, wild stories about customer connection, and a few secrets on how to start creating lasting value in today’s world—using tech that’s anything but boring. Happy (AI) Halloween, my friends!
Thanks, For tuning in!
If you enjoyed this episode, support us by clicking the links!
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⭐️ Like this show? Please leave us a review here — even one sentence helps! Consider including your LinkedIn or Instagram handle so we can thank you personally!
CLICK HERE to learn more about The Dealer Playbook!
More Dealers Are Choosing To Partner with FlexDealer
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In this episode my guest is Todd Caputo—President of Todd Caputo Consulting and a guy who’s been in the trenches of this industry for decades.
We dive deep into the state of the wholesale and retail markets, touching on everything from global politics to the looming used car shortage (spoiler alert: it’s coming, and you’ll want to be ready). Todd shares his no-nonsense take on what’s affecting our industry right now—like skyrocketing gas prices, the impact of natural disasters, and the financial squeeze on consumers.
But this episode isn’t just about market analysis. We also get real about something that doesn’t get talked about enough: complacency. Todd breaks down how post-COVID, many dealerships have fallen back into lazy habits—and how that’s costing them big time. We talk about the importance of emotional intelligence, hustle, and why listening to your customers might just be your secret weapon in an AI-driven world.
Here’s the thing, folks—if you’re not thinking about where your business is vulnerable, you’re already behind. Todd drops some serious knowledge bombs on how to run a lean, mean operation and why leadership starts with holding yourself accountable before you can lead anyone else.
You won’t want to miss Todd’s perspective on where the industry is headed and how to stay one step ahead. This is an episode full of wisdom, humor, and some hard-hitting truths that will leave you thinking long after it’s over.
This Episode's Sponsor
More Dealers Are Choosing To Partner with FlexDealer
They help car dealers get better quality leads through localized organic search and highly-targeted ads that convert.
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What does it truly mean to build a legacy, and how do you balance that legacy with modern-day leadership challenges? Can tradition and innovation coexist in a way that fuels success? In this episode of The Dealer Playbook, I sit down with Ryan Rohrman, CEO of Rohrman Automotive Group, a third generation leader to unpack the strategies behind leading one of the most successful family-owned automotive groups in the country.
What We Discuss in This Episode:
Here’s the thing: Ryan didn’t just inherit his leadership role—he earned it by working his way up from the ground floor. Now, he’s running a 177,000 square-foot Honda store that’s breaking records. In our conversation, we dive into what it really takes to combine the power of legacy with a modern approach to leadership, hiring, and team culture.
Curious about how to create a team that’s not only loyal but also highly motivated to grow your business? Ryan shares insights that will completely shift the way you think about your people and how to unlock their potential. You’ll learn how Ryan transitioned from being hands-on in every aspect of the business to empowering 1,500 employees to operate at their best. And trust me, it’s not about micromanaging—it’s about leading by example, with purpose and authenticity.
Oh, and you’ll hear the incredible story of how Ryan finished a project his grandfather started—a massive Honda dealership that’s now the largest in the world. It's a lesson in vision, perseverance, and how to honor the past while building the future.
This Episode's Sponsor is AutoFI
Sell Smarter, Not Harder
AutoFi helps progressive dealers like you sell smarter, not harder—on your dealership website and, now, in your showroom, too.
AutoFi solves the everyday problems dealers actually face: like bottlenecks at the sales desk, customer distrust, and decision overload. And their all-new showroom solution includes deal estimation, desking, lender routing, and an F&I menu – all in one powerful platform that bridges the gap between the CRM and DMS.
Go to AutoFi.com/dealerplaybook to learn more. And start selling smarter, today.
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In this episode, my guest is Dave Perriton, Regional Vice President at RoadVantage, to dive deep into one of the most misunderstood parts of the car-buying experience—F&I (Finance & Insurance). Now, I know, the moment customers hit the finance office, things can get a little... disconnected. But what if I told you there’s a way to turn that final step into the most seamless, trust-building moment of the entire process?
Here’s what you’ll learn:
- Why 95% of dealerships are making F&I harder than it needs to be (and how you can flip the script).
- The hidden mistakes that make customers feel disconnected right when you’re supposed to be closing the deal.
- How a simple shift in focus—from products to people—can explode your F&I revenue.
This isn’t just theory—these are real, actionable strategies that can make your F&I office the most powerful tool in your dealership’s arsenal. And trust me, you won’t find this stuff in textbooks.
So if you’re looking to level up your dealership’s F&I game and turn your finance department into a customer magnet, this one’s for you. Buckle up, because we’re not just talking business—we’re talking about transforming the way you connect with your customers.
This Episode's Sponsor is FlexDealer
FlexDealer Need Better Quality Leads? FLX helps car dealers generate better quality leads through localized organic search and highly-targeted ads that convert. They also help integrate marketing with internal operations for optimal results, and unparalleled growth.
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Hey, dpb gang! In this episode, I’m discussing a topic that’s rarely on the surface of our minds but impacts every single part of the car business—vehicle logistics. I had the chance to sit down with Royce Neubauer, the brilliant founder of Auto Hauler Exchange, to uncover some real truths about how the logistics world operates (or, in many cases, doesn’t).
Here’s the deal: What if the very thing you thought was helping your business was actually the one thing holding it back? Yep, Royce admits that brokers—like him—have often been the ones blocking progress. But instead of accepting that as the norm, he did something radical: he set out to eliminate the broker.
"The problem in vehicle logistics is the broker—we're the ones blocking collaboration."
We’re talking about the Amazon effect, how dealers can expand beyond state lines with ease, and why now—more than ever—the car business needs to rethink how we ship vehicles. You’ll hear how Royce’s platform is helping dealers save 15-20% on logistics costs while allowing carriers to fill up their trucks and boost their revenue.
This episode is packed with insights you won’t hear anywhere else. If you’ve ever waited weeks for a car to be delivered or felt frustrated by the inefficiencies of moving vehicles around the country, this conversation is going to open your eyes.
"We need to eliminate ourselves from the equation so that dealers and carriers can collaborate directly. That’s the only way forward."
The best part? Royce is building a system that doesn’t just fix today’s problems—it’s preparing dealers and carriers for the future of logistics. Think of this as a behind-the-scenes look at how the vehicles we buy and sell actually get to their destination.
If you want to know how you can save big, move faster, and work smarter, this is the episode for you.
Thanks, Royce Neubauer!
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Get Your Vehicles Moving FasterAlright, let me ask you this—how much time and money are you losing on vehicle shipping? If that stings a bit, it’s time for Auto Hauler Exchange. They’re cutting out the middleman, connecting you straight with carriers. Faster shipments, no hidden fees, and over 5,000 vetted carriers ready to roll. It’s a no-brainer.
Plus it’s simple, transparent, and totally free to list. Want faster, smarter shipping? Head over to Autohaulerexchange.com to learn more and get your vehicles moving.
You know those stories that start with, "I never thought in a million years I'd end up here?" That’s exactly how my conversation with Vinnie Moya kicks off, or as the world knows him—Vinnie the Car Guru. Now, let me tell you, this guy's story is wild. We’re talking about a guy who went from trucking to top-performing automotive sales pro in a matter of years, and he’s dropping knowledge bombs left, right, and center.
Vinnie’s got this knack for spotting opportunity where others see roadblocks, and honestly, his journey is packed with lessons for anyone looking to build a personal brand that stands out in today’s automotive landscape. We get real about everything from creating a no-pressure sales environment to the power of embracing new trends (spoiler: he’s a big believer in EVs).
If you've ever wondered how to genuinely connect with customers, turn social media into a powerhouse for sales, or leverage your strengths to carve out your unique space in a crowded industry, this episode is your guidebook.
But what really stood out to me—and I think you’ll appreciate this—is how Vinnie talks about creating a no-pressure environment for his clients. In an industry that’s often stereotyped as pushy, his approach is a breath of fresh air. His approach to sales isn’t about pressure—it’s about providing an experience that makes people feel good about their decisions. And trust me, there are gems in this episode that you’ll be able to apply the next time you’re on the lot or connecting with a customer.
Thanks, Vinnie Moya!
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More Dealers Are Choosing To Partner with FlexDealer
Looking for a reliable, high-performance dealership marketing partner? Visit https://www.flexdealer.com to discover why more and more dealers are choosing them over big-box providers.
Hey gang, welcome to another episode of MC on the MIC—and trust me, this one’s gonna blow the lid off your sales and service game. We’re diving into a strategy that’s so simple, you’re going to wonder why you haven’t been doing it all along. No fluff, just straight talk.
Look, we’ve all been there. Overcomplicating things, chasing the next shiny object, wondering how much more we need to throw at ads just to stay in the game. But here’s the truth: the competitive advantage you’ve been looking for is already in your backyard. Literally. In this episode, I’m breaking down how you can leverage something as simple as Facebook groups (yes, Facebook) to build real, meaningful connections with people in your community—without ever coming across like that pushy salesperson.
And guess what? Your competitors aren’t doing this, which makes it all the more powerful. It’s hand-to-hand combat, human-to-human interaction, and I’m walking you through every step. By the end of this, you’ll see how this ridiculously easy strategy can position you as the go-to person in your market.
So grab a coffee, tune in, and let’s crush it together.
Thanks, For tuning in!
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⭐️ Like this show? Please leave us a review here — even one sentence helps! Consider including your LinkedIn or Instagram handle so we can thank you personally!
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More Dealers Are Choosing To Partner with FlexDealer
Looking for a reliable, high-performance dealership marketing partner? Visit https://www.flexdealer.com to discover why more and more dealers are choosing them over big-box providers.
You know how much I love diving deep into the real stuff—the kind of conversations that leave you thinking long after they’re over. Well, today’s episode is one of those. I sat down with my good friend, Michael L. Wood, General Manager at Checkered Flag Jaguar Land Rover VW, to unpack something that I think everybody in business should be paying attention to: unreasonable hospitality.
What does that even mean, right? Well, think about it this way: How often do you leave a place (whether it’s a restaurant, a store, or even a dealership) feeling like they actually cared about you, like they went beyond the sale to make your experience truly unforgettable? Probably not often enough. But Michael’s figured it out, and let me tell you, it’s changing the game in the auto industry.
In this episode, Michael shares how he’s using small, thoughtful actions to create a lasting impression on his customers—and how it’s leading to loyalty and referrals like you wouldn’t believe. We talk about everything from using social media to better understand clients before they even walk through the door, to the importance of leadership that empowers your team to think for themselves.
Ready to reimagine how you serve your customers? Let’s go.
Thanks, Michael L. Wood!
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Get Your Vehicles Moving FasterAlright, let me ask you this—how much time and money are you losing on vehicle shipping? If that stings a bit, it’s time for Auto Hauler Exchange. They’re cutting out the middleman, connecting you straight with carriers. Faster shipments, no hidden fees, and over 5,000 vetted carriers ready to roll. It’s a no-brainer.
Plus it’s simple, transparent, and totally free to list. Want faster, smarter shipping? Head over to Autohaulerexchange.com to learn more and get your vehicles moving.
Hey, DPB gang! You’re in for a real treat today. I’m sitting down with my good friend and COO of Ziegler Auto Group, Sam D’Arc, and trust me when I say this is not your typical conversation about selling cars. In fact, we’re not talking about selling cars at all. Sam and I dive deep into what really makes a dealership thrive—and spoiler alert—it’s not just about inventory or car payments.
But here’s the deal: Sam and I go beyond the sales floor and get into what really makes an auto group thrive. We’re talking culture, passion, and what it means to create a lifelong love affair with your people. Imagine walking into a dealership where the focus is on celebrating employees living their best lives, not just pushing numbers. We dig into how Ziegler is making that happen across 41 rooftops and what it means to foster an environment where people can grow, evolve, and find their calling—whether it’s turning a wrench or syncing someone’s Bluetooth.
But more than that, this episode is about breaking the mold—how treating your employees right leads to treating your customers right, and why chasing a journey with no end might just be the key to lasting success. You’ll walk away from this one inspired, with a fresh perspective on leadership, culture, and the power of doing business differently. Plus, I threw in a couple of listener questions, including one about Sam’s favorite failure that will hit home for anyone who's ever faced a setback.
Thanks, Sam D’Arc!
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Sell Smarter, Not Harder
AutoFi helps progressive dealers like you sell smarter, not harder—on your dealership website and, now, in your showroom, too.
AutoFi solves the everyday problems dealers actually face: like bottlenecks at the sales desk, customer distrust, and decision overload. And their all-new showroom solution includes deal estimation, desking, lender routing, and an F&I menu – all in one powerful platform that bridges the gap between the CRM and DMS.
Go to AutoFi.com/dealerplaybook to learn more. And start selling smarter, today.
Hey DPB gang, in today's episode I’ve got something special lined up for you. I’m sitting down with Moose Pohyar, the General Manager at Lithia Hyundai of Fresno, who’s been making serious waves in the EV space. Now, if you’ve been with me on this journey for a while, you know I love diving into the stories of folks who’ve turned what some might call just a job into a fulfilling career. Moose is one of those people.
What I love about this conversation is how Moose doesn’t shy away from the real challenges dealers face today, especially when it comes to selling EVs in rural markets. We’re talking about a guy who’s increased his EV sales by 300% in just over a year—no small feat, especially when you consider the skepticism that still exists around electric vehicles.
Moose shares the exact strategies he used to get there, from dealership staging to heavy-duty product knowledge training, and even how he’s been able to flip the narrative on EVs in an area where gasoline and diesel have been king for decades.
Moose also shares his thoughts on the future of the automotive industry, and let’s just say, if you’re wondering what the next big thing in car sales is, this episode is for you. Plus, we get into some real talk about what it takes to stay ahead in this business, especially when the landscape is changing faster than ever.
Thanks, Moose Pohyar!
If you enjoyed this episode featuring Moose Pohyar, support us by clicking the links!
- Connect with Moose Pohyar on Linkedin
Listen to the full episode for insights and context from Moose Pohyar
⭐️ Like this show? Please leave us a review here — even one sentence helps! Consider including your LinkedIn or Instagram handle so we can thank you personally!
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CLICK HERE to learn more about The Dealer Playbook!
More Dealers Are Choosing To Partner with FlexDealer
Looking for a reliable, high-performance dealership marketing partner? Visit https://www.flexdealer.com to discover why more and more dealers are choosing them over big-box providers.
In this episode of The Dealer Playbook, I’m sitting down with automotive industry veteran Charles Cannon to unpack the strategies that have kept him at the top of his game for over a decade. Charles is the kind of guy who’s not just in the car business; he’s mastered the art of it. We’re talking about how to truly dominate your local market, not with the latest fads, but with tried-and-true strategies that have stood the test of time.
Charles shares his journey from seeing car sales as just a job to embracing it as a lifelong career, offering insights that are as relevant today as ever. We also discuss how to overcome the fear of video marketing, the importance of treating customers like guests, and how to navigate the current economic challenges with integrity and professionalism.
Key Takeaways:
- The critical role of consistency in long-term success.
- How to build meaningful customer relationships in a digital world.
- Practical tips for overcoming the fear of video marketing.
- Navigating economic challenges with a positive mindset.
Thanks, Charles Cannon!
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More Dealers Are Choosing To Partner with FlexDealer
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Hey DPB gang! This week's episode is one of those conversations that gets you thinking on a deeper level about your business and where it’s headed. I had the pleasure of sitting down with my good friend Tim Hayden, the CEO of Braintrust Partners, and let me tell you, this is one you don’t want to miss.
You know how we always talk about growth and pushing the boundaries? Well, Tim takes that to a whole new level by diving into what he calls your business’s DNA. We’re not talking about generic best practices here—this is about understanding the unique factors that make your dealership tick. Think of it like getting under the hood of your business and fine-tuning it for maximum performance.
Tim’s got some serious chops in the world of data and AI, and he’s all about using that to help businesses like yours transform and thrive. We dig into the nuts and bolts of how to leverage your data, not just to survive, but to absolutely crush it in today’s market. And trust me, if you’ve ever felt that initial sticker shock when thinking about investing in new technology, Tim’s got some solid advice on how to get past that and see the bigger picture.
Thanks, Tim Hayden!
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More Dealers Are Choosing To Partner with FlexDealer
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Hey there, DPB gang! Welcome to episode 2 of MCEEEE on the MIC! Today, I’m peeling back the curtain on a tool that’s been right under our noses, totally free, and shockingly underutilized—Google Business Profile.
If you’ve been with me for a while, you know I'm all about cutting through the noise to bring you tactics that are not just buzzworthy, but actually deliver. And let me tell you, today’s episode is a real treasure trove. We’re diving deep into how to harness the full potential of Google Business Profile to skyrocket your local marketing—without spending a single dime.
“Being half Italian, half Portuguese, there’s an inner battle happening all the time. The Italian in me wants the best money can buy; the Portuguese in me wants it for free.”
Join me as I break down why this isn't just another tech tip but a major game changer for boosting your local visibility. I’ll be sharing some personal stories about how simple strategies turned into big wins and why I think you’re going to love experimenting with these tactics just as much as I have.
What you’ll learn:
- How to effectively use your Google Business Profile to enhance local SEO.
- Simple tweaks to your profile that can make a massive difference in visibility.
- Creative ways to engage with your community and build a memorable brand presence.
And hey, because I value our time together, I promise to keep it snappy, practical, and as always, full of the energy you’ve come to expect. Grab your coffee, and let’s make some magic happen.
Thanks, For tuning in!
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More Dealers Are Choosing To Partner with FlexDealer
Looking for a reliable, high-performance dealership marketing partner? Visit https://www.flexdealer.com to discover why more and more dealers are choosing them over big-box providers.
There’s a good reason that many companies have SEO experts on their teams and spend resources and money on using the tactic in marketing activities. Well, in this episode Greg Gifford is here to help us understand why that is and why we should too.
Greg Gifford is not just a name in the SEO world; he’s a force to be reckoned with. As the COO of Search Lab Digital, Greg has shared his expertise globally, helping businesses enhance their online presence. Known for his engaging and practical approach to local SEO, Greg is the go-to guy for anyone serious about mastering the art of search engine optimization.
What We Discuss In This Episode:
In this episode, Greg Gifford and I dive into the ever-changing world of SEO. We kick things off by talking about the evolution of SEO and how it's been as unpredictable as the Marvel Universe, emphasizing the importance of staying agile and innovative to keep up with Google's algorithm updates.
While there's a lot of buzz about AI's impact on SEO. Greg demystifies these claims, explaining why AI tools are not the ultimate game-changers some believe them to be. "AI isn't the magic bullet for SEO. It's a tool that needs careful handling and human oversight to ensure quality."
Content is king, but context is the emperor. Greg stresses the necessity of creating valuable, relevant content that answers your customers' questions. "Anticipating customer questions and providing those answers is crucial," he says. We explore beyond keyword stuffing to a more holistic approach, aiming to help your business stand out and foster deeper engagement with your audience.
Thanks, Greg Gifford!
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Sell Smarter, Not Harder
AutoFi helps progressive dealers like you sell smarter, not harder—on your dealership website and, now, in your showroom, too.
AutoFi solves the everyday problems dealers actually face: like bottlenecks at the sales desk, customer distrust, and decision overload. And their all-new showroom solution includes deal estimation, desking, lender routing, and an F&I menu – all in one powerful platform that bridges the gap between the CRM and DMS.
Go to AutoFi.com/dealerplaybook to learn more. And start selling smarter, today.
Ryan Stewman (a.k.a Hardcore Closer) has never had a salaried job in his life. He has a real 'eat-what-you-hunt' mentality which fosters his consistent entrepreneurial approach to sales.
In this special rewind episode, we revisit a timeless conversation with Ryan Stewman. Ryan walks through the best way to navigate negotiating and closing a car deal. Using real examples from his life as a car sales professional, he shares a unique way of viewing everyday challenges that every car pro faces.
What We Discuss in This Episode:
We start by digging into what really sets a closer apart from just a salesperson. Trust me, there's a big difference. Ryan shares why being a closer is about more than just making the sale—it's about sealing the deal and getting paid.
Ryan doesn’t pull any punches when it comes to the stereotypes that plague our industry. He talks about how to rise above the negative perceptions and build genuine trust with your customers. His approach is all about honesty and transparency—being real with people so they can be real with you.
One of the standout moments in our chat is when Ryan breaks down the art of persistence. He shares some killer examples of how sticking to your guns can turn a no into a yes. This is about mastering those tough conversations and never shying away from asking for the business.
Play the game
Not only is it vital to know the game you're playing, but you need to be willing to play it.
It's crazy how many car pros complain about the negotiation process when working a car deal, but that's just part of the game. If you take the time needed to know how to navigate the game, your chances of winning increase exponentially.
Thanks, Ryan Stewman!
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More Dealers Are Choosing To Partner with FlexDealer
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Hey gang, welcome to this episode of The Dealer Playbook Podcast! Today, we’re not just in any studio – we’re recording right from inside the new 800% Elite Auto dealership. As the founder of 800% Elite Auto, Glenn has thrown the traditional dealership rulebook out the window. He's all about transforming the car buying experience by focusing on people first.
What We Discuss In This Episode:
In this episode, we discuss Glenn Lundy’s transformative vision for 800% Elite Auto. Glenn shares his belief that a dealership should be a leadership development academy first, a media company second, and a car seller last. This revolutionary approach shifts the focus from just moving vehicles off the lot to nurturing and empowering leaders, ensuring that the dealership’s success is built on a foundation of strong, capable individuals.
One of the most intriguing aspects of Glenn’s method is his no-schedule policy. He explains how this policy fosters a culture of responsibility and high performance. By treating team members as adults, this approach challenges traditional workplace structures, emphasizing trust and empowerment over micromanagement.
Glenn’s vision extends beyond the dealership, focusing on creating a legacy by empowering others to achieve their dreams.
Thanks, Glenn Lundy!
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So a month and a half ago, Glenn Lundy, President of 800% Elite Automotive Club, called me. He said "Michael, I have the opportunity to build a dealership from the ground up, but I want it to be different. I want it to be a leadership training company that just so happens to sell cars." A few days later, he calls me back. He says. "It's happening, Do you want to be involved?" My immediate response? Heck yes!
There I said it, we're building a dealership from scratch!
For those who may not know, Glenn was the general manager of the highest-volume Chevy store in America. He grew that store's sales by 800% in just five years, selling thousands of vehicles per month in a small town. When Glenn left the dealership, he founded the 800% Elite Automotive Club, teaching others how to achieve similar success.
This episode is packed with insights on how we're transforming the dealership model.
We're rethinking everything about how a dealership operates. We’re embracing the mess, finding innovative solutions, and redefining what a dealership can and should be. This episode will give you a sneak peek into our thought process, challenges, and the exciting journey ahead. If you’re in the automotive industry or just love a good underdog story, this is a must-listen.
Thanks, For tuning in!
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Sell Smarter, Not Harder
AutoFi helps progressive dealers like you sell smarter, not harder—on your dealership website and, now, in your showroom, too.
AutoFi solves the everyday problems dealers actually face: like bottlenecks at the sales desk, customer distrust, and decision overload. And their all-new showroom solution includes deal estimation, desking, lender routing, and an F&I menu – all in one powerful platform that bridges the gap between the CRM and DMS.
Go to AutoFi.com/dealerplaybook to learn more. And start selling smarter, today.
Are you ready to revolutionize your approach to Business Development Centers (BDC) and transform your dealership's operations?
In this episode I sit down with Anthony Alagona, the founder of Appointments That Show and a true BDC master. Anthony's innovative strategies and relentless discipline have made him a leading expert in the industry, and he's here to share his secrets with you.
What We Discuss in This Episode:
We dive deep into the core principles that drive BDC success. You'll discover the importance of persistence and consistency, both in personal fitness and professional endeavors. Anthony's daily fitness routines serve as a powerful metaphor for the kind of discipline required to excel in BDC operations. Learn how to create a culture of accountability, set and achieve daily, weekly, and monthly benchmarks, and enhance your customer experience through effective communication and CRM optimization.
A few takeaways
- Effective Communication: Learn how to improve communication between your BDC, sales floor, and management team to enhance customer experience.
- CRM Optimization: Get practical tips on leveraging CRM tools to personalize and elevate customer interactions.
- Hospitality and Accountability: Understand the importance of creating memorable customer experiences and setting benchmarks to ensure consistent performance.
Anthony’s insights are not just theoretical—they’re proven strategies that can help you increase appointment show rates and boost overall customer satisfaction.
Thanks, Anthony Alagona!
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More Dealers Are Choosing To Partner with FlexDealer
Looking for a reliable, high-performance dealership marketing partner? Visit https://www.flexdealer.com to discover why more and more dealers are choosing them over big-box providers.
Jonathan Sewell, affectionately known as "Jonathan Sewell Sells," has spent two decades in the car industry, transforming from a sales rookie to a YouTube sensation. His deep understanding of automotive sales and his innovative approach to digital marketing have made him a standout figure at Mitchell Mazda and beyond. With a knack for creating engaging video content, Jonathan has built a loyal following and significantly boosted his dealership's visibility.
What We Discuss in This Episode:
In recent years, car dealership videos have become an essential marketing tool for dealerships. These videos showcase a dealership’s inventory, highlight special offers, and promote its brand. With the rise of digital marketing, car dealerships should invest in video production to keep up with the competition. A well-produced car dealership video can capture the attention of potential customers and help establish the dealership as a trusted source of quality vehicles.
Car dealer video marketing is more effective than images and texts in creating powerful content and promoting your car dealership inventory video. In this episode, Jonathan discusses the impact of video content on his career and sales performance. He highlights the significance of creating informative and engaging videos that address common customer queries. Jonathan's videos have become a valuable resource for car buyers, from explaining car features to demonstrating how to use specific functionalities.
Drawing from his experience, Jonathan emphasizes the importance of SEO in video marketing. He shares how strategically titled videos and relevant content can enhance visibility and attract a larger audience. His advice on optimizing video descriptions, tags, and keywords is a goldmine for anyone looking to improve their online presence.
Thanks, Jonathan Sewell!
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More Dealers Are Choosing To Partner with FlexDealer
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In today's episode, I sit down with my good friend Colby Joyner, a renowned expert in the automotive industry, to discuss "Three Ways to Increase Operational Efficiency Using Your Existing CRM." With years of experience in dealer groups and a keen understanding of CRM optimization, Colby helps dealerships streamline operations and maximize efficiency.
What We Discuss in This Episode:
- The Key to Proper CRM Management: Understand the critical role your CRM plays and why managing it effectively can revolutionize your operations.
- Actionable Tips for Immediate Improvement: Colby shares three powerful strategies that you can implement right away to see tangible results.
- Real-World Insights and Best Practices: Learn from Colby’s vast experience with dealer groups and get practical advice tailored to your dealership’s unique needs.
But that's not all. Colby and I dive deep into:
- The difference between merely using your CRM and actively managing it.
- How to unify your team’s language and approach to maximize CRM efficiency.
- The secrets to leveraging CRM data to boost engagement and sales.
Colby emphasizes the critical role a CRM plays as the foundational operating system of a dealership. He highlights the gap between merely using a CRM and actively managing it to achieve optimal results. Colby stresses the importance of viewing the CRM not just as a tool for daily operations but as a dynamic system that needs active management. "It's like receiving a vehicle that has zero accessories," he explains. "You need to tune and build it to suit your dealership's unique needs."
We also dive into the reasons why many dealerships fail to utilize their CRMs effectively.
Thanks, Colby Joyner!
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More Dealers Are Choosing To Partner with FlexDealer
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Evan Walters is a powerhouse in the automotive finance industry. With a career that started at the age of 17, detailing cars, Evan quickly rose through the ranks, mastering sales, management, and finance. He has now contracted over 8,000 deals in less than five years, averaging $3,000 per car. As the Finance Director at 800% Elite Automotive Club, Evan brings unparalleled expertise and insight into what it takes to achieve extraordinary success in the automotive finance world.
What We Discuss In This Episode
Evan’s shares his journey in the automotive industry, starting from a humble beginning at 17 years old, detailing cars, and rising to become a top finance director. We delve into his incredible path to success, exploring how he managed to sell 25-30 cars a month early in his career and transitioned into finance, where he truly made his mark.
One of the main themes of our discussion is the power of volume in the automotive finance industry. Evan shares how his dealership’s approach to high volume allowed him to learn and adapt at an accelerated pace. Handling 150-200 deals a month per finance manager, compared to the industry standard of 60-70, provided Evan with a unique perspective and a wealth of experience.
This episode is a goldmine for anyone in the automotive finance industry looking to elevate their game. Whether you're new to the field or a seasoned professional, Evan's His insights are not only valuable but also actionable, providing a roadmap for anyone looking to elevate their performance in automotive finance. This conversation is a must-listen for those aiming to break boundaries and achieve remarkable success in their careers.
Thanks, Evan Walters!
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Sell Smarter, Not Harder
AutoFi helps progressive dealers like you sell smarter, not harder—on your dealership website and, now, in your showroom, too.
AutoFi solves the everyday problems dealers actually face: like bottlenecks at the sales desk, customer distrust, and decision overload. And their all-new showroom solution includes deal estimation, desking, lender routing, and an F&I menu – all in one powerful platform that bridges the gap between the CRM and DMS.
Go to AutoFi.com/dealerplaybook to learn more. And start selling smarter, today.
Welcome to this special solo episode, as I celebrate ten years of unforgettable moments; I can't thank you enough for always being here with me every Thursday. Ten years ago, I took a leap of faith and launched the Dealer Playbook Podcast. From the nerve-wracking moment of hitting "publish" to the surreal experience of seeing our show hit "New and Noteworthy" on iTunes within 48 hours, it's been an incredible journey.
We've hosted industry giants like Dr. Willie Jolly, Gary Vaynerchuk, and Grant Cardone, and we've been honored with global recognition, listing among the top 300 podcasts in the world.
But amid the success and milestones, there came a time when I felt the initial spark fading. Producing the show started to feel routine, and I found myself getting bored. The excitement that once fueled my passion for creating meaningful content seemed to dwindle. We've all been there before right?
As I reflect on this journey, I've realized how crucial it is for all of us to take a step back and reevaluate after every significant milestone. Whether you're running a podcast, managing a business, or pursuing personal goals, it's essential to pause and assess where you are and where you're headed. This period of introspection allows us to realign our efforts with our core values and passions, ensuring that we continue to grow and evolve in meaningful ways.
But this brings us to a pivotal question: Is this the end of the Dealer Playbook Podcast? As we celebrate a decade of incredible moments, the uncertainty of the future looms large. The industry is evolving, and so must we. Will the Dealer Playbook continue to be a beacon of practical wisdom, or is this the final chapter?
Join me in this episode as I unveil the next steps and share my vision for the future. The answers lie ahead, and I promise it's a journey worth taking.
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Hank Ebeling is the Owner and Lead Coach at H4 Training. With a background in the fitness industry and a deep understanding of hospitality, Hank has honed his skills in delivering exceptional customer experiences. His expertise has helped numerous small businesses differentiate themselves through superior service, making him a sought-after consultant and author of "Crushing the Competition with Service."
What We Discuss in This Episode:
In this episode I sit down with Hank Ebeling to uncover the secrets of turning customer service into a formidable competitive advantage. Hank passionately discusses why exceptional customer service is the best marketing strategy a business can have. He argues that many business owners underestimate the power of outstanding service as a competitive advantage. Good customer service is not enough; it must be exceptional to create "walking billboards" for your business. Hank shares insights on how businesses can invest in their teams, hire the right people, and provide proper training to ensure that customer service becomes a true differentiator.
We explore the idea that hospitality and genuine customer care are teachable skills. Hank shares his belief that many businesses become tone-deaf to customers' needs because they are too focused on their own objectives. He stresses the importance of shifting from an ego-driven mindset to one that prioritizes serving customers. This shift not only enhances customer satisfaction but also drives long-term business growth.
Tune in as we discuss the critical mindset shifts needed to prioritize customer service, the tangible benefits it brings, and practical steps to implement these strategies effectively.
Thanks, Hank Ebeling!
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More Dealers Are Choosing To Partner with FlexDealer
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Tustin Ulrich is the General Sales Manager at Roper Kia. In this episode, we discuss his inspiring journey of self-improvement, leadership, and maintaining balance in a demanding industry.
Tustin’s personal journey is equally compelling—he has successfully managed a significant weight loss, focused on personal growth, and developed a mindset that prioritizes grace and intention.
What We Discuss in This Episode
Before we begin, I want you to self-reflect on these 3 questions...
- How often do you take the time to reflect on your personal and professional life with genuine intention?
- What small daily habits can we adopt to start seeing significant changes in our overall growth?
- How can leaders in demanding industries cultivate a culture that prioritizes both personal well-being and professional success?
In this episode, we discuss just that: Tustin shares his strategies for managing his responsibilities as a general sales manager, entrepreneur, investor, and dedicated family man. He emphasizes the importance of living intentionally and cultivating a forward-thinking mindset. This mindset, he explains, has been crucial in helping him manage the various aspects of his life without feeling overwhelmed.
Tustin’s journey is a powerful reminder that success isn’t just about professional achievements but also about personal growth, intentional living, and leading with grace. Tune in to this insightful conversation to gain valuable perspectives that can help you navigate your own challenges with a renewed sense of purpose.
Thanks, Tustin Ulrich!
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More Dealers Are Choosing To Partner with FlexDealer
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We're in a fascinating time for the automotive industry. Electric vehicles are on the rise, consumer expectations are evolving, and dealerships need to adapt to stay ahead of the curve.
Today, I'm thrilled to be joined by James Ricci, President of Roy Foss Automotive Group, a leading dealership group consistently recognized for its innovation and customer focus. As President of Roy Foss Automotive Group, he oversees a network of dealerships known for their commitment to providing exceptional customer experiences and embracing cutting-edge technologies.
What We Discuss in This Episode
- The Evolving Landscape of Automotive Retail: James shares his perspective on the rise of electric vehicles and how dealerships need to adapt their operations and customer service strategies to meet the changing needs of consumers.
- Building a High-Performing Team: We delve into James's philosophy on creating a winning team culture that prioritizes employee development and customer satisfaction.
- Leveraging Technology for Success: James discusses the role of technology in streamlining dealership operations, enhancing the customer journey, and staying competitive in a digital age.
- Future-Proofing Your Dealership: James provides actionable strategies for dealerships to prepare for the ever-evolving automotive market and ensure long-term success.
This is just a taste of the insightful conversation we had with James Ricci. There are so many more nuggets of wisdom and practical advice waiting for you in the full episode.
Thanks, James Ricci!
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More Dealers Are Choosing To Partner with FlexDealer
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Joe St. John, a dynamic innovator in the automotive space, brings a wealth of experience to the table. With a keen eye for identifying industry challenges and a passion for crafting innovative solutions, Joe's journey from disenchantment to reimagining the digital retail landscape is nothing short of inspiring.
What We Discuss In This Episode:
Joe provides invaluable insights into the challenges faced by dealerships in adapting to digital retailing. Drawing from his extensive experience, Joe articulates the disconnect between the promise of digital retailing and its practical implementation, highlighting the need for solutions that streamline the car-buying process while enhancing the customer experience.
Throughout the episode, Joe's passion for problem-solving shines through, as he reflects on his role in driving innovation within the automotive sector. From his grassroots approach of immersing himself in dealerships to understand their pain points firsthand, to his pivotal role in shaping AutoFi's mission to revolutionize the car-buying journey, Joe's dedication to effecting meaningful change is palpable.
Ultimately, our conversation serves as a poignant reminder of the transformative power of technology when harnessed with purpose and empathy. By embracing simplicity, focusing on real-world challenges, and fostering genuine connections, Joe exemplifies how technology can be wielded as a force for positive change, both in business and in life.
Thanks, Joe St. John!
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Sell Smarter, Not Harder
AutoFi helps progressive dealers like you sell smarter, not harder—on your dealership website and, now, in your showroom, too.
AutoFi solves the everyday problems dealers actually face: like bottlenecks at the sales desk, customer distrust, and decision overload. And their all-new showroom solution includes deal estimation, desking, lender routing, and an F&I menu – all in one powerful platform that bridges the gap between the CRM and DMS.
Go to AutoFi.com/dealerplaybook to learn more. And start selling smarter, today.
After losing his leg in 2018, firefighter Gary Weiland did the impossible and went back to work. He didn’t stop there, and used this opportunity to be an inspiration. Since his surgery Gary has become a motivational speaker, author, American Ninja Warrior, entrepreneur, and a member of multiple USA Para teams, including the 2023 U.S. Para Bobsled Push Division National Champion.
With a message applicable to anyone from school-age children to world leaders, Gary inspires with his story of perseverance, faith, and determination. His experiences and perspective are perfect examples of how to turn tragedy into opportunity. You too will feel motivated to adapt and overcome.
What We Discuss In This Episode:
In the episode with Gary Weiland, we delve deep into his inspiring journey of overcoming adversity. We start by discussing the pivotal moment when Gary, a firefighter, faced unexpected complications after knee surgery, leading to the eventual amputation of his leg due to the cutting off of blood flow to his foot. Gary shares the emotional and physical turmoil he experienced during this challenging time, highlighting the grieving process, feelings of anger, and the struggle to accept his new reality.
Throughout the conversation, Gary reflects on the importance of mindset and choice in navigating adversity. He recounts how his children's reminder of his own teachings about finding purpose in difficult circumstances sparked a shift in his perspective. This realization propelled him to make the conscious decision not to let his situation define him but rather to use it as motivation to become the first amputee firefighter in the world.
We explore Gary's journey of setting and achieving ambitious goals, from returning to firefighting within 10 months and six days of his amputation to competing on American Ninja Warrior. His story underscores the power of resilience, determination, and adaptability in overcoming seemingly insurmountable obstacles.
Thanks, Gary Weiland!
If you enjoyed this episode featuring Steven Posner, support us by clicking the links!
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More Dealers Are Choosing To Partner with FlexDealer
Looking for a reliable, high-performance dealership marketing partner? Visit https://www.flexdealer.com to discover why more and more dealers are choosing them over big-box providers.
In this episode I sit down with Steven Posner, the CEO of Putnam Leasing Company, to dive into the intricacies of the exotic car market. Our conversation covers a wide range of topics, starting with the resilience of the exotic car market amidst volatile economic conditions. Steven shares his insights into how the demand for luxury vehicles surged unexpectedly during the recent pandemic, leading to a significant uptick in business for Putnam Leasing.
What We Discuss In This Episode:
As we explore the landscape of the exotic car leasing industry, Steven highlights the challenges posed by the influx of "new money" clients. These individuals, often young professionals with substantial incomes, present unique risks and opportunities for leasing companies. We discuss the importance of careful vetting and risk management strategies to ensure the financial stability of Putnam Leasing in a rapidly evolving market.
One particularly intriguing trend that Steven sheds light on is the rise of YouTuber wealth. We delve into the phenomenon of young content creators with substantial incomes seeking luxury car leases, and how Putnam Leasing adapts to cater to this emerging demographic. From navigating insurance hurdles to addressing the unique needs of these clients, Steven provides valuable insights into the dynamics of this evolving segment of the market.
Throughout our conversation, Steven emphasizes the importance of staying ahead of industry trends and anticipating future challenges and opportunities. From tightening insurance markets to shifting consumer preferences, he offers a seasoned perspective on the future outlook of the exotic car leasing industry.
Thanks, Steven Posner!
If you enjoyed this episode featuring Steven Posner, support us by clicking the links!
- Connect with Steven Posner on LinkedInListen to the full episode for insights and context from Steven Posner!
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- Connect with Michael on LinkedIn
CLICK HERE to learn more about The Dealer Playbook!
Sell Smarter, Not Harder
AutoFi helps progressive dealers like you sell smarter, not harder—on your dealership website and, now, in your showroom, too.
AutoFi solves the everyday problems dealers actually face: like bottlenecks at the sales desk, customer distrust, and decision overload. And their all-new showroom solution includes deal estimation, desking, lender routing, and an F&I menu – all in one powerful platform that bridges the gap between the CRM and DMS.
Go to AutoFi.com/dealerplaybook to learn more. And start selling smarter, today.
Katie Mares is an author, speaker, and consultant who empowers businesses to design experiences that resonate with female consumers. She is a bestselling author and her book, "CustomHer Experience" is a guide for businesses to close the gender gap in sales.
What We Discuss In This Episode
Katie shares her personal journey from a disastrous car-buying experience to becoming a leading voice in customer experience. Her encounter with six dismal dealerships sparked a quest to understand and transform the automotive industry's approach to female consumers.
Drawing from her expertise, Katie provides actionable insights for dealerships to elevate the customer experience authentically. From creating a welcoming atmosphere to understanding touchpoints, she emphasizes the significance of aligning every aspect of the journey with the needs and preferences of female consumers.
In a world driven by hustle and superficiality, Katie advocates for kindness and authenticity as foundational principles for success. She highlights the enduring value of building genuine relationships based on trust and mutual respect, which ultimately fosters customer loyalty and long-term growth.
Thanks, Katie Mares!
If you enjoyed this episode featuring Katie Mares, support us by clicking the links!
- Connect with Katie Mares on LinkedIn
Listen to the full episode for insights and context from Katie Mares!
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Connect with Michael Cirillo
- Connect with Michael on LinkedIn
CLICK HERE to learn more about The Dealer Playbook!
Sell Smarter, Not Harder
AutoFi helps progressive dealers like you sell smarter, not harder—on your dealership website and, now, in your showroom, too.
AutoFi solves the everyday problems dealers actually face: like bottlenecks at the sales desk, customer distrust, and decision overload. And their all-new showroom solution includes deal estimation, desking, lender routing, and an F&I menu – all in one powerful platform that bridges the gap between the CRM and DMS.
Go to AutoFi.com/dealerplaybook to learn more. And start selling smarter, today.
Gabrielle (Gabi) Abinion is the General Manager at Fox Valley Volkswagen of St. Charles. With a rich family history in the automotive business, Gabi brings a unique perspective to her role, blending tradition with innovation to drive success. Her dedication to empowering her team and fostering a culture of growth has been instrumental in the dealership's continued prosperity. Buckle up for a conversation about hard work, navigating family businesses, and forging your own path in a rapidly changing industry.
What We Discuss In This Episode:
Gabi isn't your typical dealership GM. The daughter of a Filipino immigrant who came to America to chase the dream, Gabi grew up around cars but knew she had to carve her own path. Despite her family's auto group, she ventured out to learn the ropes at another dealership before returning with a fresh perspective.
Gabi shared her inspiring path into the automotive world, rooted deeply in her family's heritage and the profound impact of her father's journey as an immigrant. From witnessing her father's resilience and determination to carve a path in the industry to her own decision to follow in his footsteps, Gabi's narrative underscores the transformative power of passion and perseverance.
A focal point of our conversation centered on the importance of cultivating a thriving workplace culture as a driver of organizational success. Gabi shared insights into her leadership philosophy, emphasizing the value of clear communication, active listening, and fostering a sense of belonging among team members. By prioritizing collaboration, mentorship, and continuous learning, Gabi has cultivated an environment where employees feel empowered to thrive and contribute their best.
Furthermore, Gabi underscored the significance of community engagement and customer-centricity in building trust and loyalty among clientele. By prioritizing authentic connections and meaningful interactions, Fox Valley Volkswagen has solidified its reputation as a trusted automotive partner, dedicated to serving the needs of its community with integrity and excellence.
Thanks, Gabi Abinion!
If you enjoyed this episode featuring Gabi Abinion, support us by clicking the links!
- Connect with Gabi Abinion on LinkedIn
Listen to the full episode for insights and context from Steve Whitlock!
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Connect with Michael Cirillo
- Connect with Michael on LinkedIn
CLICK HERE to learn more about The Dealer Playbook!
Sell Smarter, Not Harder
AutoFi helps progressive dealers like you sell smarter, not harder—on your dealership website and, now, in your showroom, too.
AutoFi solves the everyday problems dealers actually face: like bottlenecks at the sales desk, customer distrust, and decision overload. And their all-new showroom solution includes deal estimation, desking, lender routing, and an F&I menu – all in one powerful platform that bridges the gap between the CRM and DMS.
Go to AutoFi.com/dealerplaybook to learn more. And start selling smarter, today.
In this episode, I sit down with Steve Whitlock, the president of Innovation Financial Services, to explore the fascinating journey of automotive entrepreneurship. We dive into Steve's unique background, starting from his days as a firefighter to his eventual transition into the car business. Steve shares insights into how his diverse experiences shaped his path, showcasing the unexpected twists and turns that led him to where he is today.
What We Discuss In This Episode:
As we dive deeper into Steve's journey, he recounts pivotal moments that sparked his interest in the automotive industry. From selling cars part-time to venturing into finance, Steve's story is a testament to the opportunities that arise when one embraces change and takes calculated risks. His candid reflections offer valuable lessons for aspiring entrepreneurs navigating their own career paths within the automotive sector.
The conversation takes an exciting turn as Steve unveils the inception of Innovation Financial Services. Drawing from his extensive experience and entrepreneurial spirit, Steve shares the vision behind the company and its mission to empower automotive professionals. We explore the innovative programs developed by Innovation Financial Services, including the groundbreaking Road to Ownership initiative.
Steve elaborates on how the Road to Ownership program is revolutionizing the industry by providing a clear pathway for dealership ownership. Through strategic partnerships and tailored solutions, Innovation Financial Services is empowering talented individuals to realize their entrepreneurial dreams. Steve's passion for fostering success shines through as he discusses the impact of this program on the automotive community.
Thanks, Steve Whitlock,!
If you enjoyed this episode featuring Steve Whitlock, support us by clicking the links!
- Connect with Steve Whitlock on LinkedIn
Listen to the full episode for insights and context from Steve Whitlock!
Like this show? Please leave us a review here — even one sentence helps! Consider including your LinkedIn or Instagram handle so we can thank you personally!
Connect with Michael Cirillo
- Connect with Michael on LinkedIn
CLICK HERE to learn more about The Dealer Playbook!
Sell Smarter, Not Harder
AutoFi helps progressive dealers like you sell smarter, not harder—on your dealership website and, now, in your showroom, too.
AutoFi solves the everyday problems dealers actually face: like bottlenecks at the sales desk, customer distrust, and decision overload. And their all-new showroom solution includes deal estimation, desking, lender routing, and an F&I menu – all in one powerful platform that bridges the gap between the CRM and DMS.
Go to AutoFi.com/dealerplaybook to learn more. And start selling smarter, today.
Glenn Pasch, an industry veteran with a penchant for data-driven insights and a logical approach to marketing, brings decades of expertise in digital marketing and dealership strategies. As the brains behind PCG Digital, Glenn has empowered countless dealerships to optimize their marketing efforts and unlock hidden sales potential.
What We Discuss In This Episode:
We kick off our conversation by dissecting the enigma of marketing attribution, unraveling why despite a substantial influx of website visitors, sales opportunities often remain untapped. Glenn brings a refreshing perspective, emphasizing the necessity of demystifying marketing attribution to uncover hidden sales potential and drive tangible results for dealerships.
As our discussion unfolds, Glenn and I delve into the essence of customer experience, highlighting its pivotal role in shaping dealership marketing strategies. We navigate through the logic behind prioritizing customer satisfaction, stressing the importance of fostering meaningful interactions at every touchpoint. Through Glenn's insights, we unveil the power of aligning marketing efforts with customer-centric principles, ultimately revolutionizing the dealership landscape.
Our conversation extends beyond theory, delving into actionable strategies for maximizing sales opportunities and driving sustainable growth. Through Glenn's expertise, we unveil practical tactics for converting website visitors into loyal customers, emphasizing the importance of personalized marketing and tailored messaging. From optimizing website experiences to leveraging data-driven insights, Glenn equips listeners with the tools to transform marketing efforts into tangible sales outcomes.
In the culmination of our dialogue, Glenn underscores the significance of personalized marketing and the power of maintaining ongoing customer engagement. With a strategic focus on nurturing relationships and delivering exceptional experiences, Glenn empowers dealerships to transcend conventional marketing paradigms and unlock unparalleled success.
Thanks, Glenn Pasch!
If you enjoyed this episode featuring Glenn Pasch, support us by clicking the links!
- Connect with Glenn Pasch on LinkedIn
Listen to the full episode for insights and context from Glenn Pasch!
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Connect with Michael Cirillo
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CLICK HERE to learn more about The Dealer Playbook!
Sell Smarter, Not Harder
AutoFi helps progressive dealers like you sell smarter, not harder—on your dealership website and, now, in your showroom, too.
AutoFi solves the everyday problems dealers actually face: like bottlenecks at the sales desk, customer distrust, and decision overload. And their all-new showroom solution includes deal estimation, desking, lender routing, and an F&I menu – all in one powerful platform that bridges the gap between the CRM and DMS.
Go to AutoFi.com/dealerplaybook to learn more. And start selling smarter, today.
Alex Lawrence is the CEO and co-founder of Ev Auto, a pioneering dealership specializing in electric vehicles. With a background in franchising and tech, Alex brings a wealth of experience to the table, along with a passion for creating exceptional customer experiences. His dedication to honesty, integrity, and innovation has propelled Ev Auto to success in the competitive EV market.
What We Discuss In This Episode:
We start by tracing Alex's remarkable journey from his background in franchising and tech startups to the inception of Ev Auto. His diverse career path and passion for innovation set the stage for a dealership experience unlike any other in the EV market.
One of the central themes we explore is how Ev Auto is reshaping the traditional dealership model. Alex reveals his commitment to creating an unforgettable experience for customers, emphasizing a no-pressure sales approach and a welcoming atmosphere. By prioritizing customer education and satisfaction, Ev Auto has carved out a niche in the competitive EV landscape.
Throughout our conversation, Alex emphasizes the importance of staying true to core values. In an industry often associated with high-pressure sales tactics, Ev Auto stands apart with its emphasis on honesty, integrity, and transparency. Alex shares insights into how these values have not only built trust with customers but also fueled the dealership's long-term success.
As we delve deeper into the EV market, Alex offers insider recommendations on must-try electric vehicle models. From high-performance luxury cars to budget-friendly options, Ev Auto caters to a diverse range of customers with different preferences and budgets. Alex's expertise and passion for EVs shine through as he discusses the exciting future of electric vehicles.
Thanks, Alex Lawrence!
If you enjoyed this episode featuring Alex Lawrence, support us by clicking the links!
- Connect with Alex Lawrence on LinkedIn
Listen to the full episode for insights and context from Alex Lawrence!
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Connect with Michael Cirillo
- Connect with Michael on LinkedIn
CLICK HERE to learn more about The Dealer Playbook!
Sell Smarter, Not Harder
AutoFi helps progressive dealers like you sell smarter, not harder—on your dealership website and, now, in your showroom, too.
AutoFi solves the everyday problems dealers actually face: like bottlenecks at the sales desk, customer distrust, and decision overload. And their all-new showroom solution includes deal estimation, desking, lender routing, and an F&I menu – all in one powerful platform that bridges the gap between the CRM and DMS.
Go to AutoFi.com/dealerplaybook to learn more. And start selling smarter, today.
Are you leaving a massive chunk of the market untapped? Welcome back to another insightful episode of the Dealer Playbook podcast. Today, we're delving deep into the world of marketing segmentation, focusing specifically on the Hispanic marketplace.
Joining me today is Ally Pinon, the Digital Marketing Director for Chastang Ford, as we uncover the secrets to successfully reaching and engaging with this vibrant demographic.
What We Discuss In This Episode:
In this episode, Ally Pinon and I explore marketing segmentation with a focus on the Hispanic market, addressing challenges like language and cultural nuances. We highlight the importance of word-of-mouth in Hispanic communities and strategies to leverage it, emphasizing cultural relevance over mere translation.
Ally shares insights on authentic engagement through local influencers and balancing marketing channels for dealership growth. The discussion underscores the necessity of authenticity, cultural understanding, and strategic marketing to connect with Hispanic consumers and foster long-term relationships, offering actionable tips for dealerships aiming to tap into this demographic's potential.
Thanks, Ally Pinon!
If you enjoyed this episode featuring Ally Pinon, support us by clicking the links!
- Connect with Ally Pinon on LinkedIn
Listen to the full episode for insights and context from Ally Pinon!
Like this show? Please leave us a review here — even one sentence helps! Consider including your LinkedIn or Instagram handle so we can thank you personally!
Connect with Michael Cirillo
- Connect with Michael on LinkedIn
CLICK HERE to learn more about The Dealer Playbook!
Sell Smarter, Not Harder
AutoFi helps progressive dealers like you sell smarter, not harder—on your dealership website and, now, in your showroom, too.
AutoFi solves the everyday problems dealers actually face: like bottlenecks at the sales desk, customer distrust, and decision overload. And their all-new showroom solution includes deal estimation, desking, lender routing, and an F&I menu – all in one powerful platform that bridges the gap between the CRM and DMS.
Go to AutoFi.com/dealerplaybook to learn more. And start selling smarter, today.
When Adrian Gibbs, Marketing Director of Nimnicht Family of Dealerships, stepped into the world of automotive marketing, she brought with her the competitive edge of the plastic surgery industry and a knack for nurturing customer relationships. Our exchange is as insightful as it is humorous, revealing the unexpected connections between such diverse fields and underscoring the transformative power of innovative thinking. Adrian's journey from nannying to navigating the nonprofit sector and now revving up the marketing engine in automotive sales, showcases a career path that is anything but ordinary.
What We Discuss In This Episode:
This episode peels back the curtain on the traditional, and sometimes outdated, practices that have long governed automotive marketing. We navigate through the maze of customer experience, finding parallels in the simplicity of choosing an ice cream flavor. Emphasizing the need to craft a clear and inviting journey for potential buyers, we dissect the common pitfalls, such as an over-reliance on third-party leads, and champion the approach of personalizing the car buying experience.
Venturing into the technical trenches, we unravel the complexities of dealership operations and the critical role of auditing third-party vendors. Adrian leads us through her methodical process, challenging every step from cost to impact on the customer. We wrap up by discussing the balancing act faced by marketing directors, sharing tactics to maximize efficiency and cultivate a robust team dynamic.
Thanks, Adrian Gibbs!
If you enjoyed this episode featuring Adrian Gibbs, support us by clicking the links!
- Connect with Adrian Gibbs on LinkedIn
Listen to the full episode for insights and context from Adrian Gibbs!
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Connect with Michael Cirillo
* Connect with Michael on LinkedIn
CLICK HERE to learn more about The Dealer Playbook!
Sell Smarter, Not Harder
AutoFi helps progressive dealers like you sell smarter, not harder—on your dealership website and, now, in your showroom, too.
AutoFi solves the everyday problems dealers actually face: like bottlenecks at the sales desk, customer distrust, and decision overload. And their all-new showroom solution includes deal estimation, desking, lender routing, and an F&I menu – all in one powerful platform that bridges the gap between the CRM and DMS.
Go to AutoFi.com/dealerplaybook to learn more. And start selling smarter, today.
Paul De Vries is the Founder of #DCDW, Spokesperson for Marktplaats Automotive, and Co-Owner of Carmen BDC. With an impressive track record in dealership ownership, BDC management, and online car sales, Paul is recognized as a trailblazer in the automotive space, revolutionizing marketing tactics and driving unprecedented success.
What We Discuss In This Episode:
1. Unveiling New Market Opportunities:
Discover Paul's unparalleled ability to spot untapped market potential and seize opportunities for growth, from targeting younger demographics to redefining mobility solutions for all ages.
2. Leveraging Formula One Heritage for Marketing:
Explore how Paul ingeniously leverages the allure of Formula One heritage to make city cars irresistible to a younger audience, utilizing social media platforms like TikTok to captivate and convert.
3. The Power of Personalized Engagement:
Delve into Paul's philosophy on lead handling and the delicate balance between AI automation and personal engagement, ensuring consistent and effective follow-up strategies.
4. Building an Online-First Dealership Experience:
Learn how Paul pioneers a seamless online-to-offline dealership experience, utilizing cutting-edge technology to bring the showroom directly to customers' screens.
Embark on a journey with Paul de Vries, our guest straight from NADA, as we unravel the complexities and opportunities for franchise dealers eyeing the burgeoning markets of 2024.
We then pivot to reveal how TikTok is revolutionizing lead generation, swapping dated marketing methods for viral content that resonates with the youth. Discover the unexpected triumph of certain video genres, the wisdom in granting influencers creative reign, and the crafty strategies employed to captivate a diverse social media audience. This is your portal to the frontlines of digital marketing innovation.
Thanks, Paul De Vries!
If you enjoyed this episode featuring Paul De Vries, support us by clicking the links!
- Connect with Paul De Vries on LinkedIn
Listen to the full episode for insights and context from Paul De Vries!
⭐️ Like this show? Please leave us a review here — even one sentence helps! Consider including your LinkedIn or Instagram handle so we can thank you personally!
Connect with Michael Cirillo
- Connect with Michael on LinkedIn
CLICK HERE to learn more about The Dealer Playbook!
Sell Smarter, Not Harder
AutoFi helps progressive dealers like you sell smarter, not harder—on your dealership website and, now, in your showroom, too.
AutoFi solves the everyday problems dealers actually face: like bottlenecks at the sales desk, customer distrust, and decision overload. And their all-new showroom solution includes deal estimation, desking, lender routing, and an F&I menu – all in one powerful platform that bridges the gap between the CRM and DMS.
Go to AutoFi.com/dealerplaybook to learn more. And start selling smarter, today.
Rand Fishkin is cofounder and CEO of SparkToro, makers of fine audience research software, and indie game developer Snackbar Studio. He’s dedicated his professional life to helping people do better marketing through his writing, videos, speaking, and his book, Lost and Founder.
What We Discuss In This Episode:
Get ready to challenge everything you know about marketing attribution with Rand Fishkin, who brings his formidable expertise back to The Dealer Playbook Podcast. We're tearing apart the myths that big tech wants you to believe about sales attribution, and giving you the straight talk on where your marketing efforts aacre really landing. As we exchange stories on how to stay genuine and reachable in the digital realm, Rand's commitment to personal interaction shines through, reminding us all of the human touch in the tech-saturated world of marketing.
Laugh along with our musings on "Deadlock" and "Brooklyn Nine-Nine," and see how these shows mirror the multi-generational impact of social media. Then, prepare to have your mind blown by the capabilities of SparkToro, the game-changing tool that is transforming the way we research and reach our target audiences. Whether you're aiming your message at interior designers in the City of Angels or any other specific group, this episode is brimming with insights that will elevate your marketing strategy and forge deeper connections in the ever-evolving digital landscape.
Thanks, Rand Fishkin!
If you enjoyed this episode featuring Rand Fishkin, support us by clicking the links!
- Connect with Rand Fishkin on LinkedIn
Listen to the full episode for insights and context from Rand Fishkin!
⭐️ Like this show? Please leave us a review here — even one sentence helps! Consider including your LinkedIn or Instagram handle so we can thank you personally!
Connect with Michael Cirillo
- Connect with Michael on LinkedIn
CLICK HERE to learn more about The Dealer Playbook!
Sell Smarter, Not Harder
AutoFi helps progressive dealers like you sell smarter, not harder—on your dealership website and, now, in your showroom, too.
AutoFi solves the everyday problems dealers actually face: like bottlenecks at the sales desk, customer distrust, and decision overload. And their all-new showroom solution includes deal estimation, desking, lender routing, and an F&I menu – all in one powerful platform that bridges the gap between the CRM and DMS.
Go to AutoFi.com/dealerplaybook to learn more. And start selling smarter, today.
Have you ever wondered how a personal crisis might just be the catalyst for a profound transformation in how you lead your team? That's the story Scott Greenberg, author of "Stop the Shift Show," brings to our table as we unravel the potential of culture within organizations.
What We Discuss In This Episode:
Scott's journey from budding film student to a cancer warrior and eventually a motivational powerhouse offers a masterclass in adaptability, humor, and relationship building. Our conversation probes into the unseen opportunities lying in plain sight, just like those red cars you never spot until you're actually looking for them, and what this means for anyone trying to turn a group of struggling workers into a cohesive, high-performing team.
As we navigate through the intricacies of hiring and management, the emphasis is unmistakably on the softer side of skills, those elusive traits that can make or break the productivity of your team, especially in roles where honing these skills can be an uphill battle.
Imagine a world where job postings for entry-level positions are as grounded as the cars we drive—no more absurd requirements for novices to be seasoned veterans. We discuss the unique challenges of managing different types of employees—hourly or salaried—and how addressing their emotional needs is just as critical as satisfying their wallets. By the end of the episode, you'll be equipped with actionable strategies to measure, manage, and magnify your company's culture, ensuring that your team's behavior resonates harmoniously with your core values.
Listen to the full episode for insights and context from Scott Greenberg!
Thanks, Scott Greenberg!
If you enjoyed this episode featuring Scott Greenberg, support us by clicking the links!
- Connect with Scott Greenberg on LinkedIn
⭐️ Like this show? Please leave us a review here — even one sentence helps! Consider including your LinkedIn or Instagram handle so we can thank you personally!
Connect with Michael Cirillo
- Connect with Michael on LinkedIn
CLICK HERE to learn more about The Dealer Playbook!
Sell Smarter, Not Harder
AutoFi helps progressive dealers like you sell smarter, not harder—on your dealership website and, now, in your showroom, too.
AutoFi solves the everyday problems dealers actually face: like bottlenecks at the sales desk, customer distrust, and decision overload. And their all-new showroom solution includes deal estimation, desking, lender routing, and an F&I menu – all in one powerful platform that bridges the gap between the CRM and DMS.
Go to AutoFi.com/dealerplaybook to learn more. And start selling smarter, today.
Matas Buzelis is the Head of Communications at carVertical.com
Matas Buzelis brings a wealth of knowledge and expertise to the table, shedding light on the intricacies of the global car market.
What We Discuss In This Episode:
Ever wondered about the global impact of automotive fraud? Matas sheds light on the mission of the Association of Automotive Intelligence, an initiative aimed at combating fraud and protecting consumer interests on a global scale. He explains the mission behind establishing the association and the importance of combatting fraud in the automotive sector.
As our conversation takes a turn towards the electric vehicle (EV) revolution, Matas unveils the challenges and opportunities presented by the transition to electric-powered vehicles in Europe. From government incentives to infrastructure hurdles, we explore the complex dynamics shaping the future of mobility.
We also examine the UK's decision to push back its ban on petrol and diesel vehicles, scrutinizing the resulting shifts in consumer behavior and industry investment. Discover the unexpected surge of American cars in Europe's used vehicle market and gain perspective on the global auto trade from Lithuania's vantage point.
With Matas's insights, we analyze the potential aftershocks of geopolitical events on car availability, laying the groundwork for a well-informed and strategic approach to both selling and buying in tomorrow's automobile marketplace.
I thoroughly enjoyed my conversation with Matas Buzelis, and I'm sure you will too.
Listen to the full episode for insights and context from Matas Buzelis!
Thanks, Matas Buzelis!
If you enjoyed this episode featuring Matas Buzelis , support us by clicking the links!
Connect with Matas Buzelis:
- LinkedIn: Matas Buzelis
- Website: carVertical
⭐️ Like this show? Please leave us a review here — even one sentence helps! Consider including your LinkedIn or Instagram handle so we can thank you personally!
Connect with Michael Cirillo
- Connect with Michael on LinkedIn
Sell Smarter, Not Harder
AutoFi helps progressive dealers like you sell smarter, not harder—on your dealership
website and, now, in your showroom, too.
AutoFi solves the everyday problems dealers actually face: like bottlenecks at the sales
desk, customer distrust, and decision overload. And their all-new showroom solution
includes deal estimation, desking, lender routing, and an F&I menu – all in one powerful
platform that bridges the gap between the CRM and DMS.
Go to AutoFi.com/dealerplaybook to learn more. And start selling smarter, today.
Dave Spannhake is the Founder and CEO of Reunion Marketing, one of the fastest growing marketing companies in the country that specializes in using data and consumer behavior to create highly effective marketing strategies.
What We Discuss In This Episode:
Dave sheds light on the challenges businesses face when Google, once a reliable partner, undergoes drastic changes in its support system and ad platform. The discussion revolves around the impact of Google's recent decisions, including the outsourcing of support and the introduction of a new verification process.
We explore the ramifications of these changes on businesses, especially the automotive industry, where trust and support play a pivotal role. Dave shares insights on the open letter Reunion Marketing penned to Google, calling out the adverse effects of their decisions and the subsequent lack of support.
The conversation touches on the broader implications of automation, AI, and evolving ad platforms, with Dave expressing the need for businesses to closely monitor and discuss these changes.
Key Takeaways:
- The new verification process requires businesses to prove their legitimacy, but the lack of support has caused delays and disruptions in advertising campaigns.
- Trust is crucial in the advertising industry, and Google's recent changes have eroded trust among advertisers and agencies.
- The automation and AI advancements in advertising have potential, but there is still a long way to go in terms of reliability and effectiveness.
Listen to the full episode for insights and context from Dave Spannhake!
Thanks, Dave Spannhake!
If you enjoyed this episode featuring Dave Spannhake , support us by clicking the links!
- Connect with Dave Spannhake on LinkedIn
⭐️ Like this show? Please leave us a review here — even one sentence helps! Consider including your LinkedIn or Instagram handle so we can thank you personally!
Connect with Michael Cirillo
- Connect with Michael on LinkedIn
Sell Smarter, Not Harder
AutoFi helps progressive dealers like you sell smarter, not harder—on your dealership
website and, now, in your showroom, too.
AutoFi solves the everyday problems dealers actually face: like bottlenecks at the sales
desk, customer distrust, and decision overload. And their all-new showroom solution
includes deal estimation, desking, lender routing, and an F&I menu – all in one powerful
platform that bridges the gap between the CRM and DMS.
Go to AutoFi.com/dealerplaybook to learn more. And start selling smarter, today.
Subi Ghosh is the Executive Vice President of Strategic Partnerships & Marketing at Stream Companies.
What We Discuss In This Episode:Wedelve into the importance of first-party data and how it can be leveraged to create personalized marketing experiences. Subi emphasizes the need for dealerships to have a plan for post-cookie tracking and retargeting, as cookie deprecation is already happening. She also highlights the value of clean and accurate customer data and the role of AI in streamlining data analysis and improving customer engagement.
As cookies crumble, we dissect how industry players can harness pattern recognition and data analysis to stay in the driver's seat. Subi illuminates the fusion of human behavior insights with data, crafting marketing that not only gets noticed but also fosters enduring partnerships.
Key Takeaways:
- First-party data is crucial for effective marketing in the post-cookie era. Dealerships should focus on building and leveraging their own opted-in audience for targeted advertising and personalized experiences.
- Cookie deprecation is already happening, and advertisers need to adapt to new tracking and retargeting methods. Those who have a plan in place and utilize solutions like Customer Data Platforms (CDPs) will be ahead of the competition.
- The power of AI lies in its ability to streamline data analysis and provide actionable insights. By using AI-powered tools, dealerships can optimize their marketing efforts and engage their database in a more effective and personalized way.
- The automotive industry needs to shift its focus from the traditional buying journey to include retention, loyalty, and brand ambassadorship. Building strong relationships with customers and providing a seamless experience throughout their ownership journey is essential.
- Embracing new technologies and tools is key to staying ahead in a rapidly evolving industry. Rather than fearing AI or new platforms, dealerships should open their minds to the possibilities and leverage these tools to enhance their marketing strategies.
Listen to the full episode for insights and context from Subi Ghosh!
Thanks, Subi Ghosh!
If you enjoyed this episode featuring Subi Ghosh, support us by clicking the links!
- Connect with Subi Ghosh on LinkedIn
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Sell Smarter, Not Harder
AutoFi helps progressive dealers like you sell smarter, not harder—on your dealership
website and, now, in your showroom, too.
AutoFi solves the everyday problems dealers actually face: like bottlenecks at the sales
desk, customer distrust, and decision overload. And their all-new showroom solution
includes deal estimation, desking, lender routing, and an F&I menu – all in one powerful
platform that bridges the gap between the CRM and DMS.
Go to AutoFi.com/dealerplaybook to learn more. And start selling smarter, today.
Subi Ghosh is the Executive Vice President of Strategic Partnerships & Marketing at Stream Companies.
What We Discuss In This Episode:Wedelve into the importance of first-party data and how it can be leveraged to create personalized marketing experiences. Subi emphasizes the need for dealerships to have a plan for post-cookie tracking and retargeting, as cookie deprecation is already happening. She also highlights the value of clean and accurate customer data and the role of AI in streamlining data analysis and improving customer engagement.
As cookies crumble, we dissect how industry players can harness pattern recognition and data analysis to stay in the driver's seat. Subi illuminates the fusion of human behavior insights with data, crafting marketing that not only gets noticed but also fosters enduring partnerships.
Key Takeaways:
- First-party data is crucial for effective marketing in the post-cookie era. Dealerships should focus on building and leveraging their own opted-in audience for targeted advertising and personalized experiences.
- Cookie deprecation is already happening, and advertisers need to adapt to new tracking and retargeting methods. Those who have a plan in place and utilize solutions like Customer Data Platforms (CDPs) will be ahead of the competition.
- The power of AI lies in its ability to streamline data analysis and provide actionable insights. By using AI-powered tools, dealerships can optimize their marketing efforts and engage their database in a more effective and personalized way.
- The automotive industry needs to shift its focus from the traditional buying journey to include retention, loyalty, and brand ambassadorship. Building strong relationships with customers and providing a seamless experience throughout their ownership journey is essential.
- Embracing new technologies and tools is key to staying ahead in a rapidly evolving industry. Rather than fearing AI or new platforms, dealerships should open their minds to the possibilities and leverage these tools to enhance their marketing strategies.
Listen to the full episode for insights and context from Subi Ghosh!
Thanks, Subi Ghosh!
If you enjoyed this episode featuring Subi Ghosh, support us by clicking the links!
- Connect with Subi Ghosh on LinkedIn
⭐️ Like this show? Please leave us a review here — even one sentence helps! Consider including your LinkedIn or Instagram handle so we can thank you personally!
Connect with Michael Cirillo
- Connect with Michael on LinkedIn
Sell Smarter, Not Harder
AutoFi helps progressive dealers like you sell smarter, not harder—on your dealership
website and, now, in your showroom, too.
AutoFi solves the everyday problems dealers actually face: like bottlenecks at the sales
desk, customer distrust, and decision overload. And their all-new showroom solution
includes deal estimation, desking, lender routing, and an F&I menu – all in one powerful
platform that bridges the gap between the CRM and DMS.
Go to AutoFi.com/dealerplaybook to learn more. And start selling smarter, today.
In this power-packed episode, I sit down with the brilliant mind behind Automotive Wealth, Rob Bacharach. Rob is the president and founder of Automotive Wealth, a seasoned financial planner specializing in empowering automotive professionals to secure their financial future. With a wealth of experience in the industry, Rob brings a unique perspective and a passion for helping individuals navigate the complexities of financial planning.
What We Discuss In This Episode:
Join me as we dive deep into the world of wealth creation within the automotive industry, exploring financial strategies, overcoming challenges, and debunking limiting beliefs.
Discover Rob's proven process, guiding individuals from foundational financial principles to creating a personalized investment hierarchy. Gain insights into addressing challenges specific to the automotive industry and making informed financial decisions.
But it's not all numbers and taxes; we're also getting under the hood of our financial psyches. I get personal about the highs and lows of navigating income spikes and the temptations of lifestyle inflation in the unpredictable world of auto sales. It's about finding that sweet spot between enjoying your success and staying on track for the long haul. And if you're overwhelmed by the maze of financial advice out there, fear not; Rob and I guide you through the noise, highlighting the go-to resources that'll put you in the driver's seat of your financial journey.
To learn more about Automotive Wealth and access their free financial resources, visit their website at www.automotive-wealth.com.
- Connect with Rob Bacharach on LinkedIn
Listen to the full episode for insights and context from Rob Bacharach!
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Connect with Michael Cirillo
- Connect with Michael on LinkedIn
Sell Smarter, Not Harder
AutoFi helps progressive dealers like you sell smarter, not harder—on your dealership
website and, now, in your showroom, too.
AutoFi solves the everyday problems dealers actually face: like bottlenecks at the sales
desk, customer distrust, and decision overload. And their all-new showroom solution
includes deal estimation, desking, lender routing, and an F&I menu – all in one powerful
platform that bridges the gap between the CRM and DMS.
Go to AutoFi.com/dealerplaybook to learn more. And start selling smarter, today.
Ever wondered how the digital revolution has transformed the car buying process? Join us as we sit down with Kirk Preiser, Senior Vice President of Sales and Marketing at LeadVantage. Formerly the Director of Retail Buying Experience at Audi of America, Kirk shares an insider's look at how the industry is syncing the online and in-store experience.
Together, we dissect the omni-channel approach, and debate the ways in which the pandemic and the chip shortage have reshaped the landscape. We're not just talking about change; we're talking about a return to the roots of customer service, ensuring that every lead, every inquiry, and every handshake matters.
What We Discuss In This Episode:
Navigating the complexity of the automotive industry requires more than just the latest tech—it demands a solid foundation in customer engagement. Through personal anecdotes and expert insights, we stress the frustration consumers endure when dealerships lose sight of responsiveness, transparency, and clear communication. Our captivating exchange underscores the undeniable importance of the basics in business, like the art of the personalized response and the significance of addressing vehicle availability and pricing head-on, setting the stage for a seamless transition from online interest to in-store purchase.
Lastly, we champion the idea of giving power back to the customer, simplifying dealership websites, and honing in on fewer but more effective calls to action. It's about offering the driver's seat to the buyers, allowing them to navigate their own journey with the aid of digital retailing tools that paint a clear picture of cost and financing options.
Connect with Kirk Preiser:
- Linkedin: https://www.linkedin.com/in/kirk-preiser/
Listen to the full episode for insights and context from Kirk Preiser!
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Connect with Michael Cirillo
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Sell Smarter, Not HarderAutoFi helps progressive dealers like you sell smarter, not harder—on your dealership
website and, now, in your showroom, too.
AutoFi solves the everyday problems dealers actually face: like bottlenecks at the sales
desk, customer distrust, and decision overload. And their all-new showroom solution
includes deal estimation, desking, lender routing, and an F&I menu – all in one powerful
platform that bridges the gap between the CRM and DMS.
Go to AutoFi.com/dealerplaybook to learn more. And start selling smarter, today.
Gary Graves co-founded InteractiveTel, now TotalCX, in 2008 and presently serves as CEO. Previously, he served as the company's first Chief Technology Officer. He developed the communications platform on which the company's proprietary products are based and has been instrumental in the company's dynamic growth trajectory.
What We Discuss In This Episode:
Data-Driven Insights:
The common issues observed through data analysis including abandoned calls and excessively long call times and identifying patterns that deter customers and hinder the overall experience.
Customer Effort:
Uncover the increasing effort customers need to put in to resolve their queries. Gary highlights the challenges that hinder smooth transactions, from long hold times to frustrating callbacks.
Lose the IVR:
Gary advocates for a customer-centric mindset and its impact on transforming the traditional automotive approach. Learn why ditching the IVR (Interactive Voice Response) is the first step toward creating a seamless and positive customer experience.
The CX Mindset:
The tangible benefits of adopting a customer-centric approach, from customer loyalty to positive reviews.
Long-Term Impact:
Building customer loyalty through exceptional experiences for sustainable growth and Leveraging ratings and reviews to become the preferred choice in a competitive market.
Gary emphasizes the simplicity of caring about people and prioritizing customer experience.
Key Takeaways:
- Customer complaints about poor experiences clearly indicate issues within a dealership.
- Abandoned calls and excessively long call times are signs of a poor customer experience.
- The first step in improving the customer experience is eliminating IVRs and ensuring that phone interactions are seamless and efficient.
- Providing a positive customer experience can lead to customer loyalty and increased referrals.
Connect with Gary Graves:
- Total CX Website
- LinkedIn: Gary Graves
Catch Gary at NADA 2024 - Booth Number 4321 West.
This episode is sponsored by AutoFi. The leading commerce platform for end-to-end digital automotive sales and financing, powering billions of online transactions every year. Through its innovative platform and expansive network of trusted lenders, AutoFi empowers sellers, including the nation’s top dealers and digital retailers, to sell more efficiently and profitably.
Listen to the full episode for insights and context from Gary Graves!
⭐️ Like this show? Please leave us a review here — even one sentence helps! Consider including your LinkedIn or Instagram handle so we can thank you personally!
Connect with Michael Cirillo
- Connect with Michael on LinkedIn
Sell Smarter, Not HarderAutoFi helps progressive dealers like you sell smarter, not harder—on your dealership
website and, now, in your showroom, too.
AutoFi solves the everyday problems dealers actually face: like bottlenecks at the sales
desk, customer distrust, and decision overload. And their all-new showroom solution
includes deal estimation, desking, lender routing, and an F&I menu – all in one powerful
platform that bridges the gap between the CRM and DMS.
Go to AutoFi.com/dealerplaybook to learn more. And start selling smarter, today.
It all began with automotive inventory management software.
I never imagined I'd end up in the automotive industry. Back in the day, my childhood buddy Dan Collingridge and I had this grand plan of starting a record label and radio station dedicated to alternative rock music, the dream we called 1500 am THE PITT. I went to school to chase my sound engineering certificate, and Dan pursued his master’s degree in computer science. We were on the brink of making THE PITT a reality!
Life had different plans, though. As adulthood kicked in, I found myself in the automotive world, merchandising vehicles for dealer groups across Vancouver, Canada. With each passing day, my exposure to the industry deepened, and so did my desire to assist the dealers I worked with.
That's how the idea came from. We crafted what is now the most dependable inventory management software in the industry.
As for that sound engineering degree, I may not have become a famous radio DJ, but it did inspire me to launch The Dealer Playbook podcast.
What We Discuss In This Episode:
- The Unlikely Partnership: Dan and I reflect on the remarkable journey from being friends since high school to becoming successful business partners. We explore the unique dynamics of turning a long-lasting friendship into a thriving CEO-CTO collaboration.
- Finding the Perfect Harmony: Discover the secrets behind the success of our partnership. We unveil how our distinct personality traits, honed through years of friendship, became the driving force behind FlexDealer.com's innovation.
- The Birth of FlexDealer.com: Dan spills the beans on how the initial idea of creating a portal for dealerships evolved into a comprehensive inventory marketing system that puts speed and control back in the hands of dealers.
- Culture as the Fuel: We delve into the significance of cultivating a positive corporate culture. Dan shares his insights on maintaining a vibrant company culture, emphasizing the importance of finding the right people to sustain the unique vibe of FlexDealer.com.
- Inventory as the Nucleus: As we navigate through the complexities of the automotive industry, Dan sheds light on the critical role of inventory in our technology-driven era. Learn how FlexDealer.com's innovative solutions empower dealerships to streamline processes, from capturing inventory to rapid market deployment.
- The Future of Auto Retail: We wrap up the episode with a glimpse into the future of auto retail. Dan discusses the challenges and opportunities that lie ahead and how technology will continue to shape the landscape of the automotive industry.
Listen to the full episode for insights and context from Dan Collingridge!
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Thanks, Dan Collingridge!
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More Dealers Are Choosing To Partner with FlexDealer
Looking for a reliable, high-performance dealership marketing partner? Visit https://www.flexdealer.com to discover why more and more dealers are choosing them over big-box providers.
Ever get caught in the hustle, only to realize Christmas is knocking on the door? Yeah, I've been there, too, and what a year. I recently took to LinkedIn and Facebook to satisfy my curiosity about people's thoughts and predictions about what's coming in 2024 for us in the retail automotive realm.
I will be straight up with you.—it's a fascinating mix of outlooks. There are some doom and gloom thoughts, and there are then some positive thoughts. What caught my attention, though, was the disparity in responses between LinkedIn and Facebook.
Stick around as we unravel what the community says about the year ahead.
What We Discuss In This Episode:
As I dived deep into the predictions for 2024, it became clear that there was a mix of positive and negative outlooks for the industry. As I said, some expressed concerns about the harsh months ahead. However, others were more optimistic, highlighting the potential for a strong spring selling season and increased profitability. Let's take a closer look at some of these predictions.
There are so many ways 2024 can go wrong. We could experience another global pandemic or the ever-present threat of a massive weather disaster that is always there.
Dominic Scruggs, an automotive solutions provider, believes that 2024 will have its challenges but also sees the potential for a year similar to 2022, depending on the election results. Matthew Lasher, the Director of West Herr Automotive Group, predicts that dealers will have to work harder for the same or less money, leading to higher turnover and challenging morale. However, he also emphasizes that 2024 will still be a fantastic year for well-capitalized dealers compared to previous years.
But I'm feeling optimistic.
As I dive into these predictions, it is clear that the retail automotive industry is poised for both challenges and opportunities. While there are still concerns about the changing market conditions and dynamics, there is also a prevailing sense of optimism and potential for growth. Dealers who approach the year with a proactive mindset, adaptability, and a focus on talent acquisition and retention will be well-positioned to thrive.
The predictions for 2024 highlight the need for dealers to stay informed, agile, and prepared for potential changes in the market. By leveraging their resources, investing in talent, and embracing new sales strategies, dealers can navigate the challenges and seize the opportunities that lie ahead. Ultimately, success in 2024 will be determined by adapting, innovating, and delivering exceptional customer experiences in an evolving industry.
2024 awaits; take the positivity, the clarity of mindset, and the preparation needed to make it your biggest year yet.
Thanks for sticking with me through the whole year. Merry Christmas, and let's roll into the new year together. Your support means the world.
Listen to the full episode for insights and context from Michael Cirillo!
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More Dealers Are Choosing To Partner with FlexDealer
Looking for a reliable, high-performance dealership marketing partner? Visit https://www.flexdealer.com to discover why more and more dealers are choosing them over big-box providers.
Kelly Stumpe, also known as The Car Mom, is a social media influencer, car enthusiast, and advocate for local independent dealerships. She has over 473,000 followers on Instagram and is known for her engaging and informative content about cars from a mom's perspective.
What We Discuss In This Episode:
- The Birth of The Car Mom Brand: Uncover the origins of The Car Mom and how Kelly seamlessly merged her passion for cars with the demands of motherhood. Learn how a simple idea blossomed into a thriving community.
- Navigating the Automotive Landscape: Explore Kelly's insights on the challenges faced by moms in the car-buying process. Delve into the stereotypes and misconceptions surrounding women and cars in the industry.
- Building an Engaged Audience: Gain valuable tips as Kelly shares her approach to social media. Understand the importance of authenticity, consistency, and content pillars in creating a strong online presence.
- The Future of Car Buying: Join the conversation about the evolving landscape of car purchasing, from the impact of AI to the growing trend of online transactions. Discover how dealerships can adapt to cater to the changing preferences of consumers.
- Empowering Dealerships: Kelly emphasizes the essential role of dealerships and encourages embracing change while maintaining a customer-centric approach. Uncover strategies for creating an enjoyable and memorable dealership experience.
- The Power of Authenticity: Delve into the world of social media content creation as Kelly discusses the importance of authenticity. Learn how being raw and real resonates with her audience and contributes to the success of The Car Mom brand.
- The Four E's of Content Creation: Unlock the secrets of successful content creation as Kelly shares her content pillars. Understand how these principles form the foundation of her engaging content.
- Adapting to Changing Consumer Behavior: Get insights into the evolving landscape of consumer behavior in the automotive industry. Explore how Kelly adapts to changing trends, incorporating shorter, impactful content to meet the demands of her audience.
In this episode, Kelly shares her journey to internet fame, revealing the key to her success: focusing on a specific audience and delivering valuable content through the "four E's": Educate, Engage, Entertain, and Empower. You'll also hear her passionate defense of local dealerships and her insights into the ever-changing landscape of car buying.
You can also check her podcast out The Carpool Podcast for even more insights!
Listen to the full episode for insights and context from Kelly Stumpe!
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Thanks, Kelly Stumpe!
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More Dealers Are Choosing To Partner with FlexDealer
Looking for a reliable, high-performance dealership marketing partner? Visit https://www.flexdealer.com to discover why more and more dealers are choosing them over big-box providers.
Erin Richmond is the Chief Revenue Officer of sMedia, a digital advertising and marketing agency in the automotive industry. With years of experience in the industry, Erin has worked her way up from a customer success manager to overseeing the agency's customer-facing teams.
With a knack for connecting the dots and driving results, Erin joins us today to share the keys to unlocking efficiency in your dealership's marketing strategy.
What We Discuss In This Episode:
Decoding the Marketing Mix
In this episode, we uncover the crucial aspects of the marketing mix that often go unnoticed. Erin emphasizes the importance of aligning digital and in-store experiences, ensuring consistent language that resonates with customers from the first click to sealing the deal. Learn why this synchronization is the game-changer your dealership needs.
Breaking Down Silos - The Marriage of Sales and Marketing
In a world where sales and marketing often seem like distant relatives, Erin provides actionable insights on breaking down silos. Discover how integrating these teams can lead to a harmonious customer journey, ultimately boosting your dealership's success.
Embracing Change for Continuous Improvement
As the automotive industry experiences rapid technological advancements and shifting customer expectations, Erin discusses the importance of embracing change. Hear her perspective on adapting faster, understanding customer needs, and staying ahead in an ever-evolving landscape.
Tech in Marketing - Myth vs Reality
Erin shares her thoughts on the role of technology in dealership marketing. Is tech the magic wand, or does it still require the human touch? Join us as we explore the myths and realities of leveraging technology in automotive marketing.
Listen to the full episode for insights and context from Erin Richmond!
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Thanks, Erin Richmond!
If you enjoyed this episode featuring Erin Richmond, support us by clicking the links!
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More Dealers Are Choosing To Partner with FlexDealer
Looking for a reliable, high-performance dealership marketing partner? Visit https://www.flexdealer.com to discover why more and more dealers are choosing them over big-box providers.
Ashley Cavasos is the Marketing Director at Demontrond Auto Group in Houston.
What We Discuss In This Episode:
As the marketing director for Demontrond Auto Group in Houston, her journey from a temporary receptionist to a marketing powerhouse is a testament to the upward mobility available in the auto industry.
With an innate understanding of the dynamic interplay between marketing and operations, Ashley shares her journey, insights, and strategies that can reshape the way you approach marketing in the automotive industry.
Key Takeaways:
The Campus Concept:
- How Ashley views the operational intricacies of Demontrond Auto Group as campuses rather than traditional dealerships.
- The importance of synergy between marketing and sales for holistic success.
Pivoting with Precision:
- Ashley's firsthand experience in adapting marketing strategies on the fly due to rapid industry changes.
- The role of flexibility in navigating unforeseen challenges and staying ahead.
The Power of Collaboration:
- Ashley's advocacy for a strong connection between marketing and sales departments.
- Breaking down silos and fostering collaboration for optimal results.
Unveiling the Personal Journey:
- Ashley's unexpected entry into automotive marketing and her transformative experience at AutoCon 2012.
- The evolution of her role and the importance of adapting to technological advancements like AI.
Lessons from Selena's Hometown:
- Ashley's childhood experiences in Corpus Christi and the unconventional exposure to marketing at an early age.
- The subtle conditioning for a career in marketing that started with radio stations and commercials.
Get ready for a mind-expanding conversation that goes beyond traditional marketing paradigms. Ashley Lopez Cavazos is here to challenge your perspectives and inspire you to rethink the dynamics of automotive marketing in 2023. So, fasten your seatbelts, tune in to the Dealer Playbook, and let's drive growth together!
Listen to the full episode for insights and context from Ashley Cavazos!
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Thanks, Ashley Cavazos!
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More Dealers Are Choosing To Partner with FlexDealer
Looking for a reliable, high-performance dealership marketing partner? Visit https://www.flexdealer.com to discover why more and more dealers are choosing them over big-box providers.
Mike Draper, the former SWAT police officer and Air Force vet is making waves as a viral content creator and social strategy expert. His MBA mind, coupled with experience in real estate and mortgages, has enabled him to decode the secrets of social media success. Building a social channel with over 1.3 million organic followers, Mike’s unique approach proves that growing on Social Media is not a matter of luck but a result of strategic thinking.
Mike shares his journey from the military to creating engaging content on social media. He discusses how he got started in content creation, the importance of finding a niche, and the strategies he uses to drive engagement and grow his audience.
What We Discuss In This Episode:
- From SWAT to Social Media: Mike Draper unveils the surprising twists in his life journey, from donning SWAT gear to navigating the world of social media and content creation. Learn how his diverse experiences shaped his unique perspective on life and business.
- Cracking the Code of Short-Form Video: Dive into the secrets of short-form video content creation. Mike shares his insights on why it's the fastest route to massive reach and how anyone, including car professionals, can leverage it to captivate their audience.
- The Power of Niche Focus: Discover the game-changing strategy that transformed Mike's content creation journey. Find out how narrowing down his niche to single life and dating frustrations skyrocketed his engagement, views, and growth.
- Connecting the Dots: Content Creation to Business Success: Michael Cirillo and Mike Draper explore the challenge of connecting short-form content creation to tangible business outcomes. Uncover the strategies that successful influencers use to drive their audience from platforms to valuable actions.
- Local Domination through Podcasting: We delve into a brilliant idea that could revolutionize the way local businesses, including car sales professionals, dominate their market. Mike spills the beans on the benefits of starting a podcast as a way to reaching communities and transforming content into a social media powerhouse.
Get ready for an episode that not only reveals the secrets of viral content creation but also provides actionable insights for car professionals looking to make their mark in the digital landscape.
Listen to the full episode for insights and context from Mike Draper!
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More Dealers Are Choosing To Partner with FlexDealer
Looking for a reliable, high-performance dealership marketing partner? Visit https://www.flexdealer.com to discover why more and more dealers are choosing them over big-box providers.
Rahim 'Cherry' Bhimani is the General Manager at Motorvation Trucks in Georgia. He started his career in the car business as a detailer and worked his way up to his current position. Rahim is known for his passion for solving problems and providing exceptional customer service.
What We Discuss In This Episode:
Rahim Bhimani, General Manager at Motorvation Trucks, joins us to discuss his journey in the car business and the unique aspects of General Manager at Motorvation Trucks. The largest indoor showroom in the Southeast, Motivation Trucks provides a comfortable and convenient experience for customers. Rahim shares his mindset and behaviors that led him from being a detailer to the general manager, emphasizing the importance of doing the best at each job and solving problems. He also highlights the significance of trust and giving employees the opportunity to show their best. Rahim's passion for solving problems and making customers feel special is evident in his approach to business.
Key Takeaways
- The Journey from Detailer to General Manager: Rahim reflects on his early days as a detailer and the mindset and behaviours that propelled him from what seemed like a dead-end job to becoming General Manager.
- Problem Solving as a Key Skill: Learn how Rahim's focus on problem-solving and willingness to tackle challenges head-on drove his career growth.
- Creating a Unique Customer Experience: Rahim shares insights into the dealership's commitment to making customers feel special, beyond just selling vehicles to providing an unparalleled experience.
- The Power of Trust: Rahim discusses how trust plays a crucial role in his leadership style, trusting that everyone on his team is there out of choice, and how this philosophy contributes to a thriving work environment.
- Facing Turbulence with Confidence: Gain insights into Rahim's perspective on challenges and turbulence, viewing them not as obstacles but as opportunities to showcase problem-solving skills and ensure the dealership's continuous growth.
- Passionate Leadership: Understand how Rahim's genuine passion for what he does translates into a unique and positive atmosphere within Motivation Trucks.
Listen to the full episode for insights and context from Rahim Bhimani!
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More Dealers Are Choosing To Partner with FlexDealer
Looking for a reliable, high-performance dealership marketing partner? Visit https://www.flexdealer.com to discover why more and more dealers are choosing them over big-box providers.
Glenn Lundy is the only person in the world that grew a dealership 800% in 5 years, from 120 cars a month to 1000, in a small town of only 9600 people. He is also the founder of the 800 Percent Club.
Known for his innovative and resilient mindset, Glenn shares insights on weathering storms in the auto industry, drawing inspiration from his vast experience and unique perspectives.
What We Discuss In This Episode:
Glenn Lundy joins us to discuss the doom and gloom that some people predict for the automotive industry. Glenn challenges dealers' negative mindset when it comes to uncertain times, and he emphasizes the industry's resilience. He says, "The auto industry is the most resilient industry on the planet."He encourages dealers to focus on gratitude for how far they have come by withstanding all negative uncertainties that have ever happened in the industry and recognizing their capabilities.
Glenn also emphasizes the importance of consistent systems and processes in dealership operations, regardless of external circumstances. He shares the example of a dealership that, despite the challenging times, still maintained its success by sticking to its proven processes. He quotes... "Make sure your systems and processes are in place and don't waiver from them.
He highlights the concept of the infinite game and the need for dealers to have a long-term perspective.
Key Takeaways:
- The automotive industry is resilient and has weathered many challenges throughout its history.
- Consistent systems and processes are crucial for success in dealership operations.
- Dealers should take action and not wait for perfect conditions to thrive.
- Building a solid foundation and doing the necessary work is essential for protecting loved ones and those we care about.
This episode serves as a compass for automotive professionals navigating uncertainty, offering practical insights, and inspiring a mindset shift towards building resilience in the ever-evolving auto industry.
Listen to the full episode for insights and context from Glenn Lundy!
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Thanks, Glenn Lundy!
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More Dealers Are Choosing To Partner with FlexDealer
Looking for a reliable, high-performance dealership marketing partner? Visit https://www.flexdealer.com to discover why more and more dealers are choosing them over big-box providers.
Todd Hauser is the Executive Vice President, Strategic Partnerships at fullthrottle.ai. Todd has been actively involved in the automotive industry for over three decades. He has witnessed how the industry has evolved from the age of traditional advertising to digital marketing and, now, the era of generative AI.
What We Discuss in This Episode:Back in the time, marketing was relatively straightforward. Dealers could easily rely on media channels such as television, radio and print to promote their products and services. Fast Forward to today, and everything has changed. Digital marketing, AI technology and evolving consumer behaviours have created an era that's both challenging and exhilarating for the automobile industry.
This episode is all about removing ambiguity from your digital marketing game and learning how generative AI is reshaping the way car dealers connect with their customers. We explore topics including the evolution of marketing strategies the impact of cookie deprecation on targeting and engagement methods as well as the significance of delivering personalized customer experiences.
Todd sheds light on how Throttle AIs innovative platform aids dealers in converting online shoppers into customers while also enabling them to create immersive households and accurately track sales and service attribution.
Additionally we touch on the importance of customer data platforms (CDPs) in helping dealers streamline and unify their first party data for effective marketing campaigns.
The number one goal for any dealer should be to be a valued member of the community, a trusted source that everybody looks to." - Todd Hauser
Marketing needs to transition its emphasis from a purchasing process to a continuous customer journey that places importance on tailored experiences and retaining customers.
Listen to the full episode for insights and context from Todd Hauser!
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International Keynote Speaker, Best Selling Author, Award -Winning Sales Strategist, and Former Automotive Dealer Principle.
In this episode, I sit down with my dear friend, Lisa Copeland, after a decade-long hiatus from our last conversation. We delve into Lisa's journey from the automotive industry to the world of real estate and beyond. Discover the pivotal moments and stepping stones that led to her tremendous success. Join us as we discuss the power of people and leadership, as well as the importance of solving problems, serving needs, and staying true to your aspirations.
What We Discuss In This Episode:
In this episode, we discuss how to balance demanding excellence from your team while also being there to support and lead. Lisa's approach to management is deeply rooted in her commitment to being right there with her team, slaying dragons alongside them.
We explore the idea of solving problems and serving needs as the foundation of any business. Lisa emphasizes the importance of embracing challenges and pivoting during uncertain times, like the pandemic.
Are you facing challenges in your career or business, wondering how to pivot effectively? Join us as we explore Lisa Copeland's incredible journey from the automotive industry to real estate and beyond. Learn how to build powerful teams, find solutions in problems, and overcome fear to maintain faith in your journey. Lisa's inspiring story will motivate you to tackle any obstacle with resilience and determination.
Listen to the full episode to discover Lisa's wisdom, her passion for people, and her unwavering commitment to success. Whether you're in the automotive industry, real estate, or any other field, the insights from this conversation will empower you to pivot and thrive.
Listen to the full episode for insights and context from Lisa Copeland!
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We all want more customers right? In this highly competitive world of auto - industry, turning prospects into loyal customers is a crucial skill for success. But It's always crucial to nurture prospects from the start so they become clients.
Well in this episode, I want to share an exciting and innovative strategy with you that will revolutionize the way you turn prospects into loyal customers. So, whether you're watching this on YouTube or listening in, stick around because what we're about to dive into is a game-changer.
What We Discuss In This Episode:
Have you ever wondered how industry giants like Uber, Airbnb, and Amazon achieved their success without inventing something entirely new?
In this episode, I delve into the concept that innovation isn't necessarily about groundbreaking ideas but about reimagining and assembling existing tools in a fresh way. I challenge the notion that innovation is reserved for those with billion-dollar budgets and instead emphasize how every dealership can leverage what they already have to create extraordinary experiences for customers.
Key Takeaways:
It's Not About What You Have, but How You Use It:
I break down the myth that innovation requires inventing something entirely new. Drawing parallels with companies like Uber and Airbnb, I reveal that their success lies in creatively combining existing elements.
Assembling the Automotive Ecosystem:
Explore how your dealership already possesses the tools for success—internet, phones, cameras, CRMs, DMSs, and vehicles. The key is in assembling these components to craft a seamless experience for your customers.
The Personalized Connection Strategy:
Discover a simple yet powerful strategy using your CRM, smartphone, and a dash of creativity. Learn how personalized videos addressed to each customer can deepen relationships, encourage repeat visits, and set your dealership apart.
Imagine a world where every interaction with your audience feels personal and meaningful. Personalized videos allow you to connect with your customers on a deeper level, creating a sense of exclusivity and making them feel valued. This level of customization goes beyond simply addressing the viewer by name; it involves understanding their preferences, needs, and interests.
When a viewer receives a video that speaks directly to them, it becomes more than just a marketing message; it becomes a conversation. By tailoring your content to their specific needs, you can establish a sense of trust and credibility. This personalized approach shows that you understand their pain points and are committed to providing solutions.
I'd love to hear your thoughts on this strategy or any innovative ideas you've been contemplating. Connect with me on LinkedIn, Facebook, or Instagram, or wherever youlisten to our podcast.
Listen to the full episode for insights and context from me!
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Today's episode I had the pleasure of sitting down with Crissy Burton. Crissy also known as the “The Car Fairy” Burton is based out of Indianapolis, Indiana working at one of the top 10 dealer groups in the United States 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!
Crissy 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! She currently has a new training platform called carsaleswoman.com which gears toward targeting more women to come into the automotive industry with training categories specializing in showroom sales, women in automotive and special finance.
What We Discuss In This Episode:
The Magic Wand Mentality;
Have you ever wondered what sets Crissy apart? Tune in as we explore her magic wand mentality – Crissys commitment to going and beyond for her customers. From searching for solutions to treating each customer with care Crissy shares her secret recipe for transforming challenging situations into tales of triumph.
Crissys' path into the industry sets her apart from others. We delve into her story. Moving from working in the mortgage sector to becoming a customer in search of a car. Discover the moment that brought her to Dion Crenshaw, a figure in her world and how this encounter transformed her lifes trajectory.
The Power of Passion;
What drives Crissy to shine amidst a sea of over 200,000 car sales professionals? It all boils down to passion. Crissy opens up about her seated enthusiasm for assisting people drawing from experiences as a single mother navigating lifes challenges.
Mastering. Cultivating Personal Brand;
Curious about Crissys' ability to juggle a demanding schedule? Uncover her secrets for time management. How she adeptly handles customers with diverse credit scores. Delve into the significance of branding as Crissy shares insights on leveraging media platforms like Facebook to establish her presence and attract customers.. She holds nothing back when it comes to strategies for advertising within a Facebook group with over 46,000 members.
Beyond Sales; Empowering Women in Automotive;
There's more...Beyond her remarkable sales career, Crissy is championing women in the automotive industry. Get a sneak peek into her groundbreaking project, CarSalesWomen.com, designed to provide training and support for women seeking a career in the automotive field.
Listen to the full episode for insights and context from Crystal Burton!
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This year has brought some health concerns to yours truly, and as a result I decided it was high time to pay closer attention to my health and wellness. Yes, I've lost weight and gained muscle, but most importantly I've gained a level of mental clarity I am not sure would have happened otherwise. It got me thinking about the widespread outcomes of hustle culture throughout the industry and wondering what the true impact a lack of health is having across our industry.
In this episode i had the honour of sitting down with Heather Munafo who is the co-founders and head coaches of Peak Level Physique with a Bachelor's degree in Exercise Physiology, certification in Personal Training, 4+ years of study in nutrition, and 4+ years of experience as a personal trainer/lifestyle coach.
In this episode we explore her journey from struggling with anorexia and bulimia to becoming a bodybuilder and a dedicated health coach. This episode goes beyond muscles and diets; it dives into the psychology of self-worth the power of gradual progress and how prioritizing your health can lead to transformative changes in your life.
What We Discuss In The Episode:
The Challenges of Obsession
Heather opens up about her battles with obsession and the harmful pursuit of a physique. From her battle with anorexia to the moments that completely changed her perspective, Heather opens up about how she became an advocate for bodybuilding.
The Intersection of Business and Wellness
Delve into the core of our conversation as we explore the balance between business achievements and personal well-being. Understand why prioritizing health is often overlooked by entrepreneurs and how it can fuel growth in all aspects of life.
The Power of Incremental Progress
Unveil the impact of embracing a philosophy centred around making consistent improvements. We discuss why drastic changes may not be sustainable and how focusing on enhancements in sleep, nutrition, hydration, and physical activity can lead to results over time.
Why should you tune in to this episode?
- Explore the potential that lies within making improvements in your health and wellness journey.
- Grasp the essence of self-care while distinguishing it from a fixation on achieving fitness goals.
- Discover the shift in mindset required to care for yourself and unlock valuable perspectives.
- Explore how enhancing your well-being can positively influence all aspects of your life.
- Acquire tips and guidance to kickstart your journey towards a more vibrant version of yourself.
Tune in to this episode to embark on a journey toward becoming yourself. Discover why prioritizing your health is the key to unlocking your potential in all areas of life. Don't miss out on this opportunity to gain insights from Heather's expertise and unearth the secrets to attaining well-being.
This conversation will leave you motivated to take action toward achieving your health and wellness goals. Your future self will thank you!
Listen to the full episode for insights and context from Heather Munafo!
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Looking for a reliable, high-performance
In this episode I had the opportunity to sit down and chat with Michael Heidner, who holds the position of Vice President of Analytics and Business Intelligence at Foundation Direct as well as Ben Yehle, who is the Measurement Lead at the Foundation.
During our discussion we delved into the intricacies of analytics and explored how data driven decision making is shaping the evolving landscape.
What We Discuss In The Episode:
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Have you ever pondered how success in the industry goes beyond car sales?
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Are you curious about the vast amount of data that can be found in digital automotive showrooms?
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Would you like to understand how adopting a perspective on data analytics can redefine your dealerships measures of success?
If any of these questions have sparked your curiosity then get ready for an experience. This episode focuses on demystifying data analytics and equipping you with tools to navigate this realm effectively.
The Significance Of Digital Showrooms
Our conversation shifts towards discussing how important digital showrooms are, within the world of automobiles.
Mike stressed the importance of dealership websites pointing out that they receive a 700 visits making them a crucial point of contact, for potential customers. However the real key to success lies in understanding which touchpoints truly have an impact on the customers journey.
During our discussion Mike and Ben shared insights on how data analytics can help dealerships analyze customer behavior track their significant touchpoints and optimize their online strategies accordingly. The ultimate goal is to ensure that dealerships effectively capture leads and drive sales using data driven approaches.
Transitioning from Uncertainty to Clarity
One aspect that emerged from our conversation was the pressing need for transparency in analytics. The industry has long operated in ambiguity when it comes to measuring marketing success. Fortunately times are changing.
Mike and Ben encouraged dealerships to embrace a start with Google Analytics 4 (GA4). This clean slate provides dealerships with an opportunity to redefine success metrics and develop strategies based on what matters to them. It's a chance for them to move away, from practices and embrace a future driven by data.If you've ever wondered how to go beyond measuring success solely based on car sales or how to effectively utilize the abundance of data at your disposal this episode serves as your guide, for navigating the future of measurement in the industry.
Listen to the full episode for insights and context from Michael Heidner & Ben Yehle!
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Kiera Fogg is the Vice President of Customer Experience and co-founder at Ribit, and Alva Senow is the Vice President of Sales and Finance at Ribit. Together, they've brought a revolutionary solution to the automotive industry with Ribit AI - Reinvention Initiative Between Industry and Technology.
In this episode, we dive deep into the world of artificial intelligence dissecting the misconceptions and unveil AI's true potential for auto dealerships. In an industry where AI is met with mixed reactions, we dive deep into how dealerships can leverage AI to build genuine and lasting relationships with their customers.
The Birth of Ribbit AI
Kiera and Alva share how they came up with Ribit AI, revealing how the two found their way into the automotive industry and developed a groundbreaking tool to transform customer outreach.
Ribit AI's Unique Approach
Ribit AI isn't just a tool; it's a strategy. Alva and Kiera discuss how the tool helps dealers develop data strategies, optimize their databases, and create personalized customer journeys. They emphasize that the secret sauce lies in nurturing relationships and engaging customers authentically, not relying solely on automation.
The Truth About AI in the Automotive Industry
We discuss the crucial aspect of AI in the automotive industry. AI is not a magical solution that works independently; it's a tool. Think of it like a power tool. With human guidance, you would only expect a power tool to build an entire house. Similarly, dealers must use AI correctly and with expertise to achieve results.
Dispelling Misconceptions About AI
There are numerous misconceptions surrounding AI, especially in the automotive industry. In this episode, we set the record straight, a conversation I've not had once or twice but many times emphasizing that AI Cannot replace humans. Instead, it complies with what we are already doing, allowing dealers to focus on what truly matters—building relationships and providing exceptional customer experiences.
Creating Memorable Experiences
In the end, it's all about being memorable. Good customer relationship is king; these small gestures create lasting impressions, whether wishing customers a happy birthday or remembering their personal preferences. Dealerships that leverage AI effectively while keeping that in mind can increase sales and foster genuine connections that keep customers returning.
Listen to the full episode for insights and context from Kiera Fogg & Alva Senow!
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Andrew Myers is the owner of Parachute Video Ads. Andrew began in sales and marketing from as young as the age of 16 years old, selling toys door to door which eventually led him to stumble into the world of selling cars at staffed event sales all over the country. This led to the founding of a renowned video studio in Seattle, What's Next Media, which focused on automotive sales videos, eventually acquired by an automotive advertising firm.
His next venture revolutionized video advertising. Instead of one-off ads, Andrew crafted a system of interconnected videos that mirrored natural sales conversations, benefiting small businesses. Andrew's dedication to training and simplifying video content creation removed barriers for businesses and individuals.
What We Discuss In This Episode:
The Power of Good Content: Andrew emphasizes the importance of being the arbitrator of good content. Discover how AI can assist in content creation but why it's your subjective judgment that ultimately defines success. Learn why quality content will always shine through.
Overcoming Sales Challenges: Uncover the secrets of effective personal branding in automotive sales. Andrew shares strategies that help salespeople connect with their audience, build trust, and inspire action. Learn why it's not about being 'too ugly for video,' but about delivering value to your customers.
The Process Matters: We stress the significance of having a streamlined process in place for video creation. Learn practical techniques for creating engaging videos, including the 45-second testimonial that hits multiple targets with one shot.
The Humility Effect: Understand the power of humility in today's digital landscape. Discover how sharing customer stories and allowing customers to participate in the conversation can boost your personal brand and dealership's reputation.
Sales Through Service: Explore the idea of selling through service. Andrew shares how adopting a service-oriented approach and putting the customer's needs first can drive sales and lead to long-term success.
Keeping the Connection: We discuss the importance of maintaining a connection with your customers over time. Learn how to leverage video to keep your dealership top of mind and build lasting relationships.
The Power of a Personal Brand: Explore the profound impact of personal branding, as exemplified by Robert Weissman, and why it's crucial in the automotive industry.
With a personal brand, there are so many ways to increase your income, find a position within a dealership and increase profitability to the store, which creates a win-win situation for everyone.
Listen to the full episode for insights and context from Andrew Myers!
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Imagine an automotive conference that is as much educational as it is fun.
Imagine not only getting to learn from the speakers but also networking with them!
I'm talking about speakers like Jesse Cole, the owner of the Savannah Bananas baseball team, and Dr. Nicole Lipkin; a renowned Psychologist and leadership consultant.
I'm also talking about industry juggernauts like Patrick Abad, Liza Borches, and dozens more.
ASOTUCON is a one-of-a-kind automotive conference, and for a limited time, DPB listeners get access to 50% off!
Visit https://www.asotucon.com and use code: thedpb to claim 50% off now.
It's a no-brainer, gang.
Will I get to see you there?
Janae Andrews is the Sales Leader at Andy Mohr Chrysler Dodge Jeep Ram. In this episode, we dive into Janae's journey, uncovering the secrets behind her remarkable success and her unique approach to car sales.
In less than 3 years, Janae Andrews went from selling appliances at a local electronics shop to becoming one of the country’s top automotive salespeople. This Hyundai seller works on the floor and averages upwards of 50 deals per month, including monster months like June of 2020, which saw Janae put more than 70 vehicles on the road. Just as impressive as her skills is that her sales are achieved without the help of assistants.
Although she is a car-selling superstar now, her automotive career didn’t get off to a great start. Janae said that, at first, she hated the car business. This could be because she didn’t quite grasp the process of selling cars. In her previous line of work - selling appliances - customers tended to do business on the same day. Often, car shoppers require more nurturing. It was a whole new experience.
In order to build her own customer base, Janae began to market herself within her local community. Ensuring that the people she comes in touch with know she sells cars is a cornerstone of her marketing plan.
“Every contact is a potential contract.”
Her personal touch marketing didn’t stop there. Other forms of creative advertising - sponsoring birthday parties, for example - help spread her reach within the community. She also uses social media as a promotional platform.
Once these new shoppers come to the dealership, they are introduced to a personalized, yet speedy, sales process. Janae is usually able to turn these shoppers into buyers in under 90 minutes. This rapid turn-around is a win-win: Making deals quickly allows Janae to sell multiple cars in a single day. Customers likely appreciate the fast sale, as time spent in a dealership is usually called out as a buyer pain point.
Thanks to a creative marketing plan, a dynamic personality, and sales skill that are off the charts, it should come as no surprise that Janae Andrews is now part of an incredible elite group of top performing sales people in the country.
How Will This Episode Captivate You?
Are you ready to be inspired by Janae Andrews' incredible journey from an appliance store employee to a thriving automotive entrepreneur? Janae's story will motivate you to reach for the stars and achieve unparalleled success in the world of automotive sales. Tune in to discover what it takes to be driven, determined, and destined for greatness in your career.
Listen to the full episode for insights and context from Janae Andrews!
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Jesse Cole is the founder of Fans First Entertainment, which owns and operates the Savannah Bananas and the Party Animals. The Bananas have sold out every game since their first season and have a waitlist for tickets in the thousands. They have entertained millions of fans in Savannah and at ballparks all over the country on their Banana Ball Tour. The Bananas have been featured on MSNBC, CBS Sunday Morning, Access Hollywood, HBO Real Sports, CNN, and ESPN.
In this special edition, thanks to the Auto Collabs Podcast Me, Paul J. Daly and Kyle Mountsier engage in a thought-provoking conversation with the remarkable Jesse Cole, the genius behind the Savannah Bananas baseball team. If you think buying a car should be a chore, think again!
We delve deep into the mind of Jesse Cole and uncover the secrets behind the remarkable success story of the Savannah Bananas. Discover how they transformed the traditional baseball experience into a two-hour extravaganza of non-stop entertainment, creating fans instead of customers.
What We Discuss In This Episode:
Redefining Customer Experience: We dive into the world of Jesse Cole, where customer experience isn't just about buying a product; it's about creating unforgettable memories.
Creating Fans, Not Customers: Explore the concept of transforming customers into fans. Uncover how a remarkable experience can make your customers want to stay longer, engage more, and become advocates for your brand. Find out how Jesse's approach can revolutionize the automotive industry's perception.
Eliminating Friction: Join the conversation on the importance of eliminating friction points in the car buying process. Understand how simplifying paperwork, streamlining processes, and providing convenience can lead to a car-buying journey that customers never want to end. Jesse shares his behind-the-scenes insights into the Bananas' journey, revealing their journey of eliminating friction points and frustrations in the customer experience.
Attracting, Not Recruiting: Discover the power of attracting the right people who resonate with your vision. Jesse shares how being clear about your brand and values can magnetize individuals who resonate with your vision.
Creating Unforgettable Moments: Unveil the magic behind creating unforgettable moments in your customer journey. Find out how Jesse's "Kiss Goodnight" can inspire you to add the perfect encore to your business interactions, leaving customers wanting more.
Join us as we uncover the magic behind the Savannah Bananas' success and explore how their principles can revolutionize your business. Get ready to be inspired, entertained, and motivated to redefine customer experience.
Listen to the full episode for insights and context from Jesse Cole!
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In this episode we dive into the world of ASOTUCON joined by two industry heavyweights, Paul Daly and Kyle Mountsier.
In this episode we kick things off with a question that's been buzzing in the minds of industry professionals: Why should ASOTUCON be on your radar? What sets it apart from the multitude of automotive conferences out there?
ASOTUCON isn't just about workshops and panels; it's an experience. Live music, top-notch food, and a welcome reception at a dealership that boasts a state-of-the-art service department—now, that's something you won't find at your average conference.
What to Expect at ASOTUCON
A Hub for Practitioners
ASOTUCON draws inspiration from events like South by Southwest. It's not just about a single topic; it's where practitioners from different corners of the automotive industry converge. Here, you'll meet people who are deeply invested in their work, ready to share ideas and tackle industry challenges head-on.
Fostering Collaboration
The keyword here is collaboration. ASOTUCON is where you connect with people who can help you find solutions to roadblocks and discover new approaches. It's about building relationships that last far beyond the event itself. It's not about collecting a stack of business cards; it's about forging lasting relationships with like-minded professionals.
A Paradigm-Shifting Experience
ASOTUCON isn't just another run-of-the-mill automotive conference. It's a game-changer. Imagine an event where industry professionals come together not only to share insights but to actively collaborate and create solutions. It's a place where you're encouraged to think differently, challenge the status quo, and explore innovative approaches to common industry challenges.
Unique Learning Spaces
ASOTUCON offers a diverse range of learning spaces. Whether you prefer keynote-style presentations in Studio One or lively panel discussions in Studios Two and Three, there's something to suit your learning style. These sessions cover a wide array of topics, ensuring you leave with a wealth of knowledge.
ASOTUCON isn't just another conference—it's a movement. And if you want to be part of the future of the automotive industry, mark your calendars, get your tickets, and prepare for an unforgettable experience from September 25th to 27th. Don't miss ASOTUCON!
Stay ahead of the curve, challenge the status quo, and join us at ASOTUCON. We'll see you there!
Listen to the full episode for insights and context from Paul Daly & Kyle Mountsier!
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Charles Cannon is the General Manager at Lexus of Serramonte. Charles Cannon developed a passion for the car business during his career of over 20 years. Along with Rules to the Game, he has also written a book called The 10 Things to Look for in a Professional Salesperson. Charles has been a high-producing salesperson, sales manager, and General Sales Manager throughout his career in the automotive industry.
What We Discuss In The Episode:
In this episode we explore Charles's journey from a serendipitous entry into the automotive world to becoming a prolific leader in the industry.
Episode Highlights:
From Sales to Leadership: The Transition
Charles reflects on the pivotal moment when he embraced the challenges and responsibilities of leadership. His insights into the transition from being a top salesperson to a manager shed light on the distinct skill sets required for both roles.
Rafting a Personal Brand and Embracing Digital Evolution
Charles delves into his approach to personal branding and marketing, which sets him apart in the industry. His willingness to adopt new technologies and embrace social media early on highlights the importance of innovation and adapting to the evolving landscape.
The Power of Transparent and Effective Leadership
Charles emphasizes the value of humility and transparency as cornerstones of effective leadership. He shares personal stories and lessons from his journey that underscore the significance of building trust, providing feedback, and genuinely caring for the well-being of team members.
In a world where leadership lessons can often seem vague and distant, this episode brings you face-to-face with the riveting journey of Charles Cannon. From accidental beginnings to deliberate leadership, Charles's candid storytelling and poignant insights create an immersive experience that resonates deeply.
Key Takeaways
- The importance of personal branding and innovation in the ever-evolving digital landscape.
- The distinction between being a top salesperson and an effective leader.
- The power of humility, transparency, and genuine care in leadership.
- Balancing personal well-being with professional success for optimal leadership performance.
- The value of embracing challenges, growth, and learning on the path to success.
Listen to the full episode for insights and context from Charles Cannon!
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In this episode we dive deep into the world of Google Vehicle Ads with special guest Mathew Growden. We explore the intricacies of this powerful marketing tool and uncover hidden insights that can reshape your dealership's strategies. From naming conventions to data cleanliness, this conversation unveils the importance of precision and relevance in the world of online automotive retail.
Episode Highlights:
In an era of shifting dealer practices and evolving consumer expectations, the automotive landscape has witnessed significant transformations. In this episode we delve into these changes and their implications for vehicle advertising.
Understanding the Dynamics: How and Why Vehicle Ads Work
The more precise the question and the answer, the more cost-effective the campaign becomes. This relevance leads to lower costs per click, more economical leads, and better business outcomes—a formula that spells success for dealerships.
Cracking the Code: Unveiling the Benefits of Vehicle Ads
These ads not only offer cost advantages but also provide valuable data insights into consumer behavior through the sales funnel. Mathew explains how running vehicle ads compels dealerships to refine their data accuracy and merchandising strategies. It's not just about selling—it's about embracing data-driven operations and capitalizing on unexpected insights.
The Journey of Value: How to Optimize Conversion Values
Mathew shares valuable insights on how dealerships can determine the worth of their conversions and align them with their business objectives. By assigning appropriate values to different conversion points, dealerships can ensure that their campaigns optimize for the right outcomes, delivering tangible results and avoiding the pitfalls of inadequate optimization.
Why You Should Tune In:
Are You Maximizing Vehicle Ads' Potential?
Discover how Google Vehicle Ads aren't just about advertising; they're about data refinement and operational excellence. This episode uncovers how embracing the tool's features can enhance your dealership's entire online presence.
Unlocking Strategic Insights:
Unearth the subtle yet impactful nuances of vehicle ads, from naming conventions to data enrichment. Learn how paying attention to the finer details can be the key to unlocking strategic insights and driving greater consumer engagement.
Beyond the Surface:
Explore beyond the surface of Google Vehicle Ads and uncover how they're reshaping the automotive marketing landscape. From operational efficiency to shopper satisfaction, this episode reveals the hidden depths of this transformative tool.
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More Dealers Are Choosing To Partner with FlexDealer
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Kyler Kropf is the founder of SaddleBrooke Life , a business specializing in building beautiful and spacious tiny homes.
In this episode we delve into Kyler's incredible journey from growing up Amish to becoming a successful entrepreneur in the real estate industry and the essential elements required to build a thriving business
What We Discuss In This Episode:
The Power of the Gift of Work
The episode begins by discussing Kyler's upbringing in an Amish community, where technology was non-existent. Despite these limitations, Kyler's father instilled a strong work ethic in him and his siblings, teaching them the value of hard work, investment, and resilience. They reflect on how this foundation of work ethics laid the groundwork for Kyler's entrepreneurial journey and how the gift of work became a driving force in shaping his character.
Overcoming Failure and Learning from It
Kyler opens up about his early failed business ventures, from farming and commercial roofing to attempting other startups. Through these experiences, he shares the lessons he learned and how his father's unwavering support and belief in him during these times of failure pushed him forward. Michael and Kyler emphasize that failure is a natural part of the journey and that it's the willingness to get back up and keep going that defines true entrepreneurs.
The Power of Discipline and Cultivating Partnership
As Kyler's business gained traction, he emphasizes the importance of discipline and having the right people in place. Building a successful business requires more than just a great product; it's about creating a culture of discipline, passion, and alignment with the company's vision. Kyler shares how he built a team of partners, not just employees, who are fully committed to the mission and play an integral role in the company's growth.
The Role of Willingness to Learn and Take Action
Michael and Kyler discuss the role of willingness to learn and take action in achieving success. They challenge the notion of instant gratification and emphasize the importance of putting in the work, learning from experiences, and staying disciplined in the face of challenges.
Discover the secrets to his success, from embracing failures to building a thriving tiny home business. This episode is a powerful reminder that finding a purpose bigger than yourself is an essential trait for any aspiring entrepreneur. Prepare to be inspired by Kyler's tenacity, as he takes you on a captivating journey through his life and business endeavors.
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Dylan Vanas is the CEO and founder of AgencyBox and Mindful Agency, a whitelabel platform that has helped more than 3,500 agencies run profitable businesses, and co-founder of Monopolize, an agency that works with some of the top personalities and brands in the world, helping them dominate their online presence.
In this episode we dive into the fascinating world of AI and its potential impact on marketing. Discover how you can adapt to and leverage AI in your marketing efforts while staying true to your brand's message and value. Dylan shares valuable insights on harnessing AI tools, staying on top of trends, and continuously adding value to the marketplace.
What We Discuss In This Episode:
The Power of Personal Branding
Michael and Dylan discuss the power of personal branding on Instagram and its potential for car sales professionals to be a business within a business. Dylan shares his insights on growing his own Instagram presence, offering valuable tips on increasing social proof, engaging with audiences, and establishing authority in the marketplace. Discover how car sales professionals can leverage personal branding to become a business within a business, attracting more customers and enhancing their reputation in the industry.
The Impact of AI and the Future of Marketing
Dylan and Michael discuss the impact of AI on the marketing landscape, debunking fears and misconceptions, while revealing its potential benefits for businesses and personal brands. Dylan shares his perspective on the ever-evolving landscape of AI and its potential impact on businesses. He provides actionable advice for staying ahead of the game and embracing AI to enhance marketing strategies.
Practical Strategies for Social Media Success
Learn actionable methods to create content that resonates with audiences and gain insights from the successes of industry leaders. Understand the importance of staying adaptable and evolving your strategies as social media platforms change.
Data-Driven Decision Making
Dylan shares valuable tips on utilizing data to understand your audience better, surveying customers for feedback, and observing what content works to refine your marketing approach.
Why You Should Listen?
As we explore the potential impact of AI on marketing, you'll gain valuable knowledge to stay ahead of the curve and succeed in the ever-changing automotive industry. Whether you're a car dealership owner, marketer, or automotive enthusiast, this episode promises to deliver valuable takeaways and a fresh perspective on the future of marketing.
Tune in to discover the strategies and insights that can help you create a thriving dealership and succeed in the retail automotive industry.
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More Dealers Are Choosing To Partner with FlexDealer
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Ed Roberts is the Chief Operating Officer at Bozard Ford Lincoln and is breaking the conventional way of running a car dealership by constantly seeking to push beyond the status quo.
In this episode, Ed shares his journey in the auto industry, starting from being homeless to becoming a successful leader. Ed shares how his experiences shaped his leadership style and how he focuses on developing people and challenging the status quo.
In this episode, you'll gain valuable insights into:
- The evolution of Ed Roberts' impressions of the auto industry and how they shaped his career
- The importance of putting family first and how it influences leadership decisions
- Breaking free from the traditional alpha and f&i approach to create a customer-centric experience
- The ongoing journey of implementing a single point of contact model and its benefits
- Empowering employees to contribute ideas and challenge the status quo for continuous improvement
If you've ever wondered what it takes to overcome adversity, build a successful career, and lead with purpose, this episode is for you. Discover the transformative power of embracing change, connecting with your team, and challenging traditional industry norms.
The Power of Purpose and Work-Life Integration
We explore the importance of connecting with people and understanding their true purpose beyond their job roles. We discuss the significance of work-life integration and how aligning employees' passions with their work can lead to exceptional performance.
Challenging Status Quo: The Journey to Single Point of Contact
Ed reveals the strategic decision to implement the Single Point of Contact model at Bozard Ford Lincoln. He shares the challenges faced during the transition, emphasizing the significance of pushing beyond traditional methods and adapting to customers' preferences.
The Power of Continuous Learning and People Development
Michael and Ed discuss the role of continuous learning in leadership and how investing in people development can elevate a team's performance. Ed shares insights into his journey from fixed operations to COO and the crucial lessons learned along the way.
Empowering Employees and Embracing Change
Ed emphasize the importance of empowering employees to make decisions and contribute to the organization's growth. We discuss the impact of embracing change and how it positions businesses for future success.
Prepare to be inspired by stories of resilience, determination, and the transformative power of human connection.
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More Dealers Are Choosing To Partner with FlexDealer
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In this episode Michael Cirillo sits down with Allie Peters, the newly appointed Vice President of Service Operations at Cavender Auto Group.
Join Michael and Allie as they delve into the surprising twists and turns of her career in the automotive industry. Discover how Allie's ambition led her from a service advisor to her current role, defying traditional career expectations. You'll be intrigued by her initial aspiration to become a general manager, her detour into sales, and her ultimate realization that her true passion lay in service operations.
Throughout the episode, Michael and Allie discuss the importance of upward mobility and breaking free from an employee mindset. Allie's story exemplifies the power of taking ownership and exceeding expectations, showcasing the remarkable opportunities available within the automotive industry. Her success serves as an inspiration for those looking to differentiate themselves and pursue growth in their careers.
You will also gain valuable insights into the dynamics of the automotive industry. Allie shares how her experience working with service advisors, technicians, and other departments within the dealership shaped her perspective. You'll be fascinated by her genuine passion for service and the multitude of opportunities that exist within this field.
As Allie takes on her new role overseeing multiple rooftops, she discusses her approach to leadership and empowering her team. She reveals her dedication to building relationships and removing obstacles to enable her team members' success. Despite the challenges of managing multiple locations, Allie's unwavering commitment to coaching and supporting her service managers shines through.
Don't miss this episode of The Dealer Playbook, where Allie Peters' remarkable journey from service advisor to VP of Service Operations unfolds. Gain insights into the automotive industry, discover the keys to personal growth and professional success, and witness firsthand the transformative power of embracing new opportunities. Prepare to be inspired and motivated to unleash your own potential.
Listen to the full episode to uncover Allie's secrets to success, learn how to break free from an employee mindset, and explore the vast possibilities within the automotive industry. This episode will captivate you with its genuine storytelling and provide valuable lessons applicable to any career path.
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More Dealers Are Choosing To Partner with FlexDealer
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In this episode of the Dealer Playbook podcast, host Michael Cirillo engages in a dynamic conversation with Dan Collingridge, the CTO & Co-Founder of FlexDealer. Together, they delve into the realm of automotive inventory and unveil the pivotal role it plays in shaping the success of dealerships.
The episode kicks off with a humorous trip down memory lane, where Michael and Dan reminisce about their teenage years and their unique approach to a memorable date that involved a car filled with automotive magazines and a driving billboard. The anecdote sets the stage for an exploration of their enduring friendship and their journey as business partners.
As the conversation unfolds, Michael and Dan share the story of how FlexDealer came into existence. From the challenges of transitioning from print to digital in the automotive industry to the role of family businesses and the intersection of technology and common sense, they provide a captivating account of their early days.
However, what truly captivates the audience is the realization of the immense value and power of inventory management. Michael and Dan discuss the importance of a robust database, the integration of various systems, and the need for speed in today's fast-paced market. They highlight how FlexDealer's platform enables dealers to efficiently manage their inventory and gain a competitive edge.
But the episode goes beyond inventory management. Michael and Dan touch on the evolving complexities of the industry, the significance of speed to market, and the increasing demand for streamlined solutions. They emphasize the role of FlexDealer's platform in enabling dealers to centralize their data and seamlessly distribute it wherever needed.
So, why should you listen to this episode? If you've ever wondered about the behind-the-scenes challenges of the automotive industry, the power of inventory management, and the need for efficient data integration, this conversation provides valuable insights. If you're eager to understand how technology and common sense intersect to drive innovation, this episode will satisfy your curiosity.
Join Michael and Dan as they uncover the intricacies of inventory management, the impact it has on dealerships, and the remarkable solutions FlexDealer offers. Experience the wit, wisdom, and camaraderie that make this episode engaging and thought-provoking. Get ready to revolutionize your perception of automotive inventory and gain a deeper understanding of its critical role in driving success.
Tune in now to expand your knowledge, challenge your assumptions, and discover the transformative potential of inventory management in the automotive industry.
Listen to the full episode for insights and context from Dan Collingridge!
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More Dealers Are Choosing To Partner with FlexDealer
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Danny Zaslavsky is a successful business and community leader within the Greater Kansas City area. As General Manager/Dealer Partner at Country Hill Motors, he has helped grow and evolve his family's business into one of the region's most successful independent auto dealerships – while also investing heavily in the community as the President of the Mid-America LGBT Chamber of Commerce.
In this exciting episode Michael Cirillo and guest Danny Zaslavsky from VinCue dive into the past, present, and future of VBCs, shedding light on how technology and innovation are shaping the automotive industry at the Flex dealer booth during NIADA.
Danny provides a sneak peek into the panel discussion he participated in, which focused on the evolution of VBCs and the role of technology. With a diverse group of experts sharing their insights, the panel delved into topics ranging from outsourcing VBCs to the Philippines to leveraging artificial intelligence (AI) at the top of the sales funnel.
They touched on the importance of training in the ever-changing landscape of VBCs. Wendy Reeves, one of the panelists, highlighted the potential of outsourcing and how it can transform operations.
Michael and Danny emphasize the significance of fostering interaction and feedback, drawing parallels to stand-up comedians who thrive on live audience responses. They discuss how creating a culture of acquisition, where everyone is aligned with the dealership's goals, can lead to remarkable results.
As the conversation evolves, Danny shares his unique perspective as a tech company owner and dealer. He reveals the disparity between independent and franchise dealers in terms of innovation and flexibility. Independents are recognized for their ability to forge partnerships, execute their vision, and think outside the box. In contrast, franchise dealers often focus on consolidation and uniformity.
The episode takes an inspiring turn as Danny narrates his experience of aligning with renowned financial expert Dave Ramsey to create credibility for his independent dealership. By hosting financial education classes at his dealership, he challenged the notion of car dealerships as debt creators. This innovative approach garnered attention and strengthened the dealership's brand.
The conversation between Michael and Danny beautifully encapsulates the essence of family businesses and the importance of legacy. Danny shares his journey of breaking free from a scarcity mindset, emphasizing the power of shared values and partnerships. The two underline the transformative potential of collaboration, erasing the artificial barriers between dealers and vendors.
Tune in to explore new horizons and discover how embracing change can lead to unprecedented success.
Listen to the full episode for insights and context from Danny Zaslavsky!
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Shawn Armorer is the founder and owner of BDC Alchemy consulting. He is 20 year seasoned automotive BDC growth expert with career revenues exceeding 40 million dollars.
In this episode he joins Michael to discuss the transformative power of the human element in the face of increasing reliance on artificial intelligence (AI) in the automotive industry. Shawn shares his insights on the importance of staying true to oneself, embracing emotional intelligence, and cultivating meaningful relationships to thrive in a world driven by technology.
Discover why the guest experience and employee well-being should take precedence over AI implementation, and explore the potential pitfalls of blindly adopting AI without considering its long-term consequences. Get ready to challenge conventional thinking and gain a fresh perspective on the future of human-centric business practices.
What We Discuss In This Episode:
- Discover why staying true to oneself and speaking your truth are paramount in today's industry.
- Understand the limitations of AI and how it may hinder genuine connections with customers.
- Uncover the potential risks of relying too heavily on AI without considering the impact on employee experience.
- Learn practical strategies for nurturing emotional intelligence and adapting communication styles to different personalities.
- Explore the importance of setting employees up for success through transparent culture and purposeful onboarding.
- Gain insights into the shift from traditional management to empowering leadership within dealership environments.
Michael Cirillo and Shawn Armorer delve into a topic that impacts us all: the rise of AI and its implications for the automotive industry. By focusing on the human element, they challenge the prevailing narrative surrounding AI adoption. Through personal anecdotes, expert insights, and thought-provoking questions, they illuminate the power of authenticity, emotional intelligence, and genuine connections in a world often dominated by technology. Prepare to be captivated as they shed light on the crucial role of people in a rapidly evolving landscape, encouraging listeners to question the status quo and embrace the true essence of human interaction.
Join Michael and Shawn on this captivating episode as they navigate the intersection of technology and humanity, reminding us of the timeless value of human connection and the need to strike a balance between innovation and authenticity. Don't miss out on this compelling conversation that challenges conventional wisdom and offers a fresh perspective on the future of the automotive industry.
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Jeremy Beck is the Vice President of Dealer Development and Industry Insights at National Independent Automobile Dealers Association(N.I.A.D.A). Beck is an automotive executive with 25 years of industry experience
Discover how dealers navigate challenges, uncover opportunities, and continually emerge stronger amidst adversity. In this episode, Jeremy reveals the association's mission to empower dealers, promote growth, and facilitate discussions that drive success.
Episode Highlights:
- Gain a deep understanding of the profound impact of the automotive industry and how it shapes our country.
- Uncover the resilience and thick skin that dealers develop to weather storms and seize opportunities.
- Find out how NIADA conventions and 20 groups can expose you to new insights and help you overcome challenges.
- Experience the power of learning from experienced dealers who have walked in your shoes.
- Explore NIADA's fresh approach to conventions, putting dealers on stage to discuss practical strategies and real-world experiences.
Through thought-provoking analogies, Michael illustrates the stages of knowledge acquisition, from subconscious incompetence to subconscious competence, emphasizing the importance of continuous learning. Learn how attending events like NIADA's conventions and 20 groups can expand your horizons, exposing you to what you didn't know you didn't know, propelling you toward conscious competence and ultimately mastery.
Jeremy also shares the association's fresh approach to conventions, where dealers themselves take the stage to discuss best practices, challenges, and successes. Gone are the days of generic advice from those who haven't walked in dealers' shoes. Instead, gain insights from experienced dealers who understand the struggles and triumphs you face firsthand.
The Quest for Progress and Adaptation: Reflecting on the ever-evolving nature of the car industry, Michael and Jeremy emphasize the importance of embracing change. They discuss how dealerships must constantly evolve and adapt to emerging technologies, economic fluctuations, and media trends. The National Convention serves as a platform for progressive thinking and fostering connections with like-minded individuals.
Beyond Normal: Redefining the Concept: Jeremy challenges the notion of "normal" in the industry, suggesting that normalcy lies in perpetual evolution. He stresses the significance of stepping outside one's comfort zone and embracing innovative ideas and perspectives.
Register for NIADA's upcoming convention from June 19th to 22nd at the prestigious Wynn Resort in Las Vegas - https://niada.com/convention/.
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In a rapidly changing automotive industry, dealerships are facing a critical crossroad: rising costs that threaten their profitability. As capital demands increase and employee expenses surge, how can dealerships find the perfect balance between expenses and revenue? Is there a way to unlock hidden efficiency and growth opportunities amidst these challenges? Join Michael as he dives deep into a thought-provoking conversation with industry experts Jeff Baker and Mark Jones.
Get ready to uncover the secrets that will empower your dealership to not only survive but also be able to navigate the post-pandemic economic factors and learn how can they embrace the unknown and find opportunities amidst the uncertainties This is an episode you don't want to miss!
Jeff emphasizes the need for confidence and understanding your core business to embrace opportunities and navigate risks. Mark highlights the three-headed monster dealers have faced—inventory acquisition, capital issues, and rising employee costs—and emphasizes the significance of knowing every aspect of your business to capitalize on opportunities.
Michael prompts a thought-provoking question about getting comfortable with discomfort and encourages listeners to embrace the unknown. Jeff emphasizes the importance of confidence and being prepared to course-correct if necessary, while Mark stresses the need for dealers to thoroughly understand their business and the various variables that impact success.
One of the core themes explored in this episode is the crucial role of leadership and employee management in driving success. Jeff and Mark underline the significance of providing clear expectations, measuring performance, and fostering a positive work culture to ensure high productivity and job satisfaction. They highlight the importance of effective communication and commitment from leaders in supporting employees to deliver the desired outcomes.
How will this episode captivate you?
• Gain exclusive insights into the exciting changes and hyper-relevant topics at the NIADA convention.
• Discover how experienced industry professionals navigate paradigm shifts and turn challenges into opportunities.
• Learn about the crucial importance of knowing your numbers and understanding the variables impacting your business.
• Uncover valuable strategies to adapt to changing market dynamics and thrive in the automotive industry.
This episode serves as a gateway to understanding the multifaceted nature of the automotive industry and how dealerships can unlock their full potential. By examining the strategies and approaches discussed, listeners can gain a deeper understanding of the dynamics at play and discover actionable insights to improve their own operations
Listen to the full episode for insights and context from Jeff Baker and Mark Jones!
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More Dealers Are Choosing To Partner with FlexDealer
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In this episode, host Lou Ramirez and co-host Fred Lennartz, of the popular Car Guy Coffee Podcast, interview special guest Michael Cirillo. It's a big ol' switcheroo!
Michael, who is the CEO of FlexDealer, an automotive marketing and technology company, will be a featured Keynote Speaker at the 2023 NIADA Accelerate Convention & Expo at the Wynn Resort in Las Vegas on June 22nd at 4:00 pm.
If there's one thing Michael has learned throughout his many years of experience in the auto industry and hundreds of Dealer Playbook podcast episodes, it's that putting people first is an absolute key to long-term growth and success.
What We Discuss In This Episode:
The Power Of Building Relationships Of Trust
The conversation takes a deep dive into the concept of building relationships of trust. Michael shares how putting people first and prioritizing customer satisfaction can be the key to long-term growth and profitability. By focusing on creating partnerships and fostering trust, dealerships can enhance customer loyalty and attract new business.
Michael Cirillo: Keynote Speaker At NIADA 2023
In his address 'The Power of Building Relationships of Trust,' Cirillo will be sharing anecdotes from his visits with dealers and employees in the car business and the lessons he’s picked up along the way. Over the years, Cirillo has witnessed a shift in the industry past the focus of moving metal to growing people, which ultimately leads to desired results.
"We’re thinking more about people and it’s contributing to profits,” says Cirillo. “But it’s not just 'people;' it's the focus on happy people that is making the biggest difference.”
Check out the full NIADA feature article here!
Visit The FlexDealer Team At NIADA In Las Vegas
The FlexDealer team will be joining Michael Cirillo at this year's NIADA conference to meet with attendees and discuss today's hottest automotive issues and topics. We'll be there to answer your questions, offer insights and advice, and show off our Flex Tech, not to mention we'll have exclusive offers for NIADA attendees that you won't want to miss—including meet-and-greet opportunities with Michael, live interviews for the Dealer Playbook, and more.
You'll be able to find us at the NIADA Expo at the Wynn Resort from June 19th to 22nd, 2023. You can register for the conference here to secure your best pricing ahead of this exciting event!
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More Dealers Are Choosing To Partner with FlexDealer
Looking for a reliable, high-performance dealership marketing partner? Visit https://www.flexdealer.com to discover why more and more dealers are choosing them over big-box providers.Join Michael Cirill
In this episode Michael Cirillo sits down with WB Cavender, the fourth-generation owner of Cavender Auto Group, at their headquarters. WB shares the story of how he entered the automotive industry and the core values that have driven their family-owned business for over 80 years. They delve into the core principles that drive success in the automotive industry, emphasizing the significance of customer satisfaction and cultural alignment within the organization.
What We Discuss In The Episode?
- Uncover the personal journey of WB Cavender and the Cavender Auto Group's legacy, engaging listeners with a captivating family business story.
- Gain insight into the operational focus of a successful dealership, showcasing the drive for continuous improvement and customer-centricity.
- Explore how Cavender Auto Group goes beyond selling cars, focusing on providing exceptional service and support to customers.
- Discover the value of thinking like an owner and empowering every team member, regardless of their position, to make a difference.
- Be inspired by the impact of Cavender Cares, the dealership's philanthropic arm, and their commitment to giving back to the community.
Discover how Cavender Auto Group's commitment to helping people sets them apart in the industry. WB shares heartwarming anecdotes of going above and beyond to assist customers, even in challenging situations. From empowering every team member to think like an owner to fostering a culture of giving back through Cavender Cares, their philanthropic arm, WB sheds light on their deep-rooted dedication to their community.
The episode dives on the value of metrics and data in understanding customer behavior and optimizing sales processes. WB Cavender highlights the importance of training and being knowledgeable about key metrics, but he emphasizes that the ultimate goal is to foster enduring relationships with customers. By prioritizing transparency, understanding customer needs, and ensuring a seamless experience, the numbers naturally fall into place.
Michael Cirillo and WB Cavender provide invaluable insights into building successful customer relationships and fostering a strong organizational culture. By exploring the interplay between metrics, transparency, cultural alignment, and customer satisfaction, listeners gain a profound understanding of the key factors that drive profitability and business growth.
Tune in to this episode of The Dealer Playbook podcast to be inspired by the Cavender Auto Group's dedication to customer care, community impact, and building a lasting legacy in the automotive industry.
Listen to the full episode for insights and context from WB Cavender!
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More Dealers Are Choosing To Partner with FlexDealer
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Lou Ramirez is the CEO of Solutions at The Certified Solutionaries and co-host of the Car Guy Coffee podcast.
Discover the layers of their inspiring conversation as they explore the importance of encouraging individuals within the automotive business and eradicating negative stigmas associated with the industry. Lou shares his personal transformation, from a once angry and unapproachable street kid to a beacon of hope and joy.This episode offers a captivating exploration of Lou's journey and his inspiring vision for the automotive industry.
Uniting the Auto Industry and Empowering the Community
Lou explains how his goal is to unify the auto industry and become a voice of hope and upliftment for the community. He highlights the importance of recognizing the essential role that every automotive business and dealership plays within their respective communities. The conversation explores the significance of fostering a sense of camaraderie, shared values, and positive morale within the industry.
From Anger to Hope - A Personal Transformation
Lou shares a deeply personal journey of transformation, revealing that he used to be an angry and confrontational individual. However, he experienced a profound change when he encountered faith and embraced forgiveness. He attributes his newfound hope and joy to the transformative power of the cross. Lou explains how this pivotal moment shaped his desire to encourage and uplift others, especially within the automotive industry.
Balancing Family and Ministry
Michael and Lou touch upon the challenges of maintaining a healthy work-life balance, particularly when involved in ministry and leadership roles. Lou emphasizes the importance of prioritizing family and shares how he learned this lesson firsthand. He reflects on the need for leaders to excel not only in their professional lives but also in their roles as spouses and parents. The conversation highlights the significance of being a positive influence within the family unit and the broader community.
Sharing the Goodness
Michael and Lou engage in a thought-provoking discussion about the natural inclination to share the good things in life. They draw parallels between sharing a great cup of coffee or recommending a favorite restaurant and the desire to spread faith and hope. Lou explains how, as believers, the goodness and transformation they experience inspire them to share it with others genuinely.
Don't miss this captivating episode that uncovers the profound impact of unity, hope, and faith in the auto industry and beyond. Tune in now to experience the transformative power of embracing one's true self and inspiring positive change.
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Matt Jones is the Director of Corporate Communications for TrueCar, Inc. In this episode, Michael Cirillo sits down with Matt Jones to discuss his deep connection with people in the automotive industry.
Growing up in the San Fernando Valley, Jones saw the stark differences between the "haves" and "have nots." He noticed that people who had wealth seemed to have it all, while those who did not were often stuck in poverty. This belief was challenged when he entered the car industry and saw regular people without advanced degrees making a living and learning skills they may not have learned at home.
Jones shares his belief that people are the center of the universe and should always come before anything else. He attributes his strong connection to people in the automotive industry to his experience witnessing firsthand what the industry can do for people who may not have had the same opportunities elsewhere.
Michael and Matt discuss the importance of human connection in the industry and how it can make all the difference in a sale. Michael believes that people buy from people they like and trust, so building rapport and relationships is crucial. They also discuss the importance of building connections in the automotive industry and how it can lead to success. Jones shares his tips on how to approach networking, including the importance of being genuine and building relationships over time. They also talk about the importance of listening to others and understanding their needs, rather than just pushing your own agenda.
Matt reminds listeners that building connections is not just about gaining something for yourself, but about creating a community and supporting each other. He believes that the automotive industry is filled with passionate people who want to see others succeed, and that by working together and building connections, everyone can achieve their goals.
Matt believes that the automotive industry, specifically in the retail arm, is the embodiment of the American Dream. It rewards those who put in their work, effort, and dedication to their craft. It is a true meritocracy, where salespeople are rewarded for their efforts. Jones emphasizes that the automotive industry is not just for those with a background in automotive, but also for those who have no experience in the field.
If you want to learn more about building connections in the automotive industry and how to succeed, this episode is a must-listen. Matt shares his wealth of experience and knowledge, and listeners will come away with actionable tips and insights they can apply in their own careers. So tune in and start building connections today!
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In today's fast-paced digital world, it can be challenging for brands to stand out and be memorable. Whitney Norrad is the Director of Demand Gen at Flexdealer.com. In this episode she joins Michael to discuss marketing stickiness and how to make brands more memorable to customers. Here are some of the key takeaways from their insightful conversation.
The Power of Exposure and Uniqueness
Michael began the conversation by sharing an example of a jingle from a Ford dealership that comedian Bob Odenkirk remembered from 30 years ago. Whit suggested that exposure and uniqueness are key factors in making a brand stick in a customer's mind. He also shared his personal experience of remembering a jingle from a car dealership in his hometown, despite never buying a car from them.
Frequency and Simplicity Are Key
Michael wondered if a good ad is necessary for stickiness. Whit agreed that a good ad is not a prerequisite for stickiness. However, frequency and simplicity play a significant role in making an ad memorable. They also talked about the importance of creating unique and interesting ads that stand out from the rest.
Measuring Effectiveness of Marketing Campaigns
The conversation then turned to the importance of measuring the effectiveness of marketing campaigns. Whit emphasized the need to have clear goals and metrics in place to track success. He also suggested testing different messaging and channels to see what works best for a particular audience.
Creating Emotional Connections with Customers
Michael and Whit discussed how creating an emotional connection with the audience is essential for businesses. They mentioned how different audiences relate to different stories and how emotional connections can be created in various ways, such as the way cars are merchandised and described in vehicle descriptions.
Whit shared that it's not just about the product, price, or picture, but about the emotional connection that businesses can create with their audience. Michael added that people will remember how they are treated more than the brand itself.
Creating a Memorable Brand
The episode emphasizes the importance of creating a memorable brand and messaging that resonates with customers. Michael and Whit emphasize the need to focus on a specific audience, craft a unique message, and measure the effectiveness of marketing campaigns. By following these insights, businesses can create a brand that sticks in customers' minds and stands out in today's competitive marketplace.
Check Out Flexdealer.com for more insights!
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Ann-Marie Johnson is the Director of partner relationship at ASOTU. In this episode, We discussed her journey in the automotive industry, the concept of "moments of truth," and how it applies to both personal and professional interactions. By recognizing the importance of these moments, Ann-Marie believes that individuals and businesses alike can elevate the overall perception of retail automotive.
The concept of moments of truth extends beyond personal experiences, affecting businesses in every industry. Ann-Marie explains how these moments can occur at any stage of the customer journey, from sales and onboarding to retention and beyond.
One crucial point Ann-Marie raises is that these moments can be either positive or negative, and it's up to the individual or business to determine the outcome. By being proactive, detail-oriented, and empathetic, businesses can create positive moments of truth that build trust and credibility with their customers.
We also discussed the challenges of changing perceptions within an industry, such as automotive, where negative moments of truth have accumulated over time. Ann-Marie suggests that understanding the importance of moments of truth and actively working to improve them is key to changing the narrative.
The Power of Compounding Moments of Truth:
Michael Cirillo highlights the idea of compounding moments of truth. The outcomes of one's life and the situations they find themselves in are often the result of a ripple effect of choices made during various moments of truth. The key is to understand the importance of these moments and to make conscious decisions that positively impact oneself and others.
Winning or Losing Moments of Truth:
Michael notes that moments of truth can be won or lost, and it's essential to strive to win as many as possible. They discuss how problems and opportunities are the same thing, with the choice of winning or losing these moments lying in the hands of the individual or company.
Changing the Perception of Retail Automotive:
Ann-Marie relates the concept of moments of truth to the automotive industry, stating that the overall perception of retail automotive has been established through decades of negative moments of truth. By seeking out and promoting positive moments of truth delivered by dealers, the industry can work towards changing its perception and humanizing retail automotive.
The idea of moments of truth is a powerful tool for transforming both personal and business relationships. By understanding the impact of these moments and striving for a positive legacy, individuals and businesses can foster lasting relationships built on trust, credibility, and respect.
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Eric Barbosa is the newly appointed Vice President of Variable Operations at Cavender Auto Group. Eric has over two decades of experience in the Auto Industry. Starting as a teenage car detailer, Eric climbed the ranks to become one of the youngest GMs and Operating Partners in the industry. His passion for marketing led him to dominate Spanish media with infomercials and later, to conquer social media, earning the title of the #1 Viewed Social Media Dealer in the nation. With unparalleled dedication, he now mentors dealers across the country on social media mastery.
In this episode, he joins us to discuss leadership, communication, and the importance of understanding different perspectives in the automotive industry.
Eric's journey in the industry began with washing cars at 16, which eventually led him to a sales role at a dealership in Southern California. Since then, he has worked his way up and now oversees eight stores within the well-established Cavender Auto Group, a fourth-generation family-owned business in Texas.
When discussing the transition into his new role, Eric emphasized the importance of focusing on what the organization is doing right, rather than merely searching for problems. This mindset allows him to identify opportunities for growth and improvement within the company. One key aspect of Cavender Auto Group's success is its strong culture, which Eric says is genuinely "lived" by the employees.
As a leader, Eric acknowledges that he is both a leader and a student. He believes in humility, confidence, and exposure to create wisdom and foster continuous learning. He emphasizes the importance of communication and comprehension, both of which are essential for effective leadership.
Social media and marketing
Social media and marketing play a crucial role in today's automotive industry. Dealerships must encourage their staff to use social media platforms to build rapport with potential customers and promote their brand. Eric's passion for social media was evident, and he shared how easy it is to reach millions of people with just a single post.
Eric Barbosa's insights into leadership and communication within the automotive industry serve as a valuable reminder of the importance of understanding different perspectives, fostering a strong culture, and continually learning and growing as a leader. His approach to leadership, with a focus on humility, confidence, and exposure, is an inspiring example of what effective leadership can look like in today's fast-paced and ever-changing business landscape.
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Paul Daly and Kyle Mountsier (ASOTU) join the pod to talk about their perspectives on the importance of human connection in the auto industry. They emphasized the power of belonging, fulfillment, and the role of the industry in fostering these values.
The trio discussed the importance of creating a sense of community within the industry, giving people a place where they feel like they belong and can grow together. They agreed that the industry is not just about sales and marketing, but rather about the meaningful relationships that form within it.
Paul and Kyle reflect on their motivations behind founding the automotive event series and their desire to create a sense of belonging for those in the industry. They hope to challenge misconceptions about dealerships and foster an environment where people can find fulfillment, meaning, and purpose in their work. By offering a variety of entertainment and connection opportunities, the hosts aim to create an inclusive and supportive community for those involved in the automotive industry.
One of the goals of their work is to show people how to appreciate the auto industry, much like appreciating jazz music. They believe that when people truly understand and appreciate the depth and richness of the industry, they will feel more connected and fulfilled.
Fun fact from this episode: One in every four jobs in America is tied to the auto industry. This led to a realization that there are many people who may not even realize that they're a part of this powerful industry.
Paul and Kyle also shared a powerful story about doing the impossible. They spoke with an executive at a dealership who jokingly suggested that they were attempting to achieve the impossible. However, they took it as a challenge, believing that they can change perceptions and create a more positive image of the industry. Just as the four-minute mile was once considered impossible, they believe that the auto industry can break through barriers and become a place where people find fulfillment and purpose.
Drawing inspiration from the story of the four-minute mile, once believed to be impossible. They highlight how breaking barriers can inspire others to follow suit and eventually become the norm.
This episode highlights the importance of relationships and connections in the automotive industry. Paul and Kyle emphasized the need for people to take pride in being part of this juggernaut industry and to love and support each other like family. By focusing on that they believe that the industry can continue to grow and provide meaningful careers for those who call it home.
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David Kain is the President, KainAutomotive.com. David Kain's life is fueled by two great passions: helping good people become exceptional salespeople and conquering challenging trails on his mountain bike. Born into a family that believed in the power of the automotive industry, David is one of nine siblings who grew up with the mantra that a car life is a good life. Today, he is not only a partner at Jack Kain Ford, but also a trailblazer in internet sales.
Drawing from his 40 years of experience, David shared valuable insights on adapting to change, prioritizing customer-centricity, and staying true to one's principles. In this episode, we delve into the core ideas discussed and reveal how these principles can drive success in the ever-evolving automotive industry.
The Power of Helping Others and Building Trust
David Kain emphasized the importance of focusing on helping others achieve their goals, which translates to fostering transparency and long-lasting relationships with clients in the automotive business. By offering reliable services, expertise, and guidance, businesses can gain customer trust and loyalty, paving the way for continued growth and success.
The Importance of Customer-Centricity
David Kain's philosophy centers on customer-centricity. By truly understanding customers' needs and desires, businesses can provide tailored solutions that positively impact their lives. In the automotive industry, this means offering exceptional after-sales support and ensuring every interaction with the brand is memorable and satisfying.
Collaboration and Synergy
Collaboration is crucial to growth and success. Taking a page from David Kain's approach, working closely with OEMs, dealers, and other stakeholders in the industry creates synergies that benefit everyone involved. Sharing knowledge, expertise, and resources allows businesses to develop better products and services for customers, contributing to overall success.
Cultivating a Winning Mindset
David highlighted the importance of having a clear understanding of one's beliefs, convictions, and values in achieving success in the automotive industry. By staying true to these principles, professionals can accelerate their growth and have a lasting impact on the lives of those they interact with in the business.
While the automotive industry faces various challenges and uncertainties, the insights shared by Michael and David show that there is still room for success and growth for those companies that prioritize their values, ethics, and long-term sustainability. By focusing on the right business model and providing exceptional service to all customers, both small and large automotive businesses can thrive in an ever-changing landscape.
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Joshua Negron is a seasoned Director of Business Development with a wealth of experience in the automotive industry. Over the years, he has honed his skills in business development, advertising, lead generation, personnel management, leadership, customer service, sales, and business software. In this episode, Joshua talks about the importance of mental health and its impact on the car dealership industry.
Joshua emphasizes that every child has had a tough experience in life, and it is essential to empathize and understand that people are broken. He shares that he has a unique personality where people feel they can open up to him, and he has taken this as a gift to connect with his employees. The conversation transitions to Dr. Caroline Leaf's book on mental health, which Joshua is currently reading. He explains that every thought has emotions and memories attached to it, and it is crucial to examine it through a different lens.
The automotive industry is a people business, and mental health is an essential aspect that needs attention. Understanding that people are broken and empathizing with them is vital to building a positive work environment. It is crucial to examine our thoughts and emotions and use that knowledge to work better with our colleagues. The car dealership industry can benefit from incorporating mental health and empathy into its business model.
Joshua also talks about the impact of structured versus ambiguous management styles on employee culture, anxiety, and accountability. He reflects on how the structured approach created a culture of anxiety, where employees were constantly being measured and disciplined every month. To address this issue, Joshua took all the structure away and made the expectations more ambiguous, letting employees know the themes that they were looking for - effort, output, and attitude.
Joshua emphasizes the importance of leadership and self-accountability. Good behaviour is essential to being a good leader, and vulnerability and openness are necessary for having meaningful conversations about moving the industry forward. Joshua also shares their personal experience of dealing with the loss of employees and the importance of seeking therapy to address the impact of these experiences.
In conclusion, mental health and empathy are essential to the car dealership industry's success. Incorporating these values into your business model can help create a positive work environment, improve employee culture, reduce anxiety, and increase accountability. Joshua Negron's insights provide a valuable perspective on how the industry can move forward by prioritizing mental health, empathy, and good behaviour.
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In this episode, Michael experiments with something new by revisiting an older episode that has stood the test of time. With nearly 600 episodes, many of them recorded in a way that ensures they remain evergreen, the host dives into an interview with Grant Cardone that was recorded six years prior. The original episode, “Grant Cardone talks about money and how to get a mentor,” included discussions about topics still relevant today, such as branding, social media marketing, and a growth development mindset.
Michael provides commentary and his thoughts on the interview:
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Grant Cardone is a man with an insatiable appetite to give before he takes. He understands that to take care of his family, he must take care of his customers. He goes on to mention the importance of investing in education and not relying solely on what the school system teaches us.
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Grant Cardone's message is clear: go to work with the intention of making money. Don't go to work just to work. Work to prosper and make some bank. We all have big dreams and aspirations, and there's no reason to shy away from them. While it's important to be grateful for where we are, it's equally important to strive for more.
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In today's market, we need to do more with less. It's essential to invest in education, stay up to date with the latest trends, and continue to grow. This is what sets us apart from others and what enables us to provide exceptional service to our customers.
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Making money is essential. It's not something to be ashamed of or shied away from. We all need to make a living and take care of our families. We all have causes and community outreach initiatives that we care about, but at the end of the day, we need to sell more services to keep the bays full, technicians fed and happy.
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Grant reflects on the importance of education in business, noting that leaders in the automotive retail industry should prioritize educating their teams about things that academia doesn't teach.
Listeners can expect to hear discussions about how Grant Cardone developed his Uncle G brand, his thoughts on branding and social media marketing, and why he believes getting a mentor is essential for success. The podcast episode promises to be a fascinating and insightful listen, with Michael’s thoughts and reflections on the interview providing added depth and context.
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I'd like to welcome my guest this week, Weldon Long, who provides an insightful and practical guide on how to change one's life by examining and transforming one's mindset. He also happens to be one of the nation’s most sought-after sales experts.
In 2003, Weldon Long walked out of a homeless shelter after serving 13 years in prison. A 9th-grade dropout and 3-time convicted felon, he found himself broke and unable to gain employment. In just 5 short years he grew his company from $0 to $20 million and was selected by Inc Magazine as one of the fastest-growing privately held companies in America.
Weldon has since trained thousands of sales reps, generated over $40 million across his 6 companies, and over $480 million for his clients including Fortune 500 companies like FedEx, Home Depot, Wells Fargo, and Farmers Insurance. He’s also a NY Times bestselling author of The Power of Consistency, Consistency Selling, and Upside of Fear.
Today, Weldon is one of the nation’s most sought-after sales experts.
In this episode, we discuss the power of having the right mindset and how it can help individuals thrive in the face of adversity.
Weldon shares his personal story of being in and out of prison and how the death of his father was the catalyst that pushed him to start reading and learning about what successful people do differently.
"My father's death was a life-altering experience that made me realize the destruction I had caused in my life and those around me."
Weldon shares his experiences of how he transformed his life by examining and changing the contents of his 'box,' a metaphorical representation of his mind. He learned to be mindful of his thoughts, the origin of his emotions, and how every thought triggers an impulse that leads to a chemical reaction in the brain. He also delves into the importance of examining one's life and filling the 'box' with one's own beliefs and ideas, rather than those imposed by others.
DPB host Michael connects with Weldon about his own decade-long struggle with suicidal depression and how he changed his mindset to overcome it. He shares his experience of dealing with suicidal depression in his twenties and how changing his mind was one of the most difficult things he ever had to do. He emphasizes the importance of changing one's mindset and provides insights into the connection between thoughts, emotions, behaviours, and results.
"A prosperity mindset is the key to thriving in the face of adversity."
Long's story is a powerful example of how mindset can change your life. His journey is a reminder that no matter where you are in life, it is never too late to change your mindset and create a new path for yourself.
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Sandy Zannino is the founder of Innovative Auto HR Solutions and started in the car business in 1998 as a dealer’s assistant and corporate office manager. She's a passionate problem solver with a broad range of experience and has found ways to save dealers money while minimizing risks and exposures.
In this episode, we discuss many of the challenges facing dealership managers and employees. Sandy emphasizes the importance of active listening and treating employees as internal customers to improve communication and enhance employee engagement. The episode also highlights the impact of active listening on lead handling and customer satisfaction.
"By developing active listening skills, dealership managers can improve performance, employee engagement, and customer satisfaction. It can also create a culture of open communication, foster trust, enhance employee engagement, have a positive impact on lead handling, and improve conversion rates."
Another topic we discuss is inclusion and how diversity in the workplace alone is not enough. It is vital to examine and understand our own biases to create a more inclusive society that accepts others' differences. We also explore how biases can impact our decisions and interactions with others and how being immersed in other cultures can broaden our perspective and increase empathy.
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Sandy points out the impact of biases in the automotive industry and how many dealerships need to attract more workers, especially from younger generations. We highlight the challenges that the industry faces in attracting millennial and Gen Z workers, who may have biases against the industry due to perceptions passed down from their parents.
The conversation emphasizes the importance of personal fulfillment, making a difference, and doing what makes you happy. Sandy suggests investing time in connecting with employees and sharing personal experiences to gain new perspectives and discover hidden talents.
This episode is a must-listen for anyone interested in becoming a more effective leader and creating a more inclusive and successful organization.
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Aaron Sheeks is the co-founder of Auto Miner and President of Pure Cars. In this Episode Aaron Sheeks joins us to discuss the journey of building a successful business in the automotive industry. We delve into the importance of discipline and the pursuit of violent forward motion, rather than simply grinding. The conversation also explores the topic of clean data and its significance in the industry, as well as the benefits it can provide. Sheeks shares his experiences and insights, providing valuable advice for entrepreneurs and anyone looking to succeed in their respective fields.
Aaron shares his own experiences of leaving the Navy and finding his way into the automotive space, where he fell in love with the salespeople, problem solvers, and go-getters who make things happen in the industry. He describes the importance of discipline and violent forward motion in achieving success, rather than relying on a façade of grinding or motivation.
He shares his philosophy that "discipline equals freedom," and how this mindset has given him the freedom to think critically, solve problems, and live life on his own terms. He also emphasizes the importance of knowing your definition of success and how building a successful business is about convincing others to join you on your journey.
Most people associate freedom with the ability to do whatever they want, whenever they want. However, for Sheeks, freedom is a state of mind that comes with discipline and the ability to solve problems. He discovered that taking care of those around him and being disciplined with his time and resources allowed him to have a great deal of freedom in his life.
He envisions himself as a 65-year-old who travels around the world, helping small business owners and people find their greatness. He doesn't want to stop working entirely, but he wants to be able to do mission work while his company continues to pay him. He believes that he has received a glimpse of what it means to be free, and he wouldn't trade the last 10-15 years of discipline for anything.
Aaron Sheeks believes that running a company for 20 years to be financially independent and free at the age of 40 while still being an amazing dad is success. It's not about being acquired or having a specific amount of revenue. It's about having the freedom to choose how you want to live your life and to spend time with the people you care about.
This episode takes a deep dive into what it takes to create a thriving life and how to leverage the automotive industry to help you do that. Apart from the episode being informative and insightful, it also provides valuable lessons for anyone looking to build a successful business or achieve success in any aspect of life.
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Is Your Dealership's Marketing Strategy Failing? Tune in as Stream Companies EVP Reveals the Key to Thriving in a Challenging Market.
Subi Ghosh is the Executive Vice President of Strategic Partnerships and Marketing at Stream Companies.
In this episode Ghosh shares her insights on the current state of the automotive industry from a marketing perspective. She notes that many dealerships tend to cut marketing spend during times of instability, but those that focused on branding and positioning during the pandemic were the ones that thrived. In light of rising interest rates, financing difficulties, inflation, and a softening market, Ghosh believes that dealerships should focus on brand, positioning, and messaging to attract customers. She emphasizes the need to develop unique selling propositions that go beyond logos and help customers see the value in doing business with a particular dealership.
Many dealerships have a short-term mentality when it comes to marketing, focusing on the next 30 days rather than long-term goals for the year or quarter. She encourages dealerships to think beyond immediate sales goals and consider what will help them achieve their long-term objectives. She stresses that it's essential to have long-term conversations with clients, plan for goals for the year and quarter, and work backwards to fill in the gaps to achieve them.
She also suggests doing the thumbprint test on a dealership website, covering the logo to see if there is anything outstanding that convinces people to do business with them. Ghosh explains that focusing on your brand is a longer-term play, and it can be difficult to reconcile in an industry that traditionally focuses on short-term wins. Your brand is a crucial element in this strategy because it helps customers see the value of doing business with a particular dealership.
We also discuss how companies can use the internet to reach their target audience and the various ways that companies can track their customers' behaviour and preferences and use this information to influence their purchasing decisions.
One example is using geo-addressable displays to target households and how to use platforms like TikTok to run effective advertising campaigns. We also discuss the changing attitudes of younger generations towards targeted advertising and how companies can take advantage of this shift.
By developing unique selling propositions (USPs) and thinking about long-term goals, dealerships can attract customers and build strong relationships that will help them weather any challenges that come their way.
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Are you ready to get more leads with an improved ad strategy? Then this episode is for you!
Lisa Gener is a Chief Revenue Officer (CRO) at Dealer Alchemist and a seasoned expert in the world of digital advertising with 17 years of experience in the automotive industry. Lisa's passion lies in utilizing cutting-edge digital technologies and e-commerce solutions to drive success for dealerships.
She is dedicated to educating dealers on the ins and outs of digital advertising, equipping them with the knowledge and best practices needed to succeed in a constantly evolving industry. Lisa's unwavering commitment to transparency and her focus on understanding the impact of advertising make her a valuable asset to any team.
In this episode we recorded during NADA 2023 in Dallas, we talk about the importance of digital advertising in the automotive industry and how technology can be leveraged to make it more effective. She suggests that product-focused ads are more effective than branded commercial ads, as they are tailored to the consumer's specific search interests.
She also emphasizes the importance of customization in advertising campaigns, taking into consideration the dealership's market, consumer demographics, and transactional data to create a more effective strategy.
In the current marketplace, there is a shift in inventory awareness and the adjustment of pricing. Lisa stresses the importance of spending money wisely and avoiding waste, as consumers have changed the way they buy products, now focusing on searching for a specific product, similar to shopping on Amazon. Lisa also emphasizes the need for better quality leads rather than more leads, and the importance of focusing on the conversion of buyers when spending money on paid search and social media.
As the digital landscape evolves, it is increasingly important for businesses to have a comprehensive digital marketing strategy that effectively reaches their target audience.
One aspect of this strategy is Over-the-Top (OTT) advertising, which is focused on delivering product-specific advertisements to targeted audiences. While Over-the-Top (OTT) advertising can be a part of a successful strategy, search-based advertising should be the primary focus, as consumers who engage in search-based advertising have a higher level of intent to purchase. Customization is key to a successful strategy, taking into account the dealer's market, goals, and transactional data.
Additionally, it's important for businesses to stay up-to-date on the latest changes and best practices in SEO, now focusing on technical and off-page factors, with content SEO being secondary.
Thank you for tuning in to the Dealer Playbook Podcast and until next time, keep playing and keep winning!
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In this episode, Michael takes us on a journey through the recent NADA 2023 event that took place in his hometown, Dallas. Michael reflects on the unique energy of the event and how attendees were more focused and open to conversations compared to previous NADA conferences. 2023 is off to a roaring start in the automotive world!
Michael also touches on the buzzwords that are present during the NADA event, such as conversations around Google Analytics Four and returning back to auto industry basics.
While there are many factors contributing to the shift in market conditions, Michael highlights the importance of moving beyond the "returning to basics" sentiment into a place of tangible action. Building relationships, having a service mindset, and going above and beyond are key elements of the basics in the auto industry. What are you actively doing to achieve these things and make them work for your dealership?
Returning to Basics in Car Sales
One of the key challenges with returning to basics in car sales is that people may have different interpretations of what these basics are. To some, it might mean building relationships of trust, whereas for others it might be about maximizing profits. However, the reality is that building relationships of trust should be the foundation of car sales. This means having a service mindset over a profit mindset, and going above and beyond to provide great service to customers. If you do this, the profits will follow.
Despite the challenges, returning to basics is an important consideration in our current market conditions. Inflation rates are up, interest rates are up, and people are paying more for basic necessities than ever before. This means that people are starting to shift their focus to preservation mode and pay more attention to their expenses.
Supply chain shortages and price drops are also making it a competitive market for dealers. This is why it is now more important than ever to focus on the basics and differentiate yourself from the competition. One way to do this is to offer great service, doing things that no other sales professional or car dealership is willing to do.
Sure, some people may be handcuffed by regulations and other factors that prevent them from offering the level of service they would like. Nevertheless, it is important to strive for excellence in all areas, including building relationships of trust and providing great service to customers.
While returning to the basics of car sales might have its challenges, it will be an important thing to keep in mind moving forward. Whether it means building relationships of trust, offering great service, or simply focusing on the basics, dealers should strive to differentiate themselves from the competition and provide the best possible customer experience.
This episode provides a comprehensive recap of the NADA 2023 event and sets the stage for the next several episodes of the podcast - you don't want to miss it!
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In this episode of The Dealer Playbook, host Michael welcomes Ali Reda, the world's top-performing car sales professional. Yes, you read that right! Instead of a traditional interview format, Michael presents exclusive audio from a monthly office hours call for clients only, featuring Ali Reda and other dealers asking him questions.
Is selling 100 cars a month still possible? In today's digital age, it can be easy to get caught up in the hype of lead generation and social media ads, but the truth is, selling cars is still very much a people business. Building relationships within your community and properly training your sales team are keys to success.
In this episode, we explore the mindset and tactics needed to reach the milestone of selling 100 cars a month. As Ali mentions, many in the industry may think that 30 sales a month is the limit, but he himself has broken through that barrier and even reached a record of 209 sales in one month.
One key aspect that he emphasizes is the importance of a good coach and mindset. He mentions Damian, his coach, who helped teach him the mindset needed to achieve success. The two even wrote a book together on the topic, entitled "How to Sell a Hundred Cars," (which can be found here), and is a quick, valuable read that focuses on getting back to the basics of patience, starting over, and relaxing to let things come to you.
Another important aspect Ali talks about is the dealership process. As Ali points out, even if you have the best digital and social media marketing strategies in place, if you don't have a solid process for handling leads and giving customers a positive experience, you will not be able to reach the level of success you desire. This is where the longevity of a career in car sales comes in, as building relationships with customers is what leads to repeat business and long-term success.
It's also important to remember that not every lead will turn into a sale, and it's crucial to have a plan for handling and retaining those leads that don't buy a car. Focusing on building relationships with customers in your community and providing excellent customer service will lead to word-of-mouth recommendations and repeat business.
In short, selling 100 cars a month is still possible, but it requires a shift in mindset and a focus on building relationships and properly training your sales team. Focus on building each salesperson within their own community. With the right approach, you can achieve your sales goals and grow your dealership for the long term.
During this interview, Ali shares his story and provides real-world, tangible advice about how to build a business within the business. Pay attention if you want to sell 100 cars or more per month!
Listen to the full episode for insights and context from Ali Reda!
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Ted Lam is the Founder and CEO of AITHR Automotive Intelligence. Ted has a wealth of experience in the industry, including a background in the non-prime market and a fascinating story about why he decided to build a software for dealers.
In this episode we're taking a different angle on the topic of non-prime conversations. We're going to talk about how to create a prime experience for subprime customers in your dealership.
It's important to remember that subprime customers are not archaic, and they deserve the same level of service as any other customer. One way to do this is to empower your sales team to educate themselves about credit and finance. This not only makes them better equipped to serve subprime customers, but it also makes them better salespeople overall.
Ted shares his unique approach to making the car buying experience a success for all parties involved.He explains that his store had four different processes and four different ways to approach customers, based on their personality type. This allows the dealership to tailor the experience to the individual and make it as smooth as possible. He goes on to give the example of an engineer personality, who just wants to eat, lunch, and leave. By understanding and catering to this type of customer, the dealership can ensure a positive experience.
Another key strategy is to train your sales team on how to be listeners. In the subprime market, the role of a salesperson is to be able to empathize with their customers and truly understand their needs. This requires not just knowledge of the product, but also the ability to actively listen and understand the customer's situation.
One way to create a prime experience for subprime customers is to start the process early. Just as it's possible to get preapproval for a mortgage, it should also be possible for customers to get preapproval for a car loan. This allows them to shop within their budget and avoid the disappointment of being denied financing later on.
It's important to remember that the culture of your dealership is key. If the sales team feels pressured to sell cars at any cost, they are less likely to provide a positive experience for subprime customers. Empowering your team and creating a culture of transparency and honesty is essential for success in this market.
So if you're looking to improve your dealership's performance in the subprime market, consider investing in some sales training or using A I T H R to help your sales team succeed.
Ted also touches on the current market conditions in Canada and the impact of government stimulus and inflation on the auto industry. He shares his outlook on the decline in wholesale values and used car vehicle values, and how it pertains to the industry.
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Elise Kephart, founder of The Elise Kephart Experience, a leading training company in the automotive industry. Elise Kephart or maybe you know her as "The YouTube Diva" is a five-time guest on the show and master of BDC lead follow up.
In today’s episode we discuss the buzz around artificial intelligence and its potential impact on the job market. Elise believes that AI should be seen as an enhancement rather than a replacement for human labor. She notes that while machines can perform certain tasks faster and more efficiently, they will never be able to replace the personal touch and emotional intelligence of a human being, particularly in sales transactions. Elise also points out that people should be aware of the importance of providing value to customers and being motivated in their work, as customers will be able to sense when a salesperson or BDC rep is not genuinely interested in helping them.
In today's digital age, technology has transformed the way we analyze data and make decisions. In the past, teams of people were required to analyze data and make decisions, but now with the advancements in technology, it's possible for a computer to ingest all of the data and make decisions in a matter of seconds. But the power of technology doesn't stop there. In the world of customer service, technology can also be used to enhance and streamline conversations between customers and agents.
By using pre-written responses, agents can engage customers in a more natural way, without the customer realizing that the responses are pre-written. This can save time and reduce the busy work that agents often have to do. However, it's important to note that technology should not be used to replace the need for human agents. Instead, it should be used to enhance their skills and make them more efficient at solving problems.
As we've seen with some AI and chatbot systems, there are still kinks to work out in order for the conversations to feel more natural. At the end of the day, technology can be a superpower when used correctly. It can eliminate the grind of the job, and allow agents to focus on what they do best: solving problems. With the help of technology, it's possible to become the best, most skilled, trained, and exercised agent there is.
Overall, Elise emphasizes the need to strike a balance between utilizing AI for its benefits while also valuing the contributions of human employees. It's important to embrace technology as a tool to enhance and streamline customer service, but not at the cost of losing the personal touch and emotional intelligence of human agents.
Listen to the full episode for insights and context from Elise Kephart!
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Emer Sanabria is an accomplished Marine Corps veteran and a highly-successful business leader. His experience both on and off the battlefield has made him a sought-after leadership consultant with a track record for turning stagnant businesses into growth machines.
**What we discuss in this episode:
Key takeaway points from the episode:**
- Involving the team in goal setting is important for strategic planning and ensuring the team is invested in achieving the goals.
- Encouraging team members to teach back their understanding of the goals and plans can help ensure they are committed to achieving them.
- Maintaining a focus on growth and continuous improvement, both individually and as an organization, is important in the goal-setting process.
- Anticipating challenges and having a standard operating procedure in place can help a team navigate difficult situations.
- Business leaders should set SMART goals (sustainable, measurable, achievable, relevant, and time-sensitive) with a focus on growth.
In this episode, we discuss how to make wise decisions under pressure. Emer shares his thoughts on how business leaders should focus on the excitement of setting smart, sustainable, measurable, achievable, relevant, and time-sensitive goals with their organizations. He emphasizes the importance of being excited about growth, even if it may not be big, and of not letting nerves hold you back, but instead using them to guide you toward your goals.
Emer also shares his experiences from military missions and how they apply to the business world. He talks about being able to make wise decisions under pressure and being able to adapt to new situations. He advises business leaders to be growth-minded and to see challenges as opportunities to get creative.
Emer also discusses the concept of the "leader sets the thermostat," and how the mood and attitude of a leader can have a huge impact on the rest of the team. He confides that feeling nervous as a business leader is normal and that it's OK to have those feelings, but leaders can use them as a guide toward goals. He shares his thoughts on the importance of having a clear vision and being able to execute it, as well as the value of surrounding yourself with a team that you can trust and rely on.
We discussed the importance of having a standard operating procedure (SOP) in place for unexpected events and how it can help an organization to be prepared and respond effectively. Emer expresses concern about how the past few years of stability in the market may have made people soft and worries that this may negatively impact their ability to adapt to the changing landscape in the comin
Tune in to this episode to get valuable insights and wisdom from Emer on how to navigate the unpredictable landscape of 2023 and beyond. Whether you're a business leader or just looking for some guidance on how to stay motivated and focused in these uncertain times, this episode is definitely worth a listen!
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As we approach the end of 2022, it's important to reflect on the events of the past year and look towards the future. This year has certainly been a rollercoaster, with the ongoing pandemic, economic challenges, and various other obstacles. However, it's also been a year of resilience, innovation, and adaptability for many in the retail automotive industry.
In this episode we'll be discussing the events of the past year and how they've impacted the automotive industry. We'll also be chatting with retail automotive professionals who have made key decisions that have allowed their operations to stand out in the crowded market. We will reflect on these individuals insights and experiences, providing valuable lessons and inspiration for others in the industry.
What we discuss in this episode:
Key takeaway points from the episode:
- The current market and challenges facing the automotive industry, including softening markets, rising interest rates, chip shortages, and compression in the market
- Despite the challenges, there are opportunities for growth and success in the retail automotive industry.
- The importance of rallying together as a community and learning from others in the industry.
- The host's mindset on the future of the automotive industry and how to navigate challenges.
- Michael believes that those who are prepared, have implemented processes, and are willing to let their entrepreneurial spirit shine will see the greatest opportunity for growth in the next few years
In addition to looking back at the past year, we'll also be exploring the current market and discussing how to navigate the challenges that come with it. As we all know, the automotive industry is constantly changing and evolving, and it's important to stay up-to-date on the latest trends and developments. We'll be discussing topics such as softening markets, rising interest rates, chip shortages, and other factors that may impact the industry in the coming year.
Despite the challenges that may lie ahead, there's always room for optimism and growth. That's why we'll also be looking towards the future, discussing the opportunities that exist for those in the retail automotive industry. Whether it's embracing new technologies, finding new markets, or simply staying true to your values and mission, there are always ways to succeed and thrive in this exciting industry.
As the year 2023 approaches, it's important for every individual and organizations in the automotive industry to have a guiding light to help them navigate through the challenges and opportunities ahead. One organization has taken the initiative to come up with a word that will serve as their guiding light for the year, while each individual within the organization also comes up with their own word. One individual has chosen the word "depth" to focus on developing deeper relationships, both personally and professionally. Another individual has chosen the word "grit" to represent their willingness to do whatever it takes to grow ethically, no matter the circumstances.
As we move into the new year, it's also important to consider our own guiding light. My word moving into 2023 is intention. "intention" represents the importance of approaching each day, task, and relationship with purpose and clarity. And as we all seek out opportunities for growth and reinvention, it's crucial to be prepared and to have processes in place to help us navigate any challenges that may come our way.
The retail automotive community is known for its resilience, creativity, and strength, and there is much to be optimistic about as we move into the new year. Those who are prepared and willing to let their entrepreneurial spirit shine are likely to see the biggest opportunities for growth in the coming years. So as we enter 2023, let's be prepared, move with intention, and take advantage of the opportunities that lie ahead. Michael emphasizes the importance of preparation and encourages listeners to choose their own guiding word for the year and to be prepared to take advantage of the opportunities that may come their way.
So join us for this special episode of The Dealer Playbook podcast, where we'll be discussing the events of 2022, chatting about retail automotive professionals, and exploring the current market. Whether you're just starting out in the industry or you're a seasoned professional, there's something for everyone in this episode. Join us for a look at the past year and a glimpse into what's to come in the automotive industry.
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Mike Svoboda is the GM of Buchanan Automotive and Buchanan Auto Park in Waynesboro, PA. In a town of just over 10,000 people, Mike has taken his dealerships from being average to being the best in their area and region in sales. Mike uses a combination of his marketing strategies and forward-thinking to keep his stores on the cutting edge. Pushing his team to continually strive for more, Mike has taken his insights from the automotive world and brought them to his stores. From his management style to how his team handles their sales, Mike has created a culture of success and excellence.
In this episode, Mike discusses his success in selling large numbers of cars on a consistent basis, largely attributed to the strategic system he and his team have developed. The system includes a multi-point touch system that works in teams, as well as a focus on training and retaining top salespeople. Svoboda also touches on the importance of creating a positive work environment and the role that it plays in the success of dealerships. Overall, the interview provides insight into the strategies and tactics that Svoboda uses to drive sales at his dealership.
Key takeaway points from the episode:
- How to create a successful dealership and thrive in the retail automotive industry.
- Mike Svoboda shares his strategies for consistently selling over 30 units per weekend.
- Systematic approach including team-based structure, multi-point touch system, and focusing on customer experience.
- Importance of training and development for sales staff and adapting to new technology and processes.
- Emphasis on reputation and customer satisfaction to drive business.
The auto industry is the wildest in the world; every month brings fresh themes and incentives, and we only have a month to make the most of them. How do we get the word out to our current customers in a timely manner, and more importantly, how do we find new clients to sell cars to who aren't already in our database? Listen as Michael Svoboda delves into his marketing techniques, tactics, and secrets that will help your dealership break sales records, all while helping you sort the wheat from the chaff.
Mike emphasizes the importance of continuous learning and growth in achieving success. He mentions the "law of the lid" from John Maxwell's 21 Irrefutable Laws of Leadership, which suggests that a leader's growth determines the growth of their team. Mike discusses their personal goal of attending 10 automotive seminars and reading 63 books in a year, and how he has incorporated learning into the culture of his team by encouraging them to attend seminars and making it a part of sales contests. He talks about the importance of surrounding oneself with successful people and emulating their actions, as well as the value of hiring individuals who are willing to learn and grow. Overall, the speaker highlights the role of discipline, focus, and consistent learning in driving success. He also highlights the need to adapt to changes in the market, such as during the COVID-19 pandemic and the recent inventory shortage. Overall, the importance of ongoing learning and growth is emphasized as a key component in the success of the team.
Developing a system that can be replicated is key to gaining repeat business from customers. However, it is important to create a strategy that goes beyond short-term success. To achieve long-term success, consider studying those who have already achieved success in your field, including your competition. It is also important to choose a specific methodology to follow and stick with it, rather than constantly seeking out new information without implementing it. This will help ensure that you are making progress toward your goals, rather than just giving the perception of movement.
Here are the three steps to duplicating success:
- Find someone or a company that’s massively successful in dealerships.
- Copy their exact same traits.
- Tweak their traits and make them your own.
In the automotive industry, there are two main approaches to sales. Some focus on negative experiences and see a decline in sales, while others see consistently high sales. Instead of dwelling on negative experiences, it is important to identify strategies for success and replicate them. One way to do this is by focusing on the strengths of your team and minimizing weaknesses or roles that don't fit them. By utilizing the strengths of your team, you can create an environment that allows for consistent, high sales.
For dealers to survive in today's rapidly evolving business landscape, they must examine their current business model, seek out and implement operational efficiencies, and find ways to adapt to a digital, omnichannel marketplace. We have spent the last five years analyzing the effects of disruptions on automotive retail and the traditional dealer model in collaboration with dealer organizations, individual dealerships, and original equipment manufacturers (OEMs). While the traditional automotive retail model faces a number of threats, there are openings for dealers who are willing to adapt to the new environment. But now is the time to lay the framework, establish the necessary competencies, and exploit near-term possibilities regardless of whatever future model dealers choose.
Pick somebody that's doing it, emulate what they're doing and break it down to their choices, decisions and what they're doing every day. So many people will alter a recipe, change the recipe, and then be upset at the chef that it didn't work; but if it's working for them, then it can be done. If it's not working for you, you're just not following the recipe right.
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Carol Marshall is the Chief Operations Officer at ActivEngage, Inc., an innovative leader with expertise in building teams and developing the very best collaborative environments. Carol has extensive experience in the automotive and contact centre environments, and her strategic vision and analytical skills have proven to drive results while creating trust and passionate team members in a culture of accountability.
A great customer experience requires a human touch.
Great discussions are memorable. You recall them fondly, and they frequently inspire future talks. They become part of our most treasured memories. Consumers are more demanding and have more options today, and dealerships must step up and cater to their customers and prospects with exceptional customer experiences. In this episode, Carol Marshall dives deep into the question of whether car shoppers want to even talk to car dealerships anymore.
Answering the question, Carol says, "They never didn't want to talk to car dealers! It's vital that they talk to someone at the dealership, but their ability and their willingness to wait on that person to provide the information is shrinking."
When shoppers click into a messenger-style chat box on your site, they're ready to do business. And they will tell you if their concern is a market adjustment or what their hot button is. So your staff needs to be trained. You need to make sure you have the right people who can handle those queries and address them. Be an active listener. Acknowledge what it is they're concerned about and address that concern.
When people install a tool like Active Engage, the common misconception is that messaging is easier than being on the phone, but the truth is that it's more difficult because it's so stark. If you're dealing with a tricky consumer, even the smallest misstep can tick them off. So the first thing to think about is who is handling the conversations and making sure that they're ready for all objections, questions, and conversations.
Active Engage has tools with the ability to track where the consumer entered your site, so you can get a sense of where that shopper has been and what they're thinking. Did they go to the new cars page, then to the search results page, and then to your used car inventory? Perhaps they didn't find what they were looking for. "It's a great question to bring up in the conversation and gives you leverage in already assuming what they might be looking for and where they are in the buyer journey."
Car shoppers are predictable.
Being predictable doesn't necessarily mean that the car shopper or customer is dumb. If they're asking the same questions or asking about similar things, then it is incumbent upon whoever is working with that customer to take that data, take that predictability, and for heaven's sake, find out the most efficient, personable, relationship-building way to answer those questions. Stop being robotic in your responses! Instead, think to yourself, "How can I show tender care and concern for them in a much more human approach?" And circling back to this whole concept of what's going to happen in the economy and the softening of the market and interest rates, you can leverage all of that data and all of that understanding about how consumers ebb and flow in the market to give them better service and serve them better.
Web technology is a better listener than we are. Google, for example, is not a search engine; it's a listening engine. It is listening to every letter you type into that search box, interpreting your intent, and then presenting you with the results it believes are the most relevant to your location and needs.
if you can see the flow of what page they landed on, what page they went to next, what part of the page they interacted with, what vehicles they're looking at, and the trend of what vehicle types, makes, or colours they're looking at, you can't just stop there and think, "That's super cool." No, use your human nature and ask, "What do I understand? What's my thesis? How can I help them? How can I lead them closer to a sale with this information?" Take that input and make it more appealing so that they would want to book an appointment and come in to see you feeling like they already have a relationship going.
Genuine Conversations Create genuine sales interactions.
Make clients feel acknowledged and recognized throughout their entire purchasing experience! Especially in vehicle sales, which have high-pressure connotations even in the absence of direct sales pressure, a great discussion can dispel "dealership fear." A relationship between the shopper and the sales associate can expand the scope of the conversation beyond the goods. Good discussion relaxes consumers and helps them put down their defences.
Artificial Intelligence and Chatbots: No Human Experience in Sight
The age of the digital dealership has arrived. Without context, recommending artificial intelligence to complement your digital dealership may seem reasonable. It is a smart idea to handle your online, or "digital," customers while your team focuses on providing the greatest possible in-store experience. Except that these consumers are humans using a digital platform that is not digital.
How else can you distinguish yourself with a "wow" than by humanizing your digital platform? Certainly, the COVID-19 pandemic made on-site visits more difficult. At the end of the day, though, if there isn't a living, breathing person at the end of a dealership's contact touchpoints, well, let's just say that there are other dealerships nearby and certainly on the Internet. The utility of A.I. and A.I.-powered bots is limited to the initial point of interaction. They are unable to maintain and continue this crucial conversation.
Looking at Carvana for example. This time-saving, easy process is appealing to consumers. However, they still lack the conversational touch that makes terrific, hospitable salespeople at dealerships more trustworthy. I feel that if dealers can engage in this method of conducting business while preserving a human connection, they will be successful.
They lack that common ground with humanity.
Those who work in auto sales understand the importance of jumping on a potential customer quickly. Keeping customers on the line requires rapid interaction. However, slowing down might be for the best in our new age of experiential shopping. Get to know your consumers better by asking them some unexpected questions right from the get-go. Learn what they require from you that you haven't thought of yet.
Begin and sustain a fascinating discussion. When you have a conversation that really clicks with someone, you want to keep it going. Adding a human touch to every single sales transaction is a surefire method to increase customer retention. Keep having interesting discussions in and out of the showroom, and you will certainly see positive results.
A conversation involves more than just talking to one another and sharing information.
It goes much beyond that. In the car-buying process, in particular, customers are on the verge of making the single most expensive and personally significant purchase of their lives. Moreover, they aren't only purchasing the chassis, tires, and upholstery. A car is an extension of its owner, who is a unique individual with preferences and habits of their own. Is it rational to employ a device that lacks effective capabilities to help people make this important buying decision? Even in the digital age, your human sales team will continue to be your biggest asset!
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Colby Joyner is Vice President of Sales at Konect.ai, a lead management system that is primarily housed and geared around artificial intelligence (AI) and a leader in automotive artificial intelligence. Their mission is to maximize conversion rates and profits for dealers with faster and more efficient AI engagement. It's all very cool!
Colby Joyner has worked in the auto industry, the Air Force, as an air traffic controller, a massage therapist, and then as a dealer and partner in the auto industry. These experiences have enabled him to see things from a new perspective and assisted him in organizing and automating operations for the dealerships he works with. Colby is a certified solutionary, creating new routes in the land of solutions, and I'm so excited to dive into his world!
He discusses the knowledge he has obtained via experiences, such as strategic thinking and organizing. Because he was not an exceptionally organized or structured individual before his experiences but managed to become one, he believes strongly that anything can be taught.
There are two sides to each story in the automobile industry, especially given that we are currently entering a recession. Still, nobody in authority wants to accept it, and we all know that panic will ensue as soon as they do. Whenever this happens, we have a tendency of returning to the principles we have difficulty absorbing - dealership processes are a particular example. And the two narratives that exist are either that you embrace your processes or you are doomed.
This brings us to the essential query: are we doomed?!
Coby believes we will be doomed if the current condition of affairs persists:
"In the automotive sector, there is a great deal of preaching about processes, but little execution on any of them.
The method varies so greatly from store to store that if we continue on our current path, we are doomed. We must pivot; we must move; we must alter our trajectory. And not just in terms of the vendors we work with or who we employ for this or that. We need to get to the root of things. It is all elementary, and elementary concepts can be taught. Everything is something that can be taught."
Colby believes that if we do the same thing within the car industry and say, "Look, we're here to teach you, but you have to go all in," then dealers will have no choice but to participate. As long as there is valid proof and we can demonstrate that the concept works, the entire industry is not doomed.
The auto industry has been basking in the recent "golden days," but they can't last forever. We have to come together cohesively to say, "Okay, we need to make a slight adjustment." If you are a prosperous dealership or dealer group it's OK (and smart) to say, "Everything is operating smoothly. Great. But... we do need to tighten things up a bit."
Processes need to be executed precisely. Bring in your managers, your GMs, your GSMs, your fixed operations directors, service directors, parts directors, and marketing and advertising directors. Bring everyone together and hold a forum: a venue for open dialogue and collaboration that ensures all issues are addressed by all connected departments and parties. Obtain communication and cooperation from the team, regardless of whether it takes a day or a week. This way, everyone will be on board and feel their opinion is being heard. Then you will come back and organize and structure the procedure. From that point on, you manage the process and not the individuals. Sure, you'll want markers in place for individuals to achieve, so they can be held accountable. But shifting to managing processes and not people will be a huge game changer in the way your dealership functions.
The processes should be integrated if there are various processes, such as a CRM process, a BDC process, and a follow-up process. How do you determine which method to initiate?
Understanding precisely who is responsible for what is the first step. How does this procedure work? Who are you in this position? Are you a GSM? What duties do you have? Be sure to have clarity and conciseness when assigning these pieces so that you cannot be held responsible for someone else's error or problem. Everyone should understand their function within the dealership, so they can keep a focused mindset of, "This is what I know I can do, and this is what I'm accountable for." Knowing how you affect change is a very powerful motivator.
When it comes to your dealership processes, examine things quarterly. How is your team adapting and changing? Are you seeing a potential downturn? As time goes on, will you see positive results from your efforts? Good things take time, so don't make too many changes too quickly. But don't be afraid to admit when things aren't working. It's a fine balance.
Be calm, and patient, inspect, review, and don't freak out! Don't be the person who says, "Hey, okay, it's not working. We're changing." You need to be patient. It's going to get there. And if it doesn't arrive within a very specific amount of time, then go back to the drawing board.
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Glenn Pasch is CEO of PCG Digital, an Inc 5000 agency that specializes in helping dealerships and businesses generate qualified shoppers. As a leader in digital marketing and leadership training, he’s been featured in CBT News, Dealer Marketing Magazine, Auto Success, and Automotive News.
He is also the host of the “You’re in Charge – Conversations That Spark Change” podcast. Co-author of two books including Selling Cars in the Digital Age and The Power of Connected Marketing. As well, he is an adjunct professor at Northwood University and is also a relatable international speaker.
In this Episode Glenn answers the question to if “dealers should really consider cutting their marketing budget?”
When you look over the last two years when things were going wonderfully, dealers were locked into the inaction of taking things for granted.They didn't wanna look at their marketing and dive in as deeply because while we're making money, it must be working. But Now that we're coming into a time period where rates are going up, inventory levels are starting to come back in some way.Used car prices are coming down, dealers now are starting to ask themselves the question “was my marketing really working? Or is it just because I had the inventory or did I not really look because things were So well?” it's more about reallocating based on what you're trying to accomplish, based on your manufacturer, and your inventory levels and what you're really trying to sell.
During economic downturns, corporations often curtail spending, particularly on marketing budgets. Right now, advertising agencies are struggling to stay afloat, and Google and Facebook are reporting substantially lower ad revenues as marketing spending dives with the business cycle (cyclical marketing). Yet, that is the modern-day analog of bleeding, a once-common treatment that now serves only to weaken patients' immune systems.
Companies that have bounced back most strongly from previous recessions usually did not cut their marketing spend, and in many cases actually increased it. But they did change what they were spending their marketing budget on and when to reflect the new context in which they operated. As Glenn says it’s more about reallocation more than cutting.
As an example, consider Reckitt Benckiser: The corporation started a campaign during the economic downturn that followed the 2008 stock market crisis to convince customers to keep buying its more expensive but higher-quality brands. Reckitt Benckiser increased their advertising spending by 25% as its competitors decreased theirs, resulting in 14% revenue growth and 8% profit growth, respectively, when most of its competitors reported 10% or greater profit declines. Rather than seeing advertising as a cost, they saw it as an investment.
During economic downturns, commercials need to address the difficulties people are having in their daily lives. Shoppers in a rough economy value brands that stand together for them. Successful brand advertising amid a recession not only injects comedy and passion, but also provides consumers with a response to the question, "How can we help?"
Typical marketing expenses might be quite substantial. This is the reason why many marketing budgets are so huge. However, there comes a point when it is appropriate to watch the budget or perhaps make some cuts. This means that a business must find ways to accomplish the same goals with fewer resources.
Those who continue to advertise during rougher or slower times will receive a larger share of the pie when the economy recovers... allowing their competitors (who drastically reduced their advertising efforts) to sweep up the advertising crumbs.
Adjust Your Marketing Strategy
Perhaps the most effective technique to continue to generate revenue is to reevaluate your marketing plan. Perhaps it's time to stop investing in pricey advertisements and reconsider your marketing strategy.If your marketing department is highly specialized, each division will want a larger share of the available funds. By having everyone on the marketing team work toward the same goals, resources may be allocated to have the most possible impact right now. For each campaign, you should only engage the marketing channels that will yield the best results.
It's time to switch to Flexdealer Inventory Marketing to increase your website's quality traffic while reducing your overall advertising costs. The Lift Kit platform is user-friendly and a great way to market your inventory to shoppers who are likely to purchase it. It is time to resume the momentum in order to capitalize on the sales potential in your area.
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Nathan Hays is a car sales professional who has risen to the game's highest level by building local community relationships. His popular hashtag, #AskForNate has become a staple among his clients and has helped generate new car sales opportunities through repeat and referrals.
In this episode, Nathan shares his story of how he joined the auto industry as we also discuss if Selling Cars is Still Worth It in 2023.
Nathan begins the episode by explaining how he stayed focused the last couple of years during the uncertain pandemic period "My thought process was, I have to sell cars now, but I also have to sell cars later. And so when you're coming to work, and you're telling people, I can't sell you a car, and they think that's crazy because it's a salesperson's telling them, I can't sell you a car. I was always trying to arm myself or give myself ammunition of how can I sell this person a car later or let them know that they could now buy this CRV or this Hyundai Tucson or Nissan Rogue or whatever else."
Quoting his words, "if you know, like, and trust someone, everyone kind of knows and trusts people at their core. But you need to find the people that will like you." Continue to focus on people I know will like you, and then stay consistent on social media for top-of-the-mind awareness. And try to be consistent.
Drawing an example from his experience of always wearing a name tag. Do I want to be flashy? Do I want to pass my business cards out everywhere? No. But if I want to be successful, I want to maintain the message And let my customers or future customers know that I'm going to be there for them. I have to put myself out there. And some people are highly introverted and don't want to do that. And I've seen a lot of people be unsuccessful because they're afraid to have a Facebook page. They're afraid to give customers their cell phone numbers. I work with people who don't have voicemails set up, which is crazy. I wouldn't say I like voicemail, but at least if someone calls me or I call them, they call me back. My voicemail tells them who I am and whether they want to talk to me.
Creating an environment in which people will want to stay and can thrive should be the top priority for leadership.
For leaders, so much work is about setting up your team members for success. This isn't about micromanaging and trying to control their every move. It's about giving them the tools and resources they need to succeed. One fundamental way for leaders to do this is by creating an environment where employees can thrive. When leaders intentionally cultivate a work culture and office life that helps their employees work at their best, it's an investment in the success of the team as a whole.
The strength of having a good network
Quoting from a book called The Platinum Rule, which says Instead of Treating others the way you want to be treated, treat others the way they want to be treated. I've always told people, people come in, and they don't buy a car, and they apologize. They feel bad for wasting my time. And I say, if I take care of you, I know someday you'll take care of me. And it's how the law of Reciprocity works. And it's not that I like, I'm going to be nice to you that way, later on, you give me money or buy a car for me because it's the right thing to do. Because people don't know, you meet people that only bought two cars in their life, have no idea what they're doing, and don't have any family close by, so they're just looking for someone to help.Guide them through the process without feeling taken advantage of.
The hunter farmer concept
In the sales industry, we are so caught up in this idea of being a hunter-warrior. You go out, slay the deer, and bring the meat home. But there's this other concept about networking, doing right by others, having these connections with people, helping people who haven't bought from you, who need help with a vehicle you don't even sell. Is the concept of the farmer, Who turns the soil? Plants the seed, nourishes the seed, nourishes the soil. And then with the hope of at some future day being able to harvest
You have faith in yourself that in completing these actions, there will be a harvest on some future day, which may happen in a way.
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Ben is the CEO and founder of Autogenous, a community of high-growth dealership marketing specialists that identifies challenges and creates innovative technologies to solve them.
Ben has worked at some of the most prominent firms in our industry, including Prodigy (now Upstart), Clarivoy, and Dealer Inspire.
He has over a decade of experience in the automobile industry and has assisted thousands of dealerships in maximizing their sales efforts by streamlining the coordination between their marketing channels and in-store sales process. He is also an expert at making connections that others miss - what a skill!
This episode delves into the history of vehicle dealerships and explores what's on the horizon for the industry overall—and perhaps most importantly—how car dealerships can prepare to meet shifting customer expectations.
Compared to the earliest gas-powered automobiles produced in the 1880s, electric and hybrid vehicles of today (EVs) are almost unrecognizable. The same cannot be said about the actual procedure of purchasing a car, which has remained mostly the same over the years. While technological, cultural, and societal changes have affected the old dealership model, most car-selling procedures have remained the same. Where does that leave us?
As more consumers seek the opportunity to buy cars online, auto dealership owners and general managers (GMs) must assess how the traditional car-buying cycle must change to suit customer expectations.
Ben believes that technology does not replace humans but enhances them by making them smarter, faster, and better at connecting the dots. He continues by explaining his thought process: "The first places we created transparency weren't brand and culture. We began by evaluating pricing and the vehicles, both of which reduce our work to a commodity. It's okay if the customer negotiates if you only discuss the price. Because you basically told them already, is that all you possess? And that was all we did for a considerable amount of time."
Consequently, when you commoditize your product, you also create a second-order impact of commoditizing the client, akin to the perfect storm of reducing customers to mere steel. And automobiles are essentially identical to repurposed steel; they are merely commodities.
Then it will get easier and more accessible for technology to comprehend commodities, and you will have essentially laid the groundwork for technology to replace humans. Consequently, we need to double down on humanity and double focus on technology geared toward the end user rather than the customer.
Another common thread among the various technological advancements and innovations of the past ten years or so is that nearly all of them were made with the car buyer in mind. They weren't made with the BDC worker, marketer, or GM in mind.
"Those guys were kind of the other option, and so I picture a future that we need to pivot towards, which is kind of like Ironman, where, you know, Jarvis actually makes Ironman great, but he is not as good on his own. Even with Tony Stark in there, it just isn't the same. You have to take action by pressing buttons, giving orders, etc."
When people go out to purchase a vehicle, they seek convenience and simplicity. Most consumers still prefer the personalized, human touch that can only be provided by a local dealership, despite the growing popularity of online-only auto sales.
To succeed in the future, car dealerships will need to find new approaches to integrating digital resources while delivering cutting-edge customer service in person.
So, should dealers and original equipment manufacturers continue to pursue their own parallel paths, or should they join forces and share the client connection – and the revenues it creates – in new multichannel ways? And what does the future business model look like? Is it an open, universally accessible platform? Or is it a network model built on unique collaborations with third parties?
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Ilana Shabtay is an expert in digital marketing, AI, and the automotive industry; she is also an inventor and growth hacker. Skilled in Public Speaking, Customer Relationship Management, Social Media, and Search Engine Optimization (SEO). Excellent community and social services professional with a Barnard College BA in Psychology and Neuroscience.
In this episode, Ilana shares her thoughts on what it takes to be a great marketing leader and the emotional triggers that go hand in hand with effective marketing tactics.
Every decision we make is influenced by emotions, both conscious and unconscious. When creating effective marketing materials, an in-depth understanding of emotional triggers can go a long way. The majority of us share the same fundamental mental triggers that motivate action. Understanding these triggers and how to position them to achieve the appropriate response is crucial in marketing.
Customer experience marketing is placing the consumer at the center of your company's marketing strategy and promoting the usage and acceptance of your products and services to meet customer needs. The concept is straightforward: customers will become your strongest advocates if they enjoy their interactions with your business throughout the whole customer journey. If your consumers are satisfied, they will refer you to their friends, family, and coworkers. These long-term benefits for your organization include increased brand loyalty, enhanced client retention, and increased net income.
We tend to look at things throughout if we just stopped and realized that, We can leverage Technology, we can leverage in-store experience. We can leverage our people and empower ourselves and our people. If we started focusing on the right things, perhaps, just maybe. We won't be so worried about surviving through economic downturns, and we will actually thrive like those rare few who really do thrive during seasons, like what we're all going through with high inflation and interest rates and all those sorts of things.
There have been concerns about employment losses due to the rising use of machinery/automation with dealers. With each new breakthrough, someone has faced the possibility of irreversible changes to their standard of living or way of life, and dealers were extremely scared that it would take over their jobs. "first of all, Technology's coming, whether dealers like it or not.
So they might as well figure out a way to make it more efficient. Meaning anyone who's using Technology, it should just make their processes more efficient. Um, and I think that should be our, we should educate on that so that dealers have a more positive relationship, and I think we're getting there, but a positive relationship with innovation."
Ilana talks about CDP and why dealers should use it - A customer data platform, often known as a CDP, provides a centralized data platform with a comprehensive view of the customer's behavior and insights. It lets you save your consumer data securely across several channels, mediums, and touchpoints. As automobile marketing enters a new era, dealers must utilize CDXP technology. In addition to consolidating dealership data, it improves the shopping experience for prospective purchasers. Internalizing your marketing with AI-powered CDXPs is an excellent way to enter this new era.
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Shaka Dyson is the Founder and CEO of Dealer F&I University, He was also a teenage father, a high school dropout, and somebody abandoned by his mom at two years old. Today's guest truly knows how hard life can be. Today, as an entrepreneur, a business expert, and a powerful speaker, he's managed to turn that pain into purpose and grow his business to massive levels!
In this episode, Shaka shares the background story of how he got started in the car business leading all the way up to what he's doing for dealers today.
Shaka encourages dealers to look beyond their challenges: "I tell dealers to remove themselves from staring at the challenge and start staring at the target, right? Hurdles, issues, mountains, walls, and challenges all come with pushback. It's always gonna be there. But if you keep your eyes on the prize, if you keep your eyes on the target, then you'll never worry about the challenge."
Relying on or bragging about one's time in the business indicates that someone is stuck on what he used to do and where he's been rather than what he currently brings to the table and where he is going. The skillset you acquire for your next job is far more critical than tracked time. And if you're in the market for an employee, it's time to start looking beyond the résumé. "They used to hire based on a resume, but if you hire the right person with exemplary character, work ethic, integrity, honesty, and somebody who's goal-oriented - if you hire that person, you can teach them the skillset."
In times of uncertainty, the key to long-term thinking is to remain committed to the goals, core values, and mission you are working towards each day. More importantly, ensure your team is aligned at all times and that everyone is rowing in the same direction. Alignment is greater than assignment, and the alignment will always keep the long-term vision in focus.
What do you care about more: effort or time? You're familiar with the phrase, "in due time." But what if we flipped it to be, "in due effort." Time can tick by, and maybe things aren't due to you in time at all. But the effort, well, that's when you get your dues! Both time and effort are important. Not everything can be rushed, and sometimes things just take the time they take. But your efforts can certainly help speed things up!
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This episode of The Dealer Playbook Podcast is unique as Michael Cirillo is on location with Glenn Lundy and dozens of automotive industry professionals at the 800% Elite Automotive Club retreat in Atlanta. With loads of fascinating conversations happening surrounding technology, culture, sales, and so much more, Michael was there to capture the action and bring it to DPB listeners.
In this episode, Michael questions several owner-operators in attendance to help inspire and motivate listeners with ideas about how we can successfully make it through this next phase of growth.
Michael interviews some of the top names in the automotive industry. In a conversation with Damon Lester, soon to be the former president of the National Association of Minority Automobile Dealers (NAMAD), who also recently acquired a dealership despite the doom and gloom that's being shared throughout the industry, Damon says, "There's a massive opportunity if people pay attention to people. People still need transportation to get to and from work. People still need a vehicle to take to go on vacations with. And cars do matter, but people matter more. And so long as we bring back the value of why dealers exist, then we're fine."
Damon also shares that there are crucial points about how employees in his dealership work differently from the rest. For example, they make the decisions right then and there - the sales team votes and fights for the price using their own experience, knowledge, and brain power. Each employee is empowered. They know what they need to do and have the authority to get it done in the dealership.
In a chat with Aaron Lange from Lange & Fetter Motors in Ontario, Canada, Michael and Aaron talk about the need for action within a dealership: "We need to just start. Sometimes you can explain a vision to people, and then what I find works well is we'll do it together until we get good at it. And then everybody can play to their strengths and do their thing. Trust them to get it done."
Michael also had an opportunity to tour Beaver Toyota in Atlanta, Georgia, which was an eye-opening experience. Beaver Toyota operates like no other dealership you've likely ever seen. It's an experience: a place where you go to enjoy the cool amenities as much as a place to buy a car. We know that new shoppers are aligning themselves in this way: with experiences, connections, and memories more than just "things." And here we have dealerships that are taking that notion and really running with it.
There is so much more to digest in this episode - you don't want to miss it!
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We hope you enjoy this episode and thanks for continuing to support the Dealer Playbook Podcast.
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In this episode of The Dealer Playbook Podcast, Michael shares his thoughts and ideas on how sales pros can not only survive, but thrive in a slow economy. The world hasn't exactly stopped before; there may have been a few pauses along the way, but they only lasted as long as it took for someone to think outside the box and find a solution—to go on by taking the next logical steps forward.
What Michael discusses in this episode:In business, especially in the automotive industry, the economic climate is always changing. For much of the time, the changes that take place are caused by outside factors we are powerless to control. In that case, do we need to fear or panic?
No! We need to be prepared to take action and do whatever is ethically necessary in order to. Take the opportunity and seize the opportunity that is in front of us now.
The key to Ali Reda's success as a top car sales professional is what we'll refer to as "relationship selling." Relationship selling is a method in which the salesperson puts their relationship with the customer ahead of everything else about the sale. They develop trust, usually by adding value and spending a lot of time with prospects before attempting to close.
Compare and contrast Ali Rita’s interview with mine and think about what he's saying and how you can apply it to the context of your circumstances. You're not in the same city, you're not selling the same product, you're not in the same market or community or whatever it may be. There's going to be some nuance and subtle differences. So listen and say, "Okay, so what am I doing currently? What do I think I could be doing differently to strengthen these relationships? What's that one crazy idea that I've always had that I want to try to build a relationship with somebody that I haven't done it yet?
It doesn't matter if you're selling super luxe cars or used Saturn ions. What matters is what kind of relationship you build with people, especially during this period of time that we're about to embark on - and that, frankly, we're already in, but nobody is willing to admit it yet. It's on us to stand out.
We’ve been here before. Times have been tough. We’ve survived and learned valuable lessons along the way to make us better people, smarter salespeople and stronger business leaders. If you believe the depressing and negative news, you'll struggle through difficult times. But if you take a break from the news and concentrate on what's positive in the world and the principles we talked about in the episode, you'll soon come up with innovative solutions on how to thrive in such a slow economy.
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Shari Levitin is one of the top Keynote Speakers in #Sales and the best-selling author of Heart and Sell: 10 Universal Truths Every Salesperson Needs to Know. As the creator of the Shari Levitin Group, she has assisted businesses in more than 40 countries in generating an extra $1 billion in income.
In this episode, Shari shares insights on how to use video to increase sales and exceed quotas.
What we discuss in this episode:Find out why using videos to sell is one of the most effective marketing strategies in 2022, what kinds of sales videos to produce, how to use them, how to engage your team, and so much more.
Making simple sales video messages will assist your sales team in connecting with existing clients and contacting new prospects, all while developing a virtual connection and brand trust. Using video for sales can reap the same benefit you have been getting from in-person communication — the authentic human connection — and help you crush your sales targets.
Asynchronous video is nothing short of a sales secret weapon since it restores the mutual accountability and high-fidelity face-to-face connection that occurs with in-person interactions. Asynchronous video messages help vendors stand out from the competition by allowing customers a behind-the-scenes look at their personalities. Salespeople put their humanity on full display while explaining their offerings, advantages, business methods, etc.
The sales process doesn't matter. What matters is the buying process.
Daily sales emails are sent to potential consumers. With a sales video, you can stand out from the crowd of prospecting emails. Whereas it's simpler to make your views understood in a video than in a lengthy email or PDF.
The better you convey the benefits of listening and watching your video, the more engagement you will get. The goal is to make them interested enough to reply. That's it. No more. No less.
Listen to the full episode for insights and context from Shari Levitin!
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RC Hazzard, Servant Leader, Army Veteran, and Country Singer, is now among the top car dealers in the auto industry.
Working with Protective as the Regional Sales Director, RC shares his background story of how he came about joining the auto industry after serving in the army for six good years while singing country music, his evolution, what changed, and how he found himself in the auto industry.
What we discuss in this episode:In this episode, RC Hazzard expands on his role in helping automotive dealers around the United States review their current reinsurance positions and create the most effective reinsurance or DOWC (Dealer Owned Warranty Company) to assist their future growth.
RC makes keen observations about the auto industry: "I had these single moms coming in or people that were from depressed areas and people would judge 'em when they saw 'em. They wouldn't ask 'em what they needed. They were just trying to sell them something. And very quickly, my managers realized I wasn't there to sell people anything. I was there to help people accommodate whatever they needed in their life."
RC believes that helping others can dramatically benefit your business. Helping is the new economic currency that can revolutionize businesses in the auto industry.
Dealers should not compare themselves against other dealers or get discouraged over where they're positioned versus where their competitors are. All that matters is what they can do within their context of circumstances and forget about what others are doing. "If you're a, you know, a 20-store dealer and your goal is to get to 40, you can't compare yourself against a, you know, a Dan Cummins that's trying to go from a thousand to 1,500."
The car dealer, male, female, whoever they are, can always make as much as possible without negatively affecting anyone around them.
RC aims to help every dealer understand what they have in their reinsurance position and then show them what they can do with what they currently have or what they can do if they take a different opportunity.
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Glen Lundy is the CEO of the 800% Elite Automotive Club and founder of Breakfast with Champions on Clubhouse. Lundy is an extremely successful automotive industry expert who has made it his mission to help other dealers across North America.
Glenn grew a small dealership in a 9,600-person town by 800% in just 5 years, making it the second-largest used vehicle franchise dealership in the nation. Additionally, he has worked with hundreds of dealerships around the country, is a renowned author, a keynote speaker, and a two-time winner of the Chevy Dealer of the Year Award. He has also been featured in well-known automotive journals and prominent television outlets.
How To Save Your Dealership
By growing a small used car shop in Lexington, Kentucky into the second-largest company of its kind in the US, Glenn began his ascent to success in the auto sales market. Under Lundy's direction, the dealership saw an 800% increase in sales, ranging from selling roughly 120 automobiles a month to over 800. In this episode, Lundy shares how he got started in the auto industry, his experiences along the way, and the creation of the 800% Club.
What is the 800% Elite Automotive Club?
Glenn shares his story of how he grew as an individual. He went from salesperson to general manager of an initially small dealership in a small town and grew that dealership by 800% in just under six years.
We have many different vendors that serve various purposes for marketing, websites, and so many other things. We also have much different management, finance, and sales training programs. But the auto business is lacking one thing: nobody is training the owners and holding them accountable.
Dealers require responsibility, plans, and a network - a group of people with whom they can grow with, address difficulties as they arise, and discuss topics that are not merely business-related, such as how to improve as a leader in one's job or how to improve their marriage when they're scaling and growing.
There is always more to learn as a dealer, whether you have owned a dealership for a short time or many years. Both success and failure foster individual and professional development. But it's always a good idea to take a few cues from some of the best and most experienced auto car dealers.
Listen to the full episode for insights and context from Glenn Lundy!
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Dan Collingridge is the chief technology officer at FlexDealer, and has been keen on technology from day one. But he had no clue that passion would lead him into a tech-driven career in the auto industry. In this episode, Dan talks about how he met Michael and the story of how they teamed up to work together after years of their childhood friendship taking many different paths.
What we discuss in this episode:
Managing inventory involves much more than simply tracking things. This crucial area of business cannot be ignored or compromised, and, for good reason, auto dealer inventory management demands the newest, most cutting-edge technology and creative solutions.
In this episode, we go into detail about the value of inventory for auto dealers, how to make it even better, how Michael and Dan developed their inventory tools at FlexDealer, and where their latest inventory project is headed.
Dan Collingridge shares his insights about the importance of a healthy workplace based on his experiences helping manage various teams at FlexDealer for over two decades.
Dan and Micheal talk about how and why culture is hugely important to the success and overall health of your company, your people, and your customers, and why it's helpful to spend time considering why your company's culture is the way it is and why it must stay that way (or change).
While culture is so influential, it's challenging to maintain the more extensive a business gets. Side-conversations form, resentment can grow, and you can lose control of the culture you've worked hard to build.
Owning a business with a friend can be very challenging because doing so involves setting expectations and creating accountability that does not typically exist in a friendship alone. Michael and Dan reflect on how they made it possible to collaborate successfully despite (or because of!) being friends with a range of common and differing interests, goals, and priorities.
Learn how FlexDealer transitioned from the dying magazine print model to a digital model that involved creating a website portal and inventory capabilities from the ground up, plus hosting all of their inventory and digital services in the newly created model.
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In this week's episode, we're joined by two talented leaders in the automotive industry - Fanie Scholtz, a Managing Director at FS Media, and Peter Viljoen, Managing Director at SydSen Uthintane (PTY) LTD.
They share how they paired to work on a big project popularly known as Let's talk Automotive, a weekly automotive talk show, as we also discuss the big question as to if Dealers Love The Agency Model.
What we discuss in this episode:
How Fanie and Peter met and the story behind them joining hands and collaborating in making Let's Talk Automotive and what the project is about.
Fanie and Peter share how important creating content is for growing a business, especially for the automotive industry, in a way that original, high-quality content demonstrates to your customers that you are reliable and knowledgeable. It's more important than ever to get content onto our social media platforms that add value, is interesting, and is funny and entertaining. In that way, we will build relationships of trust that will lead to that potential buyer on the other side of that device becoming a customer.
Peter shares an observation he made about dealers who make content; he notes, "A mistake that the dealers start making when creating their content is they make that content around the vehicle itself. And they try and put specials out there. And it's not enjoyable for the consumer to watch that kind of content. So it's essential to make the exciting content stuff, even if it's not about the vehicles".
We discuss the commonalities that exist within the automotive industry in different countries. Comparing South Africa to the rest of the world, where the commonalities reside in defining a business from a financial point of view in that South Africa has a competitively intense market, and they also have dealer operations that are very small compared to most parts of the world.
Fanie and Peter dig deep into the positive and negative Impact of the pandemic on the dealership landscape and how the automotive industry pumped the brakes hard in the early months of the global COVID-19 pandemic. Sales had dropped, but the industry's engines never shut down. From the third quarter of 2020 to the first quarter of 2021, automakers worldwide saw rapid (and, in some cases, record) low production levels. As with multiple industries and geographic regions, the pandemic has accelerated the trends already forming along the mobility value chain.
With plenty of dealers expressing different feelings about The Agency Model, debates are still ongoing about the move's potential benefits and impact on the automotive sector. With the Covid-19 pandemic still looming over the economy, it faces an uphill battle. The current economic situation has made it clear that original equipment manufacturers (OEMs) and dealerships must transition to a sustainable sales model. Although such a transition promises cost savings and price and customer data control, it also carries significant risks if not carried out with caution.
Tune into this episode as we try to answer the most tricky question: Do Dealers Love The Agency Model?
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Scott Simons is a successful car dealer that is involved in multiple businesses across many industries. Scott’s main focus is in the auto industry. He is the Managing Partner and General Manager of five Carter Myers Automotive dealerships in West Virginia. He is a speaker, business consultant, astute investor, and purveyor of filling the cups of anyone who is willing to put in the effort.
Scott shares specific tactical advice you can apply and how he continues to push himself by surrounding himself with those he can learn from .
What we discuss in this episode:
If you own or manage a dealership, you must be willing to explore new growth opportunities and embrace new ideas. Dealerships that embrace the future will maintain their profitability and relevance in the coming years. Those who do not will be squeezed out of a tightening landscape. In this week's episode of the Dealer Playbook, Scott Simons goes into great detail about Creating A Dealership Growth Environment. As a true leader and an excellent communicator, he ensures that each member of his team understands their role and works together to further the company's growth.
While Building a Great Team. Investing in employee training, retention, and happiness is critical to growth and success for your dealership. A motivated, positive team is your greatest asset in building competitive advantage for your business over the long term.
Customer service is easily the auto industry’s best salesperson. With customer emotions running so hot,it's crucial for your auto dealership to give every facet of customer service the finest polish imaginable. Due to the "virtuous circle" nature of the automotive industry, where strong customer service performance brings customers back later to the showroom floor—and the other way around—there is no doubt that this will pay off in amazing ways.
How doing business with your own people make your climb to success is better
Scott stocks his view on training employees “training is not it's not a knowing issue here, people know what to do. It's a motivation issue. And I need to help motivate them and get the best out of them. That's my job is to give them all the tools in order to be successful and give them an environment to thrive.”
Chain of Command in Organizational Structure establishes accountability, it lays out a company’s lines of authority and decision-making power. A proper chain of command ensures that every task, job position and department has one person assuming responsibility for performance.
To unify competing desires and perspectives, emphasize that choices be made in the best interest of the customer.
How Scott pours back into his team weekly including monitoring their personal credit, managing expenses, and much more that’s lead to saving their lives
Growth and rewards have always been critical components of human resources and employee motivation. Furthermore, most people want to advance in their careers. To keep employees longer in your organization, you should provide them with a Personal Development Plan. You can use this plan to map out employee development. How does a Junior Developer advance to the level of Senior Developer? Or, how can a Manager improve in his or her position? Another advantage of employee development is that by promoting employees internally, you can easily fill senior positions within your organization. Furthermore, because you already know everything there is to know about the employee, you are less likely to hire the wrong person for the job.
To keep your employees and increase growth in your dealership, one of the most important factors is company culture. Before using motivation-boosting methods such as rewards and development, preparing your organization to support these changes is important. It's not about having the right infrastructure, but also having the right people in the right place. You must create an environment that naturally stimulates motivation.
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Darren Doane is an American filmmaker, actor, and music video director who has worked with artists like Christian Bale, Ken Daurio, and Blink 182. He also has a keen eye on the automotive industry and sees an endless supply of opportunities.
What we discuss in this episode:
Darren shares his perspective on the current customer experience at a dealership. His thoughts about the emergence of EVs are particularly interesting. In speaking about his daughter's perception, "Going to a gas station just seems stupid. She charges her phone and her laptop; it just makes sense that she should plug in her car."
There is a segment of automotive customers that we haven't yet figured out how to appeal to. Where dealers historically keep trying to follow the model they are familiar with, that provides an opening for someone to consider how to flip things on their head.
Darren riffs on some opportunities he sees for car dealers about how they could lift the customer experience and drive people into the store.
Listen to the full episode for insights and context from {guest name}!
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In this episode of the Dealer Playbook, Michael shares his thoughts about the next season of the retail automotive industry. The last two years have been unique. Dealers have been earning recording profits despite a chip shortage and inventory shortage. That begs to ask: what's next?
What will the next two years bring, especially as the reality of a recession looms? With reports that used car sales are beginning to soften and that consumers are slowing down their purchase decisions, are we headed for the survival of the fittest?
Michael encourages the industry to take inventory and assess what's within its control. The time to prepare for the next round of unforeseen circumstances is right now. Preparation mitigates fear.
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Steve Roessler is the Chief Evangelist at DriveCentric, a modern take on an automotive CRM that features unified customer communications in an easy-to-digest interface. Steve shares his vantage point about why engagement is the key metric that dealerships need to track and how that's helping his client partners realize greater sales success.
What we discuss in this episode:
- Steve came to the automotive industry from the medical industry and shares some of the biggest differences between the two industries. When first getting started in automotive, he thought it was funny that salespeople needed reminders to follow up with prospects. That was unheard of in the medical field.
- Steve explains that the KPI for dealerships inside of a CRM should be engagement. "That's what most CRMs lack — a focus on engagement rather than keeping a database of information. You're shooting yourself in the foot if you aren't tracking engagement."
- When engagement is the focus, response times go down because every interaction is treated almost like a text message. It's like an ongoing chat rather than a template-heavy interaction.
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Bart Nollenberger is an Executive Director with the John Maxwell Team, automotive trainer, and author. In this episode, Bart shares his compelling story of recovery and sobriety and the four steps to help shape the next generation of automotive professionals.
What we discuss in this episode:
- Bart shares his recovery story. He went from selling cars and snorting coke in the bathroom to deciding to turn his life around. After 37 years of sobriety, Bart reflects on the lessons learned and breaks down the four steps that can help anyone experience accelerated growth in their life and career.
- Step 1: Admission. Be willing to admit that you need help — that you don't know everything, that there is more room to grow. The automotive industry can be ego-driven, but Bart suggests that is getting in the way of real potential.
- Step 2: Come to believe. Believe that there are forces bigger and more powerful than you. Maybe that's God, or Budhha, or the Universe. When we believe in something bigger than us, we can more effectively surrender to it and have it elevate us beyond measure.
- Step 3: Make a decision. Are you ready to go from selling six cars to 12? Are you ready to own your mistakes and learn from them? Our potential is fully unlocked when we decide to take action.
- Step 4: Take a personal inventory. Bart encourages a DISC assessment to understand more about who you are and how you operate. You can leverage the information to understand the pitfalls to avoid or where you may be able to align passion with action.
- Change doesn't just happen. It requires real, authentic, vulnerable work.
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Today's conversation with Brett Morris, Chairman at PerceptionPredict, stemmed from one of Michael's LinkedIn posts about the important need for amazing car sales professionals. Brett commented on the post with a compelling chart visualizing how high-performing employees can be predicted with data.
Is It Possible To Predict High Performing Employees?
00:58 - Michael sets the conversation stage by explaining a LinkedIn post in which he discussed the importance and need for great car sales professionals in the retail auto industry. Brett Morris left a very thought-provoking comment about how it's possible to predict high-performers, which led to today's conversation.
02:53 - Brett explains that when you look at dealer group operations, they've all got pretty good systems when it comes to managing inventory, they've got data and clarity around that. In the service department, they have systems and a workflow for technicians. There are financial systems in place for the business office. With all that said, how does a dealership fish in a broader pond of people to predict and know if they are the right candidate for the job or if perhaps you have the right individual but in the wrong job role?
10:20 - Brett and his team have created a unique way to predict job suitability by utilizing an intricate system of character trait mapping that can provide dealers much more clarity about what attributes create an employee's performance. The process includes a quick 15-minute assessment contributing to scoring over 70 data points. Each data point is combined into an overarching view of attributes that helps predict who will perform what job better.
19:36 - Gratitude is listed as an attribute on the list that typically doesn't show up on assessments often. It makes sense when contrasted against the highest-performing car sales professionals like Frank Crinite or Ali Reda (Guinness World Record Holder). They operate differently than the average car sales pro. Gratitude for their lives, customers, and opportunities is a common thread in their daily lives.
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Josh Little is the founder and CEO of a compelling startup called Volley, an app that aims to make communication more efficient across organizations and peers. His unique perspective about communication and the mission of Volley provides an interesting use case for how to improve communication with the retail automotive experience for employees and customers alike.
How Car Dealers Can Improve Community With Communication:
- Josh introduces the concept of the volley app and how it aims to solve communication breakdowns. There are a lot of tools out there like Slack and Discord, but they each are fragile because they don't allow for face-to-face sharing. 70% of communication gets stripped away when we can't see or hear the other party.
- There are many ways that dealers could incorporate asynchronous communication into their team and customer experiences. For example, a quick update from the sales manager highlighting initiatives vs. sharing that information in a long drawn-out meeting.
- Asynchronous communication improves people's ability to listen closely since it can only happen one message at a time.
- Dealers could embrace a platform like a Volley to engage their customers by a vehicle owned. For example, imagine TRX owners having their community inside Volley to engage with one another and the dealership.
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Paul Daly and Kyle Mountsier (ASOTU) join the pod to talk about some really exciting projects they have in the works, one of which is an exciting new podcast called Auto Collabs hosted by Paul, Kyle, and Michael Cirillo. They are on an adventure to bring the rebirth of the automotive conference coming September 2022 in Philadelphia.
What we discuss in this episode:
- Paul and Kyle share how they ended up collaborating and how that venture ended up becoming a beacon in the retail automobile industry. Their goal is to create a community and space where purposeful conversations can happen — conversations that move the industry forward.
- Michael, Paul, and Kyle met up in Philly to record episodes of the all-new podcast called Auto Collabs. Despite all hosting their shows, it was important for the trio to share fresh perspectives rooted in meaningful conversations with their list of amazing guests.
- The goal of creating content is to help the industry move into a new era of collaboration. Historically, vendors have stuck together, and dealers have stuck together. We believe the real magic and growth happen when everyone communicates about important issues outside of the silos.
- Paul and Kyle share some exciting details about the upcoming ASOTU CON or the "rebirth" of the automotive conference. Michael was fortunate to see some behind-the-scenes details of how exciting the event will be.
Listen to the full episode for more insights and context from Kyle Mountsier and Paul Daly.
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- Auto Collabs Podcast featuring Paul Daly, Kyle Mountsier, and Michael Cirillo
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Kaylee Felio is the Sales and Marketing Manager for PartsEdge, the power tool for helping your parts department generate higher profits. It's no secret that hanging onto aging auto parts inventory can cause many problems for retail auto dealers. The most obvious challenge is that if the parts become obsolete, they are more difficult to sell.
Kaylee's Advice For Avoiding Auto Parts Obsolescence:
00:00 - Introduction to the episode subject matter
01:57 - It's important to remember that fixed operations is the second highest producing revenue channel. Although it rarely gets enough talk time throughout the industry, the parts and service department has the genuine ability to provide more predictable revenue than auto sales.
03:56 - The best thing a dealer should focus on in fixed operations is getting a good grasp on the current parts inventory and forecasting obsolescence. OEMs are getting much more strict about returns, which leads dealers in a position where they need to know what to stock and in what quantity to not only fulfill the market demand but ensure that they keep the books in the black.
06:14 - Parts managers should take the time to identify blind spots when it comes to their parts inventory so that they can improve at spotting obsolescence before it's too late.
Listen to the full episode for even more insights and context from Kaylee Felio!
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We've all heard it before. Leaders and Managers are two separate and distinct roles in the retail automobile dealership. In this week's Dealer Playbook powerbomb, Brooke Furniss shares what she believes the focus of car dealer leaders needs to be in 2022 and beyond.
Listen to the full episode for even more insights and context from Brooke Furniss!
Listen to the full episode for even more insights and context from Brooke Furniss!
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Brooke Furniss is the President/Founder of BZ Consultants Group and host of the Facts Not Feelings automotive podcast. In this episode of the show, aside from talking about her obsession with Nike sneakers, we explore the attributes of successful leaders within the retail car business.
Key takeaways about leadership in the modern retail car business:09:20 - Brooke and Michael talk about the differences between North American leadership culture and what she observed while living abroad. Do places like Japan have the same "hustle" mentality that we've adopted in the West?
14:14 - Are the needs of leadership with the car dealership evolving? Brooke shares her thoughts about the current leadership needs and where things are leaning in that regard. Brooke points out that there is still a divide in the industry's understanding of the term leadership. There are still many who blur the lines between management and leadership, but Brooke submits that those are two very different responsibilities.
15:02 - Do top-performing car sales professionals make good managers or leaders? Not necessarily. Why? Often it's because car sales professionals have only had to focus on their performance but carry no responsibility for their peers.
15:34 - Great leaders are constantly learning and seeking growth. They refuse to remain stagnant in their way of thinking and are always looking for opportunities to serve their employees.
18:45 - Leaders are good about finding people who are better than them at specific jobs. To do so effectively means that we must remove ego from the equation. Delegation is not easy for those that have always done everything themselves because it requires inherent trust in the members of the leader's team.
21:22 - Brooke shares her thoughts about where leaders should focus within the next 12 - 24 months.
Listen to the full episode for even more insights and context from Brooke Furniss!
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Welcome to the weekly Dealer Playbook Powerbomb featuring Paul de Vries. In this segment, we chat about Paul's car dealer lead management process and why it took him 4 years to develop.
The needs of car shoppers are changing all the time. Their attention span is decreasing and so it's important for car dealers to make sure that their lead management process matches current demands of the market.
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Paul de Vries is the founder of DCDW (Digital Car Dealer Network), ambassador for Marktplaats (Holland), and a brand new owner of a Ligier franchise dealership in Holland. He is an expert at lead handling and works with several OEMs in Europe to improve their lead handling and appointment show percentages. In this episode of The Dealer Playbook, Paul breaks down his 6 steps to lead handling that can help any dealership increase their car sales opportunities.
Key Takeaways From This Episode:
03:39 - It's very easy to analyze lead responses in a PowerPoint or spreadsheet, but when the reality of the day sets in it can be very difficult to manage. Dealers need to be practical in understanding why leads are important and that no matter how they arrive, they represent another human being who is expressing interest in the dealership's vehicles, parts, or services.
05:05 - The goal is to remove the 100% dependency on BDCs and outsourced agents and train salespeople to be better at working with leads on their own. If we can move the need so that only 10% of car salespeople are better at lead handling, we will make a bigger impact than we make our BDC agents. We can't get away with not knowing the product we sell. It's imperative to know the product so that we can quickly answer all the questions that customers have.
07:15 - The dynamic of the car shopper is changing rapidly which means that we need to continue training to keep up with their ways of doing business. Today if we don't answer the lead within one minute, customers get angry. In Europe, WhatsApp is typically the preferred method of communication because other systems are seen as outdated. In contrast, to the USA or Canada where SMS messaging is the holy grail (outside of the phone).
12:46 - Paul shares his experience being a car dealer again and opening a Ligier franchise experience store in Holland.
26:55 - Paul breaks down the six steps to successful lead handling. When put into motion, car dealers can see an increase in leads to appointments and appointments to demos by training car salespeople to properly handle leads.
Listen to the full episode for even more insights and context from Paul de Vries!
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Brian Pasch is the founder of PCG Companies, which is comprised of Brian Pasch Enterprises, PCG Digital, Localiente, and PCG Research. He's an author, keynote speaker, marketing contrarian, and a beacon of light within the retail auto industry as someone who has always been an advocate for the dealer body.
Recently Brian penned an open letter to Mr. Farley, the CEO of Ford, in which he asks very thought-provoking questions aimed at clarifying Mr. Farley's curious comments about the future of Ford's dealership network.
In addition, Brian shares about a new GA4 (Google Analytics 4) Standards Council in which he aims to standardize how reporting takes place throughout the industry and across all vendors.
What we discuss in this episode:
03:07 - Brian, as an advocate for the dealer body is not afraid to ask tough questions even if it means putting on the gloves and sparring with the OEMs. Through Brian's inclusive conferences, the dealer body also feels comfortable engaging in those conversations and sharing their point of view — a discourse that he is encouraging should happen more throughout the industry.
04:58 - Brian shares his findings from a recent YouGov study which indicates how consumers are seeking to research and purchase vehicles. "You know, I think CSI scores hide the fact that most consumers are not happy with the overall sales experience."
05:47 - Many dealers adopted digital retailing tools but never created an in-store process to match. In so doing, the consumer experience is negatively impacted and nobody is better off. Brian suggests that instead of providing COOP dollars for marketing purposes, there should also be an allocation that goes toward in-store training so that teams can deliver the experience level that the majority of today's car buyers expect and that is more of a connected retailing experience similar to Best Buy or Apple. You can visit their websites and the product you see is in stock and the price is exactly the same online as it is in-store.
13:00 - OEMs are making moves toward an agency model in which they can sell directly to consumers. In particular, Ford's CEO made some comments that seem to be removing dealers from the EV products they plan to sell in the future.
"I think that GM and Ford dealers have been relatively quiet about some of the bombshells. Both manufacturers have announced that their EV models will sell directly to consumers on a national portal. It appears that Tekion will power both of those solutions. There is no detail on how trades will be handled, and no details about F&I products."
13:40 - Jim Farley (Ford's CEO) was probably the most transparent in sharing that D2C is an efficient model and that they want to be more like Tesla — they want the margins and want customers to be happy. Brian shares that he understands also the business case for such a model. Jim's job is to keep investors happy.
14:15 - Brian shares that he was on a panel discussion with Brian Benstock, highlighting the dealership operator as someone who is focused on providing the best customer experience possible. Brian Benstock has developed a process with his team in which customers can take delivery of a vehicle and experience the entire transaction in 45 minutes.
18:00 - Brian explains that one of the reasons he is an advocate for dealers is because our industry contains some of the most impressive entrepreneurs who've reinvented themselves many times over. The vast majority of dealers are working hard to embrace what's coming next.
27.27 - Discussion about Brian's formation of the Google Analytics Standards Council and what it aims to accomplish throughout the retail automobile industry. The goal is to create a standard way of reporting events industry-wide so that no matter the vendor, everyone has an agreed-upon way to report the data. Doing so, Brian believes will save a lot of confusion and save a lot of time when it comes to trying to understand the dealership's data. FlexDealer, Michael's automotive software and marketing agency, is proud to be a founding member of the council and will help create the standards by which website and marketing vendors track inside of GA4.
Listen to the full episode for even more insights and context from Brian Pasch!
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Mike Welch is the president and CEO of tirebuyer.com which merged with tirescanner.com, a US-based tire retail marketplace, in 2019. In this episode, Mike shares how we went from working at dealerships and small independent repair shops in the UK to founding and operating one of the most successful online tire retailers in the world.
Notes about growing a successful tire e-commerce store:
02:40 - Mike got his start at 15 years old fitting tires at dealerships and small independent repair shops because it was all he knew. He wasn't interested in pursuing post-secondary education. Out of necessity, Mike was led to follow one opportunity after another that led to forming his company blackcircles.com (now owned by Michelin)
03:35 - Mike shares that he's always had the drive to work hard, something that the retail auto industry rewards. It's fascinating that the auto industry is still one of the few that accepts everyone and gives them the chance to make something big for themselves if they put in the work.
05:57 - Speaking about taking opportunities, Mike explains, "The fewer reference points you have for what could go wrong, the more upside potential there is." Mike explains how he got into selling tires after being made redundant by the shop he was working for.
08:33 - Mike explains how he went from having no experience to founding and growing a large e-commerce tire sales/tire fitting website. In the early days, it was all about doing whatever was required to get the job done and see sales come in. Mike recounts teaching himself how to code basic HTML so that he could build a website, i.e., having the willingness to do whatever it takes to succeed.
10:25 - Mike shares the story about finding his mentor, Sir Teddy Lee (The CEO of Tesco). Mentors and those with experience can help grow a business exponentially because they have the wisdom of experience.
Listen to the full episode for even more insights and context from Brian Pasch!
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David Oates is a crisis PR expert with 25 years of experience in the field. He helps organizations repair their brand's reputation in the press and online. With the emergence of web3.0 and a rapidly evolving digital landscape, there are sure to be brand pivots and crises and with David's proven approach, he is on a mission to help businesses handle any PR situation.
Key Notes About Repairing Your Dealership's Reputation:01:32 - David shares his background and how his career in the Navy positioned him to work in public relations. In particular, after nine years in the Navy, he was promoted to a public affairs officer and found himself dealing with many different types of PR cases that required heavy repair.
02:42 - After the military, Dave worked for different tech companies and agencies and found that, given his background, he would deal with mass layoffs, product recalls, shareholder disputes, and CEOs behaving poorly. He says, "Not to boast, but I don't get nervous too much about any crisis matter for any industry of any size."
03:18 - Over the years, David chose to focus primarily on crisis PR — an opportunity accelerated given the fact that we each carry a small supercomputer in our pockets. At any moment in time, we have microphones, cameras, and an unlimited distribution network at our fingertips.
10:11 - David shares a baseball analogy and relates it to personal and corporate growth. There is a high degree of probability that you will fail, and that's okay. "Everybody is so concerned about the box score at the end of the day, but what they don't watch in the box score is the win/loss, who had the most runs, and who didn't. The only thing that matters is 100 percent. What matters is how many at-bats you took and how many times you swung at the pitch."
11:53 - When it comes to crisis management we need people to understand that failure is okay. We need to demystify it so that when it happens we are able to keep moving forward.
18:15 - David shares why he thinks the fight or flight mentality causes our natural inclination to either fight or say nothing. This can be harmful when dealing with negative reviews or naysayers because it leads to being hell-bent on creating drama.
19:00 - How to respond to negative reviews or comments about your dealership online.
Listen to the full episode for even more insights and context about how to repair your dealership's reputation.
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In this episode of The Dealer Playbook Podcast, Michael reflects on an experience he had while attending the Digital Marketing Strategies Conference in Napa Valley and why that's inspired him to talk about the 4 levels of competency.
There is so much to learn about the retail automotive industry, and that's why it's important as a community to engage in learning; remain curious, and figure out creative ways to solve the complex challenges that the automotive industry faces today.
Main Takeaways From This Episode:
01:50 - Michael sets up the conversation by sharing his experience at DMSC in which he discovered how much he has to learn about the car business. Why that's important and how it leads to understanding the 4 levels of competency or understanding. There is always more to learn, and that's one of the reasons the retail car business is exciting to be part of.
05:59 - There are 4 levels of competency. Michael explains what they are and how they can have an impact on our daily lives.
09:16 - Each of us experiences the 4 levels of competency at various points in life. We are each in one of the 4 phases continuously for a variety of reasons.
10:34 - We can elevate one another with our experiences and wisdom. Together we can dominate. The retail auto industry is rapidly changing and together we can meet the demand.
Listen to the full episode for even more insights and context about the 4 reasons why you know less than you think about the car business.
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Brian Kramer is the General Manager of Germain Toyota of Naples and joins the podcast to share how his store successfully completed the first metaverse car sale. Long-time listeners of the show know that Brian is a pioneer when it comes to technology adoption within the retail auto industry. He's not afraid to try new things and certainly sees the evolution that is happening and is leaning in to be ahead of the curve.
How Brian Kramer Sold The First Vehicle In The Metaverse:01:54 - The world is more connected today than it ever has been, and it's easier than ever to build a relationship with anybody, anywhere in the world.
02:47 - Michael and Brian discuss that the metaverse is not a new concept. Years ago the popular online world "Second Life" had over 900 million members who would all live vicariously through their avatar in second life.
05:02 - The metaverse is more explosive than most people think, or perhaps are willing to admit. According to Lloyd Ernst and Young, all at McKinsey, they all say that last year (2021) it was a $22 Billion Dollar business. By the year 2026, it is estimated to be a $765 Billion dollar a year business. Citi Group has created a whitepaper forecasting that the metaverse is a potential $13 Trillion dollar market.
09:52 - Brian shares, "I think it's that the retail part of the car business is going to get away from the transaction, price payment. It's going to become more experiential and the brand connection and what you can do with even the legacy pieces of the brand."
10:30 - There are many applications to the metaverse that go far beyond transacting a vehicle. Training, test drives, servicing, and diagnostics — nothing is off the table. It can be a way to make day-to-day life more efficient.
17:37 - Many are worried about the impact of the metaverse of everyday jobs. Brian shares that while jobs that we are accustomed to may go away, the metaverse will also create thousands of new job categories.
Listen to the full episode to learn more about Brian Kramer and the first car sales transaction in the metaverse.
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Amberly Allen is the CEO of Dealer Merchant Services, a firm that is helping car dealers save up to 75% on their credit card processing fees. In this episode of the Dealer Playbook, Michael and Amberly explore how dealers can save thousands of dollars per month by reframing the way they handle credit card processing.
How Car Dealers Can Save 75% on Credit Card Processing Fees:
00:53 - Jokingly Michael and Amberly laugh about how this is probably the least sexy topic to ever be discussed on the show, but at the end of the day, what's sexier in business than keeping more money in your pockets?
01:57 - Amberly got her start selling direct mail to dealers and eventually started her own digital agency. During her time building the agency she started hearing about how much car dealers were spending on credit card processing and she determined to find a solution.
03:06 - When making any changes to how credit cards are processed, it's important to find a solution that is both legal and won't destroy CSI.
05:49 - For every $100 dollar that gets spent, $2 dollars of that goes to credit card processing fees. Credit card processors don't want you to know that there are limits to how much they can charge so they're not in the current hardware that many dealers typically have in the showroom.
07:49 - Amberly encourages car dealers to look at how much they are spending on fees and question whether or not it's necessary.
Listen to the full episode for even more insights and context about providing a killer customer car shopping/buying experience.
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Thanks, Amberly Allen
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Glenn Pasch is the CEO of PCG Digital, author, speaker, and one of the most reputable voices in the retail automotive industry when it comes to marketing management, leadership, and growth. In light of the recent Carvana announcements, there have been two narratives throughout the industry. Either you love them or you hate them.
In this episode of the Dealer Playbook, Michael and Glenn focus more on the expectations of customers that Carvana aimed to fix. Regardless of your feelings toward them as a company, there is much to observe and learn that can be directly applied to your dealership operations.
Noteworthy topics from this episode:
01:59 - Over the last 2 years (through the pandemic), we've had to make a lot of changes in the automotive industry in how we interacted with car shoppers/buyers. A lot of it did depend on where you were located in the United States. I'm in New Jersey and we were totally on lockdown. So you could not go into a dealership. Parts of California, Florida, and parts of Georgia. It didn't matter. You could still go into the dealership and somewhat transact in the same manner that you had previously.
02:52 - The transaction sped up, and dealers were willing to do more over the phone, by email, and via digital retailing tools. While it's easy to throw stones at companies like Carvana, the reality is that they helped facilitate the direction that car buyers were moving already. They just paid attention and tried to provide an experience to match. Regardless of feelings toward them, their actions created urgency for many dealerships to look deeply at their existing customer experience process and make tweaks.
06:24 - The question is whether we are willing to constantly move forward by examining what we want our businesses to be? We have a tendency to make changes based on external factors. For example, what is the dealer down the street doing? What is Bob at my 20 groups doing? The magic happens when we decide what we want the customer to feel when working with us and work backward internally from there.
07:42 - You can't knock Carvana for trying to market to customer pain points. Sure they are struggling right now, but their whole premise was going out and marketing that they provide a different, updated experience. The only reason to knock that is if you're so set in your ways that you're unwilling to make changes for yourself.
09:11 - Dealers have everything they need to succeed at the game right now. Michael shares about UBER and how they re-processed existing tools and resources to provide a fresh, updated customer experience. The same option is available to dealers who are willing to think outside the box.
11:45 - It's important to make a process that is scalable and repeatable.
13:54 - Nothing is more scaleable than having no process at all. It just scales to nothing. But doing nothing is very repeatable.
14:09 - the problem is that there are some in the retail auto industry who are focused on the short term when in reality, we need to be playing more of the long game.
16:46 - Google's most recent customer data explains that car shoppers today (Gen Z/Millenial) are more likely to be loyal to the experience they receive over the product sold.
Listen to the full episode for even more insights and context about providing a killer customer car shopping/buying experience.
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Thanks, Glenn Pasch
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Kevin Frye is the Head Marketing Coach at Jeff Wyler Automotive Family, an industry veteran, and subject matter expert when it comes to innovating within the retail automobile industry. In this episode of the show, Kevin walks through the process that led one of their stores to the first cryptocurrency transaction. Today, all stores in the organization accept crypto as a form of payment for a vehicle.
What we discuss in this episode:
1:11 - Can any dealership start accepting crypto as a form of payment or is there a longer-term process that leads up to it?
1:47 - Kevin explains that there are two key elements to innovating within the car industry, and one of the aspects has to do with never being satisfied. Always looking to push the envelope and try something new. The second aspect has to do with taking the word "no" out of innovation — a common approach taken by many dealerships. Most won't be bothered by the aggregation caused by trying to do something new, so they just resort to saying "no" to it. Kevin explains that his team takes the opposite approach. They welcome the friction if they can see it map to innovation.
3:21 - Kevin explains how they received the inspiration to investigate transacting with crypto, as well as address some of the common fears that might be associated with accepting crypto from a dealer's perspective.
7:28 - Kevin shares an analogy about how the crypto exchange works and how they view it as a dealer group.
10:31 - By accepting crypto, the dealership can streamline the time of the transaction by removing barriers to the money transfer. The customer can utilize their assets to pay for the vehicle however they choose.
Listen to the full episode for even more insights about utilizing crypto to transact car purchases.
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Thanks, Kevin Frye
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In this week's recap, we discuss where Amazon advertising fits into the media mix for car dealers and what they should be thinking about when it comes to advertising online, in general.
The Dealer Playbook is about modern car dealers who are meeting the demands and evolving with today's marketplace, hosted by Michael Cirillo.
Connect with Michael Cirillo on LinkedIn
Michael's Marketing and Tech Company: flexdealer.com
Vasilios Lambos is the Chief Marketing Officer at CognitionDigital.io, an ad-tech company that helps auto dealers utilize Amazon's various advertising channels. In this episode of the Dealer Playbook, you'll learn about how Amazon advertising can help expand your paid media effectiveness and place your inventory in front of highly engaged shoppers.
What we discuss in this episode: * Vasilios provides context to where Amazon fits in the overall media plan today. * We're super familiar with paid search, paid social, and third-party cookies as the privacy concerns come to life, dealers and marketers are looking back at programmatic advertising as the way to better find a more niche audience that fits their marketing objectives for their business. * The Amazon Garage allows users to upload their vehicle information, make, model, and year and that does a couple of things. One, it allows the user to get a personalized shopper experience on Amazon.com, and second, it allows advertisers to better target users based on the make/model and year that they have sitting in their driveway. * Amazon garage is the second-largest repository of user-generated vehicle ownership data outside of the DMV in the United States. * Your media plan should have a strategy related, most importantly to the business objective that you're looking to solve. * Listen to the full episode featuring Vasilios Lambos for even more insights about how to step into who you really are!
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Thanks, Vasilios Lambos
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Damian Boudreaux is an internationally-recognized speaker, consultant, and teacher in the automotive industry. His 30+ years of experience selling, training, and connecting with auto professionals across the US and Canada is the perfect recipe for those who are hungry to improve every area of their life. He educates and inspires folks to succeed by believing in themselves, the deal, their product, their company, and their service--one lifelong relationship at a time.
What we discuss in this episode: * There is a level of brilliance in each of us, that in many cases, goes unseen by others. We are taught to study what we don't do well and focus on what we suck at. * Most people have everything they already need to succeed in life if they look intrinsically. * Your being must come before your doing! * At your essence and core is a beautiful soul that is gifted. * Damian explains that when you lose "it all, you realize you had nothing, to begin with." * You can't hurt that which has nothing to lose. * When you tap into the magic already within you, everything flows effortlessly. When Damian works with high achievers, his first goal is to get them to see that people protect what they create. If you can get them to create an authentic understanding of who they are, you can't take that from them. We see examples of the outcome this level of understanding and clarity creates through individuals such as Ali Reda, who holds the world record for the most number of cars sold in a year. Damian helped Ali step so deeply into who he is, that it separates Ali from the rest of the car sales community. * Listen to the full episode featuring Damian Boudreaux for even more insights about how to step into who you really are!
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Thanks, Damian Boudreaux If you enjoyed this conversation with Damian Boudreaux, please let them know by clicking on the links below and sending him a message.
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Dan Moore is the President of Vistadash, an automotive analytics company that helps dealers understand what metrics are contributing to actual growth. Dan is also a best-selling author and Ted-X speaker who has a unique set of skills that can help any organization understand and deploy strategies that will achieve defined outcomes.
What we discuss in this episode:
- Without defined outcomes, it's easy to mistake tactics for strategy. A bunch of tactics, widgets, and gadgets are elements of a strategy but do not make up the strategy itself. The sooner that dealers understand that every supplier has its own outcomes to achieve, the sooner dealers can understand how a supplier's services will help map or detract from their desired targets.
- History in retail automotive shows that most dealers try and buy their way out of operational inefficiencies. It's easily recognized by the number of suppliers that dealerships usually work with in order to achieve small gains that might be possible without them.
- There is a lot of noise getting in the way. A lot of hype.
- It's okay to start small when developing a strategy. Dan Moore explains that it can be as simple as some sticky notes and markers and making a list of all the friction points that currently exist in the business. Some might be operational, departmental, or human resources, for example. Once dealers have a clear picture of their current circumstances, then it's possible to move on to defining the desired outcome — the goal that they hope to achieve and by what deadline.
- It's easy in this day and age to see the perceived success of others and to subconsciously start living their life. That never leads to fulfillment and happiness because you've unknowingly abandoned your definition of success. Enjoying your career in retail automotive is about more than just defining success, though. It's about accepting what you've defined.
- Because we see what others are doing, and haven't taken a hard look in the mirror, we're often left with a void in our own happiness. That's often what leads us to think we need to keep up with others' achievements instead of taking the time to define and work toward our own.
- Listen to the full episode featuring Dan Moore for even more insights!
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Thanks, Dan Moore
If you enjoyed this conversation with Dan Moore, please let them know by clicking on the links below and sending him a message.
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Stacey Hanke is the author of "Influence Redefined... Be the Leader You Were Meant to Be," and is on a mission to equip leaders within organizations to communicate with confidence, presence, and authenticity. She is a world-renowned keynote speaker and has been featured in Forbes, The New York Times, and SmartMoney, to name a few.
What we discuss in this episode:
- The power of influence is that it shapes our daily thoughts and actions. From the media and politicians to leaders of organizations and coworkers. Each of us is a leader and a person of influence. The question is what we will do with our influence.
- Influence is felt through how we communicate.
- Often, leaders have less influence than they think, which can be a tough pill to swallow. Here are some indicators that you don't have the influence you think: Longer than normal meetings, less productivity around execution, overthinking, and so on.
- You have to experience yourself through the eyes and ears of your listeners. When you watch yourself, it's easier to understand what can be missing from your method of communication.
- Social media engagement should not be the only indicator of how much influence we have. At some point, it will be more important to talk with people face-to-face. It will be about conveying your message clearly so that the receiver buys in.
- Listening is a major element of communication. If you haven't learned to listen, you are missing out on the critical element of expanding your influence.
- Like playing an instrument requires the musician to hear the instrument (i.e. feedback), people of influence are required to hear the feedback of those around them in order to understand if they have the influence they think.
- Listen to the full episode for even more great insights!
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Thanks, Stacey Hanke
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Paul J. Daly is the founder of ASOTU.com, the first-ever dealer-owned publication in the automotive industry. Michael and Paul recently joined up to collaborate at NADA with live streams, social media posting, and video production.
What we discuss in this episode:
- Perfection is the enemy of "posted." It is better to have 10 posts at 80% of your ideal quality than it is to have 2 posts that meet your full criteria.
- If quick innovation is required to evolve then perfection and ego must be let go.
- You cannot predict what people are actually going to connect with, so it's better to get it posted and let go of your ego.
- Paul explains that it often happens where the thing he thought would go well, rarely ever went as well as anticipated. Perfectionism is the enemy of progress.
- It's important to have an abundance mindset because there is enough opportunity to go around. In order to leverage abundance, one's ego must be pulled out of the equation to free yourself up and make room for the next level of growth.
- Listen to the full episode to learn even more insights from Paul Daly.
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Thanks, Paul J. Daly
If you enjoyed this conversation with Paul J. Daly, please let them know by clicking on the links below and sending him a message.
- Click here to thank Paul J. Daly on LinkedIn
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Kyle Mountsier is a partner at ASOTU, the first dealer-owned media outlet in the history of the car business. He is also the founder of Contagious Auto, a firm that helps dealers create and build innovative marketing teams.
What we discuss in this episode:
- When Kyle worked at Nelson Mazda, he learned what it takes to innovate within the dealership and how to leverage existing resources to build deeper customer relationships and experiences.
- His mission is to help the dealer community build and create innovative teams that can do the same which is why he ultimately left the dealership to pursue the bigger vision.
- The car business is a people business. It's critical for dealership owners and managers to understand that there is so much more to the people on their team than the work they do each day. Perhaps your receptionist is passionate about photography or maybe there is a sales representative who knows how to code. When you get to know your team on a more personal level, you might be surprised to find that they have talents and skills that could contribute to the store and bring them even more satisfaction about the work they do each day.
- Individuals such as Liza Borches understand the value of building a happy and fulfilling workplace culture and can track its effects on bottom-line sales.
- Kyle shares how their media producer came to them from a dead-end job at a local television station. Later they learned that he had an amazing YouTube channel where he was deploying talents and skills that would positively affect their business. They would have had no idea unless they took the time to get to know him on a more personal level. As a result, the workplace satisfaction level and productivity have increased because they were all able to identify the tie-in.
- Listen to the full episode for even more insights from Kyle Mountsier
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Thanks, Kyle Mountsier
If you enjoyed this conversation with Kyle Mountsier please let them know by clicking on the links below and sending him a message.
- Click here to message Kyle Mountsier on LinkedIn
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Check out ASOTU.com
There’s a lot of talk about Web 3.0 and the metaverse in the car business, but what does that really mean for your dealership in 2022 and beyond?
Google lists content as one of its top three ranking factors, which means that dealers who create and share more content are going to have a better chance of showing up at key moments of the car shopping journey.
Let’s take a look at three reasons why your dealership needs more website content.
1.) They Ask, You Answer If you think about it, every google search is an implied question. Google has two key purposes. First, to present people with the most relevant search results and, second, as close to their physical location as possible.
You can use Google’s auto-suggest algorithm as a digital crystal ball to find out what people are searching for, and then use that information to write relevant blogs that answer their questions.
Our friend Marcus Sheridan wrote an amazing book by the same title (They Ask, You Answer) which digs into the concept of transparently answering people’s questions that you should definitely check out (#notsponsored).
In addition, FlexDealer’s very own Whit Norrad predicts that content will re-become King in 2022 and beyond.
Answering consumer questions on your website leads to the second reason you need more content on your dealership website.
2.) Brand authority and humanization Wait, is “humanization” even a real word?
Standby… checking…
Yup, it’s real and fits the context of what I’m sharing here.
Think about it — when you’re the only one answering people’s questions with as much in-depth information as possible, it strengthens your brand’s authority in the market.
Over time, the equity you’ve built up will pay back dividends because the content you post on your site is evergreen, meaning it can live on your site forever and continue to rank for relevant searches.
It’s no secret that people do business with other people they both like and trust. A key ingredient to building trust is being upfront and transparent. Giving them the information they are looking for when they are looking for it.
Since very few dealers dive into the content arena, this is a clear opening that will help your store stand out into perpetuity.
Content is also a great way to humanize your dealership. Humanization is defined as the process of making something less unpleasant and more suitable for people. Our pal Nathanael Greklek, the Chief Digital Branding Leader at Mohawk Chevrolet is an amazing example of this. Their store sees the value of content creation so much that it is a front-runner of their outreach. Their Facebook page is full of amazing work.
3.) Metaverse will be powered by content Sure you might have an avatar sitting in a digital showroom somewhere in Decentraland, but I believe most of the research will still happen the way it does today.
For example, it’s unreasonable to believe that we’re all going to be 100% in the metaverse all of the time. I’m sure there is a fringe group that thinks it’s possible, but my human body needs fresh air and food and many other things that can’t be achieved in a digital world.
Human beings find room for the new tech amidst the tech and information mediums they’ve already come to enjoy. Look at how radio was supposed to kill the theater, television was supposed to kill the radio, and the internet was supposed to kill them all. That didn’t happen. Instead, we made room for everything we enjoy.
Consumers will still continue to research information about vehicles and the content you produce can be the key driver of that. Car shoppers will start on one channel, move to another, and to another, and perhaps end up in your digital showroom for a viewing of their new ride before it gets delivered to their house.
There are many more reasons why your dealership needs more website content, but that’s where I’ll leave it for now.
The TL;DR is this: create more content that answers car shopper questions and you will stand up and stand apart from every competitor in your market.
The Pitch: FlexDealer has been helping dealers produce high-quality content since 2006 and we're pretty dang good at it. If you're ready to take your brand authority, sales opportunities, and community relationships to the next level in 2022 and beyond, let's chat!
Bill Parlaman is the CMO at FullThrottle.ai, a company that generates and transforms 1st party household data for agencies, media, and brands. His experience from both within and out of automotive has granted him unique insights into how dealerships can be self-reliant in the ever-expanding digital landscape.
What we discuss in this episode:
- Big tech companies like Apple and Google are limiting the ability to track user behavior across devices/platforms.
- That's causing issues for advertisers who are now unable to leverage consumer movement through apps and other platforms.
- When we are single-source dependent, we are compromised.
- Look at how many times we've seen Facebook take groups down, or how often people get locked out of their profile and lose access to data.
- It's important to remember that those 3rd parties own the data, not you.
- As a business, it's vital to collect your own data so that you have an unlimited number of ways to market your business without being dependent on other platforms.
- First-party data is what you collect from digital properties you control.
- CRMs are used to manage leads when they should be used to manage relationships. Not to mention, most CRM data is inaccurate or incomplete.
- Most marketing today happens at the email level. FullThrottle.ai can make it happen at the household level.
- The car business starts and ends with a household address.
- Listen to the full episode for even more insights from this episode.
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Thanks, Bill Parlaman
If you enjoyed this conversation with Bill Parlaman, please let them know by clicking on the links below and sending a message.
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Car shoppers are looking for more ways to research and purchase vehicles, but that doesn't mean they want to do the entire process online (yet.) The car business is a people business, which means that in this day in age, it's more important than ever to understand people.
Napoleon Rumteen is the Senior Vice President of Commercial Operations at Tekion; a modern cloud-based DMS that is on a mission to streamline dealer operations across the entire dealership.
What we discuss in this episode:
- It's a challenge for dealerships to source various inter-department problems and then figure out how to connect them together with the variety of vendors required.
- The average dealership utilizes 15 - 20 different platforms in order to operate their business, most of which are siloed and not able to effectively communicate with one another.
- The car business is a people business. That doesn't necessarily mean that ti will require the same level of human touch as it currently does, but it will require that we understand people.
- The market is telling us how they want to transact on vehicles and it's our job to meet that demand.
- In order to do so efficiently, dealers need systems that can speak to one another and maintain a pure flow of data.
- When connected technologies can speak in real-time, then you can have machine learning. With machine learning, you can have systems that correct themselves instantly to meet the consumer's behaviors, which is required for a fully online transaction.
- We're at a place in the automotive community where we can facilitate true Artificial Intelligence
- One of the best places for dealerships to start preparing for a more connected ecosystem is internal with their inter-departmental communication process. By utilizing systems like Slack or Discord, dealers can have a communication network that allows each person in the dealership to have quick access to the information they need when they need it. In so doing, they are able to provide a more efficient customer experience.
- Listen for even more insights from this episode.
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Thanks, Napoleon Rumteen
If you enjoyed this conversation with Napoleon Rumteen, please let them know by clicking on the links below and sending a message.
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There's one time of year that we actually look forward to commercials, and that time of year is Super Bowl Sunday. It's a time when advertisers pull out all the stops and put forward their best effort to create a 30 second spot that captures attention, makes viewers feel something, and hope that whatever it is that they're promoting sticks.
We got a lot of what we expected from the commercials. The usual celebrity placements, cinematic flair, humor, and of course car commercials.
But there was a clear winner of the Super Bowl commercial this year, and their pitch was brilliant and simple.
What we discuss in this episode:
- Amidst what is now considered the status quo, coinbase dropped a QR code ad that peaked curiosity, engaged viewers in an activity, and allowed them to track immediate attribution while bypassing Apple and other companies who are blocking 3rd party pixels.
- Their ad, which featured a bouncing QR code which mimicked the old DVD symbol appeared between the usual ad placements. It peaked curiosity because there were no logos on the screen. Just a bouncing QR code.
- From curiousity came activity. We jumped out of our seats, opened our camera apps, and followed the code across the screen to try and scan it.
- Once scanned, we learned it was the Crypto.com company Coinbase, promoting their app. But instead of landing you on their app store placements, they brought you to a landing page where you likely picked up a tracking pixel.
- This simple ad moved Coinbase from the top 100 apps on the app store to the #2 placement, which eventually caused the app to crash.
- Dealers can advertise with this same level of simplicity. Think about it: Dealers spend most of their ad budgets advertising the one thing consumers already know about them. Then, they try and talk about how they are different which rarely sticks because they keep spending money to blend in and be the same as other automotive retailers.
- With some simple out-of-the-box thinking dealers could have a more memorable impact in the community with more engaging advertising.
- Building relationships is the long-game play that will continue to work.
- Lange and Fetter Motors in Quinte West, Ontario do an excellent job at getting creative. They have a team member who dresses up as an "Elf on a Shelf" during the Christmas season and it has the community talking.
- Toyota had some great ads that shared an emotional story that people could relate to. They won by not making it about them but keeping the focus on the people whose story's they told. In this way, Toyota demonstrates that they "get it." They know how to make someone else the hero they can align with versus them being the hero.
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This episode is brought to you by FlexDealer.com
They get dealership marketing so that you can get results.
Let's be honest. You've tried the "others," but copy/paste marketing is lame. With Flex as your partner, you'll stand out the way you deserve. FINALLY!
Thanks, Whit Norrad!
If you enjoyed this conversation with Whit Norrad, please let them know by clicking on the links below and sending him a message.
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Chris Potgieter is the Product Marketing Manager at automotiveMastermind and joins the show to express the importance of dealers being proactive in creating loyal customers. The pandemic has demonstrated our ability to react to unforeseen circumstances, but similar to automakers, it's time to be more proactive in anticipating customer needs and adapting the the evolving demands of the market.
What we discuss in this episode:
- We're still stuck with shiny object syndrome in the industry, but that's not going to serve our best interests. The best tools in the world won't work unless we do.
- It's important to understand the context in which we are forced to operate today.
- Chris explains that it's important to be proactive in discussing the dealership business portfolio and discussing ways to bring customers back to the store.
- The Bull to Stock market has evolved very quickly in the United States.
- What we thought was a sleepy industry snapped into gear quickly.
- The last two years during the COVID pandemic has pushed the industry forward by at least 5 years.
- Dealers already have many of the tools needed to provide a frictionless process. It's all about how to utilize them.
- Car dealers should consider how to continue selling more with less. Chris explains that the pandemic might have been the catalyst for smaller showrooms and less inventory across the board.
- Does Chris look like Robert Pattinson? Watch the YT video on our channel to see for yourself!
- Automakers have been pursuing EVs for more than 20 years. They aren't making snap decisions; they are approaching their work methodically.
- While most of the retail industry reacted to the pandemic, it's traditionally the behavior of auto dealers — to react rather than be proactive. In contrast, the automakers have been proactive in their efforts and thinking into the future.
- What will the future dealership look like?
- Listen to the full episode for even more insights from Chris Potgieter!
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Thanks, Chris!
If you enjoyed this conversation with Chris Potgieter, please let them know by clicking on the links below and sending him a message.
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Marija Cvetkovska is a seasoned dealer group BDC Director and paid campaign manager, and joined the show to share valuable wisdom about how retail car dealers can learn how to listen and hear their customer and respond to them with the information they are seeking regardless of their BDC, Internet Team Set Up.
What we discuss in this episode:
- The importance of breaking out of your comfort zone and challenging the way things have always been done at the dealership level.
- If you don't embrace what's happening in the future or try and go against it, you will lose. Marija encourages dealers to embrace change and constantly seek reinvention.
- The dealers who have been around for 50+ years have been able to do so by slowly adapting to the "new normal."
- In order to evolve, car dealers must look inward. It's about acknowledging where they are at today and discover small ways to improve each way.
- Marija shares the best way to transform a sales and marketing team into a revenue team. That way BDC teams are integrated with car sales people and are able to offer a much better, frictionless experience for customers.
- When BDC reps are able to see customer interactions first hand, the increase of empathy will empower them to make changes to their workflow and vice versa.
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Thanks, Marija Cvetkovska
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Liza Borches is the CEO of the Carter Myers Auto Group and is a shining light in the retail auto industry when it comes to culture, leadership, and thought-leadership. With several rooftops (and expanding) and hundreds of employees, Liza has proven that a healthy work environment can, in fact, drive more bottom line sales.
What we discuss in this episode:
- The backstory: How Liza got into the car business and what drove her motivation to build a healthy culture.
- Carter Myers tagline says it all — while most car dealers say things like "Your #1 Choice for new and use car sales," Theirs reads, "Moving Lives Forward."
- As a Honda rep years ago, Liza observed that the most successful dealerships almost always did things differently. It wasn't just about driving sales, it was more about employee well-being and creating and environment whereby they could grow.
- Leaders must show genuine interest in their people if they ever want a hope at the long-game success.
- Liza meets with her entire leadership team across all of her stores every single week to discuss where they can improve their culture, employee happiness, and customer experience.
- It is possible to track bottom line sales to a healthy dealership culture. It's something customers can feel when they encounter the dealership online and in person.
- Liza explains that the money will follow when you show genuine care and concern for the people responsible for generating the revenue.
- Listen to the full episode for even more insights!
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Thanks, Liza Borches!
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Andrew and Doug MacIver are the stars of hit reality show, Bargain Brothers, which provides a irreverent but honest look at a day in the life of used car dealers. Through creativity, humor, and authenticity, The Brothers of Bargain have been able to carve out a niche in the Canadian car buying market.
What we discuss in this episode:
- How Andrew and Doug got started as independent auto dealers
- Why it's important to continually assess the risks your dealership is facing so that you can respond appropriately
- How authenticity has helped them create commercials and other assets to stand out in a unique car buying market
- How will consolidation affect the small dealers?
- How independent dealers can get creative acquiring vehicles from consumers
- Listen to the full episode for more!
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Thanks, Andrew and Doug!
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👇🏻👇🏻👇🏻
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Dave Farrow is a two-time Canadian Guinness World Record holder for most decks of playing cards memorized in a single sighting. His trademarked "Farrow Method" is helping business teams perform at turbo-charged levels and was even the subject of a double-blind study at McGill University.
The retail auto industry tends to get caught up in the hype of breaking news and what's happening today. From big data to Web 3.0, the true winners are those who improve themselves so that they are better equipped to leverage what's happening in the world. From providing better customer experiences to building sales relationships that increase lifetime value, that's the true crux of what we discuss with Dave in this episode.
What we discuss in this episode:
- Dave did not have a good memory when he first started. He trained himself to have a good memory, it's a skill that can be learned.
- You can have a superhuman memory, you just have to learn how YOUR brain works.
- There is a whole realm of mental training that skips academia altogether.
- Your brain believes what it thinks will actually happen — this is what athletes and performers like to visualize before they perform.
- Think of the impact on your car sales career by visualizing and training your mind to see the best outcomes day in and day out.
- You have the most powerful computer sitting between your ears. The brain is the most complex thing we know of. The challenge is that it has an awful battery.
- How is the hustle affecting performance? Sometimes we fall in love with the idea of "hustle" but quickly forget that resting is as crucial to achieving something as is the hustle.
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Thanks, Dave Farrow!
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Click here to thank Dave Farrow on LinkedIn
Click here to let Michael know about your number one takeaway from this conversation
Durran Cage, founder of Cage Automotive, explains the best way to identify who to hire as a BDC director. If your dealership is thinking about establishing a business development center, it may not be as easy as promoting your top performing car sales professional.
In this snippet, Durran shares what the top traits of a successful BDC Director should be and what dealers can look for as they consider hiring for that role.
Listen the full episode featuring Durran Cage here
Durran Cage has spent over 19 years in the retail automotive industry serving in various capacities, including OEM District Sales Manager, High-Performance Internet Director and GSM, and Digital Retail Consultant. Today he's focused on helping dealers improve their online customer experience through his company Cage Automotive, which is deep ly rooted in dealers fostering healthy employee experiences first.
What we discuss in this episode:
- Durran shares that there were signs leading up to both the crash of 08/09, and if we look, there were signs leading up to the pandemic and its economic impact in 2019 - 2022.
- When times are good, dealerships (all businesses for that matter) get complacent and are ok losing a few dollars here and there, but when things get tight, we are caused to pay closer attention.
- Car Dealers are getting really creative during these uncommon times. They are becoming more intentional about where they spend their money and monitoring the results.
- The pandemic has highlighted the importance of anticipating and providing an intentional customer experience for car shoppers.
- Durran explains that It's not just the consumer experience, but it's also the employee experience. Consumer's can feel an unhealthy employee atmosphere.
- It can be frustrating as a dealership employee if you're not fired up and ready to provide a high-level customer experience. Right now it's really important to make sure employees are having a good experience.
- For an industry that talks so much about "conversions," we tend not to focus very much on converting our people. If our people have not converted to the organization and its leaders, how can we ever expect that they would ever want to convert an internet lead into an appointment?
- Moving into 2022 and beyond, it will be incredibly difficult to compete if your employees are not bought-in, fired up, and motivated to succeed. An income is not enough to keep people wanting to show up and give their best.
- As long as people are on this planet, they will always be the most important piece of the puzzle to achieving success. People matter!
- Should Michael and Durran write a book?!?
- So how can you find great people? Durran shares the best way is through your existing people. Imagine how poweful it would be if your existing people are excited to refer others into the organization!
- Having a thorough employee onboarding is critical to fostering a healthy employee environment; one in which the organization as a whole and the individuals whithin can thrive.
- The first 2-3 weeks of an employee onboarding is vital! If they enjoy it and are jacked up, they will want to talk about it with others and attract others to the business.
- Listen to the full episode for even more insights!
Like this show? Please leave us a review here — even one sentence helps! Consider including your LinkedIn or Instagram handle so we can thank you personally!
Thanks, Durran Cage!
If you enjoyed this conversation with Durran Cage, please let him know by clicking on the links below and sending him a message.
- Click here to thank Durran Cage on LinkedIn
- Click here to let Michael know about your number one takeaway from this conversation
What a year! 2021 had many ups and downs; many experiences that left us shouting hooray and others that left us scratching our heads.
Despite everything going on in the world, there is one fact that remains the same. It's all in the past. 2022 is right around the corner, and it's another blank slate to create whatever you want out of your career and life.
From all of us at The Dealer Playbook, thank you for your support, your downloads, subscriptions, and feedback. You mean the world to Michael and his team at FlexDealer.com.
Here's to a big, bold, and beautiful 2022!
[Replay]
Micheal Burt is an acclaimed business coach, author, speaker, and leader who has amassed a following of monster producers and high performers. In this replay episode, Coach Burt shares how car sales professionals can become people of interest in their communities -- a topic that is hyper relevant to the modern automotive retail landscape.
Like this show? Please leave us a review here — even one sentence helps! Consider including your LinkedIn or Instagram handle so we can thank you personally!
Thanks, Micheal Burt
If you enjoyed this conversation with Micheal Burt, please let him know by clicking on the links below and sending him a message.
- Click here to thank Micheal Burt on Facebook
- Click here to let Michael know about your number one takeaway from this conversation
[Replay]
Marcus Sheridan is the bestselling author of "They Ask, You Answer," and is known for his creative approach to marketing and sales. By leveraging the power of content marketing, Marcus took his local pool installation company from obscurity to a leading national pool and spa company. Although this episode originally aired in 2016, it's amazingly hyper-relevant to what's happening in the retail car business in 2021 and beyond.
What we discuss in this episode:
- Marcus explains that sales and marketing departments can no longer work in silos. They must unite into a single "revenue department" so that there is a cohesive approach to increasing customer satisfaction and revenue opportunities.
- Michael shares his initial thoughts about Carvana (in 2016) and his prediction about the future of dealerships. Smaller showrooms, one of each vehicle, iPads for vehicle customizations, and online car buying. Fast forward to 2021 and remote retailing (virtual car buying) has increased in usage and popularity 100-fold, further validating the need for sales and marketing to work together to achieve common outcomes.
- Marcus shares the importance of becoming the leading authority in your chosen industry. "My opinion or your opinion doesn't really matter. The only thing that matters is what consumers want."
Like this show? Please leave us a review here — even one sentence helps! Consider including your LinkedIn or Instagram handle so we can thank you personally!
Thanks, Marcus Sheridan
If you enjoyed this conversation with Marcus Sheridan, please let him know by clicking on the links below and sending him a message.
- Click here to thank Marcus Sheridan on LinkedIn
- Click here to let Michael know about your number one takeaway from this conversation
[REPLAY]
Chris Voss is an internationally-acclaimed negotiation expert, Masterclass instructor, best-selling author, and former FBI hostage negotiator. In this episode replay, Chris shares valuable insights about how anyone can learn to negotiate and create win/win scenarios in business and life.
What we discuss in this episode:
- The importance of negotiation, and how to do it in a way that creates a win/win for all parties.
- Visual cues that will help you understand what someone else is feeling so that you can address their needs and serve them more effectively
- Chris shares stories and anecdotes that help explain how anyone can learn to negotiation and how esepcially valuable negotiation is for car sales professionals to master
Like this show? Please leave us a review here — even one sentence helps! Consider including your LinkedIn or Instagram handle so we can thank you personally!
Thanks, Chris Voss
If you enjoyed this conversation with Chris Voss, please let him know by clicking on the links below and sending him a message.
- Click here to thank Chris Voss on Twitter
- Click here to let Michael know about your number one takeaway from this conversation
[REPLAY]
Glenn Pasch is the CEO of PCG Digital, an automo tive and RV marketing agency that helps dealers grow their online business.
This episode was originally recorded in 2015 and we're bringing it back from the vault because the principles Glenn teaches still hold up today, many are still as vital as they were when we originally recorded this episode.
What we discuss in this episode:
- The importance of unifying your marketing outputs. Even in 2021 Dealers are still operating in silos which are preventing them from getting a good grasp on marketing spend and marketing returns. Today there is a lot of conversation about the importance of mixed media modeling; an important concept for dealers to adopt immediately and moving forward.
Like this show? Please leave us a review here — even one sentence helps! Consider including your LinkedIn or Instagram handle so we can thank you personally!
Thanks, Glenn Pasch
If you enjoyed this conversation with Glenn Pasch, please let him know by clicking on the links below and sending him a message.
- Click here to thank Glenn Pasch on LinkedIn
- Click here to let Michael know about your number one takeaway from this conversation
[REPLAY from episode 92]
Nathan Hays is a car sales professional who has risen to the highest level of the game by building local community relationships. His popular hashtag #AskForNate has become a staple among his clients and has helped generate new car sales opportunities through repeat and referrals.
What we discuss in this episode:
- How Nathan went from a greenie in the carbiz to being nick-named, "The Mayor of Carville" by his colleagues
- How to avoid disappointment when selling cars
- The math and science of becoming a top car sales pro. It's a numbers game. If you take the time to identify how many people you know, the more you should start to see how many acres of diamonds are sitting in your prospect pool. This is even more important in today's car sales climate where there are shortages. Your community must think about you first or you lose.
- Car Sales Success is a Recipe. When it comes to selling cars and becoming the Mayor of Carville in your commnunity, it's the truth! Success is a recipe. Often car sales people want fast results and are unwilling to put in the effort to see long-term gains.
Like this show? Please leave us a review here -- even one sentence helps! Consider includi ng your LinkedIn or Instagram handle so we can thank you personally!
Thanks, Nathan Hays
If you enjoyed this episode with Nathan Hays, please let him know by clicking on the links below and sending him a message.
- Click here to thank Nathan Hays
George Nenni is the founder of Generations Digital and is a highly-sought after expert when it comes to helping dealers eliminate advertising waste and maximize their marketing dollars. In this episode, George reveals practical tips for dealers to fully utilize Google My Business listings to win more business.
What we discuss with George Nenni:
- Why Google My Business is a critical element for car dealers. It's free to have a listing, and when properly optimized, dealers can get massive exposure and soak up search results placements on Google search engine.
- Why 3rd party listing sites are still a good bet in today's vehicle marketplace.
- Dealers should have multiple GMB (Google My Business) listings for each department. From fixed ops to body shops, sales and finance, dealers can leverage multiple listings to gain deep links to the various services they offer.
- Why dealers need to have a website even in 2021 and beyond. There is a lot of chatter about how dealer websites are going obselete with programs like Instgram shopping or Facebook shops and inventory listings, but your dealership website provides a critical marketing avenue to educate and build authority.
Like this show? Please leave us a review here — even one sentence helps! Consider including your LinkedIn or Instagram handle so we can thank you personally!
Thanks, George Nenni!
If you enjoyed this conversation with George Nenni, please let him know by clicking on the links below and sending him a message.
- Click here to thank George Nenni on LinkedIn
- Click here to let Michael know about your number one takeaway from this conversation
Shaahin Cheyene, CEO of Accelerated Intelligence, explains that despite everything going on in the automotive industry today, influence is the most powerful element of driving sales.
Car dealers are competiting against big tech, electrification, direct-to-consumer buying models, and many more carmageddon-level events. Disription is not new, and Shaahin explains how car dealers can overcome adversity and rise to the next level.
Click here to listen to the full episode featuring Shaahin Cheyene
Shaahin Cheyene is considered one of the leading global minds on what's next in e-commerce, Amazon and the internet. He is described as the "Willy Wonka of Generation X" by the London Observer and Newsweek and is one of the most forward thinkingers in business. Shaahin joins the show to share how car dealers can overcome the various obstacles in their path, from direct-to-consumer car sales to electrification and competiting against big tech.
What we discuss with Shaahin Cheyene:
- Shaahin explains the mindset required to take your book of business to the next level. He left home at the age of 15 and took his business to a billion dollars pre-internet.
- The thing that led Shaahin to success was overcoming adversity after adversity and creating a mindset where you can overcome anything. If you can overcome the most challenging things in your life, you can do anything you want in business.
- The difference between electric vehicles and petrol-powered vehicles. Shaahin submits that EVs are an appliance rather than being an actual vehicle. Shaahin built one of the first electric Porsche's out there.
- When you are sleeping, your enemies are planning your demise. We're facing an industry that is being disrupted by an appliance. The automotive industry needs to pick an identify and go all in.
- Shaahin walks through the 3 steps to solving any probelm. Knowledge, courage and action.
Like this show? Please leave us a review here — even one sentence helps! Consider includin g your LinkedIn or Instagram handle so we can thank you personally!
Thanks, Shaahin Cheyene!
If you enjoyed this episode with Shaahin Cheyene please let him know by clicking on the links below and sending him a message.
Click here to thank Shaahin Cheyene on Instagram
Mike Colleran, corporate vp at Nissan Motor Company explains how Nissan is looking to mitigate the dependency and risk surrounding chip shortages moving into the future.
Listen to the full episode featuring Mike Colleran here
Mike Colleran is the corporate vice president at Nissan Motor Company, a role he was appointed to in June 2020. Previously, he was the chairman of INFINITI Motor Company and was responsible for managing the brand, business operations, and all marketing/sales for INFINITI globally.
What we discuss with Mike Colleran:
- Mike talks about the shifts that he's observed during his 30+ year career in the automotive industry. The most impactful shift being the transformation from internal combustion engines to electric vehicles.
- Where manufacturers once employeed mechanical engineers, there is a shift to chemical engineers.
- The transformation began to accelerate back in 2008, when companies moved from high over heads to more streamlined business operations.
- Mike explains that the highest priority for retail dealers over the next 3, 5, and 7 years needs to be delivering a world-class customer experience. In a world where fixed costs add pressure, the challenge will be delivering that incredible experience while managing fixed costs.
- How far ahead do automakers look to the future? Nissan has been preparing for electrification for years when it released the first iteration of the Nissan Leaf.
- As a retired Marine Captian, Mike shares how the marine's motto of "Semper Fi" has impacted the way he leads, builds, and trusts his team.
- How are automakers seeking to mitigate chip shortages from happening again in the future?
- Are OEMs conspiring to get rid of the dealer network?
--
Like this show? Please leave us a review here — even one sentence helps! Consider includin g your LinkedIn or Instagram handle so we can thank you personally!
--
Thanks, Mike Colleran!
If you enjoyed this conversation with Mike Colleran, please let him know by clicking on the links below and sending him a message!
Click here to thank Mike Colleran!
Car dealers are aiming to provide a "Carvana-Like" experience, but what are the risk issues that dealers will face moving into a remote retail environment?
Tom Kline, founder of Better Vantage Point explains the "Home Solicitation Act" and why dealers need to be aware of it.
It may not be as simple as just delivering vehicles or "selling" vehicles at the car shoppers' place of residence.
- Listen to the full episode with Tom Kline here
- Like this show? Please leave us a review here — even one sentence helps! Consider including your LinkedIn or Instagram handle so we can thank you personally!
Tom Kline is the founder of Better Vantage Point; a dealership dispute, compliance, and risk mitigation company. With over 30 years of experience, and a history co-owning his family dealership, Tom is on a mission to help dealers mitigate the risk which costs them millions per year.
What we discuss with Tom Kline:
- The retail automotive industry is wasting hundreds of millions of dollars per year by not properly managing risk. From employees and poor culture to inadequate insurance policies and compliance.
- How Tom recently saved a single-point dealership $29,000 per year in a matter of minutes.
- Why car dealers need to pay attention to their advertising and media messaging to avoid PR nightmares and potential lawsuits from customers
- Tom's history working with dealers and how he got involved in risk mitigation as an owner of his family-owned dealership.
- Why dealers need to be careful as they evolve into an online retail/at-home-delivery sales model. There are compliance and legal issues to consider!
Full show notes and resources can be found here: https://www.thedealerplaybook.com/tom-kline
Like this show? Please leave us a review here — even one sentence helps! Consider including your LinkedIn or Instagram handle so we can thank you personally!
Connect with Michael Cirillo:
LinkedIn: https://www.linkedin.com/in/michaelcirillo
Facebook: https://www.facebook.com/michaelcirillo
Instagram: https://www.instagram.com/michaelcirillo
Website: https://www.thedealerplaybook.com
Stop wasting your ad spend, generate more leads instead: https://www.flexdealer.com
Connect with Tom Kline:
LinkedIn: https://www.linkedin.com/in/tompkline/
YouTube: https://www.youtube.com/channel/UC-ytHE0-c5lUJbzm0H4drog
This is an episode about Mathematics, but if you listen carefully, there's an underlying message. Scott Flansburg a.k.a. The Human Calculator holds the Guinness World Record for fastest mental calculation and is on a mission to help people learn math.
Scott explains something that can have a direct impact on your career in the automotive industry and in your life. From a young age, we learn math from the wrong side of the brain. It's all about memorization vs. actual calculation.
When we unlock the power of our brain's full potential, something as mystifying as math can become easy. One can't help but think what else might feel more natural if we simply tapped into the appropriate parts of our brain for the task at hand?
Connect with Michael Cirillo:
LinkedIn: https://www.linkedin.com/in/michaelcirillo
Facebook: https://www.facebook.com/michaelcirillo
Instagram: https://www.instagram.com/michaelcirillo
Website: https://www.thedealerplaybook.com
Generate Leads For Your Dealership: https://www.flexdealer.com
Connect with Scott Flansburg:
Facebook: https://www.facebook.com/IAmTheHumanCalculator
Instagram: https://www.instagram.com/humancalculator/
LinkedIn: https://www.linkedin.com/in/thehumancalculator/
Should you call yourself the "Cadillac Guy?"
Ali Reda says, "Don't even get me started on that!"
Often we spend more time thinking about the perfect slogan or the most captivating logo, but Ali suggests that it's all a waste of time until you know who you are in the business.
Your actions throughout your career dictate the strength of your brand.
Listen closely to what Ali says about what makes a car sales brand strong.
Connect with Michael Cirillo:
LinkedIn: https://www.linkedin.com/in/michaelcirillo
Facebook: https://www.facebook.com/michaelcirillo
Instagram: https://www.instagram.com/michaelcirillo
Website: https://www.thedealerplaybook.com
Ali Reda is best known among his colleagues in the retail automotive industry as the highest-performing car sales professional in the world. To his customers, he's Ali, the guy who has devoted his career to being a good person, neighbor, and community member.
In this exclusive behind-the-scenes interview, you'll hear Ali share his best advice about how anyone in car sales can achieve similar success to his. This interview was taken from the FlexDealer monthly office hours call which is reserved for FlexDealer clients to learn and interact with industry subject-matter experts like Ali.
Many car sales professionals are stuck in a slump. They complain about tough times and wonder why they aren't hitting the numbers that others achieve. Listen carefully to how Ali has navigated his car selling career and what you can start doing today to turn things around if you're stuck.
Noteworthy topics from this episode:
2:38 - How do you train your mindset?
7:51 - Quantify the feeling you get from serving others.
17:14 - Have you always been an active member of your community prior to getting into the auto industry?
23:07 - How are you handling the leads you already have?
32:16 - How do you sell 209 cars in a month?
41:41 - What would you encourage the first thing everyone listening should do?
55:18 - How do you choose a coach?
Connect with Ali Reda:
Website: https://howtosell100cars.com
Connect with Michael Cirillo:
LinkedIn: https://www.linkedin.com/in/michaelcirillo
Facebook: https://www.facebook.com/michaelcirillo
Instagram: https://www.instagram.com/michaelcirillo
Website: https://www.thedealerplaybook.com
One of the most common problems with selling more used vehicles is Turn Around time, says LotPop founder, Jasen Rice.
One of the things dealers often forget about is holding costs. How much does it cost to hold a vehicle in the "slot?" Some dealers are paying between $30 - $100 vehicles per day.
Learn what you can do to overcome the expense of holding used vehicles for too long so that they turn over much quicker.
Connect with Michael Cirillo:
LinkedIn: https://www.linkedin.com/in/michaelcirillo
Facebook: https://www.facebook.com/michaelcirillo
Instagram: https://www.instagram.com/michaelcirillo
Website: https://www.thedealerplaybook.com
Jasen Rice is the founder of LotPop.com, the wildly successful firm that helps dealers improve gross and volume. He's an expert at all things vehicle sales and merchandising, and joins the podcast to share his wisdom about how car dealers can improve their used vehicle sales process.
A year ago (2020), Jasen joined the show to explain how used vehicle inventory would be the saving grace for dealers through the pandemic, and he was right. Today, he shares the best way for dealers to leverage the current (2021) used vehicle climate to grow their sales operation.
Noteworthy topics from this episode:
2:09 - Where do you see the auto industry heading in the next few years? What trends are you noticing?
7:57 - Do the house prices affect auto sales? How does inflation play a role in the auto industry?
9:56 - Are there tried and true processes that worked pre-pandemic and work currently?
14:37 - What would you recommend for dealers with a shortage of inventory?
19:19 - How many tools as a dealer would I need to be able to compete with Carvana and others?
24:11 - What are the most common broken processes you have noticed?
Connect with Jasen Rice:
LinkedIn: https://www.linkedin.com/in/jasenrice
Facebook: https://www.facebook.com/lotparty
Connect with Michael Cirillo:
LinkedIn: https://www.linkedin.com/in/michaelcirillo
Facebook: https://www.facebook.com/michaelcirillo
Instagram: https://www.instagram.com/michaelcirillo
Website: https://www.thedealerplaybook.com
There's no substitute for preparation, and the same is true for building a powerful business network.
Whether you're a car sales professional or dealership owner, industry titans like Ali Reda have demonstrated how crucial having a network in place can be, especially when a crisis hits.
In this episode, Listen as Judi Fox and Michael Cirillo explain why it's important to build your network before you need it. Doing so will eliminate stress and desperation.
Connect with Michael Cirillo:
LinkedIn: https://www.linkedin.com/in/michaelcirillo
Facebook: https://www.facebook.com/michaelcirillo
Instagram: https://www.instagram.com/michaelcirillo
Website: https://www.thedealerplaybook.com
Judi Fox has mastered the ability to grow and monetize brands on LinkedIn. She's the founder of The LinkedIn Accelerator, a brand and video marketing strategist, and a public speaker.
Judi joins Michael to share how car sales professionals and car dealers can leverage LinkedIn to grow their brand and business opportunities!
LinkedIn is rewarding active participants in its platform right now with exponential reach and visibility. Superstars like Gary Vaynerchuk, who by his own admission, "Day Trade's Attention," has made a strong push on the platform; an indication that you should too.
Noteworthy topics from this episode:
1:32 - Are there any parallels between growing your brand on LinkedIn and your chemical engineering background?
6:10 - We all have unique skills we can really excel in.
10:20 - When you do X - Y happens or it triggers something.
14:15 - How do you approach networking on LinkedIn without desperation?
20:30 - CRMs are very under-utilized.
21:28 - What are the biggest lessons you have learned about LinkedIn and do they still hold true today?
25:14 - Build a network before you need it.
Enjoying the show? Leave a rating and review on your favorite podcast app!
Connect with Judi Fox:
Website: https://www.judifox.com
LinkedIn: http://www.linkedin.com/in/judiwfox
Instagram: https://www.instagram.com/judifoxrocks
Facebook: https://www.facebook.com/judiwfox
Twitter: https://twitter.com/Judi_Fox
Connect with Michael Cirillo:
LinkedIn: https://www.linkedin.com/in/michaelcirillo
Facebook: https://www.facebook.com/michaelcirillo
Instagram: https://www.instagram.com/michaelcirillo
Website: https://www.thedealerplaybook.com
To humanize something means that you do it in a more humane or civilized way.
The car industry is still plagued by negative stereotypes, many of which are perpetuated by the fact that some dealers are hanging on to the past.
Listen as Fred Lennartz shares his insights about how to change that narrative so that we can provide a culture that serves the needs of the community far beyond just moving metal.
Connect with Michael Cirillo:
LinkedIn: https://www.linkedin.com/in/michaelcirillo
Facebook: https://www.facebook.com/michaelcirillo
Instagram: https://www.instagram.com/michaelcirillo
Website: https://www.thedealerplaybook.com
Frederick Lennartz (a.k.a The Subprime Hero), is the host of the Car Guy Coffee Podcast and has nearly 20 years of automotive retail under his belt. Fred's mission is to help the automotive retail community be the very best it can be, and he's doing that by helping shift the way car dealers approach the road to the car sale.
In this episode, Fred shares how he works tactical sales strategies into a more caring, and service-oriented approach to working with car shoppers. Car salespeople who take the time to build relationships and show care and the desire to serve continually rise above the clutter and stand out in their communities.
Also a big thank you to Fred for his service in the United States Air Force where he worked as an aircraft mechanic on Michael's favorite fighter jet, The A10 Warthog. Listen carefully as Michael and Fred tie the fighter jet back to the automotive industry in a relevant and unique way.
Noteworthy topics from this episode:
6:24 - Cater to what customers want, not what you want.
9:23 - Remove as many obstacles for the customer so it is easy for them to say yes.
17:59 - What creates the urgency of the car buying experience?
28:05 - Treat others the way they want to be treated.
Enjoying the show? Leave a rating and review on your favorite podcast app!
Connect with Fred Lennartz:
Email: fred@carguycoffee.com
Connect with Michael Cirillo:
LinkedIn: https://www.linkedin.com/in/michaelcirillo
Facebook: https://www.facebook.com/michaelcirillo
Instagram: https://www.instagram.com/michaelcirillo
Website: https://www.thedealerplaybook.com
Anyone can develop a relationship, but there is a key difference when it comes to developing strong partnerships.
In this quick snippet from the full episode featuring Laurie Foster, listen as she explains the difference between just having a relationship with someone and developing a profitable partnership.
Can we achieve this outcome in the retail automotive industry?
Dealers! What should you do if you have bad vendor relationships?
Vendors... same question!
Laurie Foster is the founder of Foster Strategies and works with car dealerships and vendors to help create more profitable business relationships.
Over the years the automotive industry has accepted lackluster relationships as the norm, but there are many change agents within the industry who are moving beyond simple relationships to develop strong partnerships between dealerships and their allies.
In this episode, Laurie and Michael discuss ways in which dealers and vendors can go beyond relationships into profitable partnerships.
Dealer/Vendor relationships must be viewed as bi-directional, and need to be treated as such. Laurie teaches that when two parties come together to achieve a specific outcome, that's when a partnership is formed. That's when respect is developed, and that's when relationships become profitable for all.
Noteworthy topics from this episode:
2:19 - Once I have the relationship of trust, what do I focus on next to build my dealership business?
5:20 - Awareness, Intentionality, Discovery and Expectations.
12:38 - Vendor and Dealer relationship.
19:06 - Letting clients know how much they blessed your life.
21:24 - Shifting your mindset from “I have to do this” to “I get to do it”.
26:08 - Turning relationships around.
Enjoying the show? Leave a rating and review on your favorite podcast app!
Connect with Chris Martinez:
LinkedIn: https://www.linkedin.com/in/lauriedfoster
Connect with Michael Cirillo:
LinkedIn: https://www.linkedin.com/in/michaelcirillo
Facebook: https://www.facebook.com/michaelcirillo
Instagram: https://www.instagram.com/michaelcirillo
Website: https://www.thedealerplaybook.com
As you can imagine, being able to scale your business efficiently has more to do with one's mindset than anything else. A healthy and positive mindset will impact the action that follows.
But maybe it's time to sell your dealership, ring the bell, and check out. In this segment, Chris Martinez shares his advice for those wondering if now is the time or not.
Connect with Chris Martinez:
Website: http://chrisjosephmartinez.com
LinkedIn: http://www.linkedin.com/in/chrisjmartinezatx
Connect with Michael Cirillo:
LinkedIn: https://www.linkedin.com/in/michaelcirillo
Facebook: https://www.facebook.com/michaelcirillo
Instagram: https://www.instagram.com/michaelcirillo
Website: https://www.thedealerplaybook.com
Is selling 1,000 cars per month even possible? Yes... yes, it is.
Chris Martinez is the Executive Director of Sales and Marketing at Jackie Cooper Imports of Tulsa and automotive best-selling author.
His vast experience in growing profitability for dealerships is second to none, and that's apparent as he shares how he helped a single point Toyota store increase their sales to 1,000 cars per month and $400 million in revenue.
Listen carefully as Chris explains the key points of his process that you can apply to your automotive dealership starting today.
Noteworthy topics from this episode:
1:52 - How does a dealership go from selling 100 cars to 1000 cars a month?
5:56 - How did growth look like for you?
9:40 - What kind of a process do you have around outsourcing tasks or work that doesn’t have to be done in-house?
13:40 - What is the biggest shift that needs to happen to “unclog the drain”?
18:22 - Shifting your mindset.
21:53 - What do you see the next 3-5-10 years going to look like in the auto industry?
Enjoying the show? Leave a rating and review on your favorite podcast app!
Connect with Chris Martinez:
Website: http://chrisjosephmartinez.com
LinkedIn: http://www.linkedin.com/in/chrisjmartinezatx
Connect with Michael Cirillo:
LinkedIn: https://www.linkedin.com/in/michaelcirillo
Facebook: https://www.facebook.com/michaelcirillo
Instagram: https://www.instagram.com/michaelcirillo
Website: https://www.thedealerplaybook.com
"Every single day I'm reminded that there's no one in my dealership that looks like me and that I'm the only woman at the table."
Erikka Tiffani from the Women of Color Automotive Network shares her unique perspective about what it takes to grow within the car business.
Whatever the odds working against you may be, Erikka's inspirational story and analogy about "stone soup" will help you realize that small victories can compound into greatness.
Connect with Erikka Tiffani:
Twitter: https://twitter.com/erikkatiffani
LinkedIn: https://www.linkedin.com/in/erikkatiffani
Website: https://www.wocautonetwork.com
Connect with Michael Cirillo:
LinkedIn: https://www.linkedin.com/in/michaelcirillo
Facebook: https://www.facebook.com/michaelcirillo
Instagram: https://www.instagram.com/michaelcirillo
Website: https://www.thedealerplaybook.com
Erikka Tiffani is a co-founder of the Women of Color Automotive Network (WOCAN) which was founded to attract, support, connect and empower women of color in the automotive industry.
Listen carefully and learn how she was able to stand up and stand out in the retail automotive industry, and what you can do within your career to do the same. Erikka's inspiring story is one of rising to the challenge and demonstrating that you have more control than you think you do.
There are many opportunities to grow within the retail automotive industry, and through her inspiring story, Erikka proves that it's possible.
Listen carefully and apply what stands out to your career in the car business.
Noteworthy topics from this episode:
4:16 - How did you go from changing diapers in daycare to getting into the automotive industry?
8:03 - Did your entrepreneurship spirit come up when your back was against the wall?
10:33 - You can’t teach hunger, you can only seed it.
14:10 - Developing the first pilot BDC for Audi America.
17:32 - How do you overcome obstacles?
28:57 - Are you ok feeling uncomfortable and getting out of your comfort zone?
Enjoying the show? Leave a rating and review on your favorite podcast app!
Connect with Erikka Tiffani:
Twitter: https://twitter.com/erikkatiffani
LinkedIn: https://www.linkedin.com/in/erikkatiffani
Website: https://www.wocautonetwork.com
Connect with Michael Cirillo:
LinkedIn: https://www.linkedin.com/in/michaelcirillo
Facebook: https://www.facebook.com/michaelcirillo
Instagram: https://www.instagram.com/michaelcirillo
Website: https://www.thedealerplaybook.com
The best car sales tactics in the world won't work unless you do. Car sales professionals and dealer owners who take the time to work through their brand will be able to sell anything according to Jaylissa Lea.
To build a successful brand, car dealers need to have a clear goal and then be able to identify where the gaps are in achieving that goal. For example, what values drive your internal behavior and how do you treat customers?
Dealers that focus on building their brand are building long-term, scalable enterprises that stand the test of time and unforeseen circumstances.
Enjoying the show? Leave a rating and review on your favorite podcast app!
Connect with Michael Cirillo:
LinkedIn: https://www.linkedin.com/in/michaelcirillo
Facebook: https://www.facebook.com/michaelcirillo
Instagram: https://www.instagram.com/michaelcirillo
Website: https://www.thedealerplaybook.com
Jaylissa Lea has a background in clinical psychology, neuro-linguistic programming, and hypnotherapy and utilizes those disciplines to help her clients create powerful brands.
In this episode, you'll learn how to create a personal brand within the car dealership so that you can impact your customers and community in a positive way.
Jaylissa teaches that brands are more than fancy logos or catchy slogans. Whether you are a dealership owner, manager, or car sales professional, your brand embodies your value system and mode of operation.
A personal brand in the car business is more about what customers can expect with every interaction and helps keep your dealership at the top of their minds whenever they are in the market for a different vehicle.
3:09 - What is the #1 mistake people make when it comes to building a personal brand for themselves?
5:10 - What is the best first thing we can be doing to build a foundation for our personal brand?
9:28 - Why do you think people struggle presenting themselves authentically?
13:37 - Prepare to go through the identity loss process.
15:38 - Gaining confidence.
19:56 - What are some questions we can be asking ourselves to get a deeper understanding of what our purpose is?
30:57 - What are some searching type questions I could be asking myself to push my brain in the right direction with personal branding?
Connect with Jaylissa Lea:
- Instagram: https://www.instagram.com/jaylissalea
- Clubhouse: https://www.clubhouse.com/@jliss.lea
- Website: https://www.jaylissa.com
Connect with Michael Cirillo:
- LinkedIn: https://www.linkedin.com/in/michaelcirillo
- Website: https://www.thedealerplaybook.com
- Facebook: https://www.facebook.com/michaelcirillo
- Instagram: https://www.instagram.com/michaelcirillo
Car Dealers around the world have been keeping a close eye on emerging tech companies like Carvana for quite some time. Their direct-to-consumer car purchase model has proven to be a viable option for those who wish to bypass the traditional car dealership experience.
That's why it's important for dealers to take action today. Mark McGovern is an online school teacher with zero connection to the automotive industry. He joins The Dealer Playbook to share his experience purchasing and trading a vehicle from start to finish with Carvana.
Pay close attention to what Mark shares in this episode so that you can apply it to the context of your dealership operations.
Noteworthy topics from this episode:
2:06 - Did you decide to buy from Carvana right away or did you shop around first?
4:40 - “It sounds too good to be true.”
10:39 - Did buying from a website seem like a better and much easier experience?
17:20 - What happens once you complete the checkout?
21:01 - It is all about the customer’s experience and doing what is best for their interests.
24:24 - How do they serve you after the sale?
29:54 - Do you see the value at servicing the vehicle at the licensed dealership?
Enjoying the show? Leave a rating and review on your favorite podcast app!
Connect with Michael Cirillo:
LinkedIn: https://www.linkedin.com/in/michaelcirillo
Facebook: https://www.facebook.com/michaelcirillo
Instagram: https://www.instagram.com/michaelcirillo
Website: https://www.thedealerplaybook.com
Today's car shoppers are more savvy and educated than ever before. That means they require fewer vehicle features and price information (which is easy to find), and more value messaging. They need to know why they should choose your dealership rather than your competitors.
In this episode, Michael breaks down a simple 3 step process that will help you craft more appealing "Why Buy" messaging for your dealership.
8:09 - You need to know what your customers want.
10:02 - Make a list of what you are really good at.
12:35 - Combine these into a unique selling proposition.
Enjoying the show? Leave a rating and review on your favorite podcast app!
Connect with Michael Cirillo:
LinkedIn: https://www.linkedin.com/in/michaelcirillo
Facebook: https://www.facebook.com/michaelcirillo
Instagram: https://www.instagram.com/michaelcirillo
Website: https://www.thedealerplaybook.com
It's easier to be negative than it is to be positive. Having a positive mindset requires discipline. It requires you to reframe the lens by which you see the world, and that's not an overnight process.
That's probably why those with a negative bias far outnumber those who have cultivated a positive mindset -- who see an opportunity in every circumstance.
David Long shares his best advice on how to cultivate and maintain a positive mindset. It's important for individuals and leaders within the dealership to learn how to do this. For leaders, it's a must. "How can they give something they don't have?"
Unlike those with a negative bias, dealerships with a positive culture will far outperform those who can't see the potential in themselves or their people.
Enjoying the show? Leave a rating and review on your favorite podcast app!
Connect with Michael Cirillo:
LinkedIn: https://www.linkedin.com/in/michaelcirillo
Facebook: https://www.facebook.com/michaelcirillo
Instagram: https://www.instagram.com/michaelcirillo
Website: https://www.thedealerplaybook.com
The real change-makers in the retail auto industry all have one thing in common. They believe and deploy the power of a positive mindset before any job-specific tactics. Isn't it ironic? Those who focus strictly on tactics never seem to get a head while those who have a positive, willing, and committed mindset tend to rise the leaderboard consistently?
David J. Long is the Executive General Manager for Hansel Auto Group in California and has helped thousands of individuals throughout his career reach new heights through the power of a positive mindset.
Listen carefully as David helps us understand the importance of remaining positive and provides a glimpse into how he makes it happen for himself each day.
Noteworthy topics from this episode:
4:16 - You speak a lot about mindset. Why?
10:07 - How do you pivot or adjust and still keep on track?
14:25 - Is there a difference between positivity and happiness?
15:38 - How does one cultivate an attitude of positivity?
22:12 - How do you foster a culture of positivity?
26:22 - Caring drives us.
Enjoying the show? Leave a rating and review here:https://podcasts.apple.com/podcast/the-dealer-playbook/id857094979
There is a massive shift coming to the retail automotive industry, and dealers need to wake up and focus on what matters most if they want to weather the storm.
The next 10 years in the industry will see the biggest shifts the industry has ever seen. The retail dealer community will shrink, while big tech and dealer groups take over in an online environment.
That's why more dealers are stepping forward and speaking to the importance of a growth culture. The dealers that will survive and evolve to deliver the best customer experience possible will stand the test of time, grow, and dominate.
In this short, to-the-point minisode, Brian Kramer shares his vantage point about culture and why decentralized leadership is a must in today's dealership environment.
Brian Kramer is the general manager of Germain Toyota of Naples and is the pioneer of the 100% paperless car sales transaction. His work has forged the path in assisting his dealership and others with the digital evolution.
In this episode, Brian will speak about how to galvanize your existing dealership processes so that you can meet the needs of today's car shoppers. He'll also explain how he's leveraging companies like Carvana and Vroom to help his dealership adapt and evolve.
Noteworthy topics from this episode:
2:30 - What do you mean by galvanizing existing processes?
3:54 - When did you feel that there is a shift coming?
7:34 - What are some things you consider on daily basis to demonstrate that leadership?
12:39 - How did you go 100% paperless and how long does it take?
20:10 - “Roll up your sleeves and get into the dirty work” attitude.
23:04 - Who are these “barbarians” that you speak of?
31:39 - What do you recommend dealers start working immediately to see this transformation take place?
If you're enjoying the show, share it with your colleagues! We're on a mission to empower automotive professionals around the world.
Have a suggestion for a show topic? Send it to michael@thedealerplaybook.com
If you enjoyed this episode, leave a rating and review on Apple Podcasts!
Dealership BDC reps play a key role in bridging the gap between the online car shopping experience and the in-store experience. Rather than working in a silo as a separate department, the BDC should be an extension of the showroom floor. Doing so will allow reps to have greater empathy for the customer's journey, and how they can fulfill the customer's needs when they come for a test drive, fill out paperwork, and work with the business office.
As dealerships move into a growing online retailing environment, it's more important than ever to have a process that can bridge the gap between online visitors and in-store customers.
Carla Wade, Senior Director of Sales Development at Automotive Mastermind Inc., joins to share her vantage point, and the experience she gained while working as the Business Development Manager at Mercedes-Benz Manhattan.
BDC reps play an integral role in the online buying process, and assisting customers during critical moments of their buying journey. In this episode, Carla shares some practical ways, BDC reps can think out of the box.
Noteworthy topics from this episode:
2:48 - Why did you choose BDC?
4:18 - What do you recommend dealers focus on when it comes to BDC?
6:14 - What are some key components that are crucial to the day-to-day activities of the BDC?
9:10 - Importance of healthy culture.
11:52 - What tools would you recommend to keep the team connected?
17:55 - Are people likely to adapt to digital retail?
20:38 - What should be considered to make sure the online retail model actually works?
23:00 - How does one actually put themselves in the customer seat?
"The closer you are in proximity to adversity, the harder it is to see the light at the end of the tunnel."
At the Dealer Playbook, we really believe that all the tactics in the world won't benefit your career in the retail auto industry if you're unhappy, unfulfilled, or have other barriers holding you back from being the best version of yourself that you can possibly be.
Mike "C-ROC" Ciorocco joins the show to explain the rocket fuel law and how you can use adversity to accelerate your growth toward your definition of success.
FlexDealer
You've tried so many different things with your marketing but the dots never align. Your current agency sends you a fancy report but you have no clue what it means...
That's why more dealers are choosing to partner with FlexDealer. They're the creative marketing people behind some of the auto industry's most envied brands.
"Flex takes an approach unlike others I've ever experienced, and I can honestly say that I trust you guys. It's a strange and wonderful feeling! Being on a team with them and knowing they are in my corner jacks up my confidence and ups the fun factor of the car business. I'm so grateful! - Aaron Lange, Lange and Fetter Motors
Find your best opportunities to grow with FlexDealer's free, immediate website audit. Visit www.flexdealer.com/website-audit
How do you behave when things don't go your way? Maybe you didn't hit the number of vehicles sold that you were hoping, or you got passed up for the open management position at the dealership?
Mike "C-Roc" Ciorrocco is the CEO of People Building Inc., and the powerhouse behind the "What Are You Made Of?" movement. He joins the show to share his compelling story of setbacks and shares how you can turn your setbacks into rocket fuel.
If you're ready to take control of your circumstances, this episode is a must-listen.
Noteworthy topics from this episode:
5:38 - What are the most common challenges that businesses face that prevent them from getting to the next level.
8:55 - How do you teach people to overcome the setbacks?
19:05 - Do you find the correlation between being easily stoppable and being unstoppable?
24:11 - How do you convey the importance of removing time from the equation and staying consistent?
27:53 - How to be more confident and remove fear?
31:04 - How not to worry about what other people think?
FlexDealer
You've tried so many different things with your marketing but the dots never align. Your current agency sends you a fancy report but you have no clue what it means...
That's why more dealers are choosing to partner with FlexDealer. They're the creative marketing people behind some of the auto industry's most envied brands.
"Flex takes an approach unlike others I've ever experienced, and I can honestly say that I trust you guys. It's a strange and wonderful feeling! Being on a team with them and knowing they are in my corner jacks up my confidence and ups the fun factor of the car business. I'm so grateful! - Aaron Lange, Lange and Fetter Motors
Find your best opportunities to grow with FlexDealer's free, immediate website audit. Visit www.flexdealer.com/website-audit
People want to buy from people.
You are the secret sauce for the business. You are unique and provide wisdom and experience that can help shape the most delightful experience.
The secret to growing in business is to not have clients but to have people you consider friends. People that you can enjoy a long-term relationship with.
As you navigate each day, consider what actions you can take that will help you build deeper, more meaningful friendships in business.
FlexDealer
You've tried so many different things with your marketing but the dots never align. Your current agency sends you a fancy report but you have no clue what it means...
That's why more dealers are choosing to partner with FlexDealer. They're the creative marketing people behind some of the auto industry's most envied brands.
"Flex takes an approach unlike others I've ever experienced, and I can honestly say that I trust you guys. It's a strange and wonderful feeling! Being on a team with them and knowing they are in my corner jacks up my confidence and ups the fun factor of the car business. I'm so grateful! - Aaron Lange, Lange and Fetter Motors
Find your best opportunities to grow with FlexDealer's free, immediate website audit. Visit www.flexdealer.com/website-audit
Modern car shoppers deserve a modern approach by car dealers. Those within the industry who demonstrate a service-oriented mindset are quickly rising up and standing apart from dealers who are in it to retain gross or increase profits alone.
Laurie Halter, the founder of Charisma Communications, joins the show to explain how dealers can create a deeper layer of inspiration and authenticity at the dealership that will create more sustainable growth in people and in profits.
Noteworthy topics from this episode:
1:46 - Modern customers deserve a modern customer experience.
4:37 - How do we start taking responsibility for our own career, life and relationships.
7:06 - What are some things we can be focusing on so that building relationships becomes more natural?
9:49 - Taking the focus off the bank account and focus on serving. The giving mindset.
17:24 - How do we start with this concept of outward service?
26:41 - People want to buy from people.
31:50 - I don’t sell cars, I make friends.
FlexDealer
You've tried so many different things with your marketing but the dots never align. Your current agency sends you a fancy report but you have no clue what it means...
That's why more dealers are choosing to partner with FlexDealer. They're the creative marketing people behind some of the auto industry's most envied brands.
"Flex takes an approach unlike others I've ever experienced, and I can honestly say that I trust you guys. It's a strange and wonderful feeling! Being on a team with them and knowing they are in my corner jacks up my confidence and ups the fun factor of the car business. I'm so grateful! - Aaron Lange, Lange and Fetter Motors
Find your best opportunities to grow with FlexDealer's free, immediate website audit. Visit www.flexdealer.com/website-audit
Limiting or fixed beliefs are holding many professionals back from achieving the success they want. Alex Flores, prominent car dealer and leadership coach shares some of the most common:
- It can't be done
- It's too hard
- Not possible
- Wrong market
- Not enough inventory
- People don't want to listen
- Millennials don't care
- One generation is better than the other
Alex explains that the best way to overcome the scarcity mindset is to be excited, inspired, and grateful. Doing so creates the mindset of abundance, which is ultimately needed to overcome limiting beliefs and grow your business.
FlexDealer
You've tried so many different things with your marketing but the dots never align. Your current agency sends you a fancy report but you have no clue what it means...
That's why more dealers are choosing to partner with FlexDealer. They're the creative marketing people behind some of the auto industry's most envied brands.
"Flex takes an approach unlike others I've ever experienced, and I can honestly say that I trust you guys. It's a strange and wonderful feeling! Being on a team with them and knowing they are in my corner jacks up my confidence and ups the fun factor of the car business. I'm so grateful! - Aaron Lange, Lange and Fetter Motors
Find your best opportunities to grow with FlexDealer's free, immediate website audit. Visit www.flexdealer.com/website-audit
Alex Flores is the dealer principal and GM of Capitol Chevrolet, Seguin Chevrolet, and has led both stores to unprecedented growth. Prior to Alex Flores's tenure, Capitol was selling 216 cars per month, but once he stepped in, that number rose to a whopping 762 cars per month.
In this episode, Alex shares how you can promote a healthy, accountable culture where everyone is winning from car sales professionals to fixed operations and finance.
Listen as Alex Flores brings you inside his accountable, fun, and clear leadership style to discover how he is helping his stores and several other dealerships rise to insane levels of success.
Noteworthy topics from this episode:
4:48 - How did you get started in business and got to where you are now?
13:00 - Where can other dealers get started to be able to achieve your results?
19:54 - What set and limiting beliefs do you observe that auto industry needs to let go of?
25:20 - It is not all about how many cars you can sell.
29:11 - We are all spinning so many plates, how do you set priorities?
FlexDealer
You've tried so many different things with your marketing but the dots never align. Your current agency sends you a fancy report but you have no clue what it means...
That's why more dealers are choosing to partner with FlexDealer. They're the creative marketing people behind some of the auto industry's most envied brands.
"Flex takes an approach unlike others I've ever experienced, and I can honestly say that I trust you guys. It's a strange and wonderful feeling! Being on a team with them and knowing they are in my corner jacks up my confidence and ups the fun factor of the car business. I'm so grateful! - Aaron Lange, Lange and Fetter Motors
Find your best opportunities to grow with FlexDealer's free, immediate website audit. Visit www.flexdealer.com/website-audit
"Like stoplights on the road. You know where you're going and why you're going there, but there are certain laws that you have to obey to get to your desired destination."
There are many things you could be doing each day at the dealership. The real question is: What SHOULD you be doing?
In this episode, Coach Isaac Brown shares his advice about maintaining perspective, especially when the going gets tough.
FlexDealer
You've tried so many different things with your marketing but the dots never align. Your current agency sends you a fancy report but you have no clue what it means...
That's why more dealers are choosing to partner with FlexDealer. They're the creative marketing people behind some of the auto industry's most envied brands.
"Flex takes an approach unlike others I've ever experienced, and I can honestly say that I trust you guys. It's a strange and wonderful feeling! Being on a team with them and knowing they are in my corner jacks up my confidence and ups the fun factor of the car business. I'm so grateful! - Aaron Lange, Lange and Fetter Motors
Find your best opportunities to grow with FlexDealer's free, immediate website audit. Visit www.flexdealer.com/website-audit
Coach Isaac Brown, a former NFL, and CFL athlete is the strength and conditioning coach for the Hamilton Tiger-Cats. He helps his players perform at peak levels both on and off the field by developing healthy habits and routines.
In this episode, Coach Isaac shares his wisdom about the importance of creating healthy habits in routines. As you listen, consider how you can apply what you hear to the context of your circumstances within your career in the retail automobile industry.
Noteworthy topics from this episode:
2:05 - Success leaves clues.
5:42 - What is it like being a professional athlete?
10:14 - NFL to CFL: what do you think contributes to the difference in mindset and culture?
13:12 - Is your level of discipline something you were born with or have developed?
16:17 - How did you find your passion?
21:45 - As a leader, how do you cater the training to the individual?
23:50 - How do you stay disciplined as a leader?
27:13 - Should leaders roll up their sleeves and participate in business operations?
FlexDealer
You've tried so many different things with your marketing but the dots never align. Your current agency sends you a fancy report but you have no clue what it means...
That's why more dealers are choosing to partner with FlexDealer. They're the creative marketing people behind some of the auto industry's most envied brands.
"Flex takes an approach unlike others I've ever experienced, and I can honestly say that I trust you guys. It's a strange and wonderful feeling! Being on a team with them and knowing they are in my corner jacks up my confidence and ups the fun factor of the car business. I'm so grateful! - Aaron Lange, Lange and Fetter Motors
Find your best opportunities to grow with FlexDealer's free, immediate website audit. Visit www.flexdealer.com/website-audit
It's easy to get stuck doing what you've always done to alleviate the discomfort of trying something new.
The dealership community is no different. The previous generation had a way of doing business which gets passed on to the next generation.
Developing a healthy dealership culture and fostering greater employee buy-in is no different and likely why the turnover rate in the industry is so high.
David Spisak shares his wisdom around developing a healthy culture.
"People go to work for a company but quit their managers."
Fortellis
This episode is proudly sponsored by our friends at Fortellis. No two dealers operate the same way which is why Fortellis provides the tools to create unique apps that help your dealership meet the needs of the market while catering to your operations.
Not only has Fortellis created an amazing technology platform that’s designed to make life easier for dealers, but they are also pouring back into the community with events like their dealer dev day. It’s a 3-day event that empowers attendees to network with each other to create smarter, faster, and better apps for the dealer community.
Visit Fortellis.io to browse their marketplace of apps and integrations that will allow you to run your business, your way.
David Spisak has 27 years of retail automotive experience during which he owned and operated single point stores and large groups. He was the operator of Smythe European, a Mercedes-Benz dealership that generated a whopping $23.7 million in NET profit.
In this episode, David shares his vast wisdom about how his dealership was able to grow their business to other-worldly levels without spending a single dime on advertising.
More importantly, you'll hear how David grew a team culture that created loyal employees, friends, and community alliances.
Noteworthy topics from this episode:
8:01 - David’s story and the imposter syndrome.
20:23 - If you want to grow, focus on the things that matter.
24:18 - How do you balance the culture and sales?
46:18 - Take a hard look this year at a culture in your dealership.
Fortellis
This episode is proudly sponsored by our friends at Fortellis. No two dealers operate the same way which is why Fortellis provides the tools to create unique apps that help your dealership meet the needs of the market while catering to your operations.
Not only has Fortellis created an amazing technology platform that’s designed to make life easier for dealers, but they are also pouring back into the community with events like their dealer dev day. It’s a 3-day event that empowers attendees to network with each other to create smarter, faster, and better apps for the dealer community.
Visit Fortellis.io to browse their marketplace of apps and integrations that will allow you to run your business, your way.
When we fast-forward and look at technology today, Brian Miller suggests that its best use is to help build better relationships with customers.
In this episode, Brian explains how your dealership can leverage technology to build more meaningful relationships of trust that will power generational and long-term customer growth.
Fortellis
This episode is proudly sponsored by our friends at Fortellis. No two dealers operate the same way which is why Fortellis provides the tools to create unique apps that help your dealership meet the needs of the market while catering to your operations.
Not only has Fortellis created an amazing technology platform that’s designed to make life easier for dealers, but they are also pouring back into the community with events like their dealer dev day. It’s a 3-day event that empowers attendees to network with each other to create smarter, faster, and better apps for the dealer community.
Visit Fortellis.io to browse their marketplace of apps and integrations that will allow you to run your business, your way.
We have a love/hate relationship with technology in the retail auto industry, but it doesn't have to be that way. For years we've either relied too heavily on technology and bypassed the essential human needs of the car shopper.
Brian Miller, the Platform Evangelist at Fortellis.io, shares some simple ways to improve the customer experience with technology while also fulfilling the operational needs of the dealership.
Noteworthy topics from this episode:
3:14 - It’s all about the experience we provide to our customers.
6:08 - What is the biggest pain point as it pertains to serving dealers and customers?
8:21 - Dealerships should be responsible for the process that works for them.
10:20 - What is Fortellis?
13:06 - What does integration means?
16:15 - How do dealers are able to create unique workflows for their business?
20:21 - What should I be considering as a dealer to develop something in-house? Who do I need on staff?
25:02 - How does the customer benefit from something like this?
29:49 - How do you find out customer’s data and information?
Fortellis
This episode is proudly sponsored by our friends at Fortellis. No two dealers operate the same way which is why Fortellis provides the tools to create unique apps that help your dealership meet the needs of the market while catering to your operations.
Not only has Fortellis created an amazing technology platform that’s designed to make life easier for dealers, but they are also pouring back into the community with events like their dealer dev day. It’s a 3-day event that empowers attendees to network with each other to create smarter, faster, and better apps for the dealer community.
Visit Fortellis.io to browse their marketplace of apps and integrations that will allow you to run your business, your way.
"Hiring begins at the vision level, with senior leaders. If you're going to use the term 'Sales Ninja,' you're going to get a different type of candidate..."
The language of your recruiting ad can have a tremendous impact on the quality of candidates you receive for career opportunities at your dealership.
Many dealers forget that the candidate themselves are a really big part of the hiring process. It's not all about the dealership. The dealership hiring process needs to make the candidate a partner along with the dealership so that they can appropriately see a fit with one another, rather than the traditional one-way street that job postings usually convey.
Fortellis
This episode is proudly sponsored by our friends at Fortellis. No two dealers operate the same way which is why Fortellis provides the tools to create unique apps that help your dealership meet the needs of the market while catering to your operations.
Not only has Fortellis created an amazing technology platform that’s designed to make life easier for dealers, but they are also pouring back into the community with events like their dealer dev day. It’s a 3-day event that empowers attendees to network with each other to create smarter, faster, and better apps for the dealer community.
Visit Fortellis.io to browse their marketplace of apps and integrations that will allow you to run your business, your way.
Jeff Morrill is the co-founder of Planet Suburu and author of "Profit Wise - How To Make More Money In Business By Doing The Right Thing." He's a successful businessman with investments generating well over $100 Million/year.
The secret to his success? Finding the right people. He has developed a unique hiring process that involves every member of his leadership team, and, as you'll hear has contributed to a thriving culture and profitability.
Noteworthy topics from this episode:
4:23 - Why is the hiring topic is something you are passionate about?
6:52 - Do you think people’s fear of making mistakes impacts the hiring process?
8:54 - Why is your hiring process is like now and what was it like what you were making your first hires?
19:53 - Encouraging employees to become CEOs of their own lives.
23:47 - What are some of the mechanisms you have in place post-hire that encourage a healthy growth work culture?
27:56 - How to provide a customer experience that keeps the business growing?
32:11 - It is easy to compare your movie to somebody else’s highlight reel.
Fortellis
This episode is proudly sponsored by our friends at Fortellis. No two dealers operate the same way which is why Fortellis provides the tools to create unique apps that help your dealership meet the needs of the market while catering to your operations.
Not only has Fortellis created an amazing technology platform that’s designed to make life easier for dealers, but they are also pouring back into the community with events like their dealer dev day. It’s a 3-day event that empowers attendees to network with each other to create smarter, faster, and better apps for the dealer community.
Visit Fortellis.io to browse their marketplace of apps and integrations that will allow you to run your business, your way.
In order to break free from the daily grind, it's important to clearly define our true identity. Not our job-related identity per se, but more so the value we bring to the world. Oftentimes we define who we are by our job title or role within an organization when the truth is that we are so much more than that.
When we know the value we bring to the world, each facet of our life will come into greater focus and clarity. We'll understand WHY we show up and WHY we do the things that we do. We will feel invigorated by our purpose and the service we offer to the world.
Fortellis
This episode is proudly sponsored by our friends at Fortellis. No two dealers operate the same way which is why Fortellis provides the tools to create unique apps that help your dealership meet the needs of the market while catering to your operations.
Not only has Fortellis created an amazing technology platform that’s designed to make life easier for dealers, but they are also pouring back into the community with events like their dealer dev day. It’s a 3-day event that empowers attendees to network with each other to create smarter, faster, and better apps for the dealer community.
Visit Fortellis.io to browse their marketplace of apps and integrations that will allow you to run your business, your way.
Each of us is a leader. Whether we are selling cars, detailing them, or someone with a management title. The point of leadership is to help create more leaders, and in that regard, we each have a similar responsibility to demonstrate follow-worthy behavior.
Steven Kuhn is a decorated United States Army combat veteran, speak, and author of "Unleash Your Humble Alpha: Own Your Presences in Life and Become the Epic Leader You Are Meant to Be." He helps leaders improve their quality of life through consistent, conscious application of his system H.I.T. - and joins us to share his best advice about how to up your leadership game.
Noteworthy topics from this episode:
4:42 - How did you get into a monastery and lived with monks?
13:10 - How to create a thriving career.
17:34 - How do you break free from the daily grind and see the bigger picture?
25:12 - Tapping into something bigger than ourselves.
36:05 - When an organization needs help, is creating space where you start them off?
Fortellis
This episode is proudly sponsored by our friends at Fortellis. No two dealers operate the same way which is why Fortellis provides the tools to create unique apps that help your dealership meet the needs of the market while catering to your operations.
Not only has Fortellis created an amazing technology platform that’s designed to make life easier for dealers, but they are also pouring back into the community with events like their dealer dev day. It’s a 3-day event that empowers attendees to network with each other to create smarter, faster, and better apps for the dealer community.
Visit Fortellis.io to browse their marketplace of apps and integrations that will allow you to run your business, your way.
It should come as no surprise that the best way to create life-long customers is to go over and above for them. In this segment, Nicole Atanosoaie shares how she does that through her sub-prime and special finance company, Right Turn Auto Credit.
As you listen to this episode, consider what you can apply to the context of your circumstances. Whether you're interested in starting a subprime department, or otherwise. How can you go above and beyond to create life-long customers for your dealership?
Fortellis
This episodee is proudly sponsored by our friends at Fortellis. No two dealers operate the same way which is why Fortellis provides the tools to create unique apps that help your dealership meet the needs of the market while catering to your operations.
Not only has Fortellis created an amazing technology platform that’s designed to make life easier for dealers, but they are also pouring back into the community with events like their dealer dev day. It’s a 3-day event that empowers attendees to network with each other to create smarter, faster, and better apps for the dealer community.
Visit Fortellis.io to browse their marketplace of apps and integrations that will allow you to run your business, your way.
There's no doubt that subprime financing is a great opportunity for both car shoppers that need it and dealers that can properly offer it.
Nicole Atanasoaie, the founder of Right Turn Auto Credit, shares her amazing insights about how to setup a subprime or special finance department in a way that builds a deep relationship with the customer.
It's one thing to like the idea of including special financing options. It's another to roll them out in a way that helps build the customer, makes them feel safe, and most importantly, builds a relationship of trust with them.
Pay special attention as Nicole shares some out-of-the-box ideas about the best way to build a subprime department at your dealership.
Noteworthy topics from this episode:
3:31 - Where do we start when thinking through whether we should add a sub-prime department?
6:39 - Why did you choose sub-prime as a business model?
10:47 - What is it like being sort a counselor to customers as well?
16:53 - Moving metal is a byproduct of helping people improve people’s lives.
18:46 - You need to shift your mindset if you want to get into sub-prime.
22:15 - Is it a business model that thrives in economic downturns?
24:55 - All the tactics in the world won’t compensate for you being a jerk. The route to growing a business is being a good person.
27:24 - Providing phenomenal customer experience by adding excitement and removing pressure.
33:21 - Generating your own leads via referral business.
Fortellis
This episode is proudly sponsored by our friends at Fortellis. No two dealers operate the same way which is why Fortellis provides the tools to create unique apps that help your dealership meet the needs of the market while catering to your operations.
Not only has Fortellis created an amazing technology platform that’s designed to make life easier for dealers, but they are also pouring back into the community with events like their dealer dev day. It’s a 3-day event that empowers attendees to network with each other to create smarter, faster, and better apps for the dealer community.
Visit Fortellis.io to browse their marketplace of apps and integrations that will allow you to run your business, your way.
Over the last couple of years, end-to-end car buying increased by 10%. Considering the average 1 - 2% annual increase that is common, this represents a surge in interest from car shoppers who are willing to forego the dealership.
According to Lissette Gole, Head of Automotive Retail at Google, that means 90% of dealerships are using some sort of hybrid car shopping model and should pay attention to the expectations of the customer moving into 2021 and beyond.
Here's the question: Do you think online car shopping will increase even further in the next 5 years?
For complete show notes and resources visit: https://www.thedealerplaybook.com/lissette-gole
FlexDealer You've tried so many different things with your marketing but the dots never align.
Your current agency sends you a fancy report but you have no clue what it means...
That's why more dealers are choosing to partner with FlexDealer. They're the creative marketing people behind some of the auto industry's most envied brands.
"Flex takes an approach unlike others I've ever experienced, and I can honestly say that I trust you guys. It's a strange and wonderful feeling! Being on a team with them and knowing they are in my corner jacks up my confidence and ups the fun factor of the car business. I'm so grateful! - Aaron Lange, Lange and Fetter Motors
Find your best opportunities to grow with FlexDealer's free, immediate website audit. Visit www.flexdealer.com/website-audit
Wouldn't it be nice to know exactly how car shoppers move through the buying journey? In this episode, Lissette Gole, Head of Automotive Retail at Google joins the show to walk through key insights from Google's most recent car-buying research.
Paying attention to the customer experience and journey is hands-down one of the most important things for car dealers to focus on in 2021 and beyond. If not, you're missing out on a massive opportunity to stand up and stand apart from the competition.
Listen as Lissette shares her best advice based on the most recent Auto Dealer Guide.
Noteworthy topics from this episode:
4:18 - What is it like working for the biggest companies on the planet?
6:19 - What does Google use to understand customer behavior?
8:47 - Google isn’t a Goliath to be feared.
10:07 - Consumer expectations grew by 10% towards online retailing.
14:04 - What are some things you see that dealers should be considering today?
17:50 - Understanding what actions people are and are not taking. Thesis-based testing.
21:02 - Google’s guide is a great foundation to start tailoring those strategies to your specific dealership.
25:39 - What were some of the biggest “Aha” moments you have experienced after reading the guide the first time?
28:00 - What are some encouragements you have for dealers who would like to increase their presence on YouTube?
31:01 - What can dealers do to leverage new buyers and segments entering the market?
33:24 - Google Search is still the #1 tool people use to find the information about the cars they want to buy.
For complete show notes and resources visit: https://www.thedealerplaybook.com/lissette-gole
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Your current agency sends you a fancy report but you have no clue what it means...
That's why more dealers are choosing to partner with FlexDealer. They're the creative marketing people behind some of the auto industry's most envied brands.
"Flex takes an approach unlike others I've ever experienced, and I can honestly say that I trust you guys. It's a strange and wonderful feeling! Being on a team with them and knowing they are in my corner jacks up my confidence and ups the fun factor of the car business. I'm so grateful! - Aaron Lange, Lange and Fetter Motors
Find your best opportunities to grow with FlexDealer's free, immediate website audit. Visit www.flexdealer.com/website-audit
Branding is one of the best ways to scale your reputation, but we must decide what reputation we want.
Are we the car salesperson who forces customers to hold up the "You should be here" sign because everyone else did it, or is our reputation built on something more authentic?
The best we can do is be the best version of ourselves, something that many get wrong when they try to follow the crowd.
"I would be a really crappy version of Glenn Lundy, or Michael Cirillo, or Brian Benstock. I'm not wired in the ways they are. I need to be a version of myself - to be myself."
When we let go of what others do, and build a brand based on what we do well, the business opportunities grow.
For complete show notes and resources visit: https://www.thedealerplaybook.com/paul-j-daly
FlexDealer You've tried so many different things with your marketing but the dots never align.
Your current agency sends you a fancy report but you have no clue what it means...
That's why more dealers are choosing to partner with FlexDealer. They're the creative marketing people behind some of the auto industry's most envied brands.
"Flex takes an approach unlike others I've ever experienced, and I can honestly say that I trust you guys. It's a strange and wonderful feeling! Being on a team with them and knowing they are in my corner jacks up my confidence and ups the fun factor of the car business. I'm so grateful! - Aaron Lange, Lange and Fetter Motors
Find your best opportunities to grow with FlexDealer's free, immediate website audit. Visit www.flexdealer.com/website-audit
Branding is not a logo or your marketing efforts or the fancy showroom you just updated. It's so much more.
Paul J. Daly, the founder of Congruent and the Automotive State of the Union, explains what a brand is and the power it can harness when done properly. He shares his wisdom about how your dealership can build a brand that drives sustainable growth.
Noteworthy topics from this episode:
3:10 - Why building a personal brand is more important now than ever?
5:40 - How do you create clarity for yourself?
10:04 - How do you overcome imposter syndrome?
14:24 - What are some actions professionals in the car industry could be taking today that can provide them more clarity?
18:30 - How do you get comfortable and stop asking for permission?
22:12 - Why isn’t it ticking? Because nobody knows you!
25:02 - Am I starting a conversion, or am I just making a statement that nobody knows how to respond to?
26:50 - Start with what can I give, instead of what can I get.
32:04 - Competing in your locality.
For complete show notes and resources visit: https://www.thedealerplaybook.com/paul-j-daly
FlexDealer
You've tried so many different things with your marketing but the dots never align.
Your current agency sends you a fancy report but you have no clue what it means...
That's why more dealers are choosing to partner with FlexDealer. They're the creative marketing people behind some of the auto industry's most envied brands.
"Flex takes an approach unlike others I've ever experienced, and I can honestly say that I trust you guys. It's a strange and wonderful feeling! Being on a team with them and knowing they are in my corner jacks up my confidence and ups the fun factor of the car business. I'm so grateful! - Aaron Lange, Lange and Fetter Motors
Find your best opportunities to grow with FlexDealer's free, immediate website audit. Visit www.flexdealer.com/website-audit
In a last-click attribution model, whoever drove the lead gets the credit for creating it. To date, that's how most 3rd party vendors have tried to validate their worth, however, the model is flawed.
Listen as Bob Lanham, Head of Automotive at Facebook, shares how the largest online retails map their media buying. You'll also discover how they attribute leads and marketing results more holistically rather than focusing only on the last click.
FlexDealer You've tried so many different things with your marketing but the dots never align.
Your current agency sends you a fancy report but you have no clue what it means...
That's why more dealers are choosing to partner with FlexDealer. They're the creative marketing people behind some of the auto industry's most envied brands.
"Flex takes an approach unlike others I've ever experienced, and I can honestly say that I trust you guys. It's a strange and wonderful feeling! Being on a team with them and knowing they are in my corner jacks up my confidence and ups the fun factor of the car business. I'm so grateful! - Aaron Lange, Lange and Fetter Motors
Find your best opportunities to grow with FlexDealer's free, immediate website audit. Visit www.flexdealer.com/website-audit
Bob Lanham is the Head of Automotive Retail at Facebook and shares his best advice about creating a full-funnel, omnichannel marketing strategy for your dealership.
It's not about running a few Facebook ads or Google ads with a dash of Tik-Tok - Bob speaks to the importance of how one channel will drive awareness to another channel. Vroom is a perfect example of how Television (channel 1) drives awareness to the Website (channel 2), which can drive awareness to social media (channel 4), and so on.
Not only that, Bob shares his counsel about addressing a full-funnel, from top to bottom, where most dealers concentrate most of their budget on low-funnel (decision) opportunities.
Topics from this episode:
4:10 - What do you believe dealers are not utilizing enough of when it comes to marketing on Facebook?
9:16 - How do I turn traffic into leads? And how do you measure all of it?
19:07 - You need to spend money on testing different marketing channels.
23:11 - Start telling your potential customers about what they don’t know and why they should buy from you.
30:04 - Are people prepared to pay a premium for customer service and/or convenience.
32:20 - Change your mindset from the thrill of the sale to the thrill of the experience.
36:10 - People are looking at $60,000 purchase the same way as buying a cell phone.
For complete show notes and resources visit: https://www.thedealerplaybook.com/bob-lanham
FlexDealer
You've tried so many different things with your marketing but the dots never align.
Your current agency sends you a fancy report but you have no clue what it means...
That's why more dealers are choosing to partner with FlexDealer. They're the creative marketing people behind some of the auto industry's most envied brands.
"Flex takes an approach unlike others I've ever experienced, and I can honestly say that I trust you guys. It's a strange and wonderful feeling! Being on a team with them and knowing they are in my corner jacks up my confidence and ups the fun factor of the car business. I'm so grateful! - Aaron Lange, Lange and Fetter Motors
Find your best opportunities to grow with FlexDealer's free, immediate website audit. Visit www.flexdealer.com/website-audit
Chris Gronkowski shares his wisdom about going from team member to team leader. While he pulled many valuable lessons about business during his time in the NFL, he admits that leading a team and being a member of a team are two very different disciplines.
Maybe you were just promoted as a team leader, supervisor, or manager at your dealership and you're curious what you can do to grow your business and team. Listen carefully to what Chris shares about how to become a leader at your dealership.
For complete show notes and resources visit: https://www.thedealerplaybook.com/chris-gronkowsi
FlexDealer You've tried so many different things with your marketing but the dots never align.
Your current agency sends you a fancy report but you have no clue what it means...
That's why more dealers are choosing to partner with FlexDealer. They're the creative marketing people behind some of the auto industry's most envied brands.
"Flex takes an approach unlike others I've ever experienced, and I can honestly say that I trust you guys. It's a strange and wonderful feeling! Being on a team with them and knowing they are in my corner jacks up my confidence and ups the fun factor of the car business. I'm so grateful! - Aaron Lange, Lange and Fetter Motors
Find your best opportunities to grow with FlexDealer's free, immediate website audit. Visit www.flexdealer.com/website-audit
Former NFL Athlete, Chris Gronkowski, knows a thing or two about competition. Having played for the Dallas Cowboys and Indianapolis Colts, his wisdom about going "all in" has direct application to business.
After his NFL career, Chris founded a promotional product company that would be well suited for dealerships! ICE Shaker produces kitchen-grade, stainless steel insulated bottles that are fully customized to meet business needs. He pitched the company on Shark Tank and now shares the parallels between professional sports and starting a company from scratch - both in highly competitive arenas.
4:13 - What are the most common misconceptions people have around NFL players?
9:20 - Did NFL training help to set you up to be more successful in business?
12:04 - Do you find there is a difference in how you have to coach in a professional or athletic setting?
15:16 - What led you in developing IceShaker and enter into such a competitive market?
18:01 - What is your process to turn a business idea into reality?
27:16 - Is ego the enemy in business?
30:45 - How did you go about building your website?
For complete show notes and resources visit: https://www.thedealerplaybook.com/chris-gronkowsi
FlexDealer You've tried so many different things with your marketing but the dots never align.
Your current agency sends you a fancy report but you have no clue what it means...
That's why more dealers are choosing to partner with FlexDealer. They're the creative marketing people behind some of the auto industry's most envied brands.
"Flex takes an approach unlike others I've ever experienced, and I can honestly say that I trust you guys. It's a strange and wonderful feeling! Being on a team with them and knowing they are in my corner jacks up my confidence and ups the fun factor of the car business. I'm so grateful! - Aaron Lange, Lange and Fetter Motors
Find your best opportunities to grow with FlexDealer's free, immediate website audit. Visit www.flexdealer.com/website-audit
Whenever you hear someone say "email marketing is dead" think again. Erik Huberman, founder of Hawke Media explains that email marketing open rates have remained the same for the last several years at an average of 15%.
Contrast those numbers to your current ad performance, and there is a chance that your emails have a higher chance of being opened and read. That's only half the battle, however. It's one thing to have people open your emails, it's another to make sure the quality and messaging align with your overall marketing strategy.
That's where many dealers fall short. Email is another avenue to blast promotional messages rather than a place to keep the conversation with customers open; to build relationships of trust.
Does email marketing still work? Listen to what Erik Huberman has to say.
Access the full show notes, timestamps, resources, and more at http://thedealerplaybook.com/erik-huberman
Have questions, comments, or feedback? Drop us a line at michael@thedealerplaybook.com!
Connect with Michael Cirillo on LinkedIn: https://www.linkedin.com/in/michaelcirillo
PureCars Support the show by checking out our sponsor over at www.purecars.com
They provide powerful resources that are helping dealers supercharge their sales volume. Whether you’re looking to increase market share vs. your competitors, turn inventory faster, increase ROs or expand reach.
PureCars is offering DPB listeners a free digital strategy analysis so that you can unlock your dealership’s true profitability potential.
Erik Huberman is the founder of Hawk Media, the fastest growing marketing agency in the United States. He shares the ins and outs of what dealerships should consider when developing a strategic marketing plan.
The retail auto industry has glorified marketing like it's the Savior to all business challenges. From websites and SEO to email and content marketing, there has always been a solution or provider that professes the solution.
Marketing is more about human connection, and conveying the right messages at the right time in the buyer's journey. The tools available are just that; tools.
Topics from this episode:
2:49 - What has been your journey like starting Hawke Media?
6:08 - If you want to grow a business - you need to be a good person and understand the importance of service.
9:10 - Marketing experts are setting businesses to fail to scale their businesses.
12:13 - What tools do I already have in my disposal I can use to it’s fullest potential?
13:40 - Filtering qualified leads over trying to sell to anyone.
16:20 - Mistakes businesses make when it comes to email marketing.
17:55 - Finding friction points in your sales process.
19:45 - Process to support buyers who will never purchase a vehicle online.
22:01 - How do you navigate everything you could do to grow your business to the things you actually should do?
24:28 - What leaders should focus on that can directly impact the business growth?
PureCars Support the show by checking out our sponsor over at www.purecars.com
They provide powerful resources that are helping dealers supercharge their sales volume. Whether you’re looking to increase market share vs. your competitors, turn inventory faster, increase ROs or expand reach.
PureCars is offering DPB listeners a free digital strategy analysis so that you can unlock your dealership’s true profitability potential.
Get the social media cheat sheet here: https://www.thedealerplaybook.com/melanie-borden
Selling more cars comes from building relationships, not talking about how you sell cars.
It can be easy for car sales professionals or service consultants to only talk about what they do for a living.
Melanie Borden shares that the best way to sell cars is to focus on building the relationship first. Social media is one of the best tools to make that happen these days.
Once you have an understanding of who your customers are and where they shop, it is easier to get to know them and speak about topics they care about.
Doing this will remove the default action of only posting about what you do for a living.
PureCars
Support the show by checking out our sponsor over at www.purecars.com
They provide powerful resources that are helping dealers supercharge their sales volume. Whether you’re looking to increase market share vs. your competitors, turn inventory faster, increase ROs or expand reach.
PureCars is offering DPB listeners a free digital strategy analysis so that you can unlock your dealership’s true profitability potential.
Melanie Borden, VP of marketing at Celebrity Motor Cars, shares her wisdom about getting better engagement on social media and growing your profiles in simple ways. Her social activity and rapid growth have helped her get the attention of multiple media outlets as a feature in articles both inside and outside the retail automotive vertical.
Get the Social Media Cheat Sheet and discover how you can take your social media engagement to a whole new level: www.thedealerplaybook.com/melanie-borden
PureCars
Support the show by checking out our sponsor over at www.purecars.com
They provide powerful resources that are helping dealers supercharge their sales volume. Whether you’re looking to increase market share vs. your competitors, turn inventory faster, increase ROs or expand reach.
PureCars is offering DPB listeners a free digital strategy analysis so that you can unlock your dealership’s true profitability potential.
Without the right content creation process and mindset, it would be easy to give up. Adley created video content for 8 1/2 years before people paid attention. She had some wins and losses along the way, but the compounding effect of creating content consistently is what has helped her win.
Maybe you have a few videos under your belt and your looking for more video creation tips or a process that will scale, remember that you also need to keep focused on why you are creating content to begin with. Keeping focused will help you remain consistent even when you feel like nobody is watching or listening.
PureCars
Support the show by checking out our sponsor over at www.purecars.com
They provide powerful resources that are helping dealers supercharge their sales volume. Whether you’re looking to increase market share vs. your competitors, turn inventory faster, increase ROs or expand reach.
PureCars is offering DPB listeners a free digital strategy analysis so that you can unlock your dealership’s true profitability potential.
Adley Stump (aka ADLEY TV) is best known for her fun-loving Facebook video content that generates over 180 million views per week. If you're on Facebook, chances are you've seen one of her videos.
During this podcast episode, you'll learn more about how Adley got started producing videos and some tips to help you create more engaging video content. If there's one thing for sure, it's that Adley has the video creation process dialed-in at a scientific level.
Topics from this episode:
4:35 - Why did you even want to get started doing what you are doing now?
7:28 - Going through the process of not knowing what is going to work.
10:08 - See life as an experiment, keep trying new things and improve.
16:17 - Creating the “you are on of us” feeling.
25:31 - How others can get started in content creation?
PureCars
Support the show by checking out our sponsor over at www.purecars.com
They provide powerful resources that are helping dealers supercharge their sales volume. Whether you’re looking to increase market share vs. your competitors, turn inventory faster, increase ROs or expand reach.
PureCars is offering DPB listeners a free digital strategy analysis so that you can unlock your dealership’s true profitability potential.
Matthew Mottola, the author of The Human Cloud, shares his vision for the future of work. We discuss how the pandemic has accelerated performance or outcome-based work and how employers should focus on remote and independent workers to offset traditional employee costs.
Matthew is a leading expert on the freelance economy, working with companies like Microsoft and Upwork to develop the Microsoft 365 freelance toolkit. His insights will help augment or supplement internal teams to expand their bandwidth and get more done efficiently.
PURECARS
Support the show by checking out our sponsor over at www.purecars.com
They provide powerful resources that are helping dealers supercharge their sales volume. Whether you're looking to increase market share vs. your competitors, turn inventory faster, increase ROs or expand reach.
PureCars is offering DPB listeners a free digital strategy analysis so that you can unlock your dealership's true profitability potential.
What would happen if you had to pay your customer $100 every 10 minutes you go over a 45 minute vehicle delivery?
In this minisode featuring Tony Whatley, we explore the idea of incentivizing customers as an accountability mechanism within the store.
"I'd only shop at dealerships who did that!"
What's the point? It's not DPB vs. Dealer - it's to help shift the thought process around how we can create better customer experiences. It's about exploring what it takes to create an experience that brings people closer, rather than farther away. It's about taking these ideas and exploring them through the context of your circumstances.
PURECARS
Support the show by checking out our sponsor over at www.purecars.com
They provide powerful resources that are helping dealers supercharge their sales volume. Whether you're looking to increase market share vs. your competitors, turn inventory faster, increase ROs or expand reach.
PureCars is offering DPB listeners a free digital strategy analysis so that you can unlock your dealership's true profitability potential."
Tony Whatley is a business mentor, speaker, best-selling author, and podcast host. He is best known as Co-Founder of LS1Tech, an online automotive community that grew into the largest of its kind, with over 300,000 registered members.
In this episode, Tony shares his wisdom about what it takes to scale the dealership business and the steps you can follow to see tremendous results.
PURECARS
Support the show by checking out our sponsor over at www.purecars.com
They provide powerful resources that are helping dealers supercharge their sales volume. Whether you're looking to increase market share vs. your competitors, turn inventory faster, increase ROs or expand reach.
PureCars is offering DPB listeners a free digital strategy analysis so that you can unlock your dealership's true profitability potential."
David Wood shares five tips that will accelerate your growth and help you get focused results quickly.
-
Create clear annual goals
-
These are goals that you want to achieve within 12 months
-
Set a revenue target, time off, personal, family, spiritual{
-
Refine your goals to 8 weeks
-
What can you achieve eight weeks from now that map to your annual goals?
-
Refine your eight-week plan to 7 days
-
What objectives must be reached this week for you to accomplish the eight-week target?
-
Book a CEO date with yourself
-
20 minutes per week
-
Book it in your calendar
-
Celebrate your wins
-
Look at the eight-week goals and choose what you care about for seven days
-
Wake up knowing what's most important
-
Set the alarm at the end of each day to ask yourself: If I only was allowed to do two things tomorrow, what would they be?
-
Are you willing to do those two things rather than getting scattered?
-
What will most push the needle?
PURECARS
Support the show by checking out our sponsor over at www.purecars.com
They provide powerful resources that are helping dealers supercharge their sales volume. Whether you're looking to increase market share vs. your competitors, turn inventory faster, increase ROs or expand reach.
PureCars is offering DPB listeners a free digital strategy analysis so that you can unlock your dealership's true profitability potential."
Over the last 20 years, David Wood has helped individuals and companies focus on what matters, get there faster, and be extraordinary. In this rapid-fire session, David explains five ways that your dealership can tackle your biggest challenges, get more focused, and stand out in the market as a clear leader.
PURECARS
Support the show by checking out our sponsor over at www.purecars.com
They provide powerful resources that are helping dealers supercharge their sales volume. Whether you're looking to increase market share vs. your competitors, turn inventory faster, increase ROs or expand reach.
PureCars is offering DPB listeners a free digital strategy analysis so that you can unlock your dealership's true profitability potential."
You can dramatically increase profitability for your dealership when you start thinking creatively about the value you offer your audience.
Nir Bashan is a world-renowned creativity expert, and in this episode, he shares how you can position what you do in a way that makes your dealership more accessible to vehicle shoppers.
PURECARS
Support the show by checking out our sponsor over at www.purecars.com
They provide powerful resources that are helping dealers supercharge their sales volume. Whether you're looking to increase market share vs. your competitors, turn inventory faster, increase ROs or expand reach.
PureCars is offering DPB listeners a free digital strategy analysis so that you can unlock your dealership's true profitability potential.
Nir Bashan is a world-renowned creativity expert. He has taught thousands of leaders and individuals worldwide how to harness the power of creativity to improve profitability, increase sales, improve customer service and ultimately create more meaning in their work. Nir has spent the last two decades working on a formula to codify creativity.
PURECARS
Support the show by checking out our sponsor over at www.purecars.com
They provide powerful resources that are helping dealers supercharge their sales volume. Whether you're looking to increase market share vs. your competitors, turn inventory faster, increase ROs or expand reach.
PureCars is offering DPB listeners a free digital strategy analysis so that you can unlock your dealership's true profitability potential."
Data overload is killing the profitability of dealership marketing activities. The reason for that is simple. More data triggers our human instinct to rely on muscle memory and revert to the marketing activities for which we are most comfortable.
Listen as Jeremy Anspach, CEO of PureCars, shares what you can do to avoid killing your marketing profitability and begin to advance your efforts through the channels that customers are using daily.
PURECARS
Support the show by checking out our sponsor over at www.purecars.com
They provide powerful resources that are helping dealers supercharge their sales volume. Whether you're looking to increase market share vs. your competitors, turn inventory faster, increase ROs or expand reach.
PureCars is offering DPB listeners a free digital strategy analysis so that you can unlock your dealership's true profitability potential.
Jeremy Anspach, CEO of PureCars, shares how dealerships can create more profitable marketing strategies by eliminating blind spots. His wisdom about the car dealership and e-commerce run deep, and that's what led him to developing the PureCars platform - which shows dealers how to maximize profits from their marketing efforts.
Most automotive agencies and dealers focus on decreasing the cost-per-click on their ads. In an e-commerce model, the big players do not set fixed budgets. They concentrate their money on getting the best return product by product.
PURECARS
Support the show by checking out our sponsor over at www.purecars.com
They provide powerful resources that are helping dealers supercharge their sales volume. Whether you're looking to increase market share vs. your competitors, turn inventory faster, increase ROs or expand reach.
PureCars is offering DPB listeners a free digital strategy analysis so that you can unlock your dealership's true profitability potential.
The pandemic forced businesses to innovate and discover new ways of helping customers. Guy Kawasaki shares his off-the-cuff advice about how dealerships can provide the best possible customer service amidst the digital retail conversation.
💥 Want the full unedited 1hr 30min interview? Subscribe to the DPB newsletter by visiting www.thedealerplaybook.com to sign up.
💥 Get a free copy of Guy's book "Wise Guy" by filling out an honest Apple Podcasts review and sending the screenshot to michael@thedealerplaybook.com.
PURECARS
Support the show by checking out our sponsor over at www.purecars.com
They provide powerful resources that are helping dealers supercharge their sales volume. Whether you're looking to increase market share vs. your competitors, turn inventory faster, increase ROs or expand reach.
PureCars is offering DPB listeners a free digital strategy analysis so that you can unlock your dealership's true profitability potential.
Guy Kawasaki was one of the Apple employees originally responsible for marketing their computer line in 1984 (Wikipedia.) Today, he's a Silicon Valley venture capitalist who has worked with some of the world's largest brands.
And as it turns out, he's a major automotive enthusiast. In this episode, Guy and Michael talk about his recent car buying journey, which provides amazing insights into what a world-class marketer observes as they navigate the buying process.
He also shares his wisdom about where the digital retail landscape is going and what dealers can focus on to remain relevant in the marketplace. For example, what would happen if Amazon purchased a company like Carvana? What would dealers do in that scenario? Tune in to find out.
💥 Want the full unedited 1hr 30min interview? Subscribe to the DPB newsletter by visiting www.thedealerplaybook.com to sign up.
💥 Get a free copy of Guy's book "Wise Guy" by filling out an honest Apple Podcasts review and sending the screenshot to michael@thedealerplaybook.com.
PURECARS
Support the show by checking out our sponsor over at www.purecars.com
They provide powerful resources that are helping dealers supercharge their sales volume. Whether you're looking to increase market share vs. your competitors, turn inventory faster, increase ROs or expand reach.
PureCars is offering DPB listeners a free digital strategy analysis so that you can unlock your dealership's true profitability potential.
Business leaders have the responsibility of setting the tone for healthy workplace environments, and that includes paying special attention to diversity and inclusion.
Listen as Don Romano, CEO of Hyundai Canada shares his perspective on how to make your workplace more diverse and inclusive as a leader.
Support the show by checking out our sponsor over at www.purecars.com
They provide powerful resources that are helping dealers supercharge their sales volume. Whether you're looking to increase market share vs. your competitors, turn inventory faster, increase ROs or expand reach.
PureCars is offering DPB listeners a free digital strategy analysis so that you can unlock your dealership's true profitability potential.
Don Romano is the CEO of Hyundai Canada and shares his insights about how leaders can promote and encourage a car business's growth culture. He gives an inside look into how Hyundai Canada operates and provides advice about an opening for retail dealers to improve their operations.
Heard something you like from this episode? Share it with your network!
Access the full show notes, timestamps, resources and more at http://www.thedealerplaybook.com/don-romano
Have questions, comments, or feedback? Dr op us a line at michael@thedealerplaybook.com!
Connect with Michael Cirillo on LinkedIn: https://www.linkedin.com/in/michaelcirillo
Support the show by checking out our sponsor over at www.purecars.com
They provide p owerful resources that are helping dealers supercharge their sales volume. Whether you're looking to increase market share vs. your competitors, turn inventory faster, increase ROs or expand reach.
PureCars is offering DPB listeners a free digital strategy analysis so that you can unlock your dealership's true profitability potential.
As 2020 ends, I want to take a few minutes to express my appreciation for you; the DPB GANG! Your attention means the world to me.
This year we've grown. The DPB is now listened to in over 70 countries and experience triple digit growth.
That's a testament to how hungry and willing the worldwide dealership community is. We want to grow, become stronger and more agile.
2020 taught us many things. For some we learned that we are stronger than we thought - for others, resilience is the word that comes to mind.
The lessons learned this year will go with us for the rest of our lives. That is a gift!
During this Christmas season, I wish you and yours the very best. May this 2020 year be exactly what you needed to accelerate your growth in 2021 and beyond!
Access the full show notes, timestamps, resources and more at http://www.thedealerplaybook.com/michael-cirillo-christmas-2020
Have questions, comments, or feedback? Drop us a line at michael@thedealerplaybook.com!
Connect with Michael Cirillo on on LinkedIn: https://www.linkedin.com/in/michaelcirillo
Apply to the exclusive DPB PRO Facebook group where you'll get access to live mastermind calls, training, collaboration, and accountability that will take your career to the next level: https://www.facebook.com/groups/dpbpro
Sick of not know whether your marketing strategy is working or not? Learn more about Michael's creative dealership marketing company: https://www.flexdealer.com/
"A bad culture is still a culture."
Moving into 2021 and beyond, car dealers worldwide must focus on creating an inclusive, nurturing, and diverse culture. Think of it as the local business's last stand against the wiles of the digital beast.
Dealership leaders are responsible for setting the tone, but that doesn't mean they need to have all the answers. A thriving culture can evolve organically, line upon line, precept upon precept.
Please make no mistake; dealers who focus on a culture that helps their people thrive will, in turn, blossom in the market.
Access the full show notes, timestamps, resources and more at http://www.thedealerplaybook.com/joshua-mitchell
Have questions, comments, or feedback? Drop us a line at michael@thedealerplaybook.com!
Connect with Michael Ciril lo on LinkedIn: https://www.linkedin.com/in/michaelcirillo
Apply to the exclusive DPB PRO Facebook group where you'll get access to live mastermind calls, training, collaboration, and accountability that will take your career to the next level: https://www.facebook.com/groups/dpbpro
Sick of not know whether your marketing strategy is working or not? Learn more about Michael's creative dealership marketing company: https://www.flexdealer.com/
Joshua Mitchell is the Internet Sales Director at Capitol Chevy Austin, a BDC trainer and founder of the BDC RAW event and podcast. Joshua joins The Dealer Playbook to discuss how car dealers can evolve strategically as leaders, employers, teams, and customer specialists in 2021 and beyond. Joshua shares about his car business journey, starting 12 years ago at Dan Cummins Chevrolet in Paris, KY. He explains how Josh Cummins, the store owner, has successfully built teams that generate insanely powerful outcomes.
Access the full show notes, timestamps, resources and more at http://www.thedealerplaybook.com/joshua-mitchell
Have questions, comments, or feedback? Drop us a line at michael@thedealerplaybook.com!
Connect with Michael Cirillo on LinkedIn: https://www.linkedin.com/in/michaelcirillo
Apply to the exclusive DPB PRO Facebook group where you'll get access to live mastermind calls, training, collaboration, and accountability that will take your career to the next level: https://www.facebook.com/groups/dpbpro
Sick of not know whether your marketing strategy is working or not? Learn more about Michael's creative dealership marketing company: https://www.flexdealer.com/
"Visual content is king; quality visual content reigns supreme."
94% of first impressions are based entirely upon the design of the content someone sees.
Under that microscope, it's easy to understand why it's essential to pay attention to more than just publishing content for the sake of it.
When there is a visual edge to your content and helps the customer understand the message efficiently, your brand stands out.
Access the full show notes, timestamps, resources and more at http://www.thedealerplaybook.com/amy-balliet
Have questions, comments, or feedback? Drop us a line at michael@thedealerplaybook.com!
Connect with Michael Cirillo on LinkedIn: https://www.linkedin.com/in/michaelcirillo
Apply to the exclusive DPB PRO Facebook group where you'll get access to live mastermind calls, training, collaboration, and accountability that will take your career to the next level: https://www.facebook.com/groups/dpbprohttps://www.facebook.com/groups/dpbpro
Sick of not know whether your marketing strategy is working or not? Learn more about Michael's creative dealership marketing company: https://www.flexdealer.com/
Human beings process visual information 60,000 times faster than the written word. Amy Balliet is an expert on visual communication and provides tips and insights about how dealerships can engage any audience and speed up the consumer purchase journey with high-quality visuals.
Now, I know what some are thinking: "So, what Cirillo, are we talking about memes and infographics?"
Yes, but also no. Not in a vacuum, at least.
Most car salespeople or dealerships might share a funny meme to FB, thinking they are engaging their audience. While that might provide some instant interaction, your visual strategy should include how those pieces fit into your overall approach to warm up an audience and encourage them to purchase from you.
It also means that you should be paying attention to the quality of your visual content and think about how you can use visuals to help your audience understand what you're presenting efficiently.
Amy's book, "Killer Visual Strategies," provides an exact look at how to incorporate visuals into your brand strategy and how to engage any audience with visual communication.
Access the full show notes, timestamps, resources and more at http://www.thedealerplaybook.com/amy-balliet
Have questions, comments, or feedback? Dro p us a line at michael@thedealerplaybook.com!
Connect with Michael Cirillo on on LinkedIn: https://www.linkedin.com/in/michaelcirillo
Apply to the exclusive DPB PRO Facebook group where you'll get access to live mastermind calls, training, collaboration, and accountability that will take your career to the next level: https://www.facebook.com/groups/dpbpro
Sick of not know whether your marketi ng strategy is working or not? Learn more about Michael's creative dealership marketing company: https://www.flexdealer.com/
Dealership operations are complex and contain a lot of moving pieces to grow. Matt Lasher, Marketing Director at the West Herr Auto Group, shares a crucial element to remaining focused and moving the ball forward.
"It's about process and self-awareness. Each dealer has different priorities and things that they want to accomplish, and so it's about completing the non-glamorous work every day."
Access the full show notes, timestamps, resources and more at http://www.thedealerplaybook.com/matt-lasher
Have questions, comments, or feedback? Drop us a line at michael@thedealerplaybook.com!
Connect with Michael Cirillo on LinkedIn: https://www.linkedin.com/in/michaelcirillo
Apply to the exclusive DPB PRO Facebook group where you'll get access to live mastermind calls, training, collaboration, and accountability that will take your career to the next level: https://www.facebook.com/groups/dpbpro
Sick of not know whether your marketing strategy is working or not? Learn more about Michael's creative dealership marketing company: https://www.flexdealer.com/
The hustle is real. The grind is hard. So is the need to build mental resilience.
Back for the 4th time, Elise Kephart joins the show to share her behind-the-scenes story about growth, overcoming challenges, and building the mental strength needed to play the game well.
Listen carefully to identify the wisdom you need to hear. Think about what you can do to build the muscle you need to attack the hustle. Your success will happen one step at a time.
Access the full show notes, timestamps, resources and more at http://www.thedealerplaybook.com/elise-kephart-2020
Have questions, comments, or feedback? Drop us a line at michael@thedealerplaybook.com!
Connect with Michael Cirillo on LinkedIn: https://www.linkedin.com/in/michaelcirillo
Apply to the exclusive DPB PRO Facebook group where you'll get access to live mastermind calls, training, collaboration, and accountability that will take your career to the next level: https://www.facebook.com/groups/dpbpro
Sick of not know whether your marketing strategy is working or not? Learn more about Michael's creative dealership marketing company: https://www.flexdealer.com/
Car dealerships that want to help their people grow must look for some critical attributes before handing out more money or promotions.
Louie Herron explains that it's essential for business owners to look for the level of willingness, desire, and aptitude that each employee has. After all, what's the point in investing your energy into someone that honestly doesn't want to grow?
That's not to suggest that the individual might never have the desire, but leaders must observe where their energy will go the furthest.
Access the full show notes, timestamps, resources and more at http://www.thedealerplaybook.com/louie-herron
Have questions, comments, or feedback? Drop us a line at michael@thedealerplaybook.com!
Connect with Michael Cirillo on LinkedIn: https://www.linkedin.com/in/michaelcirillo
Apply to the exclusive DPB PRO Facebook group where you'll get access to live mastermind calls, training, collaboration, and accountability that will take your career to the next level: https://www.facebook.com/groups/dpbpro
Sick of not know whether your marketing strategy is working or not? Learn more about Michael's creative dealership marketing company: https://www.flexdealer.com/
Louie Herron, a 25+ year veteran of the retail auto industry, shares valuable insights about what you can do to help people grow their careers to the next level in the car business.
One of the reasons why employee attrition is so high in the auto industry is the employees' inability to see career growth opportunities.
Louie started in the car business as a front-line sales professionals. Within 15 years, he owned his first franchise store and went on to own two more franchises.
His mission today, through Sales To CEO University, is to help car sales professionals go from sales to management, management to GM, and GM to partner/dealer principal. He is empowering retail auto professionals to learn the skills they need to go from one phase of their career to the next.
Access the full show notes, timestamps, resources and more at http://www.thedealerplaybook.com/louie-herron
Have questions, comments, or feedback? Drop us a line at michael@thedealerplaybook.com!
Connect with Michael Cirillo on LinkedIn: https://www.linkedin.com/in/michaelcirillo
Apply to the exclusive DPB PRO Facebook group where you'll get access to live mastermind calls, training, collaboration, and accountability that will take your career to the next level: https://www.facebook.com/groups/dpbpro
Sick of not know whether your marketing strategy is working or not? Learn more about Michael's creative dealership marketing company: https://www.flexdealer.com/
Do all customers want a digital retail option? Michelle Denogean explains that it's important to offer flexible options that match the expectations of various customers.
More importantly, Michelle encourages that the digital experience and in-store experience must align. There is nothing worse than putting a message out online that you can't deliver in person.
Access the full show notes, timestamps, resources and more at http://www.thedealerplaybook.com/michelle-denogean
Have questions, comments, or feedback? Drop us a line at michael@thedealerplaybook.com!
Connect with Michael Cirillo on LinkedIn: https://www.linkedin.com/in/michaelcirillo
Apply to the exclusive DPB PRO Facebook group where you'll get access to live mastermind calls, training, collaboration, and accountability that will take your career to the next level: https://www.facebook.com/groups/dpbpro
Sick of not know whether your marketing strategy is working or not? Learn more about Michael's creative dealership marketing company: https://www.flexdealer.com/
Michelle Denogean, CMO at Roadster, is no stranger to the tech industry. From working with popular online dating platforms to real estate and now automotive, Michelle's understanding of what moves consumers to action helps thousands of retail auto dealers across the USA and Canada.
During our conversation, Michelle provides practical ways that car dealers can leverage technology to increase productivity and profitability. We explore how dealers can implement technology solutions more effectively and how to measure the results.
In our exclusive DPB PRO segment, available to my private FB group (https://www.facebook.com/groups/dpbpro) - I ask Michelle how to justify more technology in an already tech-heavy industry. Be sure to join the group to get that answer!
Access the full show notes, timestamps, resources and more at http://www.thedealerplaybook.com/michelle-denogean
Have questions, comments, or feedback? Drop us a line at michael@thedealerplaybook.com!
Connect with Michael Cirillo on LinkedIn: https://www.linkedin.com/in/michaelcirillo
Apply to the exclusive DPB PRO Facebook group where you'll get access to live mastermind calls, training, collaboration, and accountability that will take your career to the next level: https://www.facebook.com/groups/dpbpro
Sick of not know whether your marketing strategy is working or not? Learn more about Michael's creative dealership marketing company: https://www.flexdealer.com/
When you're not the majority, you have to think about altering your perspective to fit into the widely adopted norm.
While seeing things from another person's point of view is a valuable business trait, it also represents a significant setback regarding diversity and inclusion in the workplace.
Open conversations about diversity and inclusion in the workplace can help heal generations-old wounds while creating a culture that allows all to achieve success.
Listen as Michael and Kerri Wise from TrueCar discuss diversity and inclusion in the workplace in an open, caring, and honest way. Examine ways to have the same level of tender conversation with those in your circle of influence.
Access the full show notes, timestamps, resources and more at http://www.thedealerplaybook.com/kerri-wise
Have questions, comments, or feedback? Drop us a line at michael@thedealerplaybook.com!
Connect with Michael Cirillo on on LinkedIn: https://www.linkedin.com/in/michaelcirillo
Apply to the exclusive DPB PRO Facebook group where you'll get access to live mastermind calls, training, collaboration, and accountability that will take your career to the next level: https://www.facebook.com/groups/dpbpro
Sick of not know whether your marketing strategy is working or not? Learn more about Michael's creative dealership marketing company: https://www.flexdealer.com/
2020 has been a year of civil unrest. We've witnessed protests and riots, all of which stem from a lack of empathy and understanding. The unfortunate side effect is the barrier of ignorance and not knowing how to approach diversity and inclusion at home, at work, and play.
Kerri Wise, the VP of communications at TrueCar and Cofounder of WOCAN (Women of Color Automotive Network), is a tremendous advocate for helping the retail car industry understand this sensitive topic.
In this episode, Kerri and Michael tackle some sensitive topics to break down the stigmas associated with diversity and inclusion. They demonstrate that you can have a productive, constructive, and fun conversation that lifts and illuminates, rather than divides and fuels anger and hate. Pay close attention to Kerri's wisdom about leadership, diversity in the workplace, and what you can do to be more inclusive at your dealership and in your community.
Access the full show notes, timestamps, resources and more at http://www.thedealerplaybook.com/kerri-wise
Have questions, comments, or feedback? Drop us a line at michael@thedealerplaybook.com!
Connect with Michael Cirillo on LinkedIn: https://www.linkedin.com/in/michaelcirillo
Apply to the exclusive DPB PRO Facebook group where you'll get access to live mastermind calls, training, collaboration, and accountability that will take your career to the next level: https://www.facebook.com/groups/dpbpro
Sick of not know whether your marketing strategy is working or not? Learn more about Michael's creative dealership marketing company: https://www.flexdealer.com/
In this episode, Michael provides a logical and straightforward breakdown of attracting more of what you want in life.
Whether it's better relationships, money, love, happiness or fulfillment, the secret to getting more of what you want is in your proximity to those things.
Generally speaking, car dealers or car salespeople are looking for quick tactics to help them get more sold units. This episode is about thinking through the actions required to make that happen - it's about bringing oneself into proximity with the things they want.
If you're wondering what you can do to accelerate the growth of your career in the car business, listen to this episode of The Dealer Playbook podcast.
Access the full show notes, timestamps, resources and more at http://www.thedealerplaybook.com/proximity
Have questions, comments, or feedback? Drop us a line at michael@thedealerplaybook.com!
Connect with Michael Cirillo on LinkedIn: https://www.linkedin.com/in/michaelcirillo
Apply to the exclusive DPB PRO Facebook group where you'll get access to live mastermind calls, training, collaboration, and accountability that will take your career to the next level: https://www.facebook.com/groups/dpbpro
Sick of not know whether your marketing strategy is working or not? Learn more about Michael's creative dealership marketing company: https://www.flexdealer.com/
Keeping projects and tasks organized is a key to moving the ball forward. It's also an easy way to recognize an immediate boost in productivity. Car dealers today have staff who rarely communicate effectively on all the work that needs completing.
With a simple software like Asana (or similar), you'll have the ability to make sure all team members are in the loop with all the work and tasks that need to be completed, including the timeframes for completion.
Need help getting project and task management installed in your store? It doesn't have to cost an arm and leg. Reach out - I'm here to help you. michael@thedealerplaybook.com
Access the full show notes, timestamps, resources and more at http://www.thedealerplaybook.com/remote-tools Have questions, comments, or feedback? Drop us a line at michael@thedealerplaybook.com!
Connect with Michael Cirillo on LinkedIn: https://www.linkedin.com/in/michaelcirillo
Apply to the exclusive DPB PRO Facebook group where you'll get access to live mastermind calls, training, collaboration, and accountability that will take your career to the next level: https://www.facebook.com/groups/dpbpro
Sick of not know whether your marketing strategy is working or not? Learn more about Michael's creative dealership marketing company: https://www.flexdealer.com/
There is a lot of conversation about the technology and services that help car dealers sell more cars, but what about software that can help streamline productivity within the dealership?
There are many reasons why a dealership owner or manager should consider improving productivity, including the dealership's ability to scale with speed. Every dealer that I've had a conversation with shares a similar goal: Increase sales, decrease turnover, capture more market share.
In this episode, Michael Cirillo shares four tools (+ one bonus) that his agency, FlexDealer.com, uses to increase productivity across the entire organization. Each tool will help solve the business's critical foundational areas, from enhanced communication to project and task management.
Access the full show notes, timestamps, resources and more at http://www.thedealerplaybook.com/remote-tools
Have questions, comments, or feedback? Drop us a line at michael@thedealerplaybook.com!
Connect with Michael Cirillo on LinkedIn: https://www.linkedin.com/in/michaelcirillo
Apply to the exclusive DPB PRO Facebook group where you'll get access to live mastermind calls, training, collaboration, and accountability that will take your career to the next level: https://www.facebook.com/groups/dpbpro
Sick of not know whether your marketing strategy is working or not? Learn more about Michael's creative dealership marketing company: https://www.flexdealer.com/
Fear holds many people back from stepping into their greatness. Many have convinced themselves that there is a dependency on others to make the business environment work properly.
Paul Long shares how important it is to push beyond your comfort zone so that you can accelerate your personal development and growth in the car sales industry.
Access the full show notes, timestamps, resources and more at http://www.thedealerplaybook.com/paul-long
Have questions, comments, or feedback? Drop us a line at michael@thedealerplaybook.com!
Connect with Michael Cirillo on LinkedIn: https://www.linkedin.com/in/michaelcirillo
Apply to the exclusive DPB PRO Facebook group where you'll get access to live mastermind calls, training, collaboration, and accountability that will take your career to the next level: https://www.facebook.com/groups/dpbpro
Sick of not know whether your marketing strategy is working or not? Learn more about Michael's creative dealership marketing company: https://www.flexdealer.com/
Paul "The Dodgefather" Long didn't waste any time making a name for himself in the retail auto industry. He has proven that being a "rookie" in years doesn't mean you have to be a rookie in action.
In this episode, Paul shares his mindset and the behaviors that have helped him build a following and personal brand quickly. He is living proof that it doesn't matter how long you've been playing the game; instead, the intensity at which you play it.
Access the full show notes, timestamps, resources and more at http://www.thedealerplaybook.com/paul-long
Have questions, comments, or feedback? Drop us a line at michael@thedealerplaybook.com!
Connect with Michael Cirillo on LinkedIn: https://www.linkedin.com/in/michaelcirillo
Apply to the exclusive DPB PRO Facebook group where you'll get access to live mastermind calls, training, collaboration, and accountability that will take your career to the next level: https://www.facebook.com/groups/dpbpro
Sick of not know whether your marketing strategy is working or not? Learn more about Michael's creative dealership marketing company: https://www.flexdealer.com/
Matt Lasher is the Marketing Director for the West Herr Auto Group in New York. Spanning 26 rooftops and counting, Matt provides unique insights into OEM programs, COOP initiatives, and what retail car dealers can do to balance internal marketing efforts with OEM and government regulations.
This episode could very well be a digital marketing masterclass. Matt certainly has the insights, experience, and foresight about what dealers can do to remain ahead of the curve while embracing what makes them unique in their markets.
Access the full show notes, timestamps, resources and more at http://www.thedealerplaybook.com/matt-lasher
Have questions, comments, or feedback? Drop us a line at michael@thedealerplaybook.com!
Connect with Michael Cirillo on LinkedIn: https://www.linkedin.com/in/michaelcirillo
Apply to the exclusive DPB PRO Facebook group where you'll get access to live mastermind calls, training, collaboration, and accountability that will take your career to the next level: https://www.facebook.com/groups/dpbpro
Sick of not know whether your marketing strategy is working or not? Learn more about Michael's creative dealership marketing company: https://www.flexdealer.com/
Peter Leto's experience at Google helped him see retail car dealers' opportunities to maximize their marketing efficiency.
In this powerbomb episode, Peter lays out some ways that you can save money on your marketing budget while getting even better results from it.
Access the full show notes, timestamps, resources and more at http://www.thedealerplaybook.com/peter-leto
Have questions, comments, or feedback? Drop us a line at michael@thedealerplaybook.com!
Connect with Michael Cirillo on LinkedIn: https://www.linkedin.com/in/michaelcirillo
Apply to the exclusive DPB PRO Facebook group where you'll get access to live mastermind calls, training, collaboration, and accountability that will take your career to the next level: https://www.facebook.com/groups/dpbpro
Sick of not know whether your marketing strategy is working or not? Learn more about Michael's creative dealership marketing company: https://www.flexdealer.com/
Peter Leto, former Director of Automotive at Google in the United States joins the show to share valuable insights and tips that will help dealers get better control of their digital marketing efforts.
His unique vantage point spans the entire US automotive industry, and has helped him understand the challenges that retail dealers face with their advertising efforts.
In this episode of The Dealer Playbook, Peter shares his best advice about what dealers can do to unify their message, brand, and advertising so that they can get the best benefit.
Access the full show notes, timestamps, resources and more at http://www.thedealerplaybook.com/peter-leto
Have questions, comments, or feedback? Drop us a line at michael@thedealerplaybook.com!
Connect with Michael Cirillo on LinkedIn: https://www.linkedin.com/in/michaelcirillo
Apply to the exclusive DPB PRO Facebook group where you'll get access to live mastermind calls, training, collaboration, and accountability that will take your career to the next level: https://www.facebook.com/groups/dpbpro
Sick of not know whether your marketing strategy is working or not? Learn more about Michael's creative dealership marketing company: https://www.flexdealer.com/
When it comes to disruption, retail dealers worry that Carvana's business model will continue to capture market share.
While it has proven to show signs of viability, recording over 200,000 units sold in 2019, there are many things car dealers can do to provide fantastic service and disruptive customer experience.
Marco Mentenuto is an Audi Brand Specialist with an inspiring story about crushing it as a car salesperson. His journey in the car industry started like many others, with no onboarding or car sales training.
That didn't stop Marco, though. He used it as fuel to power an impressive career as a car sales professional that has helped him build lasting relationships in his community and a book of business to match.
In this episode of The Dealer Playbook, listen carefully as Marco shares what you can do to crush it as a car salesperson and build a lifestyle, culture, and work environment that facilitates perpetual growth.
Access the full show notes, timestamps, resources and more at http://www.thedealerplaybook.com/marco-mantenuto
Have questions, comments, or feedback? Drop us a line at michael@thedealerplaybook.com!
Connect with Michael Cirillo on LinkedIn: https://www.linkedin.com/in/michaelcirillo
Apply to the exclusive DPB PRO Facebook group where you'll get access to live mastermind calls, training, collaboration, and accountability that will take your career to the next level: https://www.facebook.com/groups/dpbpro
Sick of not know whether your dealership marketing strategy is working or not? Learn more about Michael's creative dealership marketing company: https://www.flexdealer.com/
Car salespeople who create videos have a massive opportunity to stand out in their market. In this powerbomb episode, Jason Price shares some simple ways to overcome the fear of creating videos to dominate your career in the retail car business.
Dealers worldwide see a significant uptick in appointments, shows, and closed deals because they stood out during the relationship-building process. The easiest way to stand out is by personalizing your communication with video.
In this episode, Jason Price, CEO of COVIDEO, joins Michael to share how you can leverage personalized video messages to stand out and make a lasting impression with your customers.
You'll learn simple ways to overcome early anxiety about appearing on video and creative ways to implement video in your sales, education, and relationship process.
Jason also shares practical advice about how dealers can improve their communication; to ensure customers are cared for appropriately.
Access the full show notes from this episode: http://www.thedealerplaybook.com/jason-price
Automation can be both a blessing and a curse in the business environment without proper implementation. Car dealers that rely heavily upon automation lack the human element of communication. Those that don't find themselves buried in manual work.
In this week's powerbomb episode, Marc Lavoie shares practical advice to help balance manual work and automation when it comes to sending emails.
Also, he shares how to increase your emails' open rate and ensure they don't get lost in your customer's inbox.
Access the full show notes, timestamps, resources and more at http://www.thedealerplaybook.com/marc-lavoie
Have questions, comments, or feedback? Drop us a line at michael@thedealerplaybook.com!
Connect with Michael Cirillo on LinkedIn: https://www.linkedin.com/in/michaelcirillo
Apply to the exclusive DPB PRO Facebook group where you'll get access to live mastermind calls, training, collaboration, and accountability that will take your career to the next level: https://www.facebook.com/groups/dpbpro
Sick of not know whether your marketing strategy is working or not? Learn more about Michael's creative dealership marketing company: https://www.flexdealer.com
Car sales professionals are missing out on deals because of poor follow up. That's the mission Marc Lavoie, founder of the Autobahn Academy, is on.
Mastering the follow-up process takes commitment and practice. Marc shares his best advice about what dealers can do today to improve their follow-up skills and win more residual business opportunities.
Access the full show notes, timestamps, resources and more at http://www.thedealerplaybook.com/marc-lavoie
Have questions, comments, or feedback? Drop us a line at michael@thedealerplaybook.com!
Connect with Michael Cirillo on LinkedIn: https://www.linkedin.com/in/michaelcirillo
Apply to the exclusive DPB PRO Facebook group where you'll get access to live mastermind calls, training, collaboration, and accountability that will take your career to the next level: https://www.facebook.com/groups/dpbpro
Sick of not know whether your marketing strategy is working or not? Learn more about Michael's creative dealership marketing company: https://www.flexdealer.com/
There is a fixed belief in the retail car business that one must be active on all social platforms. In this episode, Audi Brand Specialist, Jennifer Worsley reveals why she chooses only to use Instagram, and how you can leverage the platform to grow your brand in car sales.
Among some of her best advice, selecting the platform that most interests you is far more critical than aimlessly trying to be present on them all. Also, finding your audience and making it about them is vital for growth.
Listen as Jennifer breaks down her best advice. Discover how simple and fun Instagram can be for growing your presence in the market. More importantly, be open to the ideas that come to your mind as you listen so that you can implement a strategy that works best for you.
From there, just go for it! Have fun and dominate!
Access the full show notes, timestamps, resources and more at http://www.thedealerplaybook.com/jennifer-worsley Have questions, comments, or feedback?
Drop us a line at michael@thedealerplaybook.com!
Connect with Michael Cirillo on LinkedIn: https://www.linkedin.com/in/michaelcirillo
Apply to the exclusive DPB PRO Facebook group where you'll get access to live mastermind calls, training, collaboration, and accountability that will take your career to the next level: https://www.facebook.com/groups/dpbpro
Sick of not know whether your marketing strategy is working or not? Learn more about Michael's creative dealership marketing company.
During this rollercoaster of a year, car dealers have proven that they have what it takes to adapt and evolve.
Bill Zadeits shares that people (dealership employees) are why the market can recover from the pandemic-induced lockdowns of 2020.
That begs to ask an important question: What is your dealership doing today that will assist in the market recovery of buying and selling vehicles? What is one small change that will assist in explosive growth beyond this crushing year?
Access the full show notes, timestamps, resources and more at http://www.thedealerplaybook.com/bill-zadeits
Have questions, comments, or feedback? Drop us a line at michael@thedealerplaybook.com!
Connect with Michael Cirillo on on LinkedIn: https://www.linkedin.com/in/michaelcirillo
Apply to the exclusive DPB PRO Facebook group where you'll get access to live mastermind calls, training, collaboration, and accountability that will take your career to the next level: https://www.facebook.com/groups/dpbpro
Sick of not know whether your marketing strategy is working or not? Learn more about Michael's creative dealership marketing company.
2020 has undoubtedly been a year that the retail automobile industry will never forget. Our sector faced a lot of uncertainty early on in the year and demonstrated how quickly we could adapt when faced with pressure.
This year serves as a testament to our resilience and perseverance as a whole. We've shown that we have what it takes to change.
Bill Zadeits, President of Cherokee Media Group (the publisher of the popular Auto Remarketing magazine and conference), explains that used vehicle sales, in particular, have helped stabilize the industry.
Retail prices for used vehicles have only deviated slightly from seasonal expectations, and many consumers are opting to purchase used cars over new. The demand appears to be quite stable amidst all of the instability we've faced due to the pandemic.
As you listen to this episode of The Dealer Playbook, consider how your store can leverage your used vehicle sales to help guide your market to a full recovery. Think about ways in which you can help fulfill customer expectations while also developing a relationship by which they become loyal and raving advocates of you and your process.
Access the full show notes, timestamps, resources and more at http://www.thedealerplaybook.com/bill-zadeits
Have questions, comments, or feedback? Drop us a line at michael@thedealerplaybook.com!
Connect with Michael Cirillo on LinkedIn: https://www.linkedin.com/in/michaelcirillo
Apply to the exclusive DPB PRO Facebook group where you'll get access to live mastermind calls, training, collaboration, and accountability that will take your career to the next level: https://www.facebook.com/groups/dpbpro
Sick of not know whether your marketing strategy is working or not? Learn more about Michael's creative dealership marketing company.
Customers aren't going to put up with a lot of friction, especially as they seek to navigate the impact of COVID-19. In this episode, Herbert Anderson shares his best advice about how dealers can make their service departments more flexible while addressing the demands of the market.
Herb R. Anderson, CEO of DT Vendor Management, sees a massive opportunity for dealers worldwide. While many have either scaled back their marketing for new and used vehicles, Herb explains that there is much more predictability within the fixed operations.
Discover some creative ideas that you can implement to leverage the necessity of your fixed ops to generate recurring revenue for your store.
Access the full show notes, timestamps, resources and more at http://www.thedealerplaybook.com/dean-smith
Have questions, comments, or feedback? Drop us a line at michael@thedealerplaybook.com!
Connect with Michael Cirillo on on LinkedIn: https://www.linkedin.com/in/michaelcirillo
Apply to the exclusive DPB PRO Facebook group where you'll get access to live mastermind calls, training, collaboration, and accountability that will take your career to the next level: https://www.facebook.com/groups/dpbpro
Is it possible to get results from social media branding? In this week's minisode, Jeff Hunter shares what it takes to put in an honest effort and see results.
Jeff Hunter, aka, “General Motors Jeff” has been gaining a lot of momentum with his personal branding efforts. As an active car sales professional at Prouse Chevrolet, Jeff has fully embraced the power of social media and video creation to help skyrocket his personal brand within the community of Sault Ste. Marie, Canada, and beyond.
In this episode, Jeff shares his experience and tips working with social media and video to build his personal brand and what you can do as well.
Consumers are more comfortable making big purchases online. It’s the next step toward an evolved and modern online car shopping experience.
While many car dealers are focused on giants like Vroom and Carvana, others realize that they have an even greater capability to own the market. As a local business, dealers have an advantage in building relationships and providing after-sales service and support.
Listen to the full episode: http://www.thedealerplaybook.com/max-zanan
When it comes to buying a car, consumers have specific expectations. It's important now, in a post COVID world that car dealers pay special attention to the ways in which consumers which to purchase vehicles.
Max Zanan, founder of Max Zanan Dealer Services shares his wisdom about what dealers can do to sell cars the way consumers want to buy them. His vast experience in the retail auto industry as well as his work as a consultant and best selling author have contributed to a breadth of knowledge that retail dealerships can apply and thrive in a rapidly evolving marketplace.
It's time to start building out the tech behind the lead submission forms. Up to this point, digital retailing has been a clickbait title for a very disconnected process.
In this powerbomb, Andrew Lemoine shares why now is the time to adapt and evolve. Dealers need to innovate, and pay attention to car shopper wants and needs.
Andrew Lemoine knows what it takes to climb the ladder in the retail car business. He's done it, and is proof that others can do it as well. He's worked as a sales professional, and worked his way to becoming a General Sales Manager, General Manager and now, Technology Founder.
Case in point: If you're struggling to know what you can do to grow in your career in the retail auto industry, Andrew's story will highlight some things you can do to climb the ladder.
A big challenge in the retail auto industry is that we tend to look elsewhere for answers that are right in front of us. Sean Welsh explains how you can practicaly observe your current car buying process through the customer's eyes, in an effort to improve the experience they receive from digital to physical.
The Digital Retail conversation is getting heavier and heavier.
More dealers are wondering if they should jump on the bandwagon, or if the COVID pandemic has truly shifted us to a fully online model.
In today's episode, Sean Welsh, founder of Carbiz Done Better, shares the most important elements of selling cars that ring even more true in today's modern car shopping experience than ever before.
Access the full show notes, timestamps, resources and more at http://www.thedealerplaybook.com/sean-welsh
Have questions, comments, or feedback? Drop us a line at michael@thedealerplaybook.com!
Connect with Michael Cirillo on LinkedIn: https://www.linkedin.com/in/michaelcirillo
Apply to the exclusive DPB PRO Facebook group where you'll get access to live mastermind calls, training, collaboration, and accountability that will take your career to the next level: https://www.facebook.com/groups/dpbpro
Are you struggling because you know you're meant to achieve more in life, but can't seem to break through? It's like you feel that fire in your belly because you know that you can do so much more, but are somehow feeling held back?
Learn how Dean Smith recommends achieving your higher potential, and experiencing the satisfaction of living a fulfilled life and career!
Hear the compelling story about how Dean Smith was able to forgive the man who murdered his mother.
In this episode, Michael interviews Dean to learn about the importance of forgiveness and how it translates to your career in the retail auto industry.
As it turns out, each of us is being held back because of scenarios, circumstances, people, and emotions that we can't let go. The retail auto industry isn't for the faint of heart, but you might be surprised at how much farther you can grow when you learn to let go of the people or things that have been hindering your potential.
Access the full show notes, timestamps, resources and more at http://www.thedealerplaybook.com/dean-smith
Have questions, comments, or feedback? Drop us a line at michael@thedealerplaybook.com!
Connect with Michael Cirillo on LinkedIn: https://www.linkedin.com/in/michaelcirillo
Apply to the exclusive DPB PRO Facebook group where you'll get access to live mastermind calls, training, collaboration, and accountability that will take your career to the next level: https://www.facebook.com/groups/dpbpro
There are still many dealerships throughout the world that do not have business development centers. In this week's powerbomb, Michael asks Shawn Armorer why that is, and what dealers should consider when implementing a BDC at their store.
Shawn Armorer has committed his career's work to building BDC (business development) departments that function like a well-oiled machine. The result: a master at his craft - someone who knows exactly what it takes to make a BDC sing and generate millions of dollars in revenue.
Since his process is well-documented and clearly defined, Shawn is able to replicate it and has proven it's possible by doing so for one of the largest dealer groups in Canada, as well as other large dealership operations.
In this week's episode, Michael and Shawn discuss his process and what it takes to build a BDC that generates revenue and exceptional customer experiences.
Dean Evans shares his experience working through various phases of economic struggles, and shares what car dealers can do when that happens.
Dean Evans is the CMO of Cars and has an impressive resume filled with vast marketing experience. In particular, Dean shares his digital marketing success recipe, aka "bottom-up performance marketing," which includes 5 steps that car dealers can take in a post-COVID retail environment.
The retail automotive industry is adapting and evolving at an accelerated rate. What would have, perhaps, taken several years to theorize, implement, iterate, and polish, happened within a matter of months during the COVID-19 pandemic. Dealers have demonstrated that they have what it takes to adapt to the demands of the market by pursuing virtual alternatives to a traditional in-person process.
Others have struggled to adapt. They struggle with the discomfort associated with trying something new and failing. In this powerbomb, David Kain and Michael Cirillo discuss the importance of getting started, and gaining clarity on the move, rather than waiting for the perfect climate to get started.
David Kain's experience in the retail automotive industry speaks for itself. As the co-founder of Forddirect.com, David has been both a general manager and managing partner of the Kain family, Jack Kain Ford. With the shift in business process post-COVID, David joins the show to share some creative ways that dealers can embrace remote retailing, and leverage existing technology to provide a seamless "touchless" vehicle retail experience.
Scott Simons, Dealer Principal at CMA Valley Dealerships has a contagious optimism that acts as the foundation for how his dealerships serve in the community. In this episode, listen to Scott's story, and how it has played a role in helping him develop who he is today.
The big question from this episode has to do with exploring your past to identify the lessons that have helped or can help you become who you want to be in life, and in your career in the retail auto industry.
Dealer Principal, Scott Simons, shares his inspiring story and how car dealers can make the best of any circumstance. While the COVID-19 pandemic forced them to alter their operations dramatically, Scott and his team at CMA Valley's dealerships continued to innovate and discover new ways of serving the community.
If the obsession is always monetary, the fulfillment will never come. Why? When you're optimizing for something that, if not managed properly, can be a big stress and distraction, you won't get the feeling of fulfillment which serves as a larger measuring stick for success.
We hear it time and again from industry leaders. We learn from their experience that when they finally achieved the number they thought would change their life, that their life hadn't really changed the way they thought.
Don't misunderstand, money is not evil, and, as a business, there needs to be a healthy focus on it. If it's all your obsessed about, then you might find it becomes a hindrance to your overall organizational progress.
One of the most influential minds of our time, Elon Musk is responsible for much of the technology, software, and companies that are at the forefront of evolution. It's with that perspective that Elon has garnered the wisdom that leads us to today's Friday Fire episode of the show. Michael shares a quote by Elon Musk that, when applied to the context of your situation, will help you get to the next level in your career. Think about what's in your control, and what you can do to take bigger, bolder, and more calculated actions as you fight to achieve your definition of success. Whatever you do, be the actor - not acted upon.
When it comes to creating, optimizing, and managing Facebook ads, Molly Pittman is at the top of the game. In fact, many of the world's top ad buyers and strategists have likely learned from her. But today's episode of The Dealer Playbook is not what you'd expect. It's not about Facebook ads for car dealers at all. Rather, it's an enriching conversation that explores the importance of focusing on your mission.
Each dealership on the planet is unique. No two are alike, not even if you're in the same dealer group. There is a real pulse (or lack of one) that runs deep in a dealership and that determines how scalable, and how impactful the business can be. Why do some dealerships make more money? Why are some able to whether uncertainty better than others? All of these topics and more are discussed in this conversation with Molly Pittman, the CEO of Smart Marketer.
Access the full show notes, timestamps, resources and more at http://www.thedealerplaybook.com/episodes
Have questions, comments, or feedback? Drop us a line at michael@thedealerplaybook.com!
Connect with Michael Cirillo on LinkedIn: https://www.linkedin.com/in/michaelcirillo
Apply to the exclusive DPB PRO Facebook group where you'll get access to live mastermind calls, training, collaboration, and accountability that will take your career to the next level: https://www.facebook.com/groups/dpbpro
When it comes to the word "attraction" and business, many immediately think of the famous "law of attraction." In today's episode of the show, Michael Cirillo and David Bradley investigate how you can grasp the deeper meaning of the word attraction, and how you can apply it to your career in the retail auto industry.
There's a lot of talk about how dealerships will evolve in a post COVID world. As economies are slowly opening, and consumers return to purchase vehicles, there are many struggling to figure out what path they should take in order to really dominate. Michael shares advice written in his #1 best-selling book, "Don't Wait, DOMINATE!" which are as relevant (if not more) today as when the book was first published. If your dealership wants to stand out rather than get lost in the mix, it's important to make sure you evolve with the demands of the market, not necessarily other competing dealerships.
Is your profit and loss statement telling you the whole story about the true costs of running your dealership? Often when dealerships struggle to track profit, they forget about ancilliary expenses that add up and stifle growth. In today's powerbomb episode, Michael and Juan explore what expenses should be tracked in order to get a clearer picture about profitability and expenses.
How many times have you written off a deal because it was too easy to blame the deal going south on a grumpy customer? What about a "tire kicker", "know-it-all", or the miscellany of nicknames we assign those that don't see very interested in working a deal?
What if there was a way to switch things around so that you had the control you needed in order to build a relationship and determine the legit possibility of doing business?
American businessman and philanthropist, William Clement Stone knew a thing or two about sales but also about the power of having a positive mental attitude. He co-authored a book with Napoleon Hill titled, "Success Through A Positive Mental Attitude," so the quote Michael Cirillo shares today should come as no suprise.
"Sales are contingent upon the attitude of the sales[person], not the attitude of the prospect."
Access the full show notes, timestamps, resources and more at http://www.thedealerplaybook.com/episodes
Have questions, comments, or feedback? Drop us a line at michael@thedealerplaybook.com!
Connect with Michael Cirillo on LinkedIn: https://www.linkedin.com/in/michaelcirillo
Apply to the exclusive DPB PRO Facebook group where you'll get access to live mastermind calls, training, collaboration, and accountability that will take your career to the next level: https://www.facebook.com/groups/dpbpro
You've heard the old saying about the few things that are certain in life, taxes being one of them. In this episode, Michael is joined by Juan Pena from MBAF who shares a load of dealership accounting best practices.
Got a question for Michael? Call our voicemail: (780) 306-2021 for a chance to be featured on the show.
Enjoying the podcast? Be sure to click that subscribe button and leave an honest review! Want even more free tools and resources, head over to http://www.thedealerplaybook.com/ and sign up for our newsletter to get Michael's latest free tools and resources.
Something that you have more of than you realize. Have you ever felt like you were running out of energy, only to find that a change in circumstances revitalized you? In today's episode of The Wednesday Word, Michael Cirillo and David Bradley discuss the importance of energy and how you kind tap into unlimited amounts of it.
Access the full show notes, timestamps, resources and more at http://www.thedealerplaybook.com/episodes
Have questions, comments, or feedback? Drop us a line at michael@thedealerplaybook.com!
Connect with Michael Cirillo on LinkedIn: https://www.linkedin.com/in/michaelcirillo
Apply to the exclusive DPB PRO Facebook group where you'll get access to live mastermind calls, training, collaboration, and accountability that will take your career to the next level: https://www.facebook.com/groups/dpbpro
Sure, talking about the importance of a corporate mission isn't as sexy sounding as the silver bullet promise of instant results, but there's a reason why some dealers make big money for longer while others seem to struggle month after month.
With a massive curve ball thrown at car dealers around the world in 2020, many are starting to focus on the business items that matter most. In today's episode we're exploring why having a mission for your dealership will help you stay focused, have clarity, and eliminate the competitive landscape from what you're aiming to achieve.
Does your dealership have a mission? Is it something everyone on the team understands, enjoys, and is passionate about? If not, you could be doing serious damage to your bottom line. Luckily, you can turn things around.
Access the full show notes, timestamps, resources and more at http://www.thedealerplaybook.com/episodes
Have questions, comments, or feedback? Drop us a line at michael@thedealerplaybook.com!
Connect with Michael Cirillo on LinkedIn: https://www.linkedin.com/in/michaelcirillo
Apply to the exclusive DPB PRO Facebook group where you'll get access to live mastermind calls, training, collaboration, and accountability that will take your career to the next level: https://www.facebook.com/groups/dpbpro
Certified pre-owned vehicles can solve a lot of problems in the retail auto industry post COVID-19. While OEMs have released many enticing new vehicle programs, CPO vehicles can help with the supply and demand issues the OEMs face with production delays or closed facilities for new vehicles. Jasen Rice, from Lotpop Inc. shares that if OEMs released incentives for CPO vehicles, there would be a residual positive impact on the market by helping car shoppers get good vehicles for less, while also help dealers cycle their inventory.
What do you think? Should the OEMs release incentives to make purchasing CPO vehicles more enticing to car shoppers? Would it help your dealership?
Access the full show notes, timestamps, resources and more at http://www.thedealerplaybook.com/episodes
Have questions, comments, or feedback? Drop us a line at michael@thedealerplaybook.com!
Connect with Michael Cirillo on LinkedIn: https://www.linkedin.com/in/michaelcirillo
Apply to the exclusive DPB PRO Facebook group where you'll get access to live mastermind calls, training, collaboration, and accountability that will take your career to the next level: https://www.facebook.com/groups/dpbpro
Tiffani Bova is the Global Customer Growth and Innovation Evangelist at Salesforce. She has led massive revenue-producing divisions for startups and Fortune 500 companies which is why car sales people around the world need to pay attention to her wisdom.
In this episode of Friday Fire, Michael shares his commentary about Tiffani's famous quote, "How you sell matters. What your process is, matters. But how your customers feel when they engage with you matters more."
Think about how you can apply this to your career in the car business, and how it applies to increasing the lifetime value of your customer base. As a car sales professional, you're able to do more than just spew off features and benefits. You can build real relationships that span generations.
Access the full show notes, timestamps, resources and more at http://www.thedealerplaybook.com/episodes
Have questions, comments, or feedback? Drop us a line at michael@thedealerplaybook.com!
Connect with Michael Cirillo on LinkedIn: https://www.linkedin.com/in/michaelcirillo
Apply to the exclusive DPB PRO Facebook group where you'll get access to live mastermind calls, training, collaboration, and accountability that will take your career to the next level: https://www.facebook.com/groups/dpbpro
When it comes to moving pre-owned inventory and running a lean and mean car operation, no better name comes to mind than Jasen Rice from Lotpop Auto. Jasen is a master at helping dealers move more used vehicle inventory, preserving profits, and maintaining the right level of inventory.
In today's episode of The Dealer Playbook podcast, Jasen and Michael talk about the reality that the used car market may just be the saving grace the retail auto industry needs to recover from the COVID-19 pandemic.
Access the full show notes, timestamps, resources and more at http://www.thedealerplaybook.com/episodes
Have questions, comments, or feedback? Drop us a line at michael@thedealerplaybook.com!
Connect with Michael Cirillo on LinkedIn: https://www.linkedin.com/in/michaelcirillo
Apply to the exclusive DPB PRO Facebook group where you'll get access to live mastermind calls, training, collaboration, and accountability that will take your career to the next level: https://www.facebook.com/groups/dpbpro
Whether you are new to selling cars or are a seasoned vet of the retail automotive industry, there is one thing that is certain. Each of us need to constantly level up our skill in order to stay ahead of the curve. In today's Wednesday Word, Michael Cirillo and David Bradley discuss the meaning of the word "Skill" and how you can apply to your career in the car business.
The COVID-19 pandemic provided an amazing opportunity for car dealers to acquire new education and hone their skills in order to match the ever-evolving demands of the market. Those that chose to sit idly, waiting for "normal" to return will be sadly left behind from those that took the opportunity to learn, practice, and grow.
Access the full show notes, timestamps, resources and more at http://www.thedealerplaybook.com/episodes
Have questions, comments, or feedback? Drop us a line at michael@thedealerplaybook.com!
Connect with Michael Cirillo on LinkedIn: https://www.linkedin.com/in/michaelcirillo
Apply to the exclusive DPB PRO Facebook group where you'll get access to live mastermind calls, training, collaboration, and accountability that will take your career to the next level: https://www.facebook.com/groups/dpbpro
The retail automotive industry is filled with buzzwords and buzz-topics. Just a year ago (at time of recording this), the topic of disruption was the craze. Today, it's digital retailing. If you're listening to this at time of publish or some time in the future, it's almost certain that there will be many more buzz topics to digest. Having said that, the dealers who get scrappy and who get creative by leveraging existing resources in a new way will always stand out in front for consumers, as long as they are keenly interested in fulfilling the car shoppers desires.
Robert Karbaum from Kijiji Autos Canada shares his vantage point about how some dealers are choosing to get creative, while building momentum in their business.
Ask yourself: What resources do I already have in my possession that can be leveraged in a different way? Am I leveraging my website, Google My Business, and social platforms to demonstrate our post COVID-19 process? Am I shifting my message to align with what consumers care about today?
Whatever you do, don't sit idle hoping that things will return to pre-COVID normal. Get creative and innovate with resources in your control.
Access the full show notes, timestamps, resources and more at http://www.thedealerplaybook.com/episodes
Have questions, comments, or feedback? Drop us a line at michael@thedealerplaybook.com!
Connect with Michael Cirillo on LinkedIn: https://www.linkedin.com/in/michaelcirillo
Apply to the exclusive DPB PRO Facebook group where you'll get access to live mastermind calls, training, collaboration, and accountability that will take your career to the next level: https://www.facebook.com/groups/dpbpro
Oprah Winfrey is one of the most iconic female business leaders and media magnates of all time. Her empire is vast, her influence; profound. She has impacted millions of men, women, and children many times over and continues to spread her positive message.
But what can car dealers learn from Oprah? That's the topic of today's Friday Fire episode of The Dealer Playbook. Michael Cirillo shares a quote by Oprah Winfrey that will help shape the actions you take at your dealership, with your people, and amongst your co-workers.
Access the full show notes, timestamps, resources and more at http://www.thedealerplaybook.com/episodes
Have questions, comments, or feedback? Drop us a line at michael@thedealerplaybook.com!
Connect with Michael Cirillon on LinkedIn: https://www.linkedin.com/in/michaelcirillo
Apply to the exclusive DPB PRO Facebook group where you'll get access to live mastermind calls, training, collaboration, and accountability that will take your career to the next level: https://www.facebook.com/groups/dpbpro
The team at Kijiji Autos has a long-standing tradition of showing support for the retail dealership community, not just when times are good, but also when challenging times arise. In today's episode of The Dealer Playbook, Michael sits down with Robert Karbaum (yes that's his real name!) to discuss creative ways that dealers in Canada have shown support for their communities while also getting creative with their business efforts.
If there is one thing that's clear, it's that the retail automotive community is tough. They are resilient. They help drive the economy forward, keep it stable through volatility, and have demonstrated time and time again that they have what it takes to not just survive, but thrive!
Simple ideas like showing a badge on your vehicles that lets customers know you are taking all safety precautions can go a long way to creating peace of mind. Car shoppers are still in the market, and dealers that demonstrate their process will leap forward ahead of the competition.
Access the full show notes, timestamps, resources and more at http://www.thedealerplaybook.com/episodes
Have questions, comments, or feedback? Drop us a line at michael@thedealerplaybook.com!
Connect with Michael Cirillo on LinkedIn: https://www.linkedin.com/in/michaelcirillo
Apply to the exclusive DPB PRO Facebook group where you'll get access to live mastermind calls, training, collaboration, and accountability that will take your career to the next level: https://www.facebook.com/groups/dpbpro
There's a reason why some car sales professionals were able to keep building their business during COVID-19 while others struggled to figure things out. There's a reason why some, even though they were furloughed maintained an optimistic and hopeful outlook that helped them, their family, and their dealership. Mindset is the focus of today's Wednesday Word because it truly is the difference between surviving and thriving in the automotive industry.
In this episode of The Dealer Playbook, you'll learn why the word "Mindset" is so important, and how you can shift your mindset to produce amazing results in your career and life.
Have questions, comments, or feedback? Drop us a line at michael@thedealerplaybook.com!
Connect with Michael Cirillon on LinkedIn: https://www.linkedin.com/in/michaelcirillo
Maybe you're new to the car business or are just looking for new ways to grow in your position within the dealership. In today's episode, Michael breaks down a concept that will help you grow your car sales like crazy while also building relationships of trust. When it comes to perpetual growth, VAFU will help create an endless stream of repeat and referral business while making you the trusted brand of choice in your community.
Value Added Follow Up means that you're reaching beyond the canned emails, messenger and chat bots, and other forms of automated follow up. It means that you are thinking more about individuals needs and following up with more meaningful messages and actions. In today's episode, Michael gives examples of how you can achieve this in your car sales business.
Full show notes and resources can be found here: http://www.thedealerplaybook.com/episodes
Have questions, comments, or feedback? Drop us a line at michael@thedealerplaybook.com!
Connect with Michael Cirillo on LinkedIn @michaelcirillo
Ever wonder why some retail professionals always seem to win while others are stuck in a rut? As much as we'd like to believe that tactics alone will help car dealers succeed, there is so much to be said of consistency in following a strategy. In this episode of The Dealer Playbook, Michael Cirillo and Frank J. Lopes explore what the power of consistency, if following a strategy, can do for your dealership, especially as we seek to rebuild from the COVID-19 pandemic.
Got a question for Michael Cirillo? Call our voicemail: (780)306-2021 for a chance to be featured on the show.
Enjoying the podcast? Be sure to click that subscribe button and leave an honest review. Visit thedealerplaybook.com for even more free resources and tips to help grow your career in the retail automotive industry.
President Barrack Obama has a famous quote that speaks to the simplicity and effectiveness of building hope, and building a legacy. Retail car dealers have an amazing opportunity within their community to reach out and exemplify the power of service, building hope, and building relationships of trust through serving others.
Got a question for Michael? Call our voicemail: (780) 306-2021 for a chance to be featured on the show.
Enjoying the podcast? Be sure to click that subscribe button and leave an honest review! Want even more free tools and resources, head over to http://www.thedealerplaybook.com/ and sign up for our newsletter to get Michael's latest free tools and resources.
Frank J Lopes is known for his straight-shooter, no-nonsence approach to organizational achievement. In this episode of the podcast, Frank and Michael discuss concepts that he shares in his new book, "The 7 Minute Setup" and how dealerships can use this time (during COVID-19) to focus on what matters most.
Got a question for Michael? Call our voicemail: (780) 306-2021 for a chance to be featured on the show.
Enjoying the podcast? Be sure to click that subscribe button and leave an honest review! Want even more free tools and resources, head over to http://www.thedealerplaybook.com/ and sign up for our newsletter to get Michael's latest free tools and resources.
The biggest difference between those that succeed and those that remain still is the topic of today's Wednesday Word. When you look at GOAT athletes like Michael Jordan or Wayne Gretzky, they tend to have one thing in common - discipline. They are disciplined in their mindset, their training, their practice, their game. Compare that to the most successful business leaders, sales professionals, or anyone that has achieved something spectacular and you quickly realize that discipline is the key.
Enjoying the podcast? Be sure to click that subscribe button and leave an honest review! Want even more free tools and resources, head over to http://www.thedealerplaybook.com/ and sign up for our newsletter to get Michael's latest free tools and resources.
Now that we've had a solid 50 - 60 days of COVID-19 discussions under our belts, it's time to move on. As human beings, we are built to move forward, not back. In today's episode, Michael shares his ideas about what dealerships should be doing now; where they should focus their marketing attention, and what makes sense now that dealerships around the world are opening their sales departments post COVID.
Enjoying the podcast? Be sure to click that subscribe button and leave an honest review! Want even more free tools and resources, head over to http://www.thedealerplaybook.com/ and sign up for our newsletter to get Michael's latest free tools and resources.
Enjoying the podcast? Be sure to click that subscribe button and leave an honest review! Want even more free tools and resources, head over to http://www.thedealerplaybook.com/ and sign up for our newsletter to get Michael's latest free tools and resources.
You're thinking about the movie Braveheart, arent you? Knew it!
But how does the word "freedom" apply to the retail auto industry? When facing the challenge of an uncertain market, or when government regulations have us on lockdown or laid off, it's easy to believe that we've had our freedom taken from us.
Two definitions of the word freedom accurately convey the mindset that is vital to thriving, not merely surviving during these crazy times.
"The power of self-determination attributed to the will; the quality of being independent of fate or necessity."
"The state of not being subject to or affected by (a particular undesirable thing)."
If you've been struggling to recognize the abundance in opportunities during this global pandemic, it's time to start thinking in terms of freedom. Will you be affected by it, or will you adjust your actions to deflect "a particular undesirable thing continually?"
Enjoying the podcast? Be sure to click that subscribe button and leave an honest review! Want even more free tools and resources, head over to http://www.thedealerplaybook.com/ and sign up for our newsletter to get Michael's latest free tools and resources.
Enjoying the podcast? Be sure to click that subscribe button and leave an honest review! Want even more free tools and resources, head over to http://www.thedealerplaybook.com/ and sign up for our newsletter to get Michael's latest free tools and resources.
There's no doubt that COVID-19 has had a tremendous impact on retail dealers' ability to sell vehicles. Having said that, there are still activities with which you can engage in order to keep potential and current customers engaged, and fortify the relationship. That's the approach that Greg Churchill is taking at his three dealerships, among other things.
Enjoying the podcast? Be sure to click that subscribe button and leave an honest review! Want even more free tools and resources, head over to http://www.thedealerplaybook.com/ and sign up for our newsletter to get Michael's latest free tools and resources.
Even when you feel like everything has been taken away from you; that you've lost control, it's important to remember that there is still MUCH that you can do. In today's Friday Fire, Michael shares an inspirational quote from Martin Luther King Jr. which accurately depicts how much control you maintain if you're able to shift your perspective. Car dealers have seen a drop in sales over the past few months due to COVID-19, but that doesn't mean there isn't a lot you can still do to gain an advantage during these times.
Enjoying the podcast? Be sure to click that subscribe button and leave an honest review! Want even more free tools and resources, head over to http://www.thedealerplaybook.com/ and sign up for our newsletter to get Michael's latest free tools and resources.
Greg Churchill has the unique vantage point of operating dealerships in the United States and Canada. Three different regions, with three different regulatory responses to the COVID-19 pandemic. With magnetizing positivity and optimism, Greg shares his wisdom and perspective about what his operation is doing to adapt, evolve and innovate during the downtime.
Remaining calm and leveraging what matters most is the key to weathering the storm. During this time, dealership owners and leaders need to have a clear vision about what they can do to continue building momentum even when the analysts and gurus say it's impossible.
Are you ready to get creative during these uncertain times? Looking for activities that will help you build momentum even if your dealership is on lockdown? Download Michael's free eBook, ""March Forward,"" which provides tangible ways you can do just that even in volatile markets.
What is your dealership doing to gain an advantage during times of uncertainty? Sure, COVID-19 rocked our industry, but there are still actions you can take each day to ensure that your rebound is strong and innovative. Defined as "a condition or circumstance that puts one in a favorable or superior position," the word advantage perfectly explains the opportunity that today's scenario has provided each of us in the car industry.
The retail auto industry has no shortage of opinions, gurus and anti-gurus; all with competing opinions. The news is blasting out doom and gloom messaging 24/7, and social media is like a truck stop bathroom stall. Many dealers are struggling to know how to manage the information overload, and more importantly, what they can do to move forward. Michael shares his top three tips that can help anyone deal with information overload, get more clarity, and move forward with intention.
While content creation can be time consuming, it still proves to be one of the best ways to move customers through the value journey to a purchase decision. In this week's powerbomb, Robert Wiesman shares his advice about how to balance quality vs. quantity and how to save time by repurposing your old content to maintain omnipresent for your audience.
Former Disney CEO, Bob Iger is arguably one of the most intelligent and forward thinking business leaders of our day. He's largely responsible for the massive Diseny expansion in the Marvel and Star Wars universe as well as expanding the companies operations around the world. In today's Friday Fire episode, Michael Cirillo shares a quote that is especially applicable to retail auto dealers during the uncertain market conditions related to COVID-19.
For all of the OG Dealer Playbook listeners, today's guest is a blast from the past. Former co-host, producer, and one of my best friends, Robert Wiesman (formerly "Your Hyundai Guy"), joins the show to talk about everything going on around COVID-19 and what dealers can do from a content marketing perspective to stay ahead of the curve.
Since co-hosting The Dealer Playbook, Robert has gone on to help dozens of business owners develop and produce content strategies that get attention, and drive business opportunities. Most notably, his work with Ryan Stewman, AKA "The Hardcore Closer," has helped the brand fortify and grow a substantial audience.
Retail vehicle dealers need to attract and keep the attention of their target audience. Content marketing for car dealers is still one of the most proven and effective ways to do just that.
Know you need a content strategy, but don't have the time or complete knowledge to put it into action? Michael's agency, FlexDealer, helps dealerships around the world strategize, create, and implement content that brings a continuous flow of fresh eye-balls, leads, and sales opportunities.
Vision is more than just being able to see. It's the ability to think about and plan the future with imagination or wisdom, and in this episode of The Wednesday Word, that's precisely the topic of conversation.
In today's uncertain economy, it's more important than ever to be able to think clearly; to pause when needed to make sure that you can leverage your wisdom. The wisdom you have gained from experience; past downturns in the market can help you formulate the precise actions you must take to not only get through today's challenges but thrive on the other side.
Are you feeling stressed because you're not quite sure how to promote your dealership during these crazy times? The DPB community has been pouring over their quesitons, and it today's episode Michael Cirillo shares three steps you can take to attract, engage, and convert vehicle buyers at lightning speed.
What should dealers be doing to build relationships with their customers even when things have slowed down? In this week's powerbomb, Andrew Rains from AutomotiveMastermind shares his perspective about some of the best ways to continue moving forward even during a global pandemic.
In this episode of Friday Fire, Michael reads excerpts from an article written by Carolyn Centeno Milton titled, "Fear Shrinks Your Brain and Makes You Less Creative."
Andrew Rains is the Chief Commercial Officer of Automotive Mastermind, and shares data from their research about how to best help customers during the COVID-19 health crisis.
Ever heard the saying, "Never waste a good recession?" - In today's Wednesday Word David Bradley and Michael Cirillo deconstruct the mean and application of the word MASTER and how it can help you make the most out of the market as we know it today.
Never waste a good recession. Think about it. You're probably accomplishing more now under pressure then you thought you were capable of. In today's episode, Michael shares his proven process for achieving more at an accelerated rate.
What would you do if you had to start all over? Today's powerbomb is directly applicable to today's circumstances. Many professionals are finding that they need to start over or reinvent themselves during the COVID-19 pandemic. Regardless of what the news or other media outlets suggest, there acres of diamonds (opportunities) within your field of view.
Fran Taylor is the Godfather of creative car selling and prospecting. He joins Michael, but this time, they're talking about how to make $200,000/k per year your first year in the industry.
Today's Wednesday Word is very timely as we are each faced with circumstances that will either propel us forward or bring us to a screeching halt. COVID-19 has leveled the playing field in many ways, especially because every person on the planet is impacted in some way or another.
Opportunity follows attention, and when times are tough, it can be more difficult to capture the attention of your ideal audience. In today's episode, we're going to explore 10 ways you can get creative, and capture attention when your customers need it most.
The most important thing you can do is control your thinking, your mindset, and where you focus your attention. During these unprecedented times, it's more vital than ever to control your response. Will you adapt and evolve or will you get stuck spinning your wheels? Luckily, there are so many solutions that you can implement that will help you experience growth.
Tim Storey is an incredible motivation speaker who has helped thousands of people around the world discover their inner power. In today's Friday Fire, you'll hear something Tim said that can help you see straight and DOMINATE!
Jeff Bounds, Director of Automotive at Grant Cardone, shares timely and relevant insights about what your dealership should do during a market contraction. There are many unknowns when it comes to COVID-19, however, Jeff explains that there are specific actions that must be on your radar if you want to not only make it through but THRIVE on the other end.
Tough times have a unique way of helping us demonstrate our resilience, and today's Wednesday Word: GRIT.
Turn uncertainty and panic into clarity and focus. In today's episode, Michael shares three lessons that he learned during the economic crash of 2008 that helped his company THRIVE, not just survive.
There are specific actions you can take that will help you dominate not only when things are good, but during times of crisis. Listen to Tim Kintz best advice for car dealers when they need to increase their activity levels.
DPB Gang, I hope you're staying safe and that your attitude is optimistic. During times of uncertainty, panic can often set in. My goal today is to share some hope and spark some creativity to help you build momentum and stay active during these crazy times. Today I'm sharing 5 ways to keep the momentum going during a crisis. Stay well!
The car buying process can be simple, friendly, and enjoyable. Author, Tim Kintz shares his best advice about how to close and negotiate car deals in a way that is better for your customer.
The first rule of selling is to maintain a positive attitude. This week we're digging in to what happens as a result. With mass panic being perpetuated by the media amidst the coronavirus outbreak, one thing is for certain. Many will contract while those with a positive attitude can reach new ALTITUDE through strategic expansion.
There are a lot of questions about how to face uncertainty in the retail car industry. As countries work around the clock to contain and limit the spread of COVID-19, lockdowns are beginning to worry many dealers. In this episode, we talk about the importance of taking actions that will help fortify your dealership against uncertainty.
With the recent outbreak of the coronavirus, this episode couldn't be more timely. Customers are going to be spending more time at home, which will highlight their preferred way to shop for a vehicle. Having said that, there are certain ways that doubt is introduced to the buying process once they start working with us. Find out how to eliminate customer doubt and provide a frictionless car buying experience.
Are you afraid of failure? Are you hesitant to try new things or execute on new ideas because you aren't sure how things will pan out? Perhaps you feel a lot of pressure from senior leaders or co-workers. Whatever the case may be, this quote from Michael Jordan will hopefully shift your paradigm and unleash the inner beast!
David Steinberg, CEO and Founder at foureyes, shares his unique perspective about how car dealers can eliminate friction points in the car purchase journey. Every day, customers are choosing to work with car dealerships that provide an exceptional car-buying experience. Either that or they walk away from the deal because of long wait times, unreasonable negotiation strategies, lack of interest, and a rushed process.
In this episode, pay close attention to what you can do to streamline the car buying process, eliminate friction, and provide an exceptional customer experience.
Having a positive attitude is essential to achieving success and enjoying life. Luckily, your attitude is a choice; it's within your control. The retail auto industry will take you through a range of emotions, both high and low. Having the right attitude will help you achieve accelerated success and leverage opportunities or get stuck in the status quo.
The retail auto industry loves a good "buzz" topic in which to sink our teeth. That's why today's episode is all about the next BIG thing that will help you keep the attention of your target audience and dominate in 2020. You're going to be shocked at how INFRONT of your face this is!
As painful as it might be to hear, it's important to understand things from the customer's point of view as well as from your own. Sure, you need to sell vehicles, but does your process align with the different affinity programs that you're involved with? Afterall, a veteran that works a deal through USAA has specific expectations before they even arrive on the lot and it's important to make sure you are aware so that you can properly qualify their needs and subsequently over-deliver value to them.
I recently returned from Grant Cardone's 10X Growth Conference 2020 in Las Vegas, and was impressed by what Grant had to say about the importance of getting attention. Listen to this Friday Fire episode to learn about what Grant Cardone had to say.
In this episode of the podcast, we're going to look at the car purchase journey from the perspective of a customer, Xax Berry. Xax is a veteran and now a healthcare professional residing in Utah, USA.
One of the biggest challenges that auto dealers face; perhaps the reason why many continue to struggle, is because they fail to plan. The old way of doing things has led many to being underprepared for the new way of car shopping that customers expect. That's why this week's Wednesday Word is PLAN.
We grew up with everyone telling us to be more grateful, but why is that? In today's episode, Michael shares why the lack of gratitude might be killing your career in the retail car business. In addition, Michael shares a simple practice that you can implement immediately to help turn things around and accelerate your growth.
There's is more to search engines than just showing up in search results. Companies that are creative about utilizing the tools and resources that are provided for online business are going to win.
You've probably heard sayings like, "your network is your net worth" or similar, right? But have you ever wondered why that's the case? In today's Friday Fire, Michael dissects a quote by Eleanor Roosevelt, which provides more context and insights about the power of your circle of friends and influencers.
So you think you're going to sit down and talk about SEO trends for car dealers in 2020, but the conversation ultimately ends up with the eery feeling that maybe we've created Skynet and didn't even realize it.
Matt Bertram is a bestselling author and founder of the top-rated SEO firm, eWebResults, and joins us to share his insights and observations about online visibility and what car dealers need to consider in order to be ahead of the curve.
Every single person on planet earth has a dream. The only difference is that there are those of us who pursue them, and those of us who, for whatever reason, have squashed them. Each of us, however, deserve to pursue our dreams with diligence and passion. That's why we're digging into the meaning of the word in this episode of the podcast.
Dealerships that make the purchase journey more comfortable and more informative have a higher chance of building relationships of trust and winning more business and increasing the lifetime value of their customers.
In today's episode, Michael shares the one strategy that is still incredibly under-utilized, but that can contribute massive gains to those who take the time do implement it.
Car dealers are getting in the customers way by insisting on using antiquated processes and procedures rather than building relationships of trust. Dealers whose focus is on increasing lifetime value are actively looking for ways to eliminate friction during the car buying process.
Jody Kohner is the VP of Employee Marketing & Engagement at Salesforce. In today's Friday Fire, Michael shares his thoughts about a very thought provoking quote by Jody that will help senior dealership leaders find, hire, and retain the right people to lead the organization and individual team members.
Today's car dealers find it challenging to navigate the jumble of business operations, process, and growth with all of the competing opinions, software, and "solutions" offered to them each day by vendors.
It's often in the hustle of everything going on that foundational processes often get overlooked, costing dealers millions of dollars in revenue potential.
In this episode, CRM and Dealership Process expert, Rico Olinger shares his advice for dealers who are looking to create a solid foundation that can build perpetual business growth.
Setting goals appropriate to your definition of success will ultimately propel you forward with greater intensity and focus. In today's Wednesday Word, Michael and David discuss how you can create goals that have more impact in your upward journey.
Many car dealers and sales professionals have a love/hate relationship with social media. They either love it because they know for a fact that it has helped them generate new business, or they hate it because they've tried everything, and nothing seems to work.
In today's episode, Michael shares a simple social media hack that will increase your engagement and keep potential customers coming back to your profile or page on a regular basis.
Culture isn't just something that is felt; it's something that has a tangible impact on behavior from both employees and customers. In this powerbomb episode of The Dealer Playbook podcast, Jeff Toister shares the importance of creating a wayfinding system that will help dealers deploy a culture shift that grows the business.
Warren Buffet is known for his common sense and logical approach to business and investing. As someone with a ton of experience under his belt, you don't want to miss the very simple advice for those who are climbing the hill of success.
Bestselling author, Jeff Toister (Getting Service Right, The Service Culture Handbook), joins Michael to share ways in which car dealers can provide a better customer experience. As the founder of Toister Performance Solutions, Jeff's mission is to help companies improve employee performance, with an exclusive emphasis on helping them develop customer focused cultures.
Today's Wednesday Word is for those that know there is something bigger, brighter, higher, and beyond anything they've experienced before. It's about creating a life that is theirs by design, not by luck or some other vain idea.
Facebook Marketplace is one of the newest ways to market your vehicle inventory online, but why aren't all dealers experiencing the same or similar results with it?
Today we're talking all about how to get the most of your Facebook Marketplace listings and what you need to consider moving forward.
Nobody can dispute the power of relationship selling, especially when it's the way of master sellers like Ali M. Reda. If you're struggling to get to that next level of selling cars, and want to really shift your ability to dominate the market, pay attent
Business leader, Anthony Robbins is known for his extremely positive and optimistic way of looking at things, and today's Friday Fire quote really demonstrates that fact.
Today's episode is all about shifting your perspective about problems in an effort to alter the way you work through them.
Ali Reda is documented to have sold the most cars in a single year, with over 1500 new units out the door to happy customers. During this interview, Ali shares his story and provides real world, tangible advice about how to build a business within the business. Pay attention because Ali Reda reveals how to build your book of business in order to sell 100 cars or more per month.
What does it mean to truly live? In this Wednesday Word episode of the podcast, Michael Cirillo and David Bradley have a conversation about the deep meaning of the word LIVING and how it can positively affect the actions you take on a daily basis.
We've all heard sayings similar to "You have 2 ears and one mouth, use them proportionally." But the importance of listening goes well beyond just hearing what someone is saying.
Today's Daily DPB is all about why you might be losing car sales due to poor or inactive listening, and what you can do to turn it all around.
Fighter pilots spend more time preparing to fly and debriefing the flight than they do in the air flying. Perhaps that's why they are able to execute very complex operations with the precision that they do. What would the impact on your business operations be if you spent more time preparing and planning than executing?
Richard Branson, one of the most successful entrepreneur's in the world, has an empowering and hopeful perspective about the abundance of opportunities in the world.
On today's Friday Fire episode, Michael shares his thoughts about Richard Branson's quote, and what it means to him.
Maj. Justin Lee, USAF is an active F-35 Joint Strike Force pilot who has earned four air medals over the span of over 400 combat flight hours.
There is an incredible amount of wisdom about strategic business operations that can be learned from Major Lee's experience as a fighter pilot, which is exactly what Michael extracts during today's episode of The Dealer Playbook Podcast.
The Wednesday Word is a brand new segment where Michael and David Bradley disect interesting words and how they can be applied more fully to your life. You might think the dictionary is enough, but this is a weekly segment you don't want to miss.
Repeat and referral customers are often regarded as the holy grail of car shoppers, yet all too often we get too inside our own heads to figure out some of the best ways to keep them coming back. Of course providing great service is the ultimate response
Too often in the retail car business, we're seeking a faster way to get the desired sales results or business growth results.
In this powerbomb, Danelle Delgado shares the best way to make sure you're able to unify scripts and other sales tactics with the human element of building relationships of trust.
What would life be like if you were able to quickly extract the lesson and then move forward from failure? In today's Friday Fire episode of The Dealer Playbook, Michael Cirillo shares a quote by Joel Osteen that has positively impacted his life.
Danelle Delgado knows what it's like to climb out from the ashes and create a thriving life. In this episode of The Dealer Playbook, you'll hear her best advice for taking control, discovering, and fulfilling your life's mission.
Whether you're the newest car sales professional or a seasoned vet, the life wisdom that Danelle shares will help you achieve more than you ever thought possible.
At one point or another, each of us struggles with knowing what we want out of life. We've all had moments of feeling stuck. For a good reason, too. We want to get life right. This isn't a dress rehearsal, and there is no sequel. We've got one chance to live life on our terms without regret.
Gaining clarity is a critical differentiator that separates those that are perpetually stuck from those that rise up, grow at accelerated rates, and achieve their personal definition of success. In this daily DPB, we'll explore some things you can do to gain greater clarity and achieve what you want in life.
Hit that pause button and take a step back. What do you see? The rat race is alive and well. The idea that hustle is the most important thing you can do could be having a negative effect on your health and well being.
Have you noticed that you lack clarity, focus, productivity, or desire? Maybe you're always getting sick? Maybe you always feel like arguing or don't get a long with your co-workers?
In today's Daily DPB, Michael talks about the importance of sleep, why you need more of it, and its impact on self awareness.
There are more than enough people out there telling you that you should be more grateful, but why? Gary Vaynerchuk, Grant Cardone, Tony Robbins, Marie Forleo and so many others all seem to gravitate towards the message of gratitude.
In today's Daily DPB, Michael shares the impact that gratitude has had on his climb to success as well as some interesting science behind why you and your dealership need to make gratitude a bigger part of the culture.
Michael Cirillo shares his list of 10 books that every retail automobile professional should read in 2020. As someone who never used to enjoy reading, Michael shares the wise words of his mentor, which helped shift his mindset about its importance.
Have a question, or want to share a message with Michael? Leave a voicemail for your chance to be featured on an upcoming episode of the podcast: +1(780)306-2021
Can you believe it? Season 10 of The Dealer Playbook podcast is happening now! Michael Cirillo and his guests are excited to bring you even more quality content that explores how to create a thriving career in the retail automobile industry.
In season 10, we'll be bringing you even more content, including a variety of new formats.
Want a chance of being featured on an upcoming episode of the podcast? Leave your questions or a message for Michael here: +1(780) 306-2021.
Coming to you from the kitchen table, in this short episode, Michael and the Cirillo kids wish you and yours the very happiest new year in 2020.
Heather Ballentine is in the top 1% of automotive sales professionals in the world. In this re-release, you'll hear about Heather's strategy for growing her book of business and a thriving social media following.
Are you ready to take your career to the next leve? Join Michael's exclusive DPB PRO community on Facebook where you'll get exclusive access to content, interviews, discussions, and resources that will help you experience accelerated growth.
Apply here: https://www.facebook.com/groups/dpbpro/
Welcome to the finale of season 9 of The Dealer Playbook Podcast. The past 62 episodes of the podcast have included brilliant topics about retail car sales, marketing, leadership, and a prominent topic -- business culture.
Thank you so much for joining Michael and his guests for season 9. We can't wait to bring you even more fresh content in season 10 that will help you experience accelerated growth in your career as an automotive professional.
Over the next 4 weeks (December 2019) we're going to re-release episodes from the past season (Michael's Pick!) with Michael's additional commentary.
Also, be sure to check out Michael's brand new podcast, After The Grind, with co-host Glenn Lundy. After The Grind is a fun-filled, inspiring look at every day life and is for all audiences from all walks of life and professions. There is something there for everyone (non-automotive topics).
Creating a fresh social platform marketing approach can seem daunting, especially if you're starting over or want to try something new. In this powerbomb episode, social media marketing expert, Sarah McIntyre provides an inside glimpse into how she helps her global clients get started.
Sarah is a leading Australian social media practitioner who works for global brands and small startups to develop and deploy tactical social media strategies. In this episode of The Dealer Playbook, Sarah shares creative ways that retail car dealers can leverage social media with limited resources.
Evolution isn't something you should fear, it's something you should and must embrace. Over the last 30 years, Danny has experienced many shifts in the business which have caused him to grow -- the ultimate goal. Rather than being fearful of change, seek small ways to embrace it each day, week, and year.
Danny Blanchard is no stranger to the retail car business. Since his start as a teenager, he has worked every position within the dealership from the lube pit to ownership. Today, Danny is the Dealer Principal and GM of two stores in Alberta Canada and shares his wisdom about creating a growth culture as a new leader.
Leadership is much more than a title or rank. It is the embodiment of character traits, behaviors, and mindset to serve others and produce results. While an increase in pay may seem appealing, it's more important to acquire the skills and mindset necessary for leadership, which ultimately starts with your ability to lead and discipline yourself.
Dr. Nathan Mellor shares valuable stories and insights from his upbringing that will help you understand the power of your mindset. In today's workforce, some may be surprised that they have more control than they think.
For those stuck in job preservation mode, this sage wisdom about the difference between being replaceable and getting replaced will help you clarify where your mindset should be.
An unfortunate illness led Ari Meisel down a path of finding efficiencies in every day life. As a Best-selling author and executive coach, Ari teaches corporations how to spend more time doing less. Listen and take notes during this compelling and extremely practical episode of The Dealer Playbook Podcast.
When it comes to branding, being authentic is key. Too often, many feel the need to brag or embellish the work they are doing because they feel that it won’t stand out in the cluttered social media landscape. Kristen Hinman shares simple, yet practical ways to introduce more authenticity in your branding efforts.
With a background in PR and landing her clients interviews with the likes of Barbara Walters and Anderson Cooper, Kristen Hinman shares valuable insights about how car dealers can get the right exposure for their dealerships.
Dealers around the world are struggling to implement a lead handling process that sticks. In this powerbomb episode, Paul de Vries shares his wisdom about establishing a process that your team can adopt and implement.
There is more than enough statistical data to validate the fact that dealers don't need more leads. They need people who are trained and efficient at handling the leads. In this insightful episode, resident leads expert, Paul DeVries shares his advice about how dealers can stop being lead zombies and start booking more appointments quickly.
It's not about how much time you put into a project -- it's about the project getting done. In this powerbomb, Adrian explains why being busy isn't enough to accomplish your definition of success in the retail automotive industry.
Adrian Shepherd, founder of the revolutionary one-bite time management and productivity system shares his wisdom about how car dealers can get more accomplished throughout the day. Praised for it's refreshing approach to time management by the likes of Brian Tracy, Adrian's advice is something listeners can immediately apply to their lives each day.
Getting rejected for the sake of it isn't the purpose of proactively seeking rejection. In this week's powerbomb, Leo Quinn shares the purpose of getting comfortable with rejection as someone responsible for generating revenue.
Leo Quinn knew that rejection was something he feared, so he decided to do something about it. If you're in sales, marketing, or any form of customer service, you can probably relate.
In this episode of The Dealer Playbook podcast, Leo shares his compelling story about proactively seeking out 1000 rejections during the summer of 2019, including the lessons he's learned as a result.
There are many things leaders at car dealerships COULD do, but Ben Baker really challenges the concept of what SHOULD they do. Through this context, we hope you'll enjoy this week's powerbomb episode.
What is the financial return on investment on happy employees? Ben Baker, founder of "Your Brand Marketing" shares the shocking value that happiness can bring to your dealership.
He also shares the difference between managers and leaders, and the negative impact that high turnover is having on dealers all over the world.
People matter. In this powerbomb, Alex Swire-Clark explains how you can get the most from your people in a way that encourages growth and productivity.
Ok, so what's the deal with emotional intelligence? Why do business leaders like Gary Vaynerchuk talk so much about it? Alex Swire-Clark, host of the rapport advantage podcast and CEO of Solar Inc., shares his best advice about why it's important and how it can positively impact your dealership.
Sometimes you need to take a triage approach with your digital marketing to get it back to a place that's healthy and producing results. Triage doesn't mean overhauling everything, it means carefully assessing needs and prioritizing actions in a strategic way. In this powerbomb, Alexi Venneri explains.
Alexi Venneri, founder and CEO of Digital Air Strike, shares her experience about why first impressions matter online. From the first ad consumers see and the first result the interact with on Google to the first time they land on your website or first interaction with your team.
In this episode of The Dealer Playbook, Alexi shares her best advice for dealers looking to improve their digital first impression including quick tips and strategies to make it happen.
There is much more to language than the words we speak, or the way we move our body - and that's where John Klymshyn comes in. Author of 11 books on the topic, John teaches that the power of language can truly inspire those around us to create massive gains in life.
In episode 181, you'll hear John share his best advice for car sales people, and dealership managers about how to effectively use language to inspire growth and forward momentum.
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There is so much opportunity for car dealers to drive more attention and traffic to the service department online, which begs to ask: Do you feel like you need a dedicated service website? Owen Moon, CEO of Fixed-Ops Digital, has the answer.
Dealership's with full service departments have a unique opportunity to maximize on customer retention, loyalty, and sales with a few tweaks to their process.
In episode 180, Owen Moon, Founder of Fixed-Ops Digital shares some common sense ways you can get more from your service department regardless of the competition in your market.
Howard Berg (the world's fastest reader) shares some cool experiences that demonstrate how powerful the mind truly is, and what's possible when you learn to maximize its potential.
Howard Berg is the fastest reader in the world and joins Michael for the most hands-on learning experience ever produced in The Dealer Playbook history. For Howard, it's not just about reading. It's about acquiring new knowledge, and perhaps more importantly, retaining and comprehending it.
In this episode of The Dealer Playbook, Howard shares some incredible exercises that will help you read, retain, and comprehend any information 20 - 40% faster just by the time you're finished listening to this episode.
Special Offer:
Get access to Howard's entire course material with a special offer exclusive to DPB listeners. Listen to the episode to find out how to claim the offer!
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Social media expert, Mark Shaw, explains that there are a variety of more productive activities that car dealers and car sales people can do to grow the business prior to wasting energy on social media.
As one of the UK's most trusted social media advisors, Mark Shaw developed a name for himself by being a regular on the BBC and Skynews.
In episode 178, Mark explains why social media has become the kiss of death for many car dealerships - more importantly, this episode is full of his experience and advice about how to turn things around and grow to levels you probably never imagined were possible.
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What's the point in analyzing data if you're not going to use it to enhance the consumer's path to purchase? Every day, customers are looking for information that will help them make an educated car buying decision. It's that knowledge that helps Lindsey Shaker win with content.
By analyzing the data, she's able to understand what customers care about and then produces relationship-worthy content that addresses their questions, feedback, and concerns.
Lindsey BOOM Shaker, a digital marketer for Shaker Auto Group in New England knows a thing or two about creating content that generates new, repeat, and referral business. Shaker Auto Group is a staple in New England with 7 dealerships and a history spanning eight decades.
In episode 177, Lindsey shares her process for research, development, and optimization of content that helps Shaker's dealerships rank higher in search engine than the OEMs for which they franchise.
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Ryan Cote shares how something as simple as a morning routine can help your business grow to levels you never imagined were possible.
The real question is this: How many more thought leaders who share the power of their morning routine will it take for you to implement a solid morning routine for yourself?
Don't wait. Dominate!
Remember those Columbia-House mailers that you used to get as a kid? Ryan Cote is a VP of the company that was responsible for those! As a third-generation family business, Ballentine specializes in traditional media, but has also evolved into a successful digital shop.
From his unique perspective you'll learn about how to unify your traditional and digital marketing efforts in order to achieve higher success in your marketing.
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Imagine having a word track so "air tight" that it would work in business, life, and even with terrorists?!?
In this powerbomb episode of The Dealer Playbook, former international FBI hostage negotiator, Chris Voss, reveals a strategic word track to help build a trusting relationship.
Chris Voss is the bestselling author of "Never Split The Difference: Negotiating As If Your Life Depended On It."
As a former International FBI Hostage Negotiator, Chris shares proven negotiation techniques that allow you to build trust, while advancing the sale.
His matter-of-fact wisdom about high stakes negotiation make this episode of the podcast a must listen for anyone in sales.
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In today's dealerships, it's more important than ever for leadership who walk the walk, not just talk the talk. In this powerbomb, Claude Silver shares one way that VaynerMedia demonstrates how much they care about their team members.
Claude Silver is the Chief Heart Officer of VaynerMedia, one of Gary Vaynerchuk's portfolio companies with over 750 employees.
In this episode, Claude shares her unique perspective as the one responsible for edifying, building, and mentoring the VaynerMedia team. She also shares wise advice about how dealerships struggling to cultivate a positive environment can start today to make gains.
While the macro of what you're trying to accomplish won't happen overnight, Claude passionately believes that people are the most important asset of any organization or business and that it's crucial for business owners, and leadership to remember that being human and giving second chances could make or break the success of their company.
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Don't let the facts hurt your feelings. In this power bomb, Michael asks Dan Collingridge (a Leader in Utah's tech scene), why most of the technology solutions out there in automotive still suck.
The answer may or may not surprise you.
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Dan Collingridge is a leader in the Utah tech scene with a deep knowledge of marketing technology and its applications for business. As the CTO of several tech startups, Dan utilizes the skills acquired from when he managed global teams for a multi-billion dollar tech company.
In this episode you'll discover how to make the most of the technology in your store as well as Dan's wisdom about A.I. and how it is being used to maximize business growth.
--
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There is a myth about knowledge. Growing up we were taught that knowledge is power, but what if that's only one part of the equation?
In this Powerbomb, Joe Cala shares the missing piece which turns myth into reality.
Joe Cala is on a mission to help others get the most out of every day. For Joe, his belief in God is a major contributor to what motivates him to do more, be more, and achieve more.
The purpose of this episode is to help you discover your purpose. What motivates you to think bigger, reach higher, and live happier? Whether you believe in God or not, having a purpose will help you make the most of each day as you rise toward your definition of success.
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Dominate!
Do you have ideas that you believe will be awesome, but you've struggled to get buy-in from your staff or leadership? In this episode, Michael shares some ideas about how to get buy-in from your team so that you can achieve your definition of success within the dealership.
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If you're getting value from the DPB, share it with someone else who will benefit! That's the mission of the podcast, to enrich and empower retail automotive professionals around the world!
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It's no secret that in order to achieve success in your dealership, you need to identify ways to fulfill your customers' expectations. In this powerbomb, David Kelleher and Angie Cucco share a practical and statistical way to do just that.
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David Kelleher, Dealer Principal of David Auto CDJR and Angie Cucco, Automotive Account Manager at Google Detroit, share how you can brand your way to market domination, and increase business by 30% or more.
David shares his insights, wisdom and experience operating a successful dealership in the Philly region, while Angie supports the conversation with her research, and insights about car shopper behaviors.
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There is a difference between having phone skills and managing a phone process. In this powerbomb, Mike Haeg briefly explains the difference between the two and why both must work hand in hand to garner the best results for dealers.
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Mike Haeg, VP of Automotive at Car Wars, shares his best advice about how to land more opportunities over the phone. In this episode of the podcast, Michael and Mike explore the differences between having phone skills and a phone management process, as well as the impact leveraging both could have on your sales outcomes.
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Put your actions where your mouth is. In this week's powerbomb episode, Dr. Winegard shares a few simple truths that will help car sales professionals demonstrate that they are different rather than feeling the need to say it all the time.
Once you've learned all of the word tracks and sales tactics, where do you go? What can you do? Dr. Brynn Winegard, and award-winning professor, speaker, and expert in business brain sciences, knows why your customers do what they do, and why they make the decisions they make.
As a consultant to companies like Pfizer, Nestle, and Johson and Johnson, Dr. Winegard shares her best advice for thos in the car business wanting to take their influence and persuasive abilities to the next level.
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Be patient.
That's what we've all been told since any of us can remember. Patience is a virtue.
And while there are a great deal of things in life that require patience, Brad Lea shares his perspective on when it's okay to throw patience out the window.
They say that wise people learn from experience, while super-wise people learn from others experiences. Brad Lea, founder of LightspeedVT is no exception.
In this episode of the podcast, Brad shares his common sense wisdom about the simple rules of success. There's no BS in what Brad has to say, so this should serve as a reminder of what you need to be doing if you want to succeed in your career and in life.
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Shay Rowbottom explains that one of the best ways to develop your content strategy on LinkedIn is to observe what other successful creators are doing. Discover what it is about their content that is hitting the mark and then experiment by publishing similar topics, laced with your unique attributes.
The rise in popularity of LinkedIn presents a massive opportunity for those who are willing to put themselves out there and leverage the social platform for personal branding. Shay Rowbottom, one of LinkedIn's prominent content creators joins Michael to share her process for creating content on LinkedIn as well as the importance of vulnerability, transparency, and honesty when developing your brand.
Getting MORE leads may actually not solve your real problems. In this week's Powerbomb, Shaun Raines shares something that is vital for any dealership to master.
Few in the auto industry possess the innate ability to throw down some hard truth while simultaneously making you love them. Shaun Raines is one of those people. As an industry veteran, Shaun delivers keen insights about how to improve your digital retailing so that it satisfies the demands of the market and increasing advancements in technology.
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In episode 164 Michael shared the inspiring story of John Stephen Ahkwari, a 1968 Olympian who demonstrated the power of the human spirit.
In this powerbomb, hear Michael's recap about why it's important to have a playbook that strategically outlines what you want to achieve and what it will take to get you there.
For the full episode, download episode #164 on your favourite podcast app.
Losing might just tell you more about yourself than you could ever imagine. In today's rat race, our sights are so focused on the win that we beat ourselves up when we lose. Without losing, however, winning wouldn't feel like winning. In this episode of the DPB, you'll hear the story of John Stephen Akhwari, a 1968 Olympic marathon runner who lost the race, but won the history books.
You need new staff, and you need them now! That's one of the most common challenges dealers face, but there is a simple way to avoid the immediate and rushed need to find more people.
With over 17,000 successful hiring campaigns under his belt, Craig Lockerd shares powerful advice about what it takes to find, hire, and retain top talent for your dealership. Buckle up–this one's a doozy.
Walking the walk isn't easy. That's why so few do it. That's why those that do experience accelerated growth. This week's powerbomb is all about the importance of putting in the work and doing what others aren't willing to do in the name of achieving your personal definition of success.
I believe you have what it takes to make it rain!
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In addition to being a model, actress, musician, and mother; Heather Ballentine is a very successful Super Lux automotive sales professionals. Get a glimpse into how Heather manages her portfolio of over 700 repeat customers, and what it takes to be a top 1%'er.
Got a question for Michael? Drop us a line over on the DPB Facebook page!
For more from The Dealer Playbook Podcast, visit thedealerplaybook.com
Glenn Lundy is on a mission to help others improve the way they start their day. In this powerbomb, you'll hear Glenn talk about why your morning routine can make or break ones ability to achieve success in life.
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Glenn Lundy is the host of the hit Facebook Live show, Rise and Grind which airs every weekday morning at 5:30am. His mission is to help inspire others to achieve success and believes it's all in how they start each day. Discover what you can do to get over slumps, learn, and grow at an accelerated rate.
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Jason Harris shares his perspective about what he's looking for in an automotive sales professional. The brand equity of your dealership could already be a lot higher than you think. Now it's time to leverage that fact.
Jason Harris is a former dealer turned consultant who joins Michael to share his advice about dealership operations–more importantly the operational elements that dealers should focus their time and energy on. No amount of great marketing will compensate for poor operations.
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If you've ever used Amazon (or Facebook for that matter), you've experienced a major contributor to their success. In reference to an article published on LinkedIn, Ian Coburn shares how sites like Amazon grew as quickly as they did (and continue to grow).
Former stand-up comedian turned author, Ian Coburn, joins Michael to share why soft-selling is crucial to winning stronger relationships and more sales. In episode 159, you'll learn the right questions to ask during the sales process that not only advance the sale but trigger voluntary sharing!
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Have a question for Michael? Head over to The Dealer Playbook Facebook Page and send him a direct message!
Over the last 20 years, Christine Mitchell has demonstrated how impactful hosting ladies' nights can be for any dealership. In this powerbomb, you'll discover why that is.
For the full episode, check out episode 158 or visit thedealerplaybook.com/episodes
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MC
Christine Mitchell, a.k.a, The Car Lady is known for filling dealerships with loyal repeat and referral customers by hosting "Know Your Car Nights" within the dealership. In episode 158, you'll learn how her strategy is responsible for enhancing the customer experience, drives business, and creates an atmosphere that shatters common industry perceptions.
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Michael shares 4 website tips that will help you wrangle more control of your digital presence.
Michael shares his interview on the AutoRemarketing podcast and then morphs the remainder of episode 157 into a helpful rant about what you should consider before overhauling your website. Learn 4 helpful tips that will help prepare you to improve website performance.
In episode 156, Anthony Alagona shared what can have the biggest impact on your career in sales and business development. Michael comedically explained why you have to actually talk to people, especially in a world where so much is left to instant messaging.
Business Development centers(res) are popping up in dealerships across the world with the sole purpose of booking more appointments and selling more products and services. Anthony Alagona shares his best advice about how to develop more business by understanding that business development is not a department, it's a mindset.
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Listen to the full episode here: http://www.thedealerplaybook.com/dave-benson
In episode 155, Michael asks, "What's one thing sales professionals should focus on in 2019?" In this nugget-packed minisode, Dave Benson provides the answer.
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Discover the best way to increase exposure and build your brand using social media. Dave Benson joins Michael to share his best advice about being everywhere on social media without sacrificing your time.
Brian Benstock is the Vice President and General Manager of Paragon Honda–the #1 Honda store in the world. From personal experience, Brian shares valuable insights into how dealers can adapt and evolve in the digital age. Rather than trying to keep up, dealers can get a head and dominate.
Elise Kephart Adame is back and shares her latest wisdom about phone and video. This showdown of sorts will help you determine what skillset is higher priority between phone and video, and simple ways you can leverage them both to book more appointments and sell more vehicles.
Darren Shaw, founder of White Spark, is a leader in the Local SEO arena. Michael and Darren share ideas, along with tactical strategies that dealerships can deploy to increase rankings and local search prominence. Darren lists 5 high priority things dealers can do immediately to help dominate the web.
Kicking off the new year, Michael shares a daily activity that will help you gain clarity, focus, and the ability to achieve what you want. Don't be the statistic that gives up too soon. Rise above the clutter and DOMINATE!
David Kain has one of the most impressive resumes in the automotive industry today. In episode 151 he shares wise advice about how to improve your personal business development opportunities as well as lessons he's learned throughout his career in automotive.
For those attending NADA2019, be sure to visit the eBay booth where David and I will both be hanging out during the show.
Don't forget to subscribe to The Dealer Playbook so that you get notified when new episodes go live each week.
Disruption seems to be a topic that we've latched on to in the retail automotive industry. In this minisode Michael shares some insights about disruption, and more importantly, what you can do to take control and achieve your definition of success.
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Coach Jamy Bechler shares his best advice about how to maximize success in your role at the dealership and in your daily life. As an executive coach for NBA teams and some of the Top Ten companies on planet earth, you don't want to miss this conversation with Coach Bechler.
Stacey Hanke shares what influence is and how you can become a person of influence. She mentions that your name is on everything you do. You get to decide how people perceive you and build your own reputation and influence. If you're wondering how you can become a better leader or professional, this episode is a must listen.
Martin Herbst is the General Manager of Gumtree.com.au, Australia's #1 classifieds website. From his vast experience in both America and now Australia, Martin shares some key insights about the benefits of understanding other markets and the positive impact that can have on increasing sales.
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Have you ever considered what more you could do to improve the performance and growth of your dealership or career in retail automotive? Brandin Wilkinson is the author of Rethink Selling, and dealer at Woodworth Dodge-Chrysler-Jeep-RAM. From experience, Brandin shares some of his best advice about the intangibles that will improve performance for your dealership.
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Doug Lipp is the former head of training for Disney University and global consultant to some of the world's largest companies. A best selling author, Doug shares the keys to growing a successful dealership including where the mindset of all employees and leaders should be. You'll hear first hand some of the information that he shares with the most successful brands and companies on the planet as well as what you can do to get started on the right path.
No matter what your past looks like, you have control of your future. Shawn Hays shares his inspirational story about how the car business helped change his life. Co-founder of the Sales Hustler movement, Shawn explains the most critical elements of being a successful car salesperson. Hint, it may not be what you think.
Check out the Sales Hustlers group on Facebook: https://www.facebook.com/groups/saleshustlers/
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Facebook Canada Autos Team covers a lot of ground helping retail car dealers get the most out of the platform and all of its features. Joining Michael is Brian Sencich from Facebook Canada Autos team to share ways that dealers can make the most out of the tools and resources available. They also discuss best practices and ways that you probably haven't yet leveraged the Facebook platform.
Here are some of the resources mentioned in this episode:
- Facebook Help
- Facebook Ads Help
- Auto Case Studies
- Facebook BluePrint
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Rand Fishkin is no stranger to building a business. As the founder of Moz, Rand led the company from mounds of debt to $50mm in revenue. Recently he launched his book titled, "Lost and Founder" which sheds some light on business and how startups (or if you're reading between the lines, automotivepreneurs) can step up their game, get better at business and marketing and grow. Of course, you can't have a conversation with Rand without digging into some SEO best practices.
Each of your marketing activities should focus on helping the customer toward a purchase decision. Brent Albrecht from Friendemic joins me to share why Dynamic Inventory advertising is something you should consider, especially for staying top-of-mind with customers who have already checked out your website inventory.
In this episode, Michael shares his commentary on the driving force for achieving more sales in the retail auto business. With 140 episodes of the show published, Michael uncovers a universal message that each guest has shared. Utilizing audio snippets from past guests, Gary Vaynerchuk, Grant Cardone and Kris Boesch, what you can do to increase business and profits is more clear.
In the retail automotive industry, we often speak about leads as if they are hard to get. It turns out, with some humanity, common sense and a reasonable sequence of actions, they may be easier to acquire now than ever before. Pete Peterson, CEO of Dealers United shares unique and straightforward ways that dealerships can generate 1st-party VIN leads for under $20, plus the secret hidden feature on Facebook that produces them for free.
Michael Phillips developed a passion for helping others in a very organic way when he served as a hockey coach to over 6,000 kids. As a coach, he learned valuable skills that have helped him as a business owner and as a dealership employee. Unlike others, Mike has had the unique opportunity to work in nearly every facet of the modern dealership which has given him perspective on the top character traits of successful leaders and sales professionals alike.
Listening is a dying art form. In the digital age where so many people are only interested in what info they output, those that learn to listen achieve higher levels of success in all facets of life. Kit Pang, founder of Boston Speaks joins Michael to share listening tips that top negotiators and therapists use every day.
Michael sits down with members of the global eBay Classifieds team to learn about their observations on the future of automotive. From the United States, to Canada and Germany, you'll hear ideas about where things are headed, perhaps in a way that will spark some ideas about how to evolve and adapt to future consumer demands. This episode is brought to you by eBay Classifieds Group.
When somebody speaks at Hubspot's marketing conference about how to increase inbound leads by 200% without a marketing budget, you pay attention. Ryan MacInnis is the director of Marketing at Voysis, a voice AI platform. In this episode, you'll learn what's needed to increase inbound organic leads for your dealership and how to establish a process that will help you generate more organic leads into the future.
Mark Irvine, the senior data scientist at Wordstream shares with Michael his advice about how dealers can get the most out of their Google Ads and Facebook advertising. Having access to thousands of different ad accounts, Mark has the unique privilege of being able to observe and recognize PPC best practices at scale, covering a variety of industries. Whether you're running your own ads in-house or outsourcing management to a 3rd party, Mark and Michael get to the bottom of it in this episode.
Kim MacPherson is the founder of Sell it Smart and Buy it Smart Automotive and shares how you can attract more non-prime customers to your dealership. Traditionally speaking, dealers have kept their distance from less-than-perfect credit customers because of the perceived challenge they bring to making a deal happen. Today, non-prime customers provide a lucrative and highly profitable opportunity for dealers willing to embrace them. They are the fastest way to increase your bottom line, build relationships of trust, and gain repeat and referral business.
LinkedIn's popularity continues to rise amongst business professionals, but not just as a place to connect with people you've never met. There is a real opportunity to leverage the platform in a way that will grow your dealership and personal brand. AJ Wilcox is listed as one of 2018's most influential PPC experts and is the founder of B2Linked.com. He joins me to share 3 ways you can use LinkedIn to grow your dealership presence online.
Michael Cirillo returns to the mic with an update about what he's been up to as well as what the future holds for the podcast. He addresses the elephant in the room - the finale of the show with an explanation. Michael also shares what he's been up to while off the mic, including some pretty exciting opportunities for dealers to level up and dominate. This episode of the podcast is brought to you by FlexDealer.com.
In the digital age, it's common understanding that digital advertising is much more cost effective than traditional - at least, that's what the common perception is.
Today I'm joined by Aimee and Daniel Webb of Autoking 360. They share some creative ways to use digital signage (yes traditional advertising) in a cost effective way that helps drive more foot traffic into the dealership.
--
Season 8 Sponsor
This Season of the DPB is brought to you by my friends over at Kelley Blue Book. They are transforming the car buying process with their INstant Cash Offer program. Do me a favour and go check it out here: b2b.kbb.com/gettoyes
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Today I'm joined by Juan Flores, Senior Director of KBB Product over at Kelley Blue Book. In this episode Juan is sharing valuable information about how you can streamline your customers' path to purchase.
Friction during the sales process has long been a challenge for car dealers - one that hasn't been easy to overcome. While there are many powerful, transparent, and customer-centric dealers out there; the mass media perpetuates only the negative experiences that customers have.
The objective, then, is one of providing a better experience - a streamline experience. One that gives the customer more control and transparency.
--
Season 8 Sponsor
My friends over at Kelley Blue Book are transforming the car buying process with their Instant Cash Offer program. Do me a favour and go check it out here: b2b.kbb.com/gettoyes
--
Join the DPB Family
Getting value from the podcast? Smash that subscribe button so that you can get notified when we drop new content! Also, you can join us over on Facebook here!
It's time to kill some myths in this week's minisode. I really struggled with whether or not I should post this, but hopefully you understand that my intent is to help.
The other day I received an email that was forwarded to my from a client. It was from a self-proclaimed marketing "Wizard." He made 9 points about what's happening in the marketing world in 2018.
My client asked that I read the email and provide honest feedback. All I can say is, "Holy Cow!"
Though the email has nine points, I'm going to draw attention to 7 of them. I'm doing this because auto dealers (and other businesses) don't deserve to be led astray. You don't deserve to have your entire career sidetracked because of compelling, but completely absurd information.
To see the email in it's entirety, go check out the show notes at thedealerplaybook.com/bad-email along with links to resources that prove their inaccuracy.
I believe that the first step to achieving success is knowing who to listen to. Listening to the wrong people could cause a world of hurt.
-- Season 8 Sponsor --
I'm grateful for my friends over at Kelley Blue Book for putting together an interesting program that delivers a better customer experience. Go check out their instant cash offer program by visiting b2b.kbb.com/gettoyes
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If you're getting value from the show, come join me over on Facebook. Write a comment, leave a review, or send me a message directly! (I read them all!)
Jim Harshaw Jr. is on a mission to reveal how failure is actually the best pathway to success. In fact, as you you'll hear in Episode 128 of the DPB, every success story includes crushing failure. Steve Jobs, Michael Jordan, Phil Knight, Elon Musk have all failed.
When you realize that failure is essential to success, you'll stop viewing it as its opposite. As Jim points out, it's a necessary step on the path to success.
--
Season 8 Sponsor
My friends over at Kelley Blue Book are transforming the car buying process with their Instant Cash Offer program. Do me a favour and go check it out here: b2b.kbb.com/gettoyes
--
Join the DPB Family
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DOMINATE!
MC
This week I'm joined by my pal, Subi Ghosh, Senior Director of Dealer Strategy at Stream Companies to pick up a conversation that we've been having for the last few years.
Who has a continuous conversation for YEARS, you might ask? We do! Why? Because it's something that we're passionate about and wholeheartedly believe needs to happen in automotive retail.
It's time for leaders and employees (team members) to unite around a single purpose in an effort to fail proof the business.
In episode 127 Subi shares examples that will help unify your team, rally the wagons, and dominate in your market.
--
Season 8 Sponsor
My friends over at Kelley Blue Book are transforming the car buying process with their Instant Cash Offer program. Do me a favour and go check it out here: b2b.kbb.com/gettoyes
--
Join the DPB Family
Getting value from the podcast? Smash that subscribe button so that you can get notified when we drop new content!
DOMINATE!
MC
As it turns out, working toward your legacy is the best way to yield massive gains as a General Manager in any business, but specifically in a car dealership.
In episode 126 I'm joined by Car Veteran, Jim "Alpha Dawg" Ziegler who shares the activities that a General Manager should be doing each week in order to promote positive growth in the store.
"Success isn't about the money you make, it's about the legacy you leave."
But why is that so important to understand? Well, working towards your legacy provides purpose to your day-to-day efforts. The vision of your legacy determines how you interact with and lead your people. Your legacy outlines the criteria for holding your vendors accountable - all factors that contribute to the general success of your dealership.
--
Season 8 Sponsor
My friends over at Kelley Blue Book are transforming the car buying process with their Instant Cash Offer program. Do me a favour and go check it out here: b2b.kbb.com/gettoyes
--
Join the DPB Family
Getting value from the podcast? Smash that subscribe button so that you can get notified when we drop new content!
DOMINATE!
MC
Hey oh, what’s going on? Thanks for joining me here for season 8 minisode 2 - I’ve got some nuggets for you coming up in a minute, but first, listen… if you haven’t subscribed to the DPB yet go ahead and smash the subscribe button wherever you are listening… and also, join me over on the DPB facebook page where you’ll get even more powerbombs, nuggets and keep up with all stuff we’ve got going on over here.
Also before we jump in here I want to give a shout out to some of the DPB gang… My fellow countrymen, Kyle Costa, Adam Abel, Camden McInnis and let’s not forget Trent Tate from Alabama, my pal Hans from Norway (who I think has been here since day 1) and last, but not least for this round of shout outs: Fanie Scholtz representing’ all the way over in South Africa and Laura Meagher my fellow commonwealth down under in Melbourne Australia. Guys thank you so much for your support - you are the reason DPB is a success and it just goes to show that our mission to enrich and empower is slowly becoming a global deal.
As you know, season 8 is brought to you by my pals over at Kelley Blue Book who are doing some pretty cool stuff with their Instant Cash Offer Program. They’ve found a way to streamline the car buying process for your customers, helping them get to yes much quicker. Do me a favor and get more information by visiting b2b.kbb.com/gettoyes
So I found this kind of interesting, recently I spoke at the Canadian Dealer Day at Driving Sales in Vegas - they asked me to share some nuggets that I’ve learned during the interviews with my guests here on the show, and I picked up on something interested while doing my research.
I found that over 60% of the guests on the show address a very specific topic while the other 40% of guests speak to the practical applications that topic - in other words, 60% of guests share a common theme while the remaining guests share ways to apply processes, experiences, practices that make the common theme happen…
Any idea what that topic is? If you guessed Building Relationships of Trust, you are deep in the DPB gang my friend.
I found it so fascinating that pretty much every episode of the show in some way, shape, or form speaks to the importance of building trusting relationships. Listen, I’ve interviewed some of the biggest players in the game and even they are saying the magic sauce is in how effectively you can connect on a human level with somebody else and build relationships.
We get so caught up talking about money and moving metal, reaching gross, hitting those targets, that we forget all about the people behind the money. There’s always chatter going on about where car dealerships will be in the next 10 and 20 years… when the truth of the matter is that you should stop focusing on that crap and start focusing on what you can do to build lasting relationships with the people in your community. Those topics are nothing more than distractions designed to overwhelm you and shift your focus on things that really matter.
I know many dealers who are heavily invested in their community. Shout out to Jim Williamson, a Chrysler, Dodge, Jeep Dealer in Ontario who has the Care-a-van… an initiative to help make christmas a little better for those that are less fortunate.
When you pause the noise, and step away from the desk and consider ways that you can build relationships of trust you will hopefully begin to identify small things that you can do that will have a big impact on the future of your business. I wholeheartedly believe that by small and simple things, great things will come to pass.
Building relationships of trust is a lasting business principle that has reigned since the dawn of mankind. It is not only scientifically proven that it’s easier to work with someone that you trust, it’s just good old fashioned common sense. So the only question becomes one of identifying what more you can do to convey and follow through on trustworthiness rather than waiting for the universe to act upon you as if you’re some powerless creature that only survives by virtue of luck.
This works on so many levels too. Leaders should be asking themselves what more they can do to BRT with their employees. Employees should be asking what more they can do to BRT with their co-workers and with customers. You see, we’re so focused on all the could do’s like updating tech, ranking higher, getting more people to see our ads, listening to vendor pitches, etc. that we completely lose sight of the things we SHOULD do. Could do and should do are dramatically different conversations. One will spin you in circles, the other will propel you forward.
My point is that BRT’ing has always been the best way to build a fail proof business and it will continue to be the way regardless of what’s happening out there. Regardless of the advancements in technology or how fast you perceive the industry is changing. Those that focus competent energy on relationships will win and continue to win.
Alright, winding this minisode down I hope you’re getting value from the DPB I love hearing from you over on our facebook page. Keep asking questions, keep leaving your feedback. I’m so pumped that you’ve chosen to join me on the mission of enriching and empowering automotive professionals around the world.
Like I said, if you haven’t yet subscribed to the DPB do that now and DUDE if you’re ready to start representing the DPB cause, you can pick up some of the coolest, softest, bestest merch in the game… the link will be in the shownotes so definitely check that out.
And you know how it goes, my friend… until next time, keep the playbook open and DOMINATE!!!
Kris and Michael jam on what you can do to create an extraordinary workplace culture. Kris Boesch is the founder of Choose People and the author of "Culture Works: How to Create Happiness in the Workplace."
You've heard it before and it's time to do something about it. The happiness of your team, and the culture at your store has a tremendous impact on profits. Now is the time to enhance your workplace, elevate your team, and build an evergreen dealership.
In episode 125 we dig deep to learn about how to unleash to full potential of each of your team members and what leaders can do to improve the workplace environment.
--
Season 8 Sponsor
My friends over at Kelley Blue Book are transforming the car buying process with their Instant Cash Offer program. Do me a favour and go check it out here: b2b.kbb.com/gettoyes
--
Join the family!
Getting value from the show? Do me a favour and slam that subscribe button! And don't forget to keep the playbook open and DOMINATE!
MC
Frank J. Lopes cuts to the chase and shares the top three things you can do to filter out all of the noise in the retail car business and build a juggernaut dealership.
Let's face it, there is a lot of information out there. At best, much of it conflicts. It can be difficult to know what you can do to not only manage the affairs of your dealership but see substantial growth.
In episode 124, we're going to get to the bottom of it. Frank shares a foolproof method to figuring out the best things to focus your energy on, that will help you achieve the biggest gains.
Season 8 Sponsor
So glad to be joined by my friends at Kelley Blue Book - they have an awesome way to reduce transaction times while enhancing the customer experience. Find out how by visiting b2b.kbb.com/gettoyes
Review the DPB
If you're getting value from the show, I would love your help with an honest review on iTunes OR share it with your leaders and associates.
Lastly, don't forget to keep the playbook open and DOMINATE!
Love,
MC
Michaela Alexis, President of Grade A Digital, is a marketing influencer who has cracked the LinkedIn code by bringing her audience along for her journey climbing the corporate ladder.
In episode 123, Michaela shares her top 5 tips to building a mega social media presence on a mini-budget. You'll love how simple, human, and common sense her approach to audience engagement, growth, and advocacy is - the best part; you'll be able to take what you learn and start applying it immediately.
Season 8 Sponsor
My friends over at Kelley Blue Book have an amazing way to reduce transaction time while enhancing the customer experience. Find out how by visiting b2b.kbb.com/gettoyes
I'd LOVE a review!
If you're getting value from The Dealer Playbook, I would love your help with an honest review on iTunes: http://www.thedealerplaybook.com/itunes OR share with your co-workers and leadership!
Keep The Playbook open and DOMINATE!
MC
In this minisode, you're going to learn about how to dramatically enhance your life, your spirituality, and your career by overcoming negativity bias. I'm calling you out (but I'm calling myself out as well).
Season 8 Sponsor
The fine folks over at Kelley Blue Book have put together a cool program with Instant Cash Offer. It's a simple way to get your customers to yes, while improving the shopping experience. Go check it out at b2b.kbb.com/gettoyes
Getting value from the DPB?
I am so grateful you're here. I'd love an honest review on iTunes here: http://www.thedealerplaybook.com/itunes
DOMINATE!
MC
Danny Benites has seen it all. From working as a lot boy and sales professional to eventual general manager and owner, Danny's years of experience have helped him find ways to achieve success in the retail automotive industry.
For Danny it's all about shifting your perspective, getting clear on your goals and working toward them with passion, vision, and fun!
In episode 122, you're going to hear two friends crack some jokes, have a good time, and get serious about how to achieve success in your career in the car business.
Season 8 Sponsor
We're grateful to have Kelley Blue Book join us this season to share value through their Instant Cash Offer program. You can learn about it here: http://b2b.kbb.com/gettoyes -- I'd love if you would check it out!
Share to love!
If you're getting value out of The Dealer Playbook, I would greatly appreciate a share! Also, if you're up to it, I would really appreciate an honest review on iTunes here: http://thedealerplaybook.com/itunes
DOMINATE!
MC
Fellow Canadian, Duane Marino from Duane EN Marino Automotive Solutions joins me today on the show to share the most practical way to decrease transaction times for retail automotive dealers.
It's no secret that car shoppers dread the car buying process. From sitting in the dealership for several hours, to hunkering down on the other side of the desk from the business manager - dealers wonder what they can do to improve the overall experience.
In episode 121, Duane reveals 15 tips that will help you reduce your overall transaction time. Doing so will create a much stronger customer experience, which will lead to more sales. Afterall, if you can decrease transaction time, you increase the number of vehicles you can sell in that same period of time.
Listen to get the full details.
If you're getting value from The Dealer Playbook, I would love an honest review on iTunes: http://www.thedealerplaybook.com/itunes OR a share with your co-workers and leadership would be power!
Keep The Playbook open and DOMINATE!
MC
Maureen Berkner Boyt knows what it takes to grow a business. As a 5x business launcher, Maureen is currently the founder of the Moxie Exchange - an organization that helps companies create inclusive workplaces, be innovative, and make more money.
On episode 120, you're going to hear Maureen's best advice for shattering negative stigmas in the workplace and how to elevate your entire team to be more productive and thrive.
Having an inclusive dealership means that you also need to stop focusing attention on gender or pay gaps. It means that you treat all people with equality and respect, and position each team member to succeed.
If you're getting value from the DPB I would love if you'd share this episode with someone that will get value as well.
Thank you for being here with me!
Don't forget to connect with me on Facebook or Instagram @dealer_playbook...
As always, keep the playbook open and DOMINATE!
MC
It is SO good to be back behind the microphone for Season 8 of the DPB. Thank you to everyone who continues to listen, subscribe and share the show.Thank you for joining me on my mission to enrich and empower automotive professionals all over the world!
Season 8 is going to be awesome. You'll hear some familiar voices as well as new subject-matter leaders who are dominating in their space.
In season 7, we tried something new. We released all episodes at once, Netflix style. In Season 8, we're going back to weekly releases to keep you fired up and rolling through the end of the year.
I hope you enjoy. As always, thank you for your attention and time. It means the world to me.
DOMINATE!
MC
Jill Konrath is a sales strategist, speaker, and the bestselling author of sales books "Selling to Big Companies", "SNAP Selling", and "Sell More, Less Time."
In episode 119, you'll learn some fundamental sales techniques that will help change the way you think about the sales process.
Loving this episode?
Thank you so much for joining me! I would be honoured if you'd write an honest review of the show here: http://www.thedealerplaybook.com/itunes
Also, don't forget to connect with me on Facebook and drop me a line. I love hearing from you.
DOMINATE!
MC
Glenn Pasch is the CEO of PCG Digital Marketing. He has more than 20 years of experience in training, leadership, and managing individuals.
In this episode, Glenn shares the blueprint for helping inspire, grow, manage and train a fail-proof team.
Loving this episode?
Thank you so much for joining me! I would be honoured if you'd write an honest review of the show here: http://www.thedealerplaybook.com/itunes
Also, don't forget to connect with me on Facebook and drop me a line. I love hearing from you.
DOMINATE!
MC
Hustle, 10x, Grind, Whatever you want to call it. Everyone is talking about it, and chances are you've probably been chasing someone else' perceived expectations of you.
Here's my two cents on the whole deal, PLUS something else you should consider as you pursue YOUR definition of success.
Jamie Shanks is a world-leading Social Selling expert, responsible for pioneering the space. He's trained 1000's of sales professionals all over the world to sell more using social media.
In episode 117, you'll hear first hand what you can do to generate leads and business opportunities by leveraging social media.
Loving this episode?
Thank you so much for joining me! I would be honoured if you'd write an honest review of the show here: http://www.thedealerplaybook.com/itunes
Also, don't forget to connect with me on Facebook and drop me a line. I love hearing from you.
DOMINATE!
MC
Oli Gardner is the founder of Unbounce and is the master of landing page conversions. He's seen more landing pages than anyone on the planet. In this episode, you're going to learn how to see an immediate boost in conversions with some simple website tweaks.
In episode 116, you're going to learn how to see an immediate 50% boost in conversions with some simple website tweaks.
Loving this episode?
Thank you so much for joining me! I would be honoured if you'd write an honest review of the show here: http://www.thedealerplaybook.com/itunes
Also, don't forget to connect with me on Facebook and drop me a line. I love hearing from you.
DOMINATE!
MC
There is a never-ending sea of information online about sales and marketing. In this episode, I share some of the best places to get sales and marketing information online. Share your favorites over on the DPB Facebook page
Did you enjoy this episode?
Thank you so much for joining me! I would be honoured if you'd write an honest review of the show here: http://www.thedealerplaybook.com/itunes
Also, don't forget to connect with me on Facebook and drop me a line. I love hearing from you.
DOMINATE!
Mike Lieberman is the Chief Inbound Scientist at Square 2 Marketing, a premier Hubspot agency.
In episode 115, you'll learn about inbound marketing and how to use it to attract your ideal audience like a magnet.
Getting value from The DPB?
Thank you so much for joining me! I would be honoured if you'd write an honest review of the show here: http://www.thedealerplaybook.com/itunes
Also, don't forget to connect with me on Facebook and drop me a line. I love hearing from you.
DOMINATE!
Michael
Blair Enns is a 25-year veteran of the business side of creative professions. In 2002, he launched Win Without Pitching. In this episode, you're going to learn exactly that.
Have questions or comments for me? Drop me a line on our Facebook page.
DOMINATE!
MC
You guys have been awesome in sending me messages every day on Facebook, Twitter, and LinkedIn looking for help with your website. In this minisode, I've compiled your questions by a common theme and have done my best to answer them for you.
Don't stop sending me your comments and questions over on The Dealer Playbook Facebook Page, I love hearing from you!
Don't forget to like, subscribe and share the DPB love with your co-workers, leaders, and anyone else you think would find benefit.
DOMINATE!
MC
Jordan Harbinger is the host of The Art of Charm podcast and joins me to talk about how to win more business by building and strengthening relationships of trust with anyone.
In episode 113 you'll hear Jordan share some hands-on and practical ways to meet more people, build meaningful relationships with them - and more importantly, how that ties into winning more business.
Loving the DPB?
Thank you so much for joining me - I'm honored! I would LOVE LOVE LOVE if you'd share the show with anyone that you think would benefit. They will thank you forever!
DOMINATE!
MC
Social Media expert, Shama Hyder is an entrepreneur, author, an international keynote speaker, and a web and television personality. She also knows how to use social media to make big things happen.
In episode 112, you're going to learn how to build momentum on social media and successfully market your business or brand in the digital age. You won't believe how practical this is!
Getting value from The Dealer Playbook?
I am so grateful for your attention and that you've chosen to spend some time with me today. I'd absolutely love if you'd consider writing an honest review on iTunes here: http://www.thedealerplaybook.com/itunes
DOMINATE!
MC
Here's a simple process that you can follow to find out what your audience is interested in, schmooze the Googs, and increase conversions. Don't just listen, try it. It works. Let me know what you think over on The DPB Facebook Page
MC
Monique Blokzyl is the founder of the Business Launch Portal, which actively supports founders around the world turn their idea into a successful company. In this episode, you're going to learn how to convince anyone of anything (almost) every time.
Episode 111 is loaded with practical ways to shift your paradigm and build relationships of trust that grow the business!
Review the DPB here: http://www.thedealerplaybook.com/itunes
Joanna Wiebe is a conversion copywriter and the founder of Copy Hackers. When it comes to using words to get people to say "YES!", Joanna is the who's who.
http://www.copyhackers.com
In Episode 110, you'll learn how to increase website conversions with simple adjustments to the words on the pages of your site.
Loving the DPB? I would be honoured if you'd consider leaving an honest review here: http://www.thedealerplaybook.com/itunes - or SHARE with your co-workers and leaders!
DOMINATE!
MC
I know it's been a while since a show was released, but that's cause we were busy trying something new for this season. I hope you enjoy and would love to hear from you over at The Dealer Playbook Facebook page!
MC
Hey hey hey! We're gearing up to drop all-new episodes of the DPB very soon. We're going to try something new and release all the episodes at once, Netflix-style.
Stay tuned. They are on their way!
MC
Grant Cardone is joining me back on the Dealer Playbook for episode 109, and he doesn't disappoint.
In this episode you're going to learn about concepts from Grant's new book, "Be Obsessed or Be Average" - more importantly, we're going to dig deep into what it takes to be successful, and how to apply the principles from the book.
Thank you so much for joining me again this week. Have some feedback? I’d love to hear it in the comments section below.
If you enjoyed this episode, please share it using the social media links provided.
Also, I would be deeply honored if you would leave an honest review of The Dealer Playbook Podcast on iTunes. Ratings and reviews are super valuable and greatly appreciated. They matter in the ranking of the show, and I read each and every one of them.
I’m on a mission to enrich and empower automotive professionals all over the world. Don’t forget to subscribe on iTunes or Stitcher Radio or you can visit the DPB channel on YouTube to watch the full video of this interview!
Finally, special thanks to Grant Cardone for joining me this week. Until next time, keep the Playbook open and DOMINATE!
MC
Making his DPB Debut, Bill Playford brings the right balance of humor, and extreme intelligence to this episode of the show.
Bill is a partner at Dealer Knows Consulting. In episode 108, we're talking about how to disrupt the automotive industry and bring about massive positive change.
If you're getting value from the DPB, I'd love an honest review on iTunes here: http://www.thedealerplaybook.com/itunes
I'm on a mission to enrich and empower automotive professionals all over the world. I'd be honored if you would help spread the word!
DOMINATE!
MC
Alan Schaefer (Five Star Iris) is not only one of the coolest guys you'll ever meet, his wisdom about collaboration and leadership are second to none.
In episode 107, you'll learn how to achieve success faster by governing yourself and controlling your thoughts and outputs.
Alan helps shift the paradigm about what you need to do to get to the next level without killing yourself mentally or physically.
If you're getting value from the DPB, I'd love an honest review on iTunes: http://www.thedealerplaybook.com/itunes
I'm on a mission to enrich and empower automotive professionals around the world. I'd be honoured if you would help spread the word!
Dominate!
MC
Back for the second time, Coach Micheal Burt is never short on delivering power.
In episode 106 you'll discover how to find a mentor and what impact having a mentor will have on your career, no matter what industry you're in.
So many people seek the money first, when Coach Burt suggest that needs to be flipped around. Find the mentor before the money.
Getting value out of The Dealer Playbook Podcast? We'd love an honest review here: http://www.thedealerplaybook.com/itunes/
We're on a mission to empower automotive professionals around the world. It's about Thriving, not just surviving. Help us spread the word - SHARE SHARE SHARE!
DOMINATE!
MC
It's safe to say that Mark Jennison has experienced enough to have lived three lifetimes by now. From a blossoming drug and alchohol addiction starting at the age of 14, waking up to see his best friend dead, to making millions and losing it all, Mark takes you on his comeback journey.
In episode 105 you're going to learn about how to leverage your life's challenges and turn them into strengths. Listening to Mark share his story, you'll be inspired to identify ways that you can live the best version of your life as possible.
Getting value out of The Dealer Playbook Podcast? We'd love an honest review here: http://www.thedealerplaybook.com/itunes/
We're on a mission to empower automotive professionals around the world. It's about Thriving, not just surviving. Help us spread the word - SHARE SHARE SHARE!
DOMINATE!
MC
Amy Bannor (aka #JustAGirlSellingCars) cut her teeth providing an exceptional customer experience as a sales consultant at David's Bridal, one of the largest bridal dress chains in the world.
When she transitioned to the automotive industry over 7 years ago, she realized that many of the principals that worked extremely well in the bridal industry were missing from the car buying experience. It lacked transparency and a fun atmosphere.
In episode 104 of the show, Amy is going to take you on her journey from newbie to seasoned sales professional and let you in on the lessons she's learned in between.
Get the full scoop here: http://www.thedealerplaybook.com/104
If you're getting value out of the DPB, we'd love an honest review of the show here: http://www.thedealerplaybook.com/itunes/
We'd also love your help spreading the word. We're on a mission to empower automotive professionals around the world to rise above the clutter and THRIVE!
Dominate!
MC
In Episode 103, I'm joined by my good friend, Yuliya Chernykhovskaya, a health and wellness coach who is helping people live the best version of life as possible.
Yuliya shares some powerful insights into the importance of healthy living and what role that plays in dominating your career.
Sadly, healthy living isn't something that often gets associated with career, but Yuliya shares her insights into how they are one in the same. Your health is as much a part of the job as everything else you're pursuing.
Get the full scoop here: http://www.thedealerplaybook.com/103
If you're getting value out of The DPB, we'd love an honest review of the show here: http://www.thedealerplaybook.com/itunes
We'd also love your help spreading the word. We're on a mission to empower automotive professionals around the world!
DOMINATE!
MC
Rand Fishkin is the world's leading SEO strategist, consultant, and speaker. His company MOZ develops a top-rated SEO platform that has helped thousands of companies improve their search rankings and search engine performance.
In episode 102, Michael and Rand talk about the SEO techniques that will better position your company for a successful future. As part of the conversation, Rand offers some predictions about the future of SEO and what you can do to be prepared.
To get the full scoop, visit: http://www.thedealerplaybook.com/102
If you're getting value from DPB, we'd LOVE an honest review here: http://www.thedealerplaybook.com/itunes
We're on a mission to empower automotive professionals around the world. We can't do it without your help. SHARE SHARE SHARE!
Love you guys!
DOMINATE!
MC
Elise Kephart has quickly become the go-to resource for dealership phone training and follow up, but she made her name "The YouTube Diva" by producing sales and follow-up videos while working on the front lines.
In episode 101, Elise walks you through the ins and outs of using video as a sales and follow up strategy to win more deals and provide an exceptional customer experience.
To get the full scoop, visit: http://www.thedealerplaybook.com/101
If you're getting value from DPB, we'd LOVE an honest review here: http://www.thedealerplaybook.com/tunes
We're on a mission to empower automotive professionals around the world. We can't do it without your help. SHARE SHARE SHARE!
Love you guys!
DOMINATE!
MC
Marcus Sheridan is no stranger to marketing. By following his famous, "They Ask, You Answer" methodology, Marcus helped his pool installation company go from 'regular Joe' to international acclaim.
In this episode of DPB, you'll hear Marcus share some fascinating insights into how you can market your dealership in the 21st century.
To get the full scoop, visit: http://www.thedealerplaybook.com/100
If you're getting value from DPB, we'd LOVE an honest review on iTunes here: http://www.thedealerplaybook.com/tunes
We're on a mission to empower automotive professionals around the world. We can't do it without your help. SHARE SHARE SHARE!
Love you guys!
DOMINATE!
Patrice Banks is on a mission to empower female drivers all over the world. A Dupont engineer turned auto-mechanic, Patrice is educating women (and men) about vehicle repairs and maintenance so that they can enjoy a transparent visit to the shop and not get taken advantage of.
In episode 99, you'll learn some creative ways to make your dealership service center more transparent. You'll also get some ideas about how to make the customer experience more enjoyable and stress-free.
Get the full story over at http://www.thedealerplaybook.com/99
If you're getting value out of the show, we'd love your help spreading the word with an honest iTunes review here: http://www.thedealerplaybook.com/dpb-itunes
DOMINATE!
Aside from being a Nobel Prize Nominee, Lon Safko is the bestselling author of the Social Media Bible.
Check out http://www.thedealerplaybook.com/98 to get access to Lon Safko's social media selling tips.
In this episode, you're going to hear Lon talk about the best way to increase sales using social media. You'll also hear Lon and Michael walk through a winning social media sales funnel that works.
Getting value from DPB? We'd love your help spreading the word with a review on iTunes here: http://www.thedealerplaybook.com/dpb-itunes/
DOMINATE!
When it comes to getting things done, there is no one else on the planet better equipped to share insights than David Allen.
David Allen is the New York Times Bestselling author of "Getting Things Done: The Art of Stress-free productivity."
Productivity is something that either makes you feel accomplished or completely overwhelmed.
Many people struggle with achieving their goals because they aren't sure where to start. With the GTD methodology, you'll be able to identify what matters most to you and how to organize all the 'to-do's' in a way that will help you feel more in control than ever before.
The Five phases of the GTD (Getting Things Done) Methodology: 1. Capture 2. Clarify 3. Organize 4. Reflect 5. Engage
According to David's website, "The heartbeat of GTD is five simple steps that apply order to chaos and provide you the space and structure to be more creative, strategic, and focused.
Whether in your automotive career, or personal life, the GTD methodology is a perfect way to get control and live a more fulfilled life than you've ever thought you could live.
Connect with David Allen:
- http://gettingthingsdone.com
- Purchase "Getting Things Done" here
Connect with Michael Cirillo:
- http://clyxo.com/michaelcirillo
If you're getting value from DPB, we'd love a review on iTunes here.
DOMINATE!
Instagram is a powerful marketing tool for building your personal brand.
On this episode of Minisode Monday #3, we're exploring a snippet from a past show of the podcast featuring the one and only Sue B. Zimmerman.
Sue is a power player when it comes to Instagram Marketing. Her Instagram profiles average 100 new targeted followers per day, with hundreds of new leads for her business each week.
If you're dabbling on Instragram, this minisode is for you.
If you're getting any value out of the show, we'd love your help spreading the word. Leave an honest review on iTunes here: http://www.thedealerplaybook.com/dpb-itunes
Connect with Michael:
http://www.clyxo.com/michaelcirillo
DOMINATE!
You can't talk about marketing a local business without addressing direct mail marketing tips in 2016.
In Episode 96, David Villa from Imperial Press Direct shares some of his best insights about direct mail and the important role it plays in your advertising and marketing mix.
Key Takeaways:
1.) Direct Mail Marketing best works when you target a relevant audience and make an appropriate offer. Don't Spray and Pray.
2.) With advancements in technology, it's easier to track the effectiveness of your direct mail campaign. It's important to track results so that you know where to adjust your marketing efforts moving forward.
3.) Direct Mail Marketing works best with shot-to-the-arm offers. While you could use it to drive awareness, David Villa suggests that the cost of direct mail may detour people from using it strictly as an awareness play.
If you received value from this session, don't forget to share, subscribe, or leave a review on iTunes!!! http://thedealerplaybook.com/dpb-itunes
Connect with Michael Cirillo:
http://clyxo.com/michaelcirillo
DOMINATE!
You've probably noticed how much content we're pumping out about Facebook. That's because we've been getting a TON of questions about how to get the most out of the social network.
Molly Pittman, VP of Digital Marketer, is one of the world's leading experts when it comes to Facebook ads and Facebook marketing strategy.
In episode 95 of The Dealer Playbook, Molly shares ideas about how you can 10x your Facebook ads ROI, ramp up your dealership business, and dominate in your market.
Key Facebook Ads Takeaways: Facebook ads are different than Google ads and should not be treated the same.
On Google, people are searching for answers to their questions, or solutions to problems.
On Facebook, people are there to connect with friends and family, or keep in touch with associates. As such, your ads need to feel like they organically fit into the news feed rather than blatantly disturbing the flow that people have come to enjoy.
Deliver Value at varying stages of the buying funnel.
Most dealership advertising focuses on low funnel, ready-to-show-intent shoppers. Sadly, this is some of the most expensive advertising that can be done on PPC platforms like Google of Facebook because the competition is so high.
And with every dealer pretty much broadcasting the same message, capturing the attention of qualified buyers is more difficult.
But advertising to low funnel shoppers is still essential to winning business. It's just not the only advertising you should do.
Molly Pittman suggests adding more strategy on-top of your existing ads for those that are higher up in the funnel. For example, produce and promote content about the best places to take your kids on a Sunday drive, or the top burger joints in town is content that is share-worthy to the majority of people.
The goal is to get as many eyes on you as possible. That way, when they are ready to start car shopping, they will remember your dealership first.
To learn more about Molly Pittman and her company Digital Marketer, visit http://www.digitalmarketer.com
If you're getting value out of DPB, don't forget to like, subscribe and share. Your reviews on iTunes mean the world to us.
Leave an honest review here: http://www.thedealerplaybook.com/dpb-itunes
Connect with Michael:
http://clyxo.com/michaelcirillo
DOMINATE!
Welcome to episode 2 of Minisode Monday.
In this episode we're going to explore the difference between Facebook business pages and Facebook profiles. More importanatly, we're going to look at the pros and cons of each, to help you decide where to focus your brand building energy.
Though there isn't a right or wrong here, this post will hopefully provide you information about what it will take to brand yourself using Facebook as a distribution method.
Pros and Cons of a Facebook Business Page Pros:
- Build an audience of targeted, interested followers
- More brand building/engagement tools (e.g., notes, polls, etc.)
- Advertising options
- Audience insights
Cons:
- Building an audience takes time (PATIENCE!)
- It's another channel to mange
- Needs to be consistent
Pros and Cons of using Your Facebook Profile for Business Pros:
- You're already using it and have a built in friend-base
- Friends may be more supportive and willing to help you share
Cons:
- Facebook doesn't really like personal pages being used for business purposes
- Not a targeted following (e.g., parents, friends who may not be interested in what you're talking about / possibility of unfollow/hide/spam etc.)
- No options to advertise/boost posts etc.
Whatever you choose to do, be consistent. Have a strategy and see it through to the end!
We'd love to hear from you!!!
If you like the content, we'd love an honest review on iTunes here: http://www.thedealerplaybook.com/dpb-itunes
Your feedback is our oxygen!!!
We're on YouTube:
Did you know you can watch full episodes on YouTube? Check it out here:
https://www.youtube.com/c/thedealerplaybook
Kathi Kruse (@KathiKruse) is a social media consultant and marketing strategist. Who newly revised book, "Automotive Social Business" brings you a deeper understanding of how to captivate your customers, sell more cars, and be generally remarkable on social media.
Episode 94 of The Dealer Playbook dives into how you can get more out of your Facebook Marketing, and what KPIs you should be tracking for digital success.
Key Takeaways:
- Have a clearly defined goal or objective. It's not enough to just say you want leads. You need to go deeper than that.
- Define your audience. Who are you speaking to?
- Audit performance (remember that performance is hinged upon your objective)
- Use Data to make adjustments
- Repeat
You can find the shownotes at http://www.thedealerplaybook.com/94
HELP US SPREAD THE WORD!
If you're getting any value out of the show, we'd love an honest review on iTunes! This is what helps us stand out from the crowd and helps others connect with the value you've received here.
Review the show here: http://www.thedealerplaybook.com/dpb-itunes
Dominate!
Welcome to the first episode of Minisode Monday!
Have you ever felt like you're just spinning your wheels and not getting any closer to achieving your goals?
In this Minisode, Michael shares some insights into how you can get more focussed on achieving results at lightning speed.
Here's what's up:
-
It doesn't matter what you're aiming at, it only matters what you hit
-
Stop spreading yourself so thin. Stay focused on the path you need to take to get to your goal
-
Be clear that the goal is actually what you want to achieve.
HELP US SPREAD THE WORD! If you're getting value out of DPB, please subscribe and write us a review! This is what helps us stand out from the crowd and helps other automotive professionals get the credible advice they need. Review the show on iTunes! We rely on it!
http://thedealerplaybook.com/dpb-itunes
Dominate!
Ryan Stewman (a.k.a Hardcore Closer) has never had a salaried job in his life. He has a real 'eat-what-you-hunt' mentality which fosters his consistent entrepreneurial approach to sales.
In Episode 93 of The Dealer Playbook, Ryan walks through the best way to navigate negotiating and closing a car deal. Using real examples from his life as a car sales professional, he shares a unique way of viewing everyday challenges that every car pro faces.
Understand the common phrases that car shoppers use From "just looking" to "what's the best price you can give me", understanding why car buyers use these phrases is essential to working through the sales process.
"They've been taught to say those things from their parents, and their parents, and their parents and on and on..." It's all they know how to say when placed in that situation.
The sooner you can get over the fact that most car shoppers will repeat the same phrases, the better off you'll be.
Rather than complaining that all of them say the exact things or have the same objections, leverage those phrases to come up will killer solutions. Each customer provides you with one more opportunity to get your work tracks right.
Learn the word tracks It's no secret that certain word combinations work better than others. Ryan Stewman shares some valuable word tracks that can break the ice and seal the deal.
Ask questions When asked about the most valuable sales lesson he's learned was, Ryan responded, "Ask questions."
This is a practice that comes preloaded in every sales training course there is. Sadly, very few adopt the practice into their routine.
A significant element of asking is listening. If you ask questions, you have to be willing to genuinely take an interest in what the other person is saying. Once you do, it may surprise you how much information they volunteer that will help you advance the sale even further.
Insist on the business If you've gone out of your way to answer questions, convey value and provide an enjoyable experience, don't be afraid to insist on the business. If the customer is asking about the lowest price you can offer, consider the vehicle sold. Ryan Stewman submits that when customers ask for a price, they've already agreed to buy the vehicle, they're just kicking off the negotiation.
Play the game Not only is it vital to know the game you're playing, but you need to be willing to play it.
It's crazy how many car pros complain about the negotiation process when working a car deal, but that's just part of the game. If you take the time needed to know how to navigate the game, your chances of winning increase exponentially.
Connect with the Hardcore Closer:
http://www.clyxo.com/closer
Connect with DPB:
http://www.clyxo.com/dpb
Connect with Michael:
http://www.clyxo.com/michaelcirillo
When Nathan Hays got his start in the car business six years ago, he knew that in order to achieve the success he wanted, would require him to put in the effort.
Not just any effort, though. Nathan was on a mission to completely OWN his community. With a vision in mind, he got to work.
In episode 92 of The Dealer Playbook, Car Dealer Nathan Hays takes you on his journey from being a greenie in the car biz, to being nick-named, "Mayor of Carville" by his colleagues.
When you listen to Nathan's story, you might be thinking, "Okay, but where's the meat?" or "Where's the fancy strategy that will just get me fast results?"
For those that want the fancy shotgun approach to success, you'll feel nothing but disappointment. There is nothing fancy about what Nathan talks about here. But is there meat? Absolutely!
Everything that Nathan Hays is doing comes from a long history of success. The success that others have experienced and shared. He is following a very strategic recipe, and if anything, you should realize that the sooner you start following the recipe, the better off you'll be.
The Math and Science of Becoming a Top Car Sales Pro It's a numbers game. If you take the time to identify how many people you know, the more you should start to see how many acres of diamonds are sitting in your prospect pool.
If you know 100 people and each of them knows 100 people you already have the ability to impact 10,000 people in your community. The numbers add up quickly.
The simple science of this is that you need to make yourself known. If those 100 people don't remember you or know that you exist, it's impossible to do business with them. People can't give their money to someone they don't think about.
Your objective is pretty straight forward. Network until you're blue in the face. Focus on getting to know people in your community. Get involved. Show interest in others, and they will reciprocate by showing interest in you.
Follow the Car Sales Recipe
You've probably heard that success is a recipe. Well, when it comes to selling cars and becoming the "Mayor" of your community, it's the truth!
One of the most important aspects of a recipe is that you apply the ingredients in the right sequence.
Often, when it comes to achieving success, people want results quickly and end up taking steps out of sequence. They're looking for a shortcut to success. Shortcuts always turn into long cuts.
If you want long-term sustainable results, it's important that you follow the recipe to a 'T.'
Get the 10-step Car Sales Pro Action Plan to Dominating your Market here
Connect with Nathan Hays Here:
• Facebook: https://www.facebook.com/askfornate
• Twitter: http://www.twitter.com/askfornate
• WWW: http://www.askfornate.com
Connect with Michael Cirillo Here:
• WWW: http://www.michaelacirillo.com
• Twitter: http://www.twitter.com/michaelacirillo
• Facebook: https://www.facebook.com/MichaelAdamCirillo
• Instagram: http://www.instagram.com/michaelcirillo
Connect with Team DPB Here:
• http://www.thedealerplaybook.com
• https://www.facebook.com/dealerplaybook
Write a Review of DPB on iTunes:
• http://www.thedealerplaybook.com/dpb-itunes
Gary Vaynerchuk is one of the most prominent Entrepreneurs of the 21st century. As the founder and CEO of VaynerMedia, a 700+ person digital marketing agency, Gary has learned a thing or two about starting and growing a business.
He is now on a mission to share what he's learned with other business owners and entrepreneurs. His motivation is to leave a legacy; an imprint on future generations about what it looks like to be a leader and entrepreneur.
In episode 91 of The Dealer Playbook, Michael sits down with Gary to discuss his new book, #Ask GaryVee and have a few questions answered about how to succeed in car sales in a cluttered market.
No Excuses, No Perfect Conditions Have you ever found yourself waiting for the conditions to be just right before you act? How has that worked out for you? The shortest answer of this episode came when Michael asked, "Do you ever wait for perfect conditions before making a move?"
Gary's answer: "NO!"
Of course most listening or watching already knew the answer. But Michael asked it for less than obvious reasons. It's one thing to know the answer; it's another to take action on it.
One of the reasons most people leave their dreams, goals or ambitions behind is because they secretly believe the perfect conditions are right around the corner.
If Gary Vaynerchuk Sold Cars Let's face it, we all want to know what moves Gary would make if he were selling cars. Well, now you finally get the answer from the horses mouth.
If Gary Vaynerchuk became a car salesperson, he would execute a hyper-local strategy. The goal: Become what he called the "social mayor" of the community.
Using social media, he would build his audience by being the go-to local resource for anything and everything in the community. From talking about that "pothole" that everyone is complaining about to engaging in community events and fundraisers.
The challenge is that most salespeople think of what they do as a J.O.B. Gary apparently thinks and sees the future as an entrepreneur. His thought process immediately took him to a place where he captured control and took action to make himself omnipresent in his local community.
If Gary Vaynerchuk sold cars, you wouldn't be able to escape him online. He would be everywhere. He would be involved. He'd run it as if it were his own business.
Get a copy of Gary's New book "#AskGaryVee" Getting your hands on Gary Vaynerchuk's new book #AskGaryVee is pretty simple. Here's what you need to do to claim your free copy:
- Write an honest review of The Dealer Playbook on itunes here: http://www.thedealerplaybook.com/dpb-itunes
- Screengrab your review and send email it to Michael with your mailing address
- That's it. Easy Peezy!
Connect with Michael
- Michael Cirillo on Facebook
- Michael Cirillo on Twitter
- Michael Cirillo on LinkedIn
- Michael Cirillo on Instagram
- Michael Cirillo's Marketing Blog
- Michael Cirillo's Marketing Agency
Mat Koenig, CEO of Buscador de Auto, is no stranger to creating winning culture and helping teams achieve their potential. From his days managing sales teams in the dealership to his current role as CEO, Mat shares some valid points about what it will take for you to reconnect with your team members and leverage their strengths.
As the digital age has unfolded, and with the increase in technology usage for communication, many leaders are struggling to find the balance between the digital and real world.
In episode 90 of The Dealer Playbook Podcast, Michael Cirillo and Mat Koenig discuss how you can lead human beings in the digital age so that it's a win/win for everyone.
Leaders Must Show Interest and LEAD! As the leader of a team, it's important for you to know what makes your team members tick. It's about shifting your paradigm from being "the boss" and managing people to being a leader and strengthening people.
Leaders lead from the side. They don't need to display their dominance over anyone. They have stewardship for (not over) the people on the team. They recognize that they are also a part of the team and it's in their best interest to encourage and empower their people to succeed.
Connect with Mat Koenig:
- Buscador de Auto
Connect with Michael Cirillo:
- Michael Cirillo's Marketing Blog
- Michael Cirillo's Automotive Marketing Agency
Connect with Team DPB!:
The digital age has brought about significant shifts in how consumers research and purchase vehicles. But that's where most of the focus has been about the sales process.
According to our guest, Jim De Luca, Vice President of The Digital Road to a Sale, the sales, and finance processes are very siloed and don't work well together. Most dealerships are focused primarily on creating a streamlined sales process but leave F&I to sit in the shadows.
Is your F&I Process stuck in the 80's? It's not 1984, and there is a need for dealers to shift their F&I processes so that they adapt and fit in with consumer behavior in the 21st century.
In episode 89 of The Dealer Playbook, Jim De Luca provides insights into how dealers can provide a streamlined and efficient F&I process in a transparent way.
Transparent F&I Processes are a Must Transparency, he mentions, is a key to having an efficient finance and insurance process in your store. When you consider the fact that consumers are asked to give private information to an individual that they've never met before is a pretty significant thing. It doesn't make much sense.
The best way to counter that gap in the process is by having a fully-featured F&I menu available during the sales process. That way you'll be able to provide the transparency and information that the customer is interested in.
Have a question for Jim? Connect with him here:
- Jim De Luca on Facebook
- Jim De Luca on LinkedIn
- Jim De Luca on Twitter
Connect with Michael!
- Michael Cirillo on LinkedIn
- Michael Cirillo on Facebook
- Michael Cirillo on Instagram
- Michael Cirillo on Twitter
- Michael Cirillo's blog
- Michael Cirillo's Marketing Agency
Creating a positive culture is something that we've discussed before on The Dealer Playbook, but session 88 of the show brings the culture topic to a new level.
Lisa Copeland, Head of Automotive Retail Strategies at the Culture Works, joins Michael as a guest to discuss culture specifically from the leadership point of view.
Those who hold a leadership position in a dealership are responsible for how that dealership operates. In fact, much of the performance of the team as a whole is dependent on the atmosphere that the leader creates.
Sadly, most dealerships are struggling to create an environment that positions its team members for growth.
In Episode 88, Lisa Copeland reveals some of the things that she did as a dealer to leverage the strengths of her team.
Guidelines aren't limitations Lisa explains that it's important to have guidelines for your team to follow. In most cases, guidelines are thought of as constraints - things that you cannot do. In Lisa's stores, guidelines were a series of things that could be done, and by so doing, would empower each team member to perform at the highest degree possible.
It's about shifting your paradigm and understanding that the best way to have your team succeed is to outline what it will take to make it happen.
Leadership isn't Friendship A well-respected leader is better than a good friend. That's not to suggest that you shouldn't be friendly with your team, but earning and keeping their trust as a leader will do more for your culture than trying to be buddy-buddy with them.
Know what drives your team members as individuals Lisa mentions that understanding what motivates you is a powerful way to keep your team progressing. In previous episodes of the show, others have added their opinion about keeping motivated and the best way to do that.
As a leader, it's part of your job to motivate and inspire the team. One of the easiest ways to make that happen is by knowing what makes them tick.
Knowing what motivates you is something that Lisa is very passionate about which is why she is offering a complimentary motivators assessment to those that want it. The assessment is an exclusive offer to listeners of The Dealer Playbook, something that is normally worth $100.
If you want to take advantage of the offer, all you need to do is email Lisa Copeland here.
You can also follow Lisa Copeland on social media here:
Connect with Michael Cirillo on Social Media and say 'Hi!':
Or
- Michael's Blog
- Michael's Automotive Digital Marketing Agency
Marketing is not about dumping more money into advertising so that you can get more clicks to your website. It's not about buying a full page ad in the local newspaper or airtime on the radio.
Though there are dozens of outlets to broadcast your business, many dealers are struggling to generate real results.
On episode 87 of DPB, Glenn Pasch, Troy Spring, and Tracy Myers talk about their new book, "The Power of Connected Marketing" by sharing strategies from the book that will help you unify your marketing and see great gains.
The problem with most dealer marketing and advertising today is that it's siloed. Radio ads aren't connecting to website pages, newspaper or social media. Social media ads aren't connected to any specific campaign or purpose. In so doing, dealers are wasting more money on marketing then needed.
It's not about what platform works better, either. Too often (especially in the digital age), dealers and vendors debate that radio and television are still effective while others place all their chips on digital.
Troy Spring explains that even online businesses are using television and radio to draw attention. That's because they are working a complete strategy from start to finish.
Tracy Myers shares that you have to be intentional with your marketing. It needs to align with a genuine business model for it to stick.
Glenn Pasch teaches that you should perform an audit of all your vendors and the services they provide to get a pulse on what you're spending money on.
On May 13th, 2016 The Power of Connected Marketing is available for sale on Amazon. But Glenn, Troy, and Tracy share another reason why they wanted to talk about the book on DPB.
"We're up to $4 from each book sale being donated to the #PaulieStrong foundation."
A good friend, and industry Vet, Paul Jimenez and his family started the #PaulieStrong foundation in honor of their son/brother Paulie who passed on earlier this year from rhabdomyosarcoma - a rare form of childhood cancer. All money donated to the foundation goes towards helping find a cure for pediatric cancer in memory of Paul Ulysses Jimenez.
Buy The Power of Connected Marketing Here
Get a Free Copy of The Book In this episode of DPB, Michael talks about how you can get your hands on a free copy of The Power of Connected Marketing. Here's what you have to do:
1.) Write an honest review of The Dealer Playbook Podcast on iTunes: http://www.thedealerplaybook.com/dpb-itunes
2.) Screenshot your review and send it to michael@thedealerplaybook.com along with your name and mailing address.
3.) That's it. Wait for the book to arrive!
Do it now before the free copies run out!
Grant Cardone is no stranger to doing whatever it takes to create success. In fact, for many of his followers, the terms 'hustle' or '10X' have become synonyms for his name.
In this episode of The Dealer Playbook Podcast, Michael Cirillo sits down with Grant Cardone to dissect what being obsessed looks like and how you can use it to gain more balance in your life than ever before.
Grant's journey toward what he has become today started when he was 25 years old and recovering from a drug addiction. He found a car dealership that was willing to take a chance on him. That dealership is where he became obsessed with creating a bigger life for himself than he could have ever dreamt of.
Today, Grant is perhaps the poster boy for what possibilities can come from having a career in automotive. He now owns one of the most successful sales training companies on planet earth and a real estate portfolio that keeps growing.
Grant Cardone on being Obsessed But with his 'in-your-face', do whatever it takes, persona, have come some misconceptions about the sales tycoon. First, that he never stops working.
In this episode, you'll hear Grant mention that he spends more time with his family than most people and that he never compromises on sleep. He even takes a nap every now and again.
So how is it that he can be as obsessed as his persona exemplifies while maintaining a healthy work-life balance? The simple answer: He's obsessed with everything in his life.
He's obsessed with his career, his family and his spirituality. In so doing, he finds the ultimate balance and fulfillment in his life.
The challenge for most people today is that they are only obsessed about one or two things. They either only want to work and as a result, they miss out on their family, or they only want to play and have fun, and therefore miss out on what a diligent work life has to offer.
The bottom line: By becoming obsessed with the various elements of your life (whether career, family, spirituality, play), you can find greater balance, more fulfillment, and big successes.
If you enjoyed this episode of DPB, do us a favor and write a review on iTunes here.
Also, don't forget to subscribe to our YouTube channel where there is a growing library of video content.
Lastly, we'd love to connect with you on Facebook here!
After a brief hiatus, new episodes of The Dealer Playbook Podcast are around the corner starting on May 5, 2016.
We've been working on some really cool things that we can't way to share with you when the new episodes start back up!
If you're new to the show, this is a great chance to get caught up on the last 85 episodes!
Join us on Facebook: https://www.facebook.com/thedealerplaybook
Trevor Turnbull is one of the foremost experts when it comes to leveraging the power of LinkedIn to grow your business.
In this episode of The Dealer Playbook Podcast, Michael and Robert are joined by Trevor to discover the exact process he uses to optimize, grow, and leverage his LinkedIn profile.
You're going to learn what you can do to expand your community and grow your social influence. You'll also get access to Trevor Turnbull's LinkedIn strategy that will help you grow your customer base and sell more cars.
LinkedIn is about people It's important to remember that social media is about networking with real people. Whatever wouldn't be acceptable to do in real life, should definitely not happen on LinkedIn or any social network, for that matter.
For example, when joining groups on LinkedIn, it's best to focus on building relationships rather than trying to jump into the conversation by promoting what you do. It's important to grow your network and circle of influence naturally.
Connect with Trevor Turnbull If you'd like to get in touch with Trevor, connect with him on LinkedIn here.
Connect with Team DPB * Twitter * Facebook * Instagram * Michael Cirillo's Blog * Michael Cirillo on LinkedIn
The automotive industries most electrifying podcast is back for session 84 with some creative strategies for today’s automotive professional.
We have a return guest that we have to go back 82 episodes to his first appearance on DPB the founder and president of the auto industries largest recruiting organization AutoMax Recruiting & Training Mr. Craig Lockered.
Craig Lockerd is a 43 year automotive green pea .
Starting in the early 70's Craig has been able to see many interesting changes in our business , some good, some not so good.
Has held ALL the positions in a store, consulting in the late 80's and started AutoMax Recruiting the premier automotive recruitment company in the country over 17 years ago.
Constantly staying ahead of recruiting trends and technology AutoMax is in the midst of a huge growth spurt.
Craig joins team DPB again to discuss how you can take control and create your own culture as a sales professional in your dealership.
Here are the cliff notes of this episode:
It Is Not Always A Management Thing The finger seems to always get pointed at management when it comes to a dealerships culture.
Craig debunks this age old myth and drops some power bombs on how you can start to control your own culture at your dealership.
Checking Your Problems At The Door Nothing hurts your car sales worse then a bad attitude and nothing hurts your attitude more then bringing your problems with you to work.
Craig reveals his top tips that will help you check your personal life problems and drama at the door so you can be successful selling cars.
It Only Takes One One positive, hardworking and focused car sales professional can single handedly shift the entire dealerships culture.
Craig gives some real life examples of this and how you can be that sales professional that gets the ball rolling on changing your dealerships culture for the better.
Craig Lockerd is a great guest and this is just a quick preview of what you can expect to learn about in this episode.
Connect With Craig Lockerd * Craig Lockerd’s Facebook * AutoMax Recruiting
You Know The Drill, Now It's Your Turn The whole team at DPB can not thank you enough for all the support and love you have been giving us.
Whether you loved it, hated it, want more of it, or want something different , we want to hear your voice.
Sound off below with your thoughts, opinions, suggestions, questions, etc. and lets keep this conversation going.
See you next time ;
Have You Checked Out Michael Cirillo's Best Selling Book "Don't Wait Dominate? * Get Michael's book here.
Connect With Team DPB * Connect with The Dealer Playbook on Twitter here. * Check out Michael Cirillo's blog here. * Check out Robert Wiesman's blog here. * Connect with Michael Cirillo on Twitter here. * Connect with Robert Wiesman on Twitter here.
Welcome to session 83 of the automotive industries most electrifying podcast The Dealer Playbook.
In session 83 we are talking shop with the former director of social media for Ford Motor Company and the current founder/CEO of Scott Monty Strategies Mr. Scott Monty himself.
Scott Monty is a corporate executive steeped in digital. Scott was ranked by The Economist as number one atop the list 25 Social Business Leaders and by Forbes as one of the top 10 influencers in social media, Alan Mulally, the CEO of Ford Motor Company, called him “a visionary."
From 2008-2014, Scott was the head of social media at Ford Motor Company and held the title Global Digital and Multimedia Communications Manager. He advised on social media activities across the company, from influencer relations to marketing support, customer service to internal communications and more.
Before joining Ford, Scott was part of a strategic consultancy specializing in digital and social media and an advertising and marketing firm focused on technology and health sciences.
Scott has been featured in hundreds of news and business publications in print and on the web, in dozens of books, and on a variety of mainstream media, including Bloomberg, NBC, NPR, CNN, Fox Business, The Wall Street Journal and more. Scott is a recognized thought leader in the communications and marketing industry and frequently speaks at events around the world.
Scott sits down with team DPB and drops some powerful tips and strategies to help you build relationships of trust with your prospects so you can win in business.
Here is a quick preview of some of the information Scott covers in this session:
How To Deliver Value To Your Customers “It is all about the customer," Scott says in this episode. We always hear people talking about providing value for your customer and in this session Scott goes into how to accomplish just that.
Building Your Process Around The Customer With the rise of the millennial generation, it is critical to audit your processes and tweak them to be appealing as well as accommodating for them. Scott talks about creating a culture and customer experience that adapts to the customers needs not the dealerships.
The Art Of Building Trust People want to do business with people like themselves, with people they trust. Learn some of Scott’s best practices when it comes to building trust with prospects and customers in your market place.
That is just a small preview of what you can expect to learn in this session.
Get Connected With Scott Monty * Scott Monty’s Twitter * Scott Monty’s Website
You Know The Drill, Now It's Your Turn The whole team at DPB can not thank you enough for all the support and love you have been giving us.
Whether you loved it, hated it, want more of it, or want something different , we want to hear your voice.
Sound off below with your thoughts, opinions, suggestions, questions, etc. and lets keep this conversation going.
See you next time ;
Have You Checked Out Michael Cirillo's Best Selling Book "Don't Wait Dominate? * Get Michael's book here.
Connect With Team DPB * Connect with The Dealer Playbook on Twitter here. * Check out Michael Cirillo's blog here. * Check out Robert Wiesman's blog here. * Connect with Michael Cirillo on Twitter here. * Connect with Robert Wiesman on Twitter here.
In this power packed session we are sitting down with our friend and automotive sales expert Mr. Fran Taylor the founder of Taylor Techniques sales training company.
You might remember Fran from episode 29 where he talked about sales prospecting for car sales professionals and in this session he sits down with us to talk about “How To Sell A Car Per Day.
Here is a quick preview of this session with Fran Taylor:
Steps a car sales professional needs to take to sell a car per day. Fran breaks down the activities and strategies todays car sales professionals need to be taking daily in order to sell a car per day.
Setting your goals. Fran chats about the power of goal setting and how you should be setting yourself goals that money can by.
Investing in yourself. Fran always says invest in yourself and you will make money, invest zero in yourself and receive zero in return. Learn what a car sales professional should be investing in and how to leverage those investments.
That is just a small sample of the valuable information Fran Taylor drops in this session.
Connect with Fran Taylor * Fran Taylor Website * Fran Taylor Facebook
You Know The Drill, Now It's Your Turn The whole team at DPB can not thank you enough for all the support and love you have been giving us.
Whether you loved it, hated it, want more of it, or want something different , we want to hear your voice.
Sound off below with your thoughts, opinions, suggestions, questions, etc. and lets keep this conversation going.
See you next time ;
Have You Checked Out Michael Cirillo's Best Selling Book "Don't Wait Dominate? * Get Michael's book here.
Connect With Team DPB * Connect with The Dealer Playbook on Twitter here. * Check out Michael Cirillo's blog here. * Check out Robert Wiesman's blog here. * Connect with Michael Cirillo on Twitter here. * Connect with Robert Wiesman on Twitter here.
Welcome to session 81 of “The Dealer Playbook” the most electrifying podcast in the automotive industry. We are so glad you are here.
In this session we are talking shop with someone we have not had on the show since way back to episode 23, a longtime confidant of team DPB “The YouTube Diva” Mrs. Elise Kephart-Adame.
In case by some freak chance you’re not familiar with Elise:
Elise is the founder of The Elise Kephart Experience, a company focused on helping dealerships strengthen their process, sales teams and lead handling utilizing tactics with a emphasis on improving phone skills and utilizing video email.
An international sales/marketing phenomenon in the auto industry, Elise is nationally recognized as “The YouTube Diva” for her persuasive personalized video greetings.
Since 2007 she sold countless vehicles to clients by creating a strong bond with her customers through the power of unique video messages.
Among her high volume sales, she has also earned top performing CSI.
With her unique approach to videos, her phone skills and selling background, Elise has visited dealerships across the country teaching her one of a kind method.
This time around for episode 81 our discussion with Elise is all about the inbound phone up.
How To Handle A Phone Up Like A Boss Elise shares with DPB her top three power moves to handling phone up’s like a pro… Like a BOSS!
1. The first impression We have all heard the saying “first impressions are everything” but yet why does the majority of car sales people answer a sales call like it’s a massive inconvenience?
The quality of your greeting sets the tone for the entire call.
Elise drops some great incite and examples to help you make a first impression like a BOSS with phone up’s.
2. Get that contact info There is no excuse for not getting a phone up’s contact info. That is the first step to getting a sale.
Elise shares her top secrets to getting the contact info like a BOSS.
3. Ask For The Appointment (More than once) The objective of a inbound phone up is to set an appointment. It is unlikely you will sell them the vehicle over the phone and even so they will have to come into the dealership at some point so no better time then now.
Elise delivers her best strategies and techniques to setting more appointments with phone up’s.
This session is a little longer then most but that is because it is jam packed with valuable content. What you see above is just a small glimpse at the value that is packed into session 81.
Get connected with Elise: * Email Elise * Elise’s Facebook
You Know The Drill, Now It's Your Turn The whole team at DPB can not thank you enough for all the support and love you have been giving us.
Whether you loved it, hated it, want more of it, or want something different , we want to hear your voice.
Sound off below with your thoughts, opinions, suggestions, questions, etc. and lets keep this conversation going.
See you next time ;
Have You Checked Out Michael Cirillo's Best Selling Book "Don't Wait Dominate? * Get Michael's book here.
Connect With Team DPB * Connect with The Dealer Playbook on Twitter here. * Check out Michael Cirillo's blog here. * Check out Robert Wiesman's blog here. * Connect with Michael Cirillo on Twitter here. * Connect with Robert Wiesman on Twitter here.
We are back from a two week hiatus with session number 80 and the team is fired up for this one.
In this power packed session we are sitting down with one of the most respected local see minds in the game DealerOn’s Greg Gifford.
Greg Gifford is the Director of Search and Social at DealerOn, a software company that provides websites and online marketing to new car dealers all over the country.
He's got over 16 years of online marketing and web design experience, and he speaks internationally at both automotive and SEO conferences, teaching thousands of small business owners and marketers how to get their sites to show up higher in local search rankings.
Greg also spends his time doing freelance website design and SEO for local businesses. He graduated from Southern Methodist University with a BA in Cinema and Communications, and has an obscure movie quote for just about any situation
In this session team DPB and Greg go into debunking some of the biggest local see myths in the automotive industry.
Here is a a quick preview of what you can expect in this session:
Understanding Local SEO Greg starts from square one and explains the importance and relevance of a local SEO strategy and where most automotive professionals are missing the boat.
Local SEO Mistakes There is a lot of misinformation out there in the auto industry when it comes to local SEO. Greg dives deep into debunking some of the biggest and oldest myths in the automotive industry when it comes to local SEO.
3 Tips To Get More From Local SEO Greg delivers on a silver platter the top 3 changes you need to make and focus on when it comes to your local SEO strategy. These 3 tips are easy to implement and anyone can put these into action now.
This session was a great time and Greg Gifford brings the thunder with loads of super valuable content.
If you have not yet connected with Greg Gifford, catch up with him on any of these channels:
Greg Gifford’s Twitter
DealerOn Blog
You Know The Drill, Now It's Your Turn The whole team at DPB can not thank you enough for all the support and love you have been giving us.
Whether you loved it, hated it, want more of it, or want something different , we want to hear your voice.
Sound off below with your thoughts, opinions, suggestions, questions, etc. and lets keep this conversation going.
See you next time ;
Have You Checked Out Michael Cirillo's Best Selling Book "Don't Wait Dominate? * Get Michael's book here.
Connect With Team DPB * Connect with The Dealer Playbook on Twitter here. * Check out Michael Cirillo's blog here. * Check out Robert Wiesman's blog here. * Connect with Michael Cirillo on Twitter here. * Connect with Robert Wiesman on Twitter here.
Team DPB is back with session 79!
If you have been tuning into any of the past DPB episodes you know we love to chat it up about marketing and other creative avenues to grow your dealership and brand but in this session we take another approach.
No matter how great your marketing is you still need to back that up with a great experience for the customer.
In this session we are talking about with the VP of Forrest & Blake Advertising out of New Jersey.
The ”Marketing Guy For Car Guys” Frank J Lopes is Vice President of Forrest & Blake Marketing/Advertising in New Jersey.
Professionally he leads and guides the marketing efforts of some of the largest and fastest growing dealerships in the country.
He is also prolific presence on Social Media spreading a message of Positivity and Growth to all his followers. He speaks out on controversial issues facing the automobile industry and is an evangelist for positive change and the customer experience.
Here is a quick preview of DPB’s conversation with Frank:
Beatdown Sales Meetings The Glenn Gary, Glenn Ross massive beatdown sales meetings is not going to motivate salespeople to sell more or provide a memorable experience for customers.
In this session Frank discusses how to bring a different approach to the table.
Self Awareness The key to kicking off the change in culture in your dealership is being “self aware”. Whether you are in management or the frontline in a dealership this is a crucial step.
How Should A Salesperson Handle This Kind Of Environment So many amazing salespeople are stuck in these kind of environments. Frank drops some insight and tips on how a salesperson can push through this kinda negative energy and still be super successful selling cars.
There is a quick taste of team DPB’s chat with Mr. Frank Lopes.
Frank Lopes Facebook
Frank Lopes Twitter
You Know The Drill, Now It's Your Turn The whole team at DPB can not thank you enough for all the support and love you have been giving us.
Whether you loved it, hated it, want more of it, or want something different , we want to hear your voice.
Sound off below with your thoughts, opinions, suggestions, questions, etc. and lets keep this conversation going.
See you next time ;
Have You Checked Out Michael Cirillo's Best Selling Book "Don't Wait Dominate? * Get Michael's book here.
Connect With Team DPB * Connect with The Dealer Playbook on Twitter here. * Check out Michael Cirillo's blog here. * Check out Robert Wiesman's blog here. * Connect with Michael Cirillo on Twitter here. * Connect with Robert Wiesman on Twitter here.
Session 78 of DPB is up for your listening pleasure!
In this latest power packed session of DPB Michael Cirillo and Robert Wiesman are flying solo but don’t think for a second you’re not going to get immense value none the less.
At the time of this podcast episodes release it is DPB’s first new session of 2016 and we couldn’t be anymore excited.
To help you kick off the New Year (or whenever you are tuning in) in the right direction Michael and Robert review five strategies that you need to have in action if you want to reach massive success in automotive sales.
Whether you are a frontline sales pro, sales manager, F&I manager, GM or dealer principal this session pertains to you.
Here is a sneak peek of the five strategies & tips to help you reach massive success sell cars:
1.Your Website
Having a quality website with a user friendly experience is an obvious must for a dealer, the same goes for anyone in automotive sales. Websites are the new blacktops and showrooms.
Learn how you can make a dent in your market with your website.
2.Start Publishing Content
Publishing quality content that answers the questions your target market is asking Google, is a one way ticket to becoming the credible expert in your marketplace. When that happens, prospects start lining up to work with you.
Learn how to start leveraging content (that’s easy to create) to grow your brand and business.
3. Think About Relationship, Not Transaction
Start chasing the relationship not the transaction when it comes to your encounters and engagement with prospects.
Learn more about how being a good person with genuine concerns will generate you more sales in the long run.
4. Offline Prospecting and Marketing Tools
It is time to step up your offline brand identity with high quality items.
Getting creative with your identity items like business cards, personal brochures, etc automatically set you apart in the marketplace.
Learn some creative ideas to help step up your offline identity tools.
5. Skill Up
Whether you are a seasoned pro or a green pea in the car business you always need to be developing your skills.
There is so much more to being successful selling cars than just sales techniques.
Get some tips in this session pointing you in the right direction to help you skill up big time this year.
That is a quick sample of what you can expect in this episode.
You Know The Drill, Now It's Your Turn The whole team at DPB can not thank you enough for all the support and love you have been giving us.
Whether you loved it, hated it, want more of it, or want something different , we want to hear your voice.
Sound off below with your thoughts, opinions, suggestions, questions, etc. and lets keep this conversation going.
See you next time ;
Have You Checked Out Michael Cirillo's Best Selling Book "Don't Wait Dominate? * Get Michael's book here.
Connect With Team DPB * Connect with The Dealer Playbook on Twitter here. * Check out Michael Cirillo's blog here. * Check out Robert Wiesman's blog here. * Connect with Michael Cirillo on Twitter here. * Connect with Robert Wiesman on Twitter here.
Welcome to the final episode of DPB Podcast in 2015! Team DPB is so thankful and blessed for an amazing year that only happened because of your continued support week after week.
Team DPB is obsessed with your success in the auto industry so we wanted to send you into the New Year with some valuable information and strategies so you can make it your best year ever!
Having and setting goals is a very important piece of the puzzle for reaching success. We want you to hit the ground running in the New Year so in order to help you do just that we are sitting down with Mr. Alan Dickie.
Alan Dickie is a dynamic sales professional who has been serving the automotive industry for over 10 years. Alan started his career as a Sales Consultant in 2000 and began to develop an acute fascination and drive for understanding and dissecting the sales process to achieve success.
Alan continuously adjusted his approach and adapted to the market to guarantee results. During his career, he has successfully performed at all functions of the business, including Sales Consultant, Business Manager,Sub Prime Business Manager, and Sales Manager. His wealth of experience has enabled him to obtain a well-rounded and stunning array of sales techniques and strategies.
The automotive industry is constantly changing and Alan has created the most up-to-date and innovative methods necessary to prosper in today’s market.
Here is a quick preview of what to expect in this session:
Setting & Accomplishing Your Goals Alan breaks down his secrets and techniques that he personally executes as well as teaches to car sales professionals across North America when it comes to setting goals.
He also discusses how he makes sure he is doing all he can to accomplish and conquer his goals. You are going to love it!
Keys To Staying Focused Laser focus and consistency are vital if you want to knock your goals out like a boss in the New Year. Alan shares some of his favorite and most affective hacks to staying on track and laser focused so you can dominate all of your goals in the New Year.
Pitfalls You Need To Avoid If you have been in the car sales business for any period of time you are well aware that there are pitfalls and challenges everywhere that are dedicated to road blocking your goals.
Alan delivers some valuable information and tactics in this session to help you detour the pitfalls and setbacks so nothing stops you from reaching your goals in the New Year.
As always that is just a small taste of what you can expect in the final episode of “The Dealer Playbook” for 2015!
We truly appreciate the support and love and truly hope to deliver even more powerful content in 2016 to help you kill it in automotive sales.
Get More From Alan Dickie
- Alan Dickie’s Website
- Alan Dickie’s Facebook
You Know The Drill, Now It's Your Turn The whole team at DPB can not thank you enough for all the support and love you have been giving us.
Whether you loved it, hated it, want more of it, or want something different , we want to hear your voice.
Sound off below with your thoughts, opinions, suggestions, questions, etc. and lets keep this conversation going.
See you next time ;
Have You Checked Out Michael Cirillo's Best Selling Book "Don't Wait Dominate? * Get Michael's book here.
Connect With Team DPB * Connect with The Dealer Playbook on Twitter here. * Check out Michael Cirillo's blog here. * Check out Robert Wiesman's blog here. * Connect with Michael Cirillo on Twitter here. * Connect with Robert Wiesman on Twitter here.
Back at ya DPB Podcast session 76 rolling out on Christmas Eve 2015 and we have a insanely powerful show for you.
In this episode we have the pleasure of sitting down with an amazing individual by the name of Coach Michael Burt.
The Super Coach Michael Burt is unique blend of a former championship coach who has an entrepreneurial mindset. Coach Burt has quickly become the go-to business coach for aggressive minded companies in competitive and saturated markets who want to look different, run faster, and be agile.
Coach is the author of ten books, including the best seller called “Person of Interest- How to become the person other people want a piece of and can’t live without” and the Wiley published “Zebras and Cheetahs- Look Different, Run Faster, Be Agile.”
Coach’s client list ranges from small entrepreneurial firms to multi-billion dollar companies such as Dell, Inc, John Hancock Insurance Services, Ohio National, Vanderbilt University, State Farm Insurance, First Bank, Caldwell Banker Real Estate Firm, Better Homes and Garden, and others.
Coach Burt brings his A game for session 76 of The Dealer Playbook.
Here is a quick preview of what Coach Burt goes into in this session:
How To Get Started Coach Burt dives deep into getting started with a bang.
There are so many mindset and discipline shifts needed to reach massive success. In this session Coach Burt breaks it down from the beginning on what it’s going to take to make it happen.
Choosing Mentors To many times individuals will choose financial opportunities over the mentoring opportunities available when accepting a position.
Coach Burt breaks down the importance of having strong mentors as well as how to prospect for the right mentor for you.
Having a strong relationship with a authentic mentor can be the difference between success and failure for many of us.
Coach Burt dives deeper into mentors, how and where to find them as well as how to get the most out of a mentorship.
The 4 Step Ingredients To Becoming A Person Of Interest A person of interest does not have to chase opportunities he/she attracts them.
A person of interest is someone in a authoritative position that everyone wants a piece of.
Coach Burt breaks down his 4 step blueprint to becoming a person of interest in your market.
Coach Burt brings the heat in this session and the above is just a taste test of the value you are going to grab in this episode.
Get hooked up with Coach Burt * Coach Burt’s Website * Coach Burt’s Podcast * Coach Burt’s Monster Producer Coaching Program * Coach Burt's Book "Person of Interest"
You Know The Drill, Now It's Your Turn The whole team at DPB can not thank you enough for all the support and love you have been giving us.
Whether you loved it, hated it, want more of it, or want something different , we want to hear your voice.
Sound off below with your thoughts, opinions, suggestions, questions, etc. and lets keep this conversation going.
See you next time ;
Have You Checked Out Michael Cirillo's Best Selling Book "Don't Wait Dominate? * Get Michael's book here.
Connect With Team DPB * Connect with The Dealer Playbook on Twitter here. * Check out Michael Cirillo's blog here. * Check out Robert Wiesman's blog here. * Connect with Michael Cirillo on Twitter here. * Connect with Robert Wiesman on Twitter here.
Episode 75 of the DPB Podcast is in the house and we are super pumped you are here.
It has been a insanely great time having all these conversations with all these great people!
This episode is no different. You are going to love it!
We are happy to be having our friend Mr. Duane Cummings on DPB.
Duane Cummings lives life with a single purpose, “To Aid Others, Act on Ideas, and Achieve Sensational Results.” He is a trusted advisor to organizations and individuals around the world regarding professional and personal development.
Duane is an author, entrepreneur, coach, and consultant who speaks regularly on a range of topics that include entrepreneurship, leadership, communication, sales, and finding your purpose.
Duane is razor sharp individual that team DPB had the pleasure of spending a few days with him in Charlotte, NC a few months back and learned some valuable information from him.
Here is a quick preview of this session
Communicating More Effectively In a world so dominated by text, email, and social media we sometimes forget the true power of a face to face conversation.
In a face to face engagement both parties get so much more value.
Duane is a expert on communication and he shares some great tip you can get started with today to help you communicate on a higher level.
How Empathy is the Path to Success The lost art of “caring” is a major issue in every industry.
Genuinely caring about your customer as a human being is a sure fire way to building a relationship. The more relationships you have the more sales you are making.
Building relationships is what Duane does professionally and in this session he shares with you some of his wisdom behind it.
Become a Sensational Salesman This is not only the title of Duane’s book , this it what it takes to rise above the pack in automotive sales. Be truly sensational.
Find out what it takes to become a “sensational salesman”.
As always that is just a quick preview of the value packed into this episode with Duane Cummings.
Be sure to get connected with Duane Cummings * Duane’s Website * Duane's Book
You Know The Drill, Now It's Your Turn The whole team at DPB can not thank you enough for all the support and love you have been giving us.
Whether you loved it, hated it, want more of it, or want something different , we want to hear your voice.
Sound off below with your thoughts, opinions, suggestions, questions, etc. and lets keep this conversation going.
See you next time ;
Have You Checked Out Michael Cirillo's Best Selling Book "Don't Wait Dominate? * Get Michael's book here.
Connect With Team DPB * Connect with The Dealer Playbook on Twitter here. * Check out Michael Cirillo's blog here. * Check out Robert Wiesman's blog here. * Connect with Michael Cirillo on Twitter here. * Connect with Robert Wiesman on Twitter here.
Welcome to The Dealer Playbook Podcast session #74 and we are so excited that you are!
On this session of DPB we are sitting down with a best selling author and one of the most sought after speakers in the world Mr. Andrew Davis.
Andrew Davis’s 20-year career has taken him from local television to The Today Show. He’s worked for The Muppets in New York. He’s marketed for tiny start-ups and Fortune 500 brands.
For more than a decade, Drew has led the charge to change the way publishers think and how brands market their products in a digital world.
Andrew is the author of the amazing book Brandscaping: Unleashing the Power of Partnerships and also his latest release Town Inc : Grow Your Business. Save Your Town. Leave Your Legacy.
It was very exciting to sit down with Andrew and even more exciting to introduce him to you because this guy brings the thunder!
Here is a quick preview of some of the topics Andrew discusses
What Is Brandscaping & How You Can Leverage It To Sell More Cars Andrew goes into how partnering with likeminded brands that have your next customer as their current customer.
Andrew gives some valuable examples of this and also some great insight on how you can get started with Brandscaping right now.
Unlocking The Power of Passion Specialization Andrew gives us some extremely detailed examples of how specializing around your target customers passions is a sure fire way to success.
Andrew gives you actionable steps and outside the box ideas of how you can get started with this right now in your business.
How To Create Brand Ambassadors In Your Community Having evangelists or brand ambassadors for your business is never going to be a bad thing. Andrew Davis hones in on how you as a salesperson or a dealership can build your tribe of brand ambassadors in your community.
Andrew fires off a ton of examples of this working and exact details for you do put this into action to sell you more cars now.
That is just of course a snippet of what to expect from this conversation with Mr. Andrew Davis.
Make sure to connect with Andrew Davis * Andrew’s Website * Andrew’s Twitter * Andrew’s Book Brandscaping * Andrew’s Book Town INC
You Know The Drill, Now It's Your Turn The whole team at DPB can not thank you enough for all the support and love you have been giving us.
Whether you loved it, hated it, want more of it, or want something different , we want to hear your voice.
Sound off below with your thoughts, opinions, suggestions, questions, etc. and lets keep this conversation going.
See you next time ;
Have You Checked Out Michael Cirillo's Best Selling Book "Don't Wait Dominate? * Get Michael's book here.
Connect With Team DPB * Connect with The Dealer Playbook on Twitter here. * Check out Michael Cirillo's blog here. * Check out Robert Wiesman's blog here. * Connect with Michael Cirillo on Twitter here. * Connect with Robert Wiesman on Twitter here.
Welcome back to DPB session number 73!
In this power packed episode we welcome back a top producer with Chevy in the Louisville Kentucky market,“The Louisville Chevy Dude”, Mr. Mike Davenport.
Mike is one of the top sales people in the country and is doing an amazing job at building his personal brand and most importantly leveraging his personal brand.
Mike joined us back on episode 45 of DPB where he discussed what it takes to sell 30 cars each and every month. Check out that episode here.
In this session with Mike Davenport he dives into his formula for “Getting Out of the Sales Slump”.
A sales slump is something that even the best of the best deal with and in this session Mike will give you tips on how you can dig out of your next sales slump.
Here is a quick preview of this conversation with Mike Davenport
Getting Out of Your Next Sales Slump Even though Mike is a top producer even he falls victim of the vicious sales slump. Mike shares his go to actions for getting back on track when his sales are slumping for the month.
Mike’s Favorite Prospecting Strategies A great way to kick a sales slump is by making a sale. A great way to getting a sales is by always creatively prospecting for new car buyers.
Mike shares his latest go to prospecting tools and strategies he is using now that are working.
Mike D’s Hacks for Being More Productive The more you can get done the more you will get done. Actions create action so if you are being as productive with your time as possible, you will stay in front of more customers.
Mike drops his favorite productivity hacks that will help you get more bang out of your day.
This is just a sample of what you will hear about in this new session of The Dealer Playbook.
Be sure to get connected with Mike Davenport. * Mike Davenport’s Facebook
Listen to Mike Davenport on DPB episode 45
- How to Sell 30 Cars a Month
You Know The Drill, Now It's Your Turn The whole team at DPB can not thank you enough for all the support and love you have been giving us.
Whether you loved it, hated it, want more of it, or want something different , we want to hear your voice.
Sound off below with your thoughts, opinions, suggestions, questions, etc. and lets keep this conversation going.
See you next time ;)
Have You Checked Out Michael Cirillo's Best Selling Book "Don't Wait Dominate? * Get Michael's book here.
Connect With Team DPB * Connect with The Dealer Playbook on Twitter here. * Check out Michael Cirillo's blog here. * Check out Robert Wiesman's blog here. * Connect with Michael Cirillo on Twitter here. * Connect with Robert Wiesman on Twitter here.
DPB is back in session 72 with more power bombs to help you advance your life in the automotive sales industry.
In this episode we are excited to chat with sought after speaker and best selling author Joe Calloway.
Joe Calloway helps business leaders, owners, and entrepreneurs make great companies even better. His interactive keynote presentations and workshops enable organizations to focus on what is truly important, inspire new thinking about challenges and opportunities, and motivate people to immediate action.
Joe is a business author, consultant and speaker and his client list reads like an international Who’s Who in business, ranging from companies like Proctor & Gamble and Coca Cola to Cadillac and American Express.
Joe also works extensively with car dealers and shares his expertise in this session of “The Dealer Playbook” Podcast.
The Secret Sauce to Growing Your Business Joe reviews his step by step framework on how you can grow your business in car sales with a insanely powerful strategy that produces results
Sometimes the best way to grow your business in the automotive industry is much less complicated than we tend to think.
Joe goes into further detail on this in this episode.
Creating “Wins” for Customers as Well as Team Members/Employees Learn the “Win Factor” and how it can grow your business and make you more sales. It is important that not only do the customers win but also you or your sales team are winning as well.
Joe breaks down the “art of winning” and how you can use this to sell more cars in your market.
Leveraging Word of Mouth and Maximizing It What your customers are saying about you has the potential to be the ultimate marketing source that delivers you the highest quality opportunities.
Joe jumps in and delivers actionable strategies that will help you get your customers to say great things about you.
That is just a small sample of the powerful information packed into this session.
Connect With Joe Calloway * Joe Calloway’s Website * Joe’s Facebook * Get Joe’s New Book
You Know The Drill, Now It's Your Turn The whole team at DPB can not thank you enough for all the support and love you have been giving us.
Whether you loved it, hated it, want more of it, or want something different , we want to hear your voice.
Sound off below with your thoughts, opinions, suggestions, questions, etc. and lets keep this conversation going.
See you next time ;)
Have You Checked Out Michael Cirillo's Best Selling Book "Don't Wait Dominate? * Get Michael's book here.
Connect With Team DPB * Connect with The Dealer Playbook on Twitter here. * Check out Michael Cirillo's blog here. * Check out Robert Wiesman's blog here. * Connect with Michael Cirillo on Twitter here. * Connect with Robert Wiesman on Twitter here.
Right back at it with session 71 of “The Dealer Playbook” Podcast and we could not be more excited that you are here!
In this power packed episode team DPB is sitting down with Ken Potter VP of sales with “The Appraisal Lane” a innovative new tool for dealers, but most people know Ken from his days as VP of business development at True Car.
Ken brings an amazing amount of knowledge and experience to the table when it comes to 3rd party lead providers and how and how you can convert more of them.
In this session Ken lays out some powerful information that you can put into action today.
Here is a quick preview of this episode.
The Definition of True 3rd Party Leads Every lead you or your dealership receives is a 3rd party lead. In this session Ken will go further into that statement and what exactly it means to you.
The Best Way To Handle Third Party Leads Phone calls, text messages and emails, Ken reviews some of the best practices for each when following up with internet leads.
Building A Strategy For Success Just like any other part of business success, it takes a strategy to get where you want to be. Ken talks about the importance of a documented internet lead strategy but also he gives an outline of what a successful strategy looks like.
That is just a small sample of what you can expect in this session of DPB.
Get Connected With Ken Potter * Connect with Ken on Twitter here. * Connect with Ken on Facebook here.
You Know The Drill, Now It's Your Turn The whole team at DPB can not thank you enough for all the support and love you have been giving us.
Whether you loved it, hated it, want more of it, or want something different , we want to hear your voice.
Sound off below with your thoughts, opinions, suggestions, questions, etc. and lets keep this conversation going.
See you next time ;)
Have You Checked Out Michael Cirillo's Best Selling Book "Don't Wait Dominate? * Get Michael's book here.
Connect With Team DPB * Connect with The Dealer Playbook on Twitter here. * Check out Michael Cirillo's blog here. * Check out Robert Wiesman's blog here. * Connect with Michael Cirillo on Twitter here. * Connect with Robert Wiesman on Twitter here.
Can you believe we've already been together for 70 episodes?!? Crazy, right?
In episode 70 of DPB, Michael brings you powerful advice that will help you thrive in your automotive career. What starts as a valid question, turns into a bit of a rant, but ultimately, those that listen to this episode and take the advice will find lasting, sustainable success.
Michael kicks off the show by asking a question. Why are you in business?
During a recent speaking engagement, Michael asked this same question to the audience. They answered much the same way anybody else might.
"To make more money!" or "To sell more cars!"
While those are definitely good reasons, Michael suggests it goes a layer deeper.
BRT = Build Relationships of Trust People do business with those that they both like and trust. If you don't work to have incredible, trusting relationships with your customers and community, how do you expect them to want to do business with you?
This is a challenge that many automotive sales professionals face. They struggle to build strong enough relationships with people, and that could be contributing to why sales aren't as plentiful as they could be.
That's not to suggest that the sales professional is entirely at fault.
This is where the rant begins...
Mass Media Perpetuates the Negative View of Dealers While there certainly are some dealers who have earned the negativity, it's not right to peg all dealers as shady and as con artists. Yet there are still so many articles and publications that suggest to the general population that they should be worried about dealing with you because you're not interested in them.
While the media really grinds Michael's gears in that regard, he suggests that it can be used as leverage to paint a happier picture for dealers.
Look at Jack in The Box. In this episode, Michael didn't have all the stats in front of him when he mentioned that their food killed someone. It was worse than that!
171 people were hospitalized with E. Coli poisoning, four children left dead. It has been referred to as the "Pearl Harbor" of the food industry!
Jack in The Box took that negative situation and turned it into a growing reputation. That's because they understood that when there is a problem, they have the power to fix it.
While dealers haven't had to deal with a situation as horrible as that, the negativity that surrounds dealers is pretty bad. Luckily, you have the power to fix it. To turn things around and prove to your market why you're different.
Mission Statement and Core Values Does your dealership have a mission statement and core values? If so, do you know what they are? Have you bought into them?
A set of strong core values and a thoughtful mission statement can be a great first step to differentiating your store from the competition. Especially if everyone on your team is aware and buys into them.
Money is the natural byproduct of being human! If your definition of success is predicated upon money alone, you're in for a long haul! The money will come naturally as you seek to enrich and enhance the life of those you serve.
You Know The Drill, Now It’s Your Turn The whole team at DPB can not thank you enough for all the support and love you have been giving us.
Whether you loved it, hated it, want more of it, or want something different, we want to hear your voice.
Sound off below with your thoughts, opinions, suggestions, questions, etc. and let’s keep this conversation going.
See you next time
Have You Checked Out Michael Cirillo’s Best Selling Book “Don’t Wait, Dominate” yet? * Get Michael’s book here.
Connect With Team DPB * Connect with The Dealer Playbook on Twitter here. * Check out Michael Cirillo’s blog here. * Check out Robert Wiesman’s blog here. * Connect with Michael Cirillo on Twitter here. * Connect with Robert Wiesman on Twitter here.
Welcome to session 69 of The Dealer Playbook Podcast! We are so glad you are here and we have a great episode for you!
In this session we are sitting down with a YouTube Certified professional specializing in audience growth and he is the founder of Video Creators, we are sitting down with Tim Schmoyer.
Tim is a monster when it comes to YouTube. His YouTube channel Video Creators TV has over a 100,000 subscribers and releases several new videos every week.
Tim has consulted with several major corporations with their YouTube strategy as well as small businesses across the country.
Every turn we make we are hearing people about how important video is in growing your business today. In this session Tim dives into the strategies you execute with your videos once you have uploaded them to YouTube.
Check out what Tim talks more about in this session.
The Secrets To Building An Audience On YouTube Tim breaks down his formula for what it takes to build a loyal audience for your brand using YouTube. Learn exactly what Tim does with his channel to keep it in front of his target audience.
The Types Of Videos Automotive Professionals Should Be Creating Tim jumps into the types of videos anyone in the car industry should be creating as well as why they should be creating them. Learn what types of videos work best on YouTube and why.
What Gets A Video Ranked Find out exactly what YouTube and Google look for in a video to decide if it should be ranked or not. Tim debunks some of the myths we have all heard when it comes to optimizing videos on YouTube.
Tim covers all that plus more in this session of DPB.
Get Connected With Tim Schmoyer Video Creators YouTube Channel
Video Creators Website
You Know The Drill, Now It's Your Turn
The whole team at DPB can not thank you enough for all the support and love you have been giving us.
Whether you loved it, hated it, want more of it, or want something different , we want to hear your voice.
Sound off below with your thoughts, opinions, suggestions, questions, etc. and lets keep this conversation going.
See you next time ;)
Have You Checked Out Michael Cirillo's Best Selling Book "Don't Wait Dominate?
Get Michael's book here.
Connect With Team DPB Connect with The Dealer Playbook on Twitter here.
Check out Michael Cirillo's blog here.
Check out Robert Wiesman's blog here.
Connect with Michael Cirillo on Twitter here.
Connect with Robert Wiesman on Twitter here.
Session 68 of DPB is a special edition and something new for us as well as you.
The great people at the Trillium Automotive Dealers Association (TADA) which is based out of Ontario invited team DPB to their amazing one day power session for dealers in Toronto called “Canadian Digital Dealer”.
Our friend Brent Wees who was the events MC got us hooked up with TADA and we got together to do something new for all of us over at DPB. We did this session live at Canadian Digital Dealer and we were able to get exclusive interviews with some of the elite speaker list and you can hear it all hear at DPB.
Big shout out to our new friends at TADA for making us seem so welcome. Great work guys!
Here is a quick preview of the speakers we sat down with.
Alan H Byrd from SCI Market View:
Alan Byrd is the President & Chief Executive Leader of SCI Market View, who specializes in automotive lead management.
Alan brings some super powerful insight when it comes to many aspects of a dealership and its digital strategy. He brings a lot of experience to the table and was a great interview.
Christi Olson of ISEM Consulting:
Prior to founding iSEM Consulting, she was the Director of Search at Point It, one of the Pacific Northwest’s largest independent search marketing agencies.
Christi has worked at both large enterprise clients and small start-ups including Expedia, Harry & David, Pointmarc, Decide.com and Microsoft.
Christi recently broke out onto her own and started her own agency but she is the former head of search for Microsoft. Christi delivers some super valuable insights when it comes to your paid ads strategy and she is for real a true expert.
That is just a preview of the content you will get in this super fun 2 part series.
Check Out TADA
Get connected with the insanely awesome people at TADA and make sure if you are a Canadian listener you think about attending the next one.
TADA Website
You Know The Drill, Now It's Your Turn
The whole team at DPB can not thank you enough for all the support and love you have been giving us.
Whether you loved it, hated it, want more of it, or want something different , we want to hear your voice.
Sound off below with your thoughts, opinions, suggestions, questions, etc. and lets keep this conversation going.
See you next time ;)
Have You Checked Out Michael Cirillo's Best Selling Book "Don't Wait Dominate?
Get Michael's book here.
Connect With Team DPB Connect with The Dealer Playbook on Twitter here.
Check out Michael Cirillo's blog here.
Check out Robert Wiesman's blog here.
Connect with Michael Cirillo on Twitter here.
Connect with Robert Wiesman on Twitter here.
Welcome back to the DPB Podcast session number 67. As always we have another powerful episode with another serious player. In this session we are sitting down with the “Hardcore Closer” Ryan Stewman.
Ryan is founder of the HardcoreCloser.com which is an amazing blog that is killing it right now. (over 2million monthly visitors) Ryan has a very unique approach to sales and that shines through on his blog.
Ryan has had experience selling cars but specializes in working with high level real estate brokers and mortgage lenders helping them market themselves and become the elite professional in their market place.
Here is a quick preview of this session.
Creating Videos That Close Prospects On Auto Pilot Ryan talks about the kind of videos he and his students create and exactly what they do with them. He discusses how to make the videos and lists off several types you can create.
Facebook Ad Ideas For Salespeople Ryan specializes in Facebook Ads and has used them to build his business. In this session he breaks down how you can use Facebook Ads to sell more cars and how to set them up.
Ryans 777 Facebook Strategy Ryan is nice enough to break down his Facebook prospecting strategy that costs nothing and if executed will sell you more cars. Ryan takes us through the steps and exactly how to get started doing it with your Facebook page.
That is just a preview of the power bombs Ryan Stewman delivers in this session.
Get Connected With The Hardcore Closer Hardcore Closer Website
Hardcore Closer Facebook
You Know The Drill, Now It's Your Turn
The whole team at DPB can not thank you enough for all the support and love you have been giving us.
Whether you loved it, hated it, want more of it, or want something different , we want to hear your voice.
Sound off below with your thoughts, opinions, suggestions, questions, etc. and lets keep this conversation going.
See you next time ;)
Have You Checked Out Michael Cirillo's Best Selling Book "Don't Wait Dominate?
Get Michael's book here.
Connect With Team DPB Connect with The Dealer Playbook on Twitter here.
Check out Michael Cirillo's blog here.
Check out Robert Wiesman's blog here.
Connect with Michael Cirillo on Twitter here.
Connect with Robert Wiesman on Twitter here.
Team DPB is back in episode 66 with another powerful session with an amazing guest to help you take your career in the automotive sales industry to the next level.
In this session team DPB is sitting down with NY Times Best Selling Author Mr. Michael Port.
Michael Port is the author of 5 best selling books including “Book Yourself Solid” “The Think Big Manifesto” and his newest book about to drop titled “Steal The Show”.
The Wall Street Journal has dubbed Michael Port a “marketing guru” and is one of the most sought out public speakers out there. Michael has been featured on virtually every television network sharing his expertise and is also a former professional actor.
Michael was nice enough to sit down with “The Dealer Playbook” to talk about his new book and share how “Stealing The Show” will help you do circles around anyone else in your market.
Quick Preview Of This Session
Should You Be A Chameleon? Everyone has heard the comparison of being a good sales person to a chameleon but is that really the approach you should be taking? Michael goes into this topic and settles this debate once and for all for automotive salespeople.
Adapting Your Voice To The Individual It is very important to find your voice and how to learn how you adapt your voice so it will appeal to the individual you are in front of without faking the funk.
Michael will break down some awesome tips and exercises on how you can easily find your voice and how you adapt it to the individual.
The Buying Experience Needs To Be Just That… An Experience The experience we create for the buyer is going to be a huge factor of whether or not they are going to buy from you. It is important to make your buyers experience theatrical. That is what sells.
Michael delivers some really cool ways you can knock your buyers socks off and steal the show!
All of that plus much more in this session of “The Dealer Playbook” Podcast.
Get More From Michael Port Michael Port’s Facebook
Michael Port’s Twitter
Michael Port’s Website
Steal The Show Book
You Know The Drill, Now It's Your Turn
The whole team at DPB can not thank you enough for all the support and love you have been giving us.
Whether you loved it, hated it, want more of it, or want something different , we want to hear your voice.
Sound off below with your thoughts, opinions, suggestions, questions, etc. and lets keep this conversation going.
See you next time ;)
Have You Checked Out Michael Cirillo's Best Selling Book "Don't Wait Dominate?
Get Michael's book here.
Connect With Team DPB Connect with The Dealer Playbook on Twitter here.
Check out Michael Cirillo's blog here.
Check out Robert Wiesman's blog here.
Connect with Michael Cirillo on Twitter here.
Connect with Robert Wiesman on Twitter here.
The Dealer Playbook Podcast is back with another new episode!
In session 65 we are sitting down with Personal Style Consultant extraordinaire Mr. Antonio Centeno founder of Real Men Real Style a insanely popular mens fashion and style blog.
The Importance of Your Appearance Like it or not the world has a tendency to judge a book by its cover you if you know what I mean, so it is important for you to present yourself in a style that works for you.
Antonio gives some super helpful tips to figure out what style is going to work for you to help you accomplish your goals.
The Truth About Beards A hot topic we see in forums and groups for sales people online is the whole facial hair controversy.
Is facial hair ok or is it a professional No-No?
Antonio delivers the truth about beards and other facial hairs.
The Best Shoe For The Job Like the topic of facial hair the best shoes for the job is another topic that sees a lot of chatter.
With shoes being one of the first things people notice an abundance of people judge the whole book just by the shoes so its important your shoe game is tight!
In the dealership life not only do your shoes have to look good they need to feel guide and perform good on that black top right?
Antonio gives some great advice on selecting the right shoe for you that will get the job done.
That is just the tip of the iceberg of what Antonio Centeno teaches us today. This session was a absolute blast and very educational. Antonio really knows his stuff and is always up for sharing it.
More From King of Style Antonio Centeno Check out his site:
Real Men Real Style
Check out Antonios YouTube channel packed with over 500 video tutorials regarding Men’s Style:
Real Men Real Style YouTube
You Know The Drill, Now It's Your Turn
The whole team at DPB can not thank you enough for all the support and love you have been giving us.
Whether you loved it, hated it, want more of it, or want something different , we want to hear your voice.
Sound off below with your thoughts, opinions, suggestions, questions, etc. and lets keep this conversation going.
See you next time ;)
Have You Checked Out Michael Cirillo's Best Selling Book "Don't Wait Dominate?
Get Michael's book here.
Connect With Team DPB Connect with The Dealer Playbook on Twitter here.
Check out Michael Cirillo's blog here.
Check out Robert Wiesman's blog here.
Connect with Michael Cirillo on Twitter here.
Connect with Robert Wiesman on Twitter here.
Welcome to session 64 of “The Dealer Playbook” Podcast and this bad boy is a killer episode.
In this session we are sitting down with one of the top bloggers in the world when it comes to Facebook Marketing for business the founder of Jon Loomer Digital Mr. Jon Loomer and he is going to talk about “ How To Build A Community of Loyal Followers Using Facebook”.
Jon Loomer is a Facebook marketing coach, author, speaker and strategist. He has used Facebook for business purposes for more than five years, the first time while with a major sports league in 2007.
In 2011, Jon launched Jon Loomer Digital to show business owners how to apply advanced strategies to build their business, drive leads and increase revenue through the use of Facebook.
In one year, Jon quickly established a Facebook Page with more than 7,500 active Facebook Fans. This Page, of course, is only one spoke in his overall strategy. The hub of Jon Loomer Digital is JonLoomer.com, a thorough resource of Facebook marketing tips, tutorials and analysis of breaking news. JonLoomer.com regularly gets more than 100,000 visitors per month and is ranked within the top 25,000 globally by Alexa.
Jon Loomer is one of the top Facebook experts out there and he drops some insanely awesome value bombs that will help you build your brand, a loyal audience of followers which of course will sell you more cars.
Quick Preview of This Session
How Brands Are Missing Out On Facebook Jon goes into how brands have it all wrong on Facebook and massive opportunities brands are completely missing out on. In this session Jon Loomer goes into what car dealers are doing wrong on Facebook and what they really should be doing.
The Power Of Marketing Helpful Content Not Marketing Sales Messages Jon delivers some great content ideas as well as why marketing and promoting valuable content not sales material will deliver better long term results which will sell you more cars. He also goes into exactly how to do it and what the budget looks like to do so.
Targeting & Retargeting On Facebook Jon unleashes some of his favorite strategies and tips for targeting the right people on Facebook as well as his best of best info when it comes to retarget marketing on Facebook. Killer information!
That is just a small small dose of some of the killer content and value Jon Loomer delivers in this session.
Get More & Get Connected With Jon Loomer Jon Loomers Facebook
Jon Loomers Website
You Know The Drill, Now It's Your Turn
The whole team at DPB can not thank you enough for all the support and love you have been giving us.
Whether you loved it, hated it, want more of it, or want something different , we want to hear your voice.
Sound off below with your thoughts, opinions, suggestions, questions, etc. and lets keep this conversation going.
See you next time ;)
Have You Checked Out Michael Cirillo's Best Selling Book "Don't Wait Dominate?
Get Michael's book here.
Connect With Team DPB Connect with The Dealer Playbook on Twitter here.
Check out Michael Cirillo's blog here.
Check out Robert Wiesman's blog here.
Connect with Michael Cirillo on Twitter here.
Connect with Robert Wiesman on Twitter here.
We are back with session 63 and this is going to be a powerhouse episode!
In this session of “The Dealer Playbook” we are sitting down with #TheInstagramExpert Sue B. Zimmerman and she is going to drop some bombs on you to help you sell more cars using Instagram.
Sue B. is the #instagramexpert, founder of Insta-Results (the world's first comprehensive online Instagram course) and author of the #1 e-book Instagram Basics for your Business.
She's a popular CreativeLive instructor, powerful speaker on prominent stages like SMMW15 and highly sought after business coach.
She's passionate about teaching entrepreneurs and marketing professionals how to easily leverage the power of Instagram to get tangible business results. As a serial entrepreneur, Sue B. has started over eighteen businesses, including her own boutique SueB Do, Boxer Rebellion and Sue B.
Zimmerman Enterprise. With her extensive knowledge in social media and 30+ years of business experience, it's Sue B.'s mission to teach, mentor and empower others to be highly successful entrepreneur.
1.Your Business Strategy Sue breaks down the importance of your dealerships or personal brands strategy and how you incorporate that into your Instagram strategy to sell you more cars.
2. The Importance Of Your Instagram Profiles Bio Sue reviews the importance of your profiles bio and gives some amazing tips on how to create your bio so it is clear on what you do and for whom. This is an important piece to your Instagram strategy and Sue is nice enough to break down how to make a killer bio for your Instagram account.
3. Types Of Photos You Need To Post On Your Instagram You will be surprised that a lot of us are probably not posting the right kind of content to our Instagram accounts. Sue goes into detail on the kind of posts you need to be posting and how you never should be trying to sell via your photos/videos.
That is just a small taste of the awesome information about Instagram and how it will grow your automotive dealership or your business within a business selling cars.
Get more from Sue B. Zimmerman Sues Website https://suebzimmerman.com/
@InstagramExpert on Instagram
You Know The Drill, Now It’s Your Turn The whole team at DPB can not thank you enough for all the support and love you have been giving us.
Whether you loved it, hated it, want more of it, or want something different , we want to hear your voice.
Sound off below with your thoughts, opinions, suggestions, questions, etc. and lets keep this conversation going.
See you next time
Connect With Team DPB Connect with The Dealer Playbook on Facebook here. Check out Michael Cirillo’s blog here.
Check out Robert Wiesman’s blog here.
Connect with Michael Cirillo on Twitter here.
Connect with Robert Wiesman on Twitter here.
Follow The Dealer Playbook On Instagram @dealerplaybook
Follow Michael Cirillo On Instagram @michaelcirillo
Follow Robert Wiesman On Twitter @robertwiesman
Check This Out Want To Know Why Automotive OEMs Outsource Their Digital Marketing? Click Here And Find Out!
Session 62 is here and we are fired up over at team DPB! You are going to love the actionable information you are going to get in this session!
Michael & Robert are flying solo and are discussing 5 ideas to leverage Periscope to build your audience.
Now in case you have been out of pocket for a hot minute I will give you a quick description of Periscope…
It allows you to live stream video to your Twitter audience. Pretty dope right?
Now Periscope although fairly new, tons of people are leveraging it to grow their audience which in turn grows their business. Players like Grant Cardone and Gary Vaynerchuk have been lighting it up on Periscope and you can to.
Here is a quick look at 5 Creative Ways To Use Periscope To Grow Your Brand In Car Sales - Product Demonstrations
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Turn your Periscope session into multiple types of content
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Report on breaking news
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Live Q & A with enthusiasts and possible new customers
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Live interview/review from customers, and other interview opportunities hanging around your dealership
In the episode Michael & Robert go deeper into each idea and give a very detailed breakdown so you can get started with Periscope today!
You Know The Drill, Now It’s Your Turn
The whole team at DPB can not thank you enough for all the support and love you have been giving us.
Whether you loved it, hated it, want more of it, or want something different , we want to hear your voice.
Sound off below with your thoughts, opinions, suggestions, questions, etc. and lets keep this conversation going.
See you next time
Connect With Team DPB
Connect with The Dealer Playbook on Facebook here.
Check out Michael Cirillo’s blog here.
Check out Robert Wiesman’s blog here.
Connect with Michael Cirillo on Twitter here.
Connect with Robert Wiesman on Twitter here.
Check This Out DPB 050: How To Make Your Dealership More You'seful w/Jay Baer
Want To Know Why Automotive OEMs Outsource Their Digital Marketing? Click Here And Find Out!
DPB is back at with session 61 and this is not one to miss!
In this session we dive into one of the most overlooked /under utilized tools for building awareness to your brand and building a audience online…
We are talking about blogging and the insanely awesome way how you can use it to really thrive online in your market.
So to cover this topic we sit down with one of the best in the world…
Mr Neil Patel.
In case you not dialed in on Mr. Neil Patel here is a quick introduction. Neil Patel is the co-founder of Crazy Egg, Hello Bar and KISSmetrics. He helps companies like Amazon, NBC, GM, HP and Viacom grow their revenue. The Wall Street Journal calls him a top influencer on the web, Forbes says he is one of the top 10 online marketers, and Entrepreneur Magazine says he created one of the 100 most brilliant companies in the world.
Neil was recognized as a top 100 entrepreneur under the age of 30 by President Obama and one of the top 100 entrepreneurs under the age of 35 by the United Nations. Neil has also been awarded Congressional Recognition from the United States House of Representatives.
Neil is active and super popular blogger mostly over at NeilPatel.com and is banking 80-90 thousand unique blog readers a month. That is amazing!
Here is a quick preview I what you can expect from Neil Patel in this session - Key points to growing a powerful targeted audience with blogging
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The type of blog posts that get the best results
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The blog writing strategy Neil uses for his posts
That is just a quick taste of some of the nuggets Neil Patel delivers in this rapid fire session.
Be sure to get hooked up with Neil Patel Neils Blog
Neils Twitter
Quicksprout
You Know The Drill, Now It's Your Turn
The whole team at DPB can not thank you enough for all the support and love you have been giving us.
Whether you loved it, hated it, want more of it, or want something different , we want to hear your voice.
Sound off below with your thoughts, opinions, suggestions, questions, etc. and lets keep this conversation going.
See you next time ;)
Have You Checked Out Michael Cirillo's Best Selling Book "Don't Wait Dominate?
Get Michael's book here.
Connect With Team DPB Connect with The Dealer Playbook on Twitter here.
Check out Michael Cirillo's blog here.
Check out Robert Wiesman's blog here.
Connect with Michael Cirillo on Twitter here.
Connect with Robert Wiesman on Twitter here.
Diving into session 60 of “The Dealer Playbook” Podcast and we are so excited you are here!
In this session we have decided to shake it up a tad and do something new.
We compiled 5 amazing professionals in the auto industry and we call them on the fly and ask them just one question. The best part is none of them knew we were going to be calling.
This session was lots of fun and is something we will definitely be doing again in the future.
Here are the 5 thought leaders of the industry we called on the fly “live” and the question we asked that individual: Danny Benites Danny is the General Manager of Greg Lair Buick GMC in Amarillo Texas and a very sought after speaker at auto industry events across the country. Danny is the kind of GM most sales people/sales manager would love to work for. He brings an outside the box approach to everything he does and is lighting it up in the Amarillo Texas market.
Dannys Question What is the best way to get more productivity out of your team?
Craig Lockerd Craig is a true expert when it comes to art of recruiting staff for your dealership. He is the founder and president of AutoMax Recruiting the auto industries number one staffing/training agency and is also a sought after speaker/presenter for automotive industry events and seminars. This guy is the real deal. Hands down.
Craigs Question What is the number one recruiting tip you can give to auto dealers?
Fran Taylor Next up is Mr. Fran Taylor aka “The King of Prospecting” and founder/CEO of Fran Taylor Techniques and also the founder of the 30 Sales A Month Facebook Group.Fran has been around the auto industry for many many years and has trained thousands of sales professionals around the world on how to sell more cars. Fran was selling 50 cars a month in his day and has some of the best prospecting techniques in the industry that will help you sell cars while you sleep!
Frans Question What is the best prospecting tip that is working for sales people?
Glenn Pasch Glenn is a wealth of knowledge when it comes to the topic of leadership. He is also the CEO of PCG Digital Marketing a full service digital marketing agency and is also a partner at PCG Consulting. Glenn goes the extra mile for auto dealerships to help them stay ahead of the pack. Glenn is razor sharp.
Glenns Question What is the number one leadership skill people need to implement NOW?
Mike Davenport Also known as “The Louisville Chevy Dude” Mike is in beast mode 24/7! He is the #1 sales champion at Bachman Chevrolet in Louisville Kentucky and is a top performer for Chevy across the country. Mike is known for creative and persistent follow up that really works.
Mikes Question What is the best follow up technique you are using to get customers to come back to the dealership?
This session was jam packed with power house info so be sure to listen so you can get each power players response to the question we asked.
Connect With Fab Five Connect with Danny Benites
Connect with Craig Lockerd
Connect with Fran Taylor
Connect with Glenn Pasch
Connect with Mike Davenport
Check out these 5 amazing professionals sessions of DPB from the past DPB 006: Bring It Home Getting The Most Out Of Workshops & Seminars w/Danny Benites
DPB 002: Recruiting Tips For Automotive Dealers w/Craig Lockerd
DPB 029: The Lost Art Of Sales Prospecting w/ Fran Taylor
DPB 039: Why You Should Unify Your Marketing Efforts w/ Glenn Pasch
DPB 045: What It Takes To Sell 30 Cars A Month w/ Mike Davenport
You Know The Drill, Now It's Your Turn
The whole team at DPB can not thank you enough for all the support and love you have been giving us.
Whether you loved it, hated it, want more of it, or want something different , we want to hear your voice.
Sound off below with your thoughts, opinions, suggestions, questions, etc. and lets keep this conversation going.
See you next time ;)
Have You Checked Out Michael Cirillo's Best Selling Book "Don't Wait Dominate?
Get Michael's book here.
Connect With Team DPB Connect with The Dealer Playbook on Twitter here.
Check out Michael Cirillo's blog here.
Check out Robert Wiesman's blog here.
Connect with Michael Cirillo on Twitter here.
Connect with Robert Wiesman on Twitter here.
Welcome to “The Dealer Playbook” Podcast session 59! We are super excited and ready to dive in!
In this session we have one of our good friends sitting down with us Mr. Brent Wees.
Brent Wees is a Partner and Client Service Director at Powered by Dashboard, a digital automotive product incubator in Toronto, Canada. A fixture in the Canadian automotive digital landscape for over a decade, Brent cut his teeth in the vertical as an account and strategic lead on the Ontario Toyota Dealer Association's digital advertising mandates.
Brent has also been a featured speaker at automotive events on both sides of the border. Brent's energetic, comedic and uniquely engaging presentation style keeps him in demand at events such as the Innovative Dealer Summit, Driving Sales Executive Summit and the Digital Dealer Conference Series.
In our conversation with Brent he dives into “gamification” and how you can use it to up your conversions online.
Check out this quick preview of our conversation with Brent Wees - What is “Gamification” and how you can benefit from it.
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Examples of “Gamification” strategies that a working for auto dealers.
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Why “Gamification” is a easy way to increase conversions and help you stand out from the crowd.
This session was a blast and that is just a taste of some of the awesome information Brent Wees delivers in this podcast.
Get connected with Brent Wees Brent Wees Twitter
Convert With Octane
You Know The Drill, Now It's Your Turn
The whole team at DPB can not thank you enough for all the support and love you have been giving us.
Whether you loved it, hated it, want more of it, or want something different , we want to hear your voice.
Sound off below with your thoughts, opinions, suggestions, questions, etc. and lets keep this conversation going.
See you next time ;)
Have You Checked Out Michael Cirillo's Best Selling Book "Don't Wait Dominate?
Get Michael's book here.
Connect With Team DPB Connect with The Dealer Playbook on Twitter here.
Check out Michael Cirillo's blog here.
Check out Robert Wiesman's blog here.
Connect with Michael Cirillo on Twitter here.
Connect with Robert Wiesman on Twitter here.
DPB is back with session 58 and we are pumped up!
So sorry for missing you last week, we suffered I guess you could say some technical difficulties but “The Dealer Playbook” is back with some serious fire for you to update your toolbox!
In this session it is Michael Cirillo and Robert Wiesman unleashing 4 amazing tools that will get things “on and popping” for your business.
Michael and Robert discuss 4 advanced marketing tools that the savviest of the savviest marketers are implementing into their businesses. Both Michael and Robert use some if not all of these tools.
Now you’re about to get 4 game changing tools but it gets better… There is actually a checklist of 12 yes you heard me right 12 total lethal tools that will help you grow your business.
Click Here to Subscribe">Get all 12 tools here… It’s FREE!
Let’s dive in and see exactly what these 4 tools are and what they do for you.
Four Tools That Will Help Car Pro’s Dominate Online 1. Hemingway
One of the biggest reasons team DPB hears why car sales people are not blogging or creating content, is because they are not confident in their writing skills. Sound about right?
This tool nips that excuse in the bud! Check this one out and add it to your toolbox.
Check out Hemingway (link)
2. LeadPages
LeadPages is one of the best tools out there! This bad boy makes it easy like the “Easy Button” to create landing pages, opt in pages, and sooooooo much more.
This is one of our favorite tools and it is super easy to use.
Check out LeadPages (Link)
Check out "The Dealer Playbook" Podcast session 41 with Lead Pages Conversion Educator Tim Paige here.
3. Soovle
This wicked tool will make it easy to get suggestions from the search engines on what people in your market are searching for online.
Based off the keywords you are targeting Soovle will spit you back additional suggestions of problems or questions your market place is online looking for.
It is like a crystal ball for the internet… And it’s FREE!
Check out Soovle
4. Fiveer
If you have not tapped into Fiverr yet you are missing out! You can farm out so many pain in the rear tasks there for great prices that will be better than what your doing now! Sorry but just trying to show you the value of this tool.
Fiver can take some must do tasks off your plate.
Check out Fiverr
There you go 4 of 12 advanced marketing tools that you can start using to grow your brand and business right now.
Click Here to Subscribe">Get access to the 12 Tools Checklist here.
Be one of the first 5 people to leave a review for the “The Dealer Playbook” Podcast here then tweet here the word “done” and you will get a free personally signed copy of Michael Cirillo’s best selling book “Don’t Wait Dominate” on the house… FREE
This book will show you what exactly to do with these 12 tools and “How To Get It On & Popping!
You Know The Drill, Now It's Your Turn
The whole team at DPB can not thank you enough for all the support and love you have been giving us.
Whether you loved it, hated it, want more of it, or want something different , we want to hear your voice.
Sound off below with your thoughts, opinions, suggestions, questions, etc. and lets keep this conversation going.
See you next time ;)
Have You Checked Out Michael Cirillo's Best Selling Book "Don't Wait Dominate?
Get Michael's book here.
Connect With Team DPB Connect with The Dealer Playbook on Twitter here.
Check out Michael Cirillo's blog here.
Check out Robert Wiesman's blog here.
Connect with Michael Cirillo on Twitter here.
Connect with Robert Wiesman on Twitter here.
Welcome to session 57 of “The Dealer Playbook” Podcast, we are so glad you are here!
You are going to love todays session because it is on a hot topic we get asked about all the time…This session is about social media and growing your business using it the right way.
Our guest is NY Times Best Selling Author Dave Kerpen.
Now for those of you that don’t know who Dave is here is a quick intro for you…
Dave Kerpen is the CEO of Likeable Local. He is also the co-founder and chairman of Likeable Media and theNew York Times best-selling author of Likeable Social Media and Likeable Business.
Dave has worked with thousands of businesses, from small business to Fortune 500 companies tap into the power of executing social media the right way. He is the man!
Here is a quick taste of some of the power info Dave unleashes in this session. - The importance of listening to your customers on social media channels.
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How to delight your audience with your social media.
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Digging into which social networks you should be active on
That again is just a small tease of the direction this conversation with Dave Kerpen went in.
Get connected with Dave Kerpen and get more super valuable content and insights from him Dave’s Facebook
Dave’s Twitter
Likeable Hub
Get Dave’s Book
You Know The Drill, Now It's Your Turn
The whole team at DPB can not thank you enough for all the support and love you have been giving us.
Whether you loved it, hated it, want more of it, or want something different , we want to hear your voice.
Sound off below with your thoughts, opinions, suggestions, questions, etc. and lets keep this conversation going.
See you next time ;)
Have You Checked Out Michael Cirillo's Best Selling Book "Don't Wait Dominate?
Get Michael's book here.
Connect With Team DPB Connect with The Dealer Playbook on Twitter here.
Check out Michael Cirillo's blog here.
Check out Robert Wiesman's blog here.
Connect with Michael Cirillo on Twitter here.
Connect with Robert Wiesman on Twitter here.
Boom!!! Back just like that is session 56 of the “The Dealer Playbook” Podcast and this is a killer session!
The art of building a strong and large network is an invaluable skill that will not only sell you more cars more often, it will open doors to so many amazing opportunities.
The biggest issue is a lot of people just do not know how to network properly. It is not networking swinging into your local “Rotary Meeting” handing out business cards.
There is so much more to it and todays guest Jordan Harbinger dives into the do’s and don’ts of “Personal Networking”.
Jordan Harbinger is an American lawyer turned Social Dynamics expert and Entrepreneur.
He’s the owner and co-founder of The Art of Charm, which is a dating and relationships coaching company – as well as a top 50 podcast on iTunes – which he’s been hosting for over 8 years now.
Jordan has spent several years abroad in Europe and the developing world, including South America, Eastern Europe and the Middle East, and speaks several languages. He has also worked for various governments and NGOs overseas, traveled through war-zones and been kidnapped -twice. He’ll tell you; the only reason he’s still alive and kicking is because of his ability to talk his way into (and out of), just about any type of situation.
Here is a quick preview of what Jordan discusses in this session: - The true potential of your Personal Network
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The biggest mistakes made in Personal Networking
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How to grow and monetize your network
That is just a small dose of what Jordan Harbinger discusses in this session.
Make sure to connect with Jordan Harbinger and for sure check out his Podcast Jordan Harbinger's Twitter
Art Of Charm Podcast
Jordan's Website
You Know The Drill, Now It's Your Turn The whole team at DPB can not thank you enough for all the support and love you have been giving us.
Whether you loved it, hated it, want more of it, or want something different , we want to hear your voice.
Sound off below with your thoughts, opinions, suggestions, questions, etc. and lets keep this conversation going.
See you next time ;)
Connect With Team DPB Connect with The Dealer Playbook on Twitter here.
Check out Michael Cirillo's blog here.
Check out Robert Wiesman's blog here.
Connect with Michael Cirillo on Twitter here.
Connect with Robert Wiesman on Twitter here.
Team DPB is back with another scorching session for this scorching hot summer 2015! The topic of “content” and “content marketing” come up a lot here on DPB but thats because there is such an opportunity for dealers and car pro’s to snag some lowing hanging fruit!
Not many of your competitors in the auto industry are tapping into the power of content marketing so team DPB wants to give you the upper hand!
That being said lets dive into session 55 guest. When it comes to “Content Marketing” Joe Pulizzi is the Godfather!
Joe Pulizzi is founder of “Content Marketing Institute”, the leading education and training organization for content marketing, which includes the largest in-person content marketing event in the world,“Content Marketing World” Joe’s third book,”Epic Content Marketing”was named one of “Five Must Read Books of 2013“ by Fortune Magazine.
Joe’s company and himself are leading authorities when it comes to content marketing and he has helped loads of companies large and small kill it with content marketing.
Quick Preview Of Joe Pulizzi’s Session - The importance of a Car Sales Pro building his/her own audience
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Finding your detailed niche that you will become the leading authority on
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The most important components of your content marketing strategy
That is just a small taste of the killer content and hacks Joe P is bring to you the DPB family.
Get More From Joe Pulizzi Joe’s Pulizzi's Twitter
Joe Pulizzi’s Blog
Joe's Comapany Content Marketing Institute
Joe’s Book “Epic Content Marketing”
Joe’s Podcast Content Inc.
You Know The Drill, Now It's Your Turn The whole team at DPB can not thank you enough for all the support and love you have been giving us.
Whether you loved it, hated it, want more of it, or want something different , we want to hear your voice.
Sound off below with your thoughts, opinions, suggestions, questions, etc. and lets keep this conversation going.
See you next time ;)
Connect With Team DPB Connect with The Dealer Playbook on Twitter here.
Check out Michael Cirillo's blog here.
Check out Robert Wiesman's blog here.
Connect with Michael Cirillo on Twitter here.
Connect with Robert Wiesman on Twitter here.
Welcome back players! We are just kicking off Summer 2015 and as usual we are bringing you some heat here on “The Dealer Playbook” Podcast.
In this session we are diving into the art of branding with international branding expert Mr. Nick Nanton.
Nick is a 3-Time Emmy Award Winning Director, Producer and Filmmaker, Nick Nanton, Esq., is known as the Top Agent to Celebrity Experts® around the world for his role in developing and marketing business and professional experts, through personal branding, media, marketing and PR.
Nick serves as the CEO of The Dicks + Nanton Celebrity Branding Agency, an international branding and media agency with more than 2200 clients in 33 countries. Nick has produced large scale events and television shows with the likes of Steve Forbes, Brian Tracy,Bill Cosby, President George H.W. Bush, Jack Canfield (Creator of the Chicken Soup for the Soul Series), Michael E. Gerber, Tom Hopkins and many more.
Nick is recognized as one of the top thought-leaders in the business world, speaking on major stages internationally and having co-authored 36 best-selling books, including the Wall Street Journal Best-Seller, StorySelling™.
Nick has been seen in USA Today, The Wall St. Journal, Newsweek, BusinessWeek, Inc. Magazine, The New York Times, Entrepreneur® Magazine, Forbes, FastCompany.com. and has appeared on ABC, NBC, CBS, and FOX television affiliates around the country, as well as E!, CNN, FOX News, CNBC, MSNBC and hosts his own series on the Bio! channel, Portraits of Success.
In this session Nick talks more about: - The power of your brands “Story of Origin”.
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An easy to follow framework you can use to tell your brands “Story of Origin”.
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Tips on how to make your story “stick” with your audience.
Get more power house info from Nick Nanton Celebrity Branding Agency
Nick’s Twitter
You Know The Drill, Now It's Your Turn The whole team at DPB can not thank you enough for all the support and love you have been giving us.
Whether you loved it, hated it, want more of it, or want something different , we want to hear your voice.
Sound off below with your thoughts, opinions, suggestions, questions, etc. and lets keep this conversation going.
See you next time ;)
Connect With Team DPB Connect with The Dealer Playbook on Twitter here.
Check out Michael Cirillo's blog here.
Check out Robert Wiesman's blog here.
Connect with Michael Cirillo on Twitter here.
Connect with Robert Wiesman on Twitter here.
Welcome to “The Dealer Playbook” session number 53 and we are so excited that you are here.
In our latest offering we are sitting down with “your favorite bloggers, favorite blogger”, a professional blogger that has been making it happen in the blog game since well before they even called it blogging in fact…
Founder and creator of the “Blog Marketing Academy” and also one of Team DPB’s favorite podcasts “Coffee Break Blogging”…
Mr. David Risley!!
David is one of the most sought after experts when it comes to blogging for business and in this session of The Dealer Playbook he dives into “How To Blog The Right Way To Grow Your Business”.
In the auto industry especially we hear so many different strategies and tips from so called “experts” it makes it easy for todays car sales professionals and or auto dealers to be well… Unsure when it comes to blogging.
If you want to learn more about this sessions guest David Risley check his bio: http://www.blogmarketingacademy.com/about-david-risley/
Here is a quick preview of what you will learn more about in this session: - How a committed blogging strategy can sell you more cars.
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How you can generate an insane amount of leads in your marketplace with blogging.
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How to engage with and handle the leads you generate from blogging.
You will get all that and so much more in this action packed session of The Dealer Playbook Podcast.
Learn More About Blogging From David Risley Click here for Blog Marketing Academy
Click For Coffee Break Blogging Podcast
You Know The Drill, Now It's Your Turn The whole team at DPB can not thank you enough for all the support and love you have been giving us.
Whether you loved it, hated it, want more of it, or want something different , we want to hear your voice.
Sound off below with your thoughts, opinions, suggestions, questions, etc. and lets keep this conversation going.
See you next time ;)
Connect With Team DPB Connect with The Dealer Playbook on Twitter here.
Check out Michael Cirillo's blog here.
Check out Robert Wiesman's blog here.
Connect with Michael Cirillo on Twitter here.
Connect with Robert Wiesman on Twitter here.
Back from a short 2 week hiatus it is The Dealer Playbook episode 52 and we are super excited and pumped to be back at it.
Today we are sitting down with Paul d Vries founder of Nieuweautokopen.nl located in Holland. Paul is one of the most influential automotive professionals in all of Holland and has an amazing story of amazing success as a auto dealer and later as the founder of Nieuweautokopen.nl, (New Car Buying) which just in the beginning of this year he sold to eBay.
Here is a quick preview of the topics we discussed with Paul in this session. - Paul goes into his story about how he went from pumping gas to owning a dealership in only 5 years.
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What Paul did to make his dealership one of the top producing dealerships in all of Europe and how he was able to stand out in a cluttered market.
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The power of process when it comes to internet leads and the exact process Paul implements.
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How he built the Nieuweautokopen.nl brand from scratch with zero marketing budget to getting on eBays radar enough for them to purchase the company from him.
This was a really good time chatting with Paul and that is just a small taste of some of the awesome information he drops in this session for your listening pleasure.
Connect with Paul d Vries for more powerful incite and information to help you sell more cars. Paul d Vries Twitter
Nieuweautokopen.nl
Here is the link to the book discussed in this session “Invisible Selling Machine” by online marketing guru Ryan Deiss.
You Know The Drill, Now It's Your Turn The whole team at DPB can not thank you enough for all the support and love you have been giving us.
Whether you loved it, hated it, want more of it, or want something different , we want to hear your voice.
Sound off below with your thoughts, opinions, suggestions, questions, etc. and lets keep this conversation going.
See you next time ;)
Connect With Team DPB Connect with The Dealer Playbook on Twitter here.
Check out Michael Cirillo's blog here.
Check out Robert Wiesman's blog here.
Connect with Michael Cirillo on Twitter here.
Connect with Robert Wiesman on Twitter here.
Episode 51!
In the past few sessions we have had some super guests discussing some insanely valuable strategies and tactics.
In episode 49 “The Sales Lion” Marcus Sheridan said we need to be the “Wikipedia” of what we do. He dove into how big of a mistake dealers are making buy allowing the Edmunds and Cars.com etc. produce all the content.
Check out Marcus Sheridan’s appearance on DPB here.
Then if you heard episode 50 with Convince & Convert founder and best selling author of the book “Youtility” said we don’t need to be the “Wikipedia” about cars, but producing content people are interested in every day. Not just when they are in market.
Check out Jay Baer’s appearance of DPB here.
Do those sound like opposing strategies? Well in this session we dive face first into how you can marry these strategies together and how it will benefit your dealership.
Here is a preview of a easy two step process that will take your content creation to the next level.
- Google Trends This powerful tool will help you dial into your specific region and what topics are popular with them online. This is a crucial first step in creating a powerful content marketing strategy. Michael Cirillo breaks down the step by step process in this session.
Get dialed into Google Trends here.
- Keyword Tool Once you have done what Michael discusses in the step above you will take that information and plug it into a Keyword Tool. KeywordTool.io is the one Michael is using but if you have another preference you can use that as well. You will learn how a keyword tool works and how you will work into your content strategy.
Michael Cirillo’s favorite keyword tool here.
- Content Editorial Calendar Once you have the “hot topics” in your region you need to hammer out the content. Michael delivers some powerful tips to help you create awesome content and how a editorial calendar will make your content strategy better and easier.
That is just a taste of the valuable and actionable content that this episode is packing! Let us I know what you think!
You Know The Drill, Now It's Your Turn The whole team at DPB can not thank you enough for all the support and love you have been giving us.
Whether you loved it, hated it, want more of it, or want something different , we want to hear your voice.
Sound off below with your thoughts, opinions, suggestions, questions, etc. and lets keep this conversation going.
See you next time ;)
Connect With Team DPB Connect with The Dealer Playbook on Twitter here.
Check out Michael Cirillo's blog here.
Check out Robert Wiesman's blog here.
Connect with Michael Cirillo on Twitter here.
Connect with Robert Wiesman on Twitter here.
Welcome to session 50 of “The Dealer Playbook” podcast and first thing is first we wanted to thank you for your support of this show! It has been a blast so far!
So for this big 50 we have a very special guest who rocks the house in this session Mr. Jay Baer from “Convince & Convert.”
About Our Guest: Jay Baer has spent 20 years in digital marketing, consulting for more than 700 companies during that period, including 30 of the FORTUNE 500. His current firm – Convince & Convert – provides social media and content marketing advice and counsel to leading companies such as Oracle, Salesforce.com, California Tourism, Billabong, Hardee’s, DOLE and more.
His second book, Youtility: Why Smart Marketing is About Help not Hype, was #3 on the New York Times business best seller list, and a runaway #1 Amazon best seller. Jay speaks approximately 50 times per year world-wide, often with lessons about how businesspeople can use today’s shifts in technology and consumer expectation to make their companies more USEFUL.
Jay’s Convince & Convert blog was named the world’s #1 content marketing blog by the Content Marketing Institute, and is visited by more than 200,000 marketers each month. Jay also hosts and produces the Social Pros podcast, which is downloaded 25,000 times monthly.
Preview Of This Session: Here is a quick preview of what Jay Baer discusses in this power packed episode.
The Importance Of A Video Content Strategy: In todays progressive market people just do not want to read (well most people). People want to watch video on their smart phones. It is crucial for your content marketing strategy to have a heavy focus on video. Jay dives deeper into creating a unique video content strategy.
Repackaging One Piece Of Content Into Several Different Types Of Content On Several Different Platforms: Jay Baer breaks down his content marketing strategy in detail on how he takes one piece of 3 minute video and turns it into 9 different pieces on 9 different platforms. So awesome.
Why your marketing efforts should be about help not hype: Jay spends a good amount of time discussing the importance of helping your customers with your content not hyping them up to buy. By helping and assisting them when they are not looking to buy when they are ready they will think of you. Jay Baer dives deeper into how you can do the same at your dealership whether you are a dealer or car pro.
That is just a small taste of what you will get out of this awesome session with Jay Baer.
Get More From Jay Baer: Jay Baer on Facebook
Convince & Convert Blog
Check out Jay’s book Youtility
You Know The Drill, Now It's Your Turn The whole team at DPB can not thank you enough for all the support and love you have been giving us.
Whether you loved it, hated it, want more of it, or want something different , we want to hear your voice.
Sound off below with your thoughts, opinions, suggestions, questions, etc. and lets keep this conversation going.
See you next time ;)
Connect With Team DPB Connect with The Dealer Playbook on Facebook here.
Check out Michael Cirillo's blog here.
Check out Robert Wiesman's blog here.
Connect with Michael Cirillo on Twitter here.
Connect with Robert Wiesman on Twitter here.
Welcome to “The Dealer Playbook session #49 and we are so glad you are here. We have a exciting session on deck for you today and we are excited to dive in!
You are going to love our guest today. In this session we are sitting down with the brilliant Marcus Sheridan of The Sales Lion and he is dropping some powerful insight and nuggets that will help grow your business.
Here is a little bit about our guest Marcus Sheridan Marcus Sheridan, with boundless energy and contagious enthusiasm, helps business embrace the power of inbound and content marketing. The Sales Lion website is a information hub for small/ medium business owners who are lovers of personal development. The Sales Lion helps individuals and business alike throughout the world find more ways to be successful in their sales/marketing/web 2.0 efforts.
Here is a quick preview of what you will learn more about here.
Addressing the buyers fears Marcus goes into detail about how used car giant Car Max embraced reality, identified their customers fears and offered solutions to eliminate those fears.
Understanding todays consumers buying habits The habits and routines of car buyers is obviously changed over the years. Marcus goes deep into how consumer ignorance is not a viable sales and marketing strategy.
Why you need to have the teachers mentality Be the go to source of information in your market. Your site needs to be the Wikipedia of its industry. Marcus gives some awesome examples and tips of how you need to be a teacher in your market.
That is just a quick preview of some of the power bombs Marcus Sheridan drops on this DPB session.
Get connected with Marcus Sheridan Marcus Twitter
Sales Lion Website
Get the free eBook from The Sales Lion here
You Know The Drill, Now It's Your Turn The whole team at DPB can not thank you enough for all the support and love you have been giving us.
Whether you loved it, hated it, want more of it, or want something different , we want to hear your voice.
Sound off below with your thoughts, opinions, suggestions, questions, etc. and lets keep this conversation going.
See you next time ;)
Connect With Team DPB Connect with The Dealer Playbook on Facebook here.
Check out Michael Cirillo's blog here.
Check out Robert Wiesman's blog here.
Connect with Michael Cirillo on Twitter here.
Connect with Robert Wiesman on Twitter here.
BOOM!!! Welcome to “The Dealer Playbook” podcast we are so honored you are here! We are diving into session 48 and you are going to love this one!
Today we are joined by video/digital marketing Jedia Mr. Gideon Shalwick founder of VeeRoll.com as well as Splasheo.com and he is bringing the thunder!
Now team DPB has been following and engaged with Gideon for some time and you also might have been but for those that have not… Here is some more about who Gideon is and why you should tune into what he has to say:
Gideon Shalwick is a self-confessed YouTube junkie and loves anything to do with video marketing and building a global audience using video. He is co-founder of Veeroll.com, the world’s first ever YouTube video ads management platform, to completely automate and optimize the whole YouTube Video Ad creation process and allow every day businesses to start leveraging incredibly affordable, but extremely targeted traffic on YouTube. He also freely shares his knowledge about video marketing.
Here is a quick preview of what you will learn more about in this session.
What makes people BUY? Gideon has a amazing track record of building businesses and selling products online and has an amazing knowledge base of todays online consumer. In this session he dives deep into what makes online shoppers tick and how to get them to become your customers.
Gideon Shalwick’s top YouTube marketing tips Gideon is one of the top experts in the world when it comes to YouTube marketing and he breaks down his top tips that you can implement right now to kick your YouTube game up a notch.
YouTube Video Ads YouTube video ads are a super affordable way to get in front of a highly targeted audience. Gideon has had amazing success with YouTube Ads and in this session he reviews his best practices as well as how to make the process easier and faster. This you can not miss!
That is just a preview of the amazing YouTube information Gideon shares in this session that will automatically separate you from the pack.
To get more from Gideon
Gideons Websit
Check out VeeRoll to streamline your Video Ads here. http://veeroll.com/
You Know The Drill, Now It's Your Turn The whole team at DPB can not thank you enough for all the support and love you have been giving us.
Whether you loved it, hated it, want more of it, or want something different , we want to hear your voice.
Sound off below with your thoughts, opinions, suggestions, questions, etc. and lets keep this conversation going.
See you next time ;)
Connect With Team DPB Connect with The Dealer Playbook on Facebook here.
Check out Michael Cirillo's blog here.
Check out Robert Wiesman's blog here.
Connect with Michael Cirillo on Twitter here.
Connect with Robert Wiesman on Twitter here.
Welcome to session 47 of “The Dealer Playbook” podcast, we are so glad you are here!
You are going to love this powerful session with internet marketer/entrepreneur James Schramko.
Our Guest: James Schramko lives in Sydney Australia and is one of the most successful and respected internet marketers and he currently runs a massively successful business at SuperFastBusiness.com.
Before launching his online empire, James was the highest paid GM in all of Australia for Mercedes Benz and was a huge innovator in his market. In this session James dives deep into the strategies he executed that took him to the top.
Session Preview: Key Points Auto Salespeople Should Be Focusing On James has trained many salespeople who are now running dealerships and seeing great success. James breaks down in detail exactly where todays salesperson needs to focus their efforts to dominate their market.
Where Dealerships Are Really Missing The Boat James goes into the crucial mistakes dealerships as well as salespeople are making which is costing them loads of sales and hurting their brand.
James Schramko’s 7 Point Checklist For Auto Dealer Marketing From his years of success in the auto industry running dealerships, James reveals his exact 7 points of marketing that he executed which delivered him massive results.
That is just a taste of some of the value James Schramko deliveries in this power packed session of “The Dealer Playbook” that you cannot afford to miss.
Get More From James Schramko: Check out his site Super Fast Business.
Check out his Podcast Super Fast Business Podcast
You Know The Drill, Now It's Your Turn The whole team at DPB can not thank you enough for all the support and love you have been giving us.
Whether you loved it, hated it, want more of it, or want something different , we want to hear your voice.
Sound off below with your thoughts, opinions, suggestions, questions, etc. and lets keep this conversation going.
See you next time ;)
Connect With Team DPB Connect with The Dealer Playbook on Facebook here.
Check out Michael Cirillo's blog here.
Check out Robert Wiesman's blog here.
Connect with Michael Cirillo on Twitter here.
Connect with Robert Wiesman on Twitter here.
Welcome and thank you for dialing into “The Dealer Playbook” Podcast session number 46! So glad you are here.
In this latest session team DPB sits down with President/Founder of Alan Ram Proactive Training Solutions, and he dives into a topic he has been very vocal and passionate about “call monitoring in your dealership”.
In today’s automotive market there are several different categories of leads and opportunities to sell a car.
Hands down the hottest lead is by far the incoming phone call. A phone up. If someone is picking up the phone and dialing your number they are a serious buyer.
Now not only is a phone up the hottest lead, it is also the most mishandled lead/opportunity.
Call monitoring is something in 2015 most every dealer has access to and there is more value in your call recordings than just training purposes.
Alan Ram dives into the real time sales opportunities being missed by management not monitoring the calls daily.
Here is a quick preview of this session.
Accountability Factor: Accountability empowers people to become better and greater at what they do. Alan dives into the importance of sales management being held accountable to listening to all inbound phone recordings daily, and through out the day.
Alan says with every thing you can be doing to sell more cars why would you not listen to inbound calls that happened that day maybe even within the last hour and maybe even call that customer back to try to quickly resolve missed opportunities.
Managers Do Not Have The Time : Alan dives into that dealerships really only get 5,10, maybe 20 phone ups a day. With that being said there is no excuse why management should not be monitoring all these calls daily.
There is nothing more productive to sell more cars a manager could be doing with their time than listening to fresh phone calls and then diving in to try to convert the opportunity.
Setting A Appointment Is Not The Goal Of A Phone Up: How often does a caller set an appointment and doesn’t show up? Exactly!
The objective of a call should be to get the caller into the store and turn them into a buyer not a appointment.
A caller will sometime set a appointment just to get off the phone so if management is listening in daily they can get a feel from the call and know by the way the call flowed if they are really going to show up for the appointment. At that point they can call that customer back and increase the possibility of this caller coming in and becoming a customer.
Get In Touch With Alan Ram
Call Alan Ram’s office direct - 866-996-4665
Alan Ram’s Facebook
Alan Ram’s Proactive Training Solutions Website
You Know The Drill, Now It's Your Turn The whole team at DPB can not thank you enough for all the support and love you have been giving us.
Whether you loved it, hated it, want more of it, or want something different , we want to hear your voice.
Sound off below with your thoughts, opinions, suggestions, questions, etc. and lets keep this conversation going.
See you next time ;)
Connect With Team DPB Connect with The Dealer Playbook on Facebook here.
Check out Michael Cirillo's blog here.
Check out Robert Wiesman's blog here.
Connect with Michael Cirillo on Twitter here.
Connect with Robert Wiesman on Twitter here.
Welcome and thank you for dialing into “The Dealer Playbook” Podcast session number 45! So glad you are here.
In this session team DPB is sitting down with an expert front line, 15 year veteran car sales pro Mr. Michael Davenport from Bachman Chevrolet in Louisville Kentucky.
Mike Davenport is a real life 30 car a month car pro and in todays session he dives in deeper to what he is doing to deliver him this level of success.
Mike has really embraced tactics such as personal branding, online video and other cutting edge prospecting tactics that have helped him reach great success selling cars.
In this session Mike Davenport dives deeper into:
Product Knowledge - How committing to learning and knowing your product is probably the most crucial part of becoming a huge success in this business. If you are not an expert when it comes to knowing your product nothing will kill your sales more than that.
Being A Marketer - Mike Davenport dives deep into the personal marketing he has implemented and how important and successful Facebook has been for his business. From personal websites to consistent social media, there are lots of options to marketing.
Creative Out Side The Box Prospecting - Mike D breaks down the tactics like a $2 bill in a customers gas cap and other outside the box tactics he is using to keep him top of mind that you can put into action to acquire new clients right now!
Get more from Mike Davenport and get connected with him here:
Mike’s Website
Mike’s Facebook
Mike’s YouTube Channel
You Know The Drill, Now It's Your Turn The whole team at DPB can not thank you enough for all the support and love you have been giving us.
Whether you loved it, hated it, want more of it, or want something different , we want to hear your voice.
Sound off below with your thoughts, opinions, suggestions, questions, etc. and lets keep this conversation going.
See you next time ;)
Connect With Team DPB Connect with The Dealer Playbook on Facebook here. Check out Michael Cirillo's blog here.
Check out Robert Wiesman's blog here.
Connect with Michael Cirillo on Twitter here.
Connect with Robert Wiesman on Twitter here.
Welcome and thank you so much for checking out “The Dealer Playbook” Podcast session 44!
In this quick session Michael Cirillo and Robert Wiesman are flying solo and are discussing the latest major algorithm update from Google.
It is not a secret that when it comes to search engines online Google is the boss! Everyone uses Google and they are by far the undisputed champion of online search.
Starting April 21st 2015 Google will be expanding their use of mobile friendliness as a ranking signal. Google says the change will affect mobile searches in all languages worldwide and have a big impact in their search results.
With the surge of web traffic that is coming from a mobile device, Google will make it easier to get relevant, high quality search results that are fully optimized for the particular device you are on.
So what does this mean for your website if you are a auto dealer or even a car pro with his or her own site?
Here is a quick preview of what you can expect to learn more about in this session: - How does this Google update affect your dealer site.
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How to audit your sites mobile experience.
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What exactly Google is looking for and recommends.
That and more in this short but yet value packed session of “The Dealer Playbook”.
Make sure to check out Googles recommendations for a smart phone - optimized site here.
If you want to read from Google even more about the new update you can check that out here.
You Know The Drill, Now It's Your Turn The whole team at DPB can not thank you enough for all the support and love you have been giving us.
Whether you loved it, hated it, want more of it, or want something different , we want to hear your voice.
Sound off below with your thoughts, opinions, suggestions, questions, etc. and lets keep this conversation going.
See you next time ;)
Connect With Team DPB Connect with The Dealer Playbook on Facebook here. Check out Michael Cirillo's blog here.
Check out Robert Wiesman's blog here.
Connect with Michael Cirillo on Twitter here.
Connect with Robert Wiesman on Twitter here.
Team DPB is back from a short hiatus with a fresh new session to help your dealership or career in the car business go to the next level.
In this session we sit down with some one from the trenches, some one still plugging away Mr. Rico Glover the eCommerce Director with Bryan Honda in Fayetteville, North Carolina.
You might recognize Rico from the cover of March 2015 Auto Dealer Magazine where they dubbed him as “The Social Media Superman”. (Awesome name btw like it or not)
Since Rico has gained some attention when it comes to the topic of social media, here at DPB we saw it only fitting to have a conversation about just that.
Social media is nothing new to any of us, but yet it is in fact very new. Different techniques and strategies work for different people in different ways.
Here is a quick preview of this session. - Focusing on both lead generation as well as lead conversation.
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Using retargeting on Social Media mainly Facebook, to build your customer database.
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Getting found, convert, and analyze - what that does for your online strategy.
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Step by step formula to creating raving fans online using content.
This session is great for anyone in the automotive industry who want to try some advanced online strategies.
If you would like to connect with Rico Glover you can catch up with him at the following:
Rico’s Website
Rico’s Facebook
You Know The Drill, Now It's Your Turn The whole team at DPB can not thank you enough for all the support and love you have been giving us.
Whether you loved it, hated it, want more of it, or want something different , we want to hear your voice.
Sound off below with your thoughts, opinions, suggestions, questions, etc. and lets keep this conversation going.
See you next time ;)
Connect With Team DPB Connect with The Dealer Playbook on Facebook here. Check out Michael Cirillo's blog here.
Check out Robert Wiesman's blog here.
Connect with Michael Cirillo on Twitter here.
Connect with Robert Wiesman on Twitter here.
Wow! Session 42 of “The Dealer Playbook” Podcast is in the house and this session is one you cannot afford to miss!
In this session team DPB is sitting down with the world renowned video marketing expert Mr. James Wedmore.
In this session James is going to dive into a video marketing strategy that each and every one of us can implement NOW and start to see results come in.
James Wedmore is armed with a degree from one of the TOP 10 Film Schools in the Country, James set out to utilize the power of Video and Visual Storytelling to revolutionize how we interact on the Internet.
After several successful ventures, including an Online Bartending School, James founded Video Traffic Academy: an online YouTube Marketing Training Program that has enrolled over 10,000 small business owners and entrepreneurs all over the country.
He has been featured on numerous sites such as Entrepreneur.com, Rise to the Top, Mixergy and many more. He has been the Guest Instructor on 3 CreativeLIVE Workshops, and today, he hosts James Wedmore TV, his YouTube Channel that’s been viewed over 1 Million times.
His mission is simple: show business owners how to create and execute effective video marketing campaigns without spending a lot of time or money.
In this session James Wedmore not only delivers a video strategy you can kick into gear in a afternoon he also breaks down his 5 step process to video creation. Check it out.
James Wedmore’s 5 Step Video Creation Process 1. Your Intentions
It is one thing to create a killer video but its another to know exactly what your looking to get out of the video.
In this session James breaks down exactly how to narrow in on your videos intentions and how to get the most out of it.
2. Keyword Research
It is not about making a video you think your audience is looking for, but in fact it is all about making videos that your audience is already looking for.
Keyword research is how you will identify the keywords you want to rank for so you will know what kind of videos to create.
3. Execution Of Video
This is where a lot of people get overwhelmed when it comes to video but it is really not that hard!
You can create premium video content with nothing but a smartphone and a microphone. Don’t sweat the small stuff and jump in and take action to make your auto dealership compelling video content.
4. Upload & Optimize
This step right here is more crucial than the actual ‘Execution” of the video.
If you have a beautiful professionally produced video and no one in your target market sees this video… What in the world does that do for your dealership?
It is important you have the video on YouTube the right way. That means you need to hone in on your videos tags, description and title so YouTube and Google will see the video is relevant.
James breaks down how to get a video ranked… QUICK!
Get More Value From James Wedmore James Wedmore’s Website
James Wedmore’s Facebook
James Wedmore’s YouTube Channel
You Know The Drill, Now It's Your Turn The whole team at DPB can not thank you enough for all the support and love you have been giving us.
Whether you loved it, hated it, want more of it, or want something different , we want to hear your voice.
Sound off below with your thoughts, opinions, suggestions, questions, etc. and lets keep this conversation going.
See you next time ;)
Connect With Team DPB Connect with The Dealer Playbook on Facebook here. Check out Michael Cirillo's blog here.
Check out Robert Wiesman's blog here.
Connect with Michael Cirillo on Twitter here.
Connect with Robert Wiesman on Twitter here.
“The Dealer Playbook” podcast session 41 is here and your going to love this one!
In today’s session team DPB is talking about getting more conversions from your website with the master Tim Paige.
Tim Paige is proud to be the Conversion Educator at LeadPages. An experienced marketer in all forms of media,
Tim spends his days speaking to the most successful marketers across multiple industries, and sharing his findings with business owners who want to increase their marketing results.
You may recognize Tim’s voice from the dozens of webinars he has hosted at LeadPages or from LeadPages official podcast, ConversionCast. In his short time at LeadPages,
Here is a quick preview of our conversation with Tim Paige.
Traffic is not hard to get. When you talk with a lot of dealers they are focused on “getting more traffic” to their website when in fact the primary focus should be converting more of the traffic you have now.
It is not hard to get more traffic. You can buy it and use many channels to boost your sites unique visitors, but if they are not opting in/converting to a lead, whats the point?
Tim reviews several proven strategies you can start doing on your site that will automatically increase your sites conversion rates.
A coupon is the worst way to generate a lead. A coupon is a coupon. Everyone has them and in the end they provide really no value and don’t solve any of your target customers problems.
Whats in it for me? That is all that is on your customers mind. What your store can do that solves their problem.
Tim dives into how you can use that to your advantage to generate more leads from your website.
Create a lead magnet. A lead magnet is what you are going to offer your site visitors instead of coupon. Your lead magnet is resource that will help your target market solve a problem they are having.
Tim breaks down what a “Lead Magnet” is and gives several examples you can use right away.
Get more great information from Tim Paige Check out Tim’s podcast Conversion Cast here.
Get signed up for Tim’s FREE weekly webinar here.
You Know The Drill, Now It's Your Turn The whole team at DPB can not thank you enough for all the support and love you have been giving us.
Whether you loved it, hated it, want more of it, or want something different , we want to hear your voice.
Sound off below with your thoughts, opinions, suggestions, questions, etc. and lets keep this conversation going.
See you next time ;)
Connect With Team DPB Connect with The Dealer Playbook on Facebook here. Check out Michael Cirillo's blog here.
Check out Robert Wiesman's blog here.
Connect with Michael Cirillo on Twitter here.
Connect with Robert Wiesman on Twitter here.
What does it take to build more trust through your marketing? Join us as Greg Rollett from Celebrity Marketing shares insights into how you can get the most out of your dealership marketing and build more trust with your target audience.
Greg has a client list that is likely unrivaled, boasting a list of clients from Brian Tracy and Tom Hopkins to Coca-Cola and Miller Lite. He spends his time helping companies achieve higher results through their marketing efforts.
When you listen to the show, it's very clear that how passionate he is and that's for good reason. What he talks about works! It works extremely well!
Many dealerships are struggling to get more from their marketing efforts, and that's likely because there isn't enough trust between your business and the public. That's why Greg suggests that through your marketing you can convey a message to the public that will change their perception of your store and bring greater results.
Connect with Greg:
- www.celebrityexpertmarketing.com
- Twitter: @gregrollett
On this session of “The Dealer Playbook” podcast we are talking shop with automotive industry thought leader Mr. Glenn Pasch.
Glenn is the CEO of PCG Digital Marketing a full service digital marketing agency and also a partner at PCG Consulting. Both companies are dedicated to going the extra mile helping auto dealerships stay ahead of the curve when it comes to your dealerships digital strategies and processes.
In this session Glenn dives into the disconnect often found between auto dealers and their 3rd party providers and the problems that go along with that.
Here is a quick preview of what you will learn more about in our conversation with Glenn Pasch.
What does it mean to unify your marketing efforts in your auto dealership? Whether it is your online marketing or traditional off line marketing it is crucial that all of your channels are pushing the same message.
When a customer is on your dealerships website is the message and marketing you have there consistent with what they will see when they physically come into your store? Or are you confusing them and making them think they are in the wrong place.
Are you making it easy for your customer or are you scaring them away by having inconsistencies or even visibility issues when it comes to the message you are trying to convey for your dealership?
It is time to start thinking like a eCommerce business.
Replicating your off line traditional marketing with your online marketing. When it comes to really knocking it out of the park with your marketing efforts it is important that your online and offline marketing efforts resonate with each other.
Your online strategy should be exactly like your offline/traditional strategy only difference is the channels you are using to distribute them.
Is your radio or TV commercials message visible and the same as on your website?
Is the message on your website the same one the consumer will see when and if they decide to stop into your dealership?
By not making sure your messages replicate across the board on all channels you are not being transparent and most likely you are hurting your credibility.
What are the first steps to unifying your marketing message and efforts. With most automotive dealerships partnering with several different vendors for their marketing efforts (for example - SEO, Adwords, direct mail, radio/TV, website provider, etc.) the first thing you need to do is get them all together and all on the same page. Your page.
Review with them on a regular basis what your message is for that month, quarter or whatever time period you wish to run it for and make sure they open the lines of communication between each other to ensue your message is consistently the same. No matter what the channel.
Connect With Glenn Pasch Glenn’s Blog http://glennpasch.com/
PCG Digital Marketing website http://www.pcgdigitalmarketing.com/
Glenn’s Twitter https://twitter.com/GlennPasch
You Know The Drill, Now It's Your Turn The whole team at DPB can not thank you enough for all the support and love you have been giving us.
Whether you loved it, hated it, want more of it, or want something different , we want to hear your voice.
Sound off below with your thoughts, opinions, suggestions, questions, etc. and lets keep this conversation going.
See you next time ;)
Connect With Team DPB Connect with The Dealer Playbook on Facebook here. Check out Michael Cirillo's blog here.
Check out Robert Wiesman's blog here.
Connect with Michael Cirillo on Twitter here.
Connect with Robert Wiesman on Twitter here.
Welcome and thank you for taking the time to check out session number 38 of “The Dealer Playbook” Podcast!
In this session we have our first repeat guest since The DPB Podcast launched last April, Mr. Sean V Bradley CSP the CEO of Dealer Synergy and author of the new book “ Win The Game Of Googleopoly”.
Our Guest As an international speaker, consultant, trainer, and entrepreneur, Sean V. Bradley, CSP, is the founder and CEO of Dealer Synergy Inc., the leading Internet sales, business development and digital marketing firm in the automotive sales industry. Sean has personally trained over 10,000 automotive sales professionals. In addition to being hired by approximately 1,000 multi-million dollar automotive dealerships, Sean’s clients include publicly traded corporations like Autobytel Inc. and TrueCar, as well as billion dollar corporations like Internet Brands (Carsdirect.com). Sean’s clients outside the automotive sales industry include major label recording artists and professional athletes.
What is Googleopoloy? Google has 67% market share of search and is the number one search engine world, and what is crazy is the number two search engine is YouTube which is owned by Google. So it is safe to say that when it comes to online search, Google has the Monopoly.
It is safe to say that everyone has heard of and or played the board game Monopoly and knows exactly what the object of that game is which is to lock things down! Control the board. Own it all.
That is the same idea behind “Googleopoly”. It is about accomplishing that same kind of domination but on the search engine Google rather than the board game Monopoly.
If you are a front line car sales professional, a internet director or the dealer principal him or herself, if you are looking to build a audience and gain visibility you need a “Googleopoly” strategy.
Here is a quick rundown on how to execute a successful Googleopoly strategy that Sean V Bradley breaks down in this session.
1. A Website Properly Optimized It should be a no brainer that a automotive dealership has a fully optimized website in todays market but where a lot of so called “automotive sales professionals” are missing the boat is by having their own personal website.
It is not just about having a website but more so about having a AWESOME website with the onsite SEO executed properly.
In todays market you are not player if you do not have a website and your home base for your “Googleopoly” strategy is your website. It doesn’t matter if you are front line car sales professional, you need a website just as much as a entire dealership in todays market place.
2.Video Seo Online video creates superstars! There is nothing more powerful when it comes to getting noticed as online video and YouTube (which you know is owned by Google) is the number second most popular search engine in the world as well as one of the top 3 most visited websites in the world.
Video is 53% more likely to be clicked on in a search engine and not only that Google is looking for YouTube videos optimized properly so your chances of indexing and ranking on page one of Google are much higher when you use video.
3.Social Media Optimization Social Media is another very important piece to your “Googleopoly” strategy. We all know by now the importance of social proof and the roll it plays in selling more cars but are you maximizing on its potential to help you dominate Google?
There are several social channels that if optimized properly can contribute tremendously to your “Googleopoly” strategy and Google page one domination.
4.Online Reputation Optimization Think about when you are booking a hotel out of town or ordering something you have never purchased before from Amazon, what is one of the first things you do? You got it, you read online reviews.
Online reviews have become such a major decision and influence factor in todays market place it is impossible to ignore them. Not only are reviews a big part of the purchase/decision process they are also a major part of a “Googleopoly” strategy.
Learn how to leverage your dealerships reviews and testimonials to help you dominate page one of Google.
5.Mobile Optimization With 50% plus of all web traffic coming from mobile devices it is crucial that you make sure your website is optimized for mobile search.
Just because your “desktop version” of your website is ranking and indexing with Google, does not mean when someone searches the exact same keywords on Google from their mobile device that your site will rank the same.
Do you know the difference between a “mobile website”, an “mobile adaptive website” and also a “mobile responsive website”? Do you know which one Google recommends?
6.Focus Sites/Micro Sites If you are a Hyundai dealer in Maryland, a great example of a focus/micro site would be HyundaiSonataMaryland.com where you could post videos and other content about the Hyundai Sonata and how/where to buy one in Maryland. Make sense?
Here is another example. Lets say you are that same Hyundai dealer in Maryland. HondaAccordMaryland.com would be another example and on this site you would post content that is focused on why you should buy the Hyundai Sonata instead of the Honda Accord.
Connect With Sean V Bradley Check out the “Googleopoly website here http://googleopolybook.com/
Get Your copy of the “Googleopoly book here http://googleopolybook.com/product/win-game-googleopoly/
Connect with Sean V Bradley on Facebook here https://www.facebook.com/seanvbradley?fref=nf
You Know The Drill, Now It's Your Turn The whole team at DPB can not thank you enough for all the support and love you have been giving us.
Whether you loved it, hated it, want more of it, or want something different , we want to hear your voice.
Sound off below with your thoughts, opinions, suggestions, questions, etc. and lets keep this conversation going.
See you next time ;)
Connect With Team DPB Connect with The Dealer Playbook on Facebook here. Check out Michael Cirillo's blog here.
Check out Robert Wiesman's blog here.
Connect with Michael Cirillo on Twitter here.
Connect with Robert Wiesman on Twitter here.
Thank you for being here! Today’s conversation is an intense one with business expert Dan Waldschmidt.
Dan and his team help companies all over the world arrive at business-changing breakthrough ideas by moving past outdated conventional wisdom, social peer pressure, and the selfish behaviors that stop them from being high performers.
The Wall Street Journal calls his blog, Edgy Conversations, one of the Top 7 sales blogs anywhere on the internet. He’s been profiled in Business Week, INC Magazine, Business Insider, and on dozens of radio programs. Hundreds of his articles on unconventional business strategy have been published.
Dan dives into how being “Edgy” and “Doing Awesome” benefits high performers and how you can start being “Edgy” and “Doing Awesome” to grow your business.
Here is a quick preview of our conversation with Dan Waldschmidt.
What is “Edgy” and how can it benefit me and my business?
Dan and his team invested 1,000 of hours studying a 1,000 ordinary people who have achieved and accomplished outrageous results. They wanted to know exactly what does it takes to be a outrageous success.
Achieving outrageous results comes from looking at your business and the world with a different set of philosophies. Dan goes into what it is to “Be Edgy”.
Why “How many insanely happy customers did we have this week” should be your primary metric. “What looks good on paper does not always look good in person”. The number one asset to your business is a “insanely happy customer”. That is the key for long term success.
Dan discusses how the most important thing in your Monday morning board meeting is “How many insanely happy and satisfied customers did we have last week?”.
Be All About The “Long Game”
It is not a secret that the majority of strategies auto dealers execute are playing the “short game” and looking for instant spike in sales and revenue.
Are your short term strategies hurting your long term ones?
Executing well thought out strategies that are “long term” will set your dealership up for long term success.
Dan goes into the values of “playing the long game” and why short term and spontaneous are hurting you in the long run.
Get More From Dan Waldschmidt Dan's Blog
Dan's Book
You Know The Drill, Now It's Your Turn The whole team at DPB can not thank you enough for all the support and love you have been giving us.
Whether you loved it, hated it, want more of it, or want something different , we want to hear your voice.
Sound off below with your thoughts, opinions, suggestions, questions, etc. and lets keep this conversation going.
See you next time ;)
Connect With Team DPB Connect with The Dealer Playbook on Facebook here.
Check out Michael Cirillo's blog here.
Check out Robert Wiesman's blog here.
Connect with Michael Cirillo on Twitter here.
Connect with Robert Wiesman on Twitter here.
First of all, HAPPY NEW YEAR!
We are so excited to get this new year off to a fresh start and to bring you episodes of the show that will help you completely dominate this new year.
Our guest today is Laura Madison, an automotive sales professional who is absolutely taking her career, her dealership and the market by storm. Laura has been selling cars for only 4 years, but has adopted and formed some key habits and behaviors that have helped her take things to the next level.
She's with us today to let you in on her career-building secrets.
- Do Whatever you can to get more leads for yourself While this may sound like old news to some, the key element of getting more leads is found in the "doing whatever you can". If that means that you need to take some of your downtime to film more videos or write a new blog post that you can share on social media, so be it.
Don't sit around waiting for more people to walk through the showroom doors. Be proactive and create content that will entice them to come to you!
- Work with your management Laura admits that management can often be a problem that holds sales people back from achieving more success. It's no secret that management rarely offers enough training to their team, but that's where you can again, be proactive in approaching them and speaking their language.
Let them know that you want to try out different strategies to promote yourself and bring more traffic through the doors.
- Be Different One of our favorite quotes by NYT Bestselling author, Gary Vaynerchuk is, "A penguin can't be a giraffe, so be the best darn penguin you can be!"
By being yourself and not trying so hard to be someone other than yourself, you are being different. Focus on leveraging your strengths to build a brand in and of yourself that you can bring to the market and use to set yourself above the competition.
Don't be fearful of others catching on to what you're doing either. We asked Laura is the other reps at her dealership were following her lead, and she admitted that they were not.
That goes to show that not everyone will do what it takes to dominate their career, dealership and community.
You can follow Laura Madison on twitter @LauraDrives or check out her personal website, www.lauradrives.com
Your turn What are some simple strategies that you use on a daily basis to help advance your career? Let us know in the comments below!
ALSO, don't forget to get our brand new eBook: "10 Incredible Insights from 10 Incredible Experts"
Our guest Rory Vaden, MBA CSP is Cofounder of Southwestern Consulting, a Self-Discipline Strategist and an Internationally Renowned Speaker.
His first book Take the Stairs was a #1 Wall St Journal and #2 New York Times bestseller. His new book Procrastinate on Purpose is the first book ever to focus on the emotional side of productivity and it presents 5 methods to literally multiply your time.
Session Preview - Why everything you have learned about time management is wrong.
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The difference between good and bad procrastination.
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How the most successful people multiply time
Links/Resources Get an advanced copy Rory Vaden’s new book click here.
Rory Vaden's Website
Connect with Rory Vaden on Twitter
Connect with Rory Vaden on Facebook
Rory Vaden YouTube Channel
Help DPB out and write a quick review. Click here. Will only take a minute. We really appreciate it and want to hear from YOU.
Your Turn Make sure to Click here to subscribe to “The Dealer Playbook”and sound off in the comment section below and let us know whats going on out there!
Looking to take your dealerships web strategy to the next level? Click Here:
Connect With Team DPB Connect with The Dealer Playbook on Facebook here.
Check out Michael Cirillo's blog here.
Check out Robert Wiesman's blog here.
Connect with Michael Cirillo on Twitter here.
Connect with Robert Wiesman on Twitter here.
Our Guest
Welcome back to The Dealer Playbook Podcast session #34! Our guest today is 30 year automotive vet Mr. Chris Walsh, founder of Vets-Cars and a wealth of knowledge and stories of the constant evolving automotive industry.
Chris deliveries a lot of value that in todays market can help keep your team motivated, loyal and most importantly care about the customers.
Session Preview
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Tips for employee satisfaction
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Tips on shifting your dealerships culture
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Tips for employee satisfaction.
Links/Resources
Check out Vets-Cars here. http://www.vets-cars.com
Connect with Chris on Facebook here. https://www.facebook.com/chris.walsh.98837?fref=ts
Help DPB out and write a quick review. Click here. Will only take a minute. We really appreciate it and want to hear from YOU.
Your Turn:
Make sure to Click here to subscribe to “The Dealer Playbook”and sound off in the comment section below and let us know whats going on out there!
Looking to take your dealerships web strategy to the next level? Click Here:
Connect With Team DPB
Connect with The Dealer Playbook on Facebook here.
Check out Michael Cirillo's blog here.
Check out Robert Wiesman's blog here.
Connect with Michael Cirillo on Twitter here.
Connect with Robert Wiesman on Twitter here.
This Session:
Happy Thanksgiving 2014! The Dealer Playbook Podcast session #33 is going to show you how to really crank up the productivity of your website.
Michael and Robert dive in and review strategies that help you leverage content marketing, to drive more sales to your dealership.
A major component in accomplishing that is really understanding and being familiar with todays consumers “buying/shopping process”. It comes down to how dialed in you are when it comes to understanding your customers and how they think/react when it comes to “shopping”.
This session delivers key fundamentals that if executed properly you will drive more opportunities online for your dealership.
When you become a resource of valuable and helpful information for your target market, providing the right information at the right time, on the right channel, is when the magic starts to happen.
Dial into this episode and start dominating the web in your market.
Session Preview:
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The importance of delivering the right message at the right time on the web.
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Leveraging your sites existing traffic, and getting the most out of it.
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Understanding the phases of a car shoppers buying process.
All of that plus so much more value to help you grow your business using the web like a professional.
Links/Resources :
Michael Cirillo’s Book: http://michaelacirillo.com/book
Help DPB out and write a quick review: h
Take your dealerships web strategy to the next level. Click Here: http://www.flexdealer.com/automotive-marketing-solutions/dealership-websites/
Your Turn:
Make sure to Click here to subscribe to “The Dealer Playbook”and sound off in the comment section below and let us know whats going on out there!
“There is a big difference between the dealers that get it or don’t.”
David Johnson
Our Guest: In this powerful session of “The Dealer Playbook” Podcast we are sitting down with automotive digital advertising expert David Johnson Of 3G Engagement.
Google Adwords is nothing really new for auto dealers when it comes to digital advertising, but it is still very powerful and yet a lot of times not handled properly.
When it comes to Google Adwords there is no one that knows how to maximize it more than David Johnson and he discusses best practices on doing just that in this session.
David is a true expert when it comes to digital advertising he dives in deep, to help you dominate the web.
Quick Preview Of This Session: - Getting started with Google Adwords
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Auditing your current Google Adwords strategy
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Getting the most from Google Adwords/Digital Advertising
Links/Resources: Email David- david.johnson@3gengagement.com
Call David – 719-424-7149
David’s Facebook
David’s Twitter
David’s Blog
Make sure to Click here to subscribe to “The Dealer Playbook”and sound off in the comment section below and let us know whats going on out there!
Our Guest: In session 31 of The Dealer Playbook Podcast, we sat down with Joe Cala. Joe is currently the General Manager of Dealer Synergy, and is one of the most inspirational, motivating individuals within the car business.
We invited Joe Cala to be on the show to explain how you can transform your car sales training by taking massive action. The automotive industry has no shortage of training resources. From conferences and summits to in-store consulting and webinars. But with all of the training resources out there, the missing ingredient to enjoying a more successful career within the automotive industry (and every other industry) is the action that you take.
Preview of this Session: * How you can take your career to the next level * How to get more from your dealership training * The common mistakes that dealers make that limit their success * Tips to being successful and transform your career
Links and Resources: * @JosephCala1 * joe@dealersynergy.com
About Joe Cala: Joe has a total of 14 years in the automotive industry, holding positions from Sales Person to Used Car Manager, New Car Manager to Internet Sales Manager, and eventually Internet Director. During his time as Internet Director, he was influential in increasing business from 7 units to 80 units at Nelson Mazda in Tulsa, OK and from growing Gateway Toyota in Toms River, NJ (Penske Automotive Group Dealership) from 40 units to 150 units. After his time in the dealership, he spent a year as an Advertising Consultant in the New York/New Jersey Metro Area for Auto Trader. Joe is currently the General Manager for Dealer Synergy and has been a featured Internet Sales 20 Group Speaker, NADA convention speaker, author and contributor to multiple nationally recognized personal & professional development magazines.
Our Guest:
Jim "The Alpha Dawg" Ziegler is as close as it comes to a "living legend" as you can get.
Jim is the founder of the "Internet Sales Battle Plan" and the "Ziegler Super Conference" two of the automotive industries top improvement workshops. He also is the founder of Ziegler Super Systems, his leading dealer consulting company.
Jim Ziegler is one of the automotive industries leading experts when it comes to F&I has written many articles on the topic and presented the topic in many live workshops. Jim is responsible for massive growth in dealerships across the country and a big part of that increase is from the dealers F&I department.
Preview Of This Session:
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The biggest mistakes made in F&I today.
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Creative & effective word tracks to sell more F&I.
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Tips to being more successful in F&I
Links/Resources:
Ziegler Super Systems
http://zieglersupersystems.com/
Ziegler's Sales Manager Super Conference
http://www.zieglersuperconference.com/
Connect with the "Aphla Dawg" on Facebook:
https://www.facebook.com/jamesaziegler?fref=ts
Be sure to get subscribed to "The Dealer Playbook" and sound off in the comment section below and let us know whats going on out there!
Our Guest :
Fran Taylor "The King of Prospecting" is the founder of " Fran Taylor Techniques" a automotive sales training company that specializes in the lost art of prospecting.
Fran got his start in the automotive sales industry in 1982 and within 2 years he was personally selling 50 cars a month using the traditional prospecting tools and tactics he discusses in todays session.
Quick Preview Of This Session:
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The power of traditional prospecting tactics in todays digital world.
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The prospecting tools every car pro needs in their business.
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How to make prospecting work for you.
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How dealers and or upper management can help getting their team to take prospecting serious.
Links & Resources Mentioned
Connect with Fran Taylor on Facebook: https://www.facebook.com/mrfrantaylor?fref=ts
Check out Fran's website for more resources: http://www.frantaylor.net/
Join over a 1000 other committed car sales professionals at Fran's private Facebook Group "30 Sales A Month": https://www.facebook.com/groups/505418206269962/
In session 28 of The Dealer Playbook Podcast, Michael Cirillo is back and dropping all sorts of crazy knowledge about how you can start standing out from the clutter and dominate your market.
Every single day, millions of automotive shoppers are going online to research vehicles, products and services. Sadly, most of the time your website isn't anywhere to be found. That's because most dealer websites around the globe are lacking sufficient and relevant content that has the power to create loyal followers, set you up as the credible source of information and increase your dealership's profitability.
Content is a real hot topic right now, especially with recent Google algorithm updates that are set up to recognize and rank more relevant and well written content. That being the case, many dealers are struggling to know how to start creating content that will have a positive impact on their business.
Does this sound like the situation you're in?
Don't worry. Check out what Michael does to create content that not only attracts more qualified vehicle shoppers, but converts them as well. Take out your notepad and get ready to take some notes.
Here we go.
1.) Who are you speaking to? It's crucial to know who you are speaking to specifically. A major mistake that majority of dealerships make is that they try and speak to everyone and as a result, aren't really speaking to anyone. It's about being something of value to somebody, not worthless to everybody.
With that in mind, it's important that you break out from just trying to speak to people who are researching vehicles, and drill down a layer deeper. Who are they?
Seniors, Young Families, Construction Workers, Military, Special Finance etc.
When you look at car shoppers in smaller segmented groups, it's easier to identify the next step...
2.) What are their interests, problems or questions? When you know who you're speaking to, it's so easy to know what they are interested in. Make notes about each target audience you have and the things that make them tick.
3.) Match their interests, needs and problems with the right vehicle. For example, if young families have the interest in more space, fuel economy, seating configurations and safety - what vehicle are they likely interested in? A Minivan!!!
With that in mind, you can now start creating content about minivans for young families surrounding the topics that they are interested in. For example, imagine how powerful a blog post titled, "The top 5 reasons Young Families love the Honda Odyssey" would be. If you shared the interests and problems of a young family, wouldn't you be compelled to click and read?
4.) Know your objectives Another problem that dealerships face is that they don't have clearly defined objectives, and therefore don't have a measuring stick to track progress (or the lack thereof).
With each peice of content you produce, you need to know what you want the consumer to do so that you can effectively measure your work. From your blog post, do you want them to click through to your AVehicle Detail Pages? If so, be sure to include a relevant and eye-catching call to action that instructs them to do so.
Resources from this episode: * Michael's Market Segmentation Spreadsheet Template * Reserve my FREE content creation strategy session with Michael
About this session:
In this session of "The Dealer Playbook" podcast Robert Wiesman is flying solo!
Michael Cirillo the other half of team DPB is under the weather and not able to contribute but fear not Robert still delivers the thunder!
Recently there was a article on Entrpreneur.com (by a unheard of contributor) suggesting that building a "personal brand" was a waste of time and your energy and focus should be directed to branding your product or service.
That message could not be more wrong and oddly enough the article is not even available on their blog anymore.
That article struck a chord here at DPB so that is what we are going to discuss in this session.
Taking control over your personal brand and doing so with the power and magic of a high quality personal website for car sales professionals.
Key Takeaways:
-
Why todays car sales professional needs a personal website.
-
Common mistakes done on most sales professionals websites.
-
8 key ingredients for a car pro's personal website.
Session Resources & Links:
Check out the ultimate car sales professional digital marketing solution click here.
Get subscribed to "The Dealer Playbook" and never miss a session by subscribing here.
For more on building your power house personal brand check out DPB session 18 where our very own Robert Wiesman dives even deeper into personal branding here.
"The only way to make a ridiculous amount of money is to serve people well."
Matt Koenig
Welcome to "The Dealer Playbook" podcast session 26 where once a week auto dealers get real strategies that get results.
In this session Robert Wiesman and Michael Cirillo sit down and chat with Matt Koenig founder of Konig Co a leading mobile marketing agency that connects auto dealers with more buyers.
The topic of todays session is what Matt calls "the 3 M's of Automotive Marketing".
What are the "3 M's" ?
-
Millennials
-
Mobile
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Minorities
If todays auto dealer can get a good grasp on those 3 M's, they will sell more cars.
The largest increase in new car sales last year came from latino buyers.
The crazy thing about that is even dealers who 80% of their showroom traffic are of hispanic decent, have zero marketing dollars allocated targeting that customer segment.
That is just one of the "3 M's" !
Here is what you will learn more about
-
How to market to and sell more cars to minorities
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What is the secret to selling to millennials
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The importance of "mobile" strategy
Matt breaks down "The 3 M's of Automotive Marketing" and so much more in DPB session 26.
Want more from Matt Koenig?
Check out Matt Koenig's website here
Connect with Matt on Twitter here
Follow Konig Co on Facebook here
Now it's your turn
Team DPB wants to hear from you!
Chime in in the comment section below with your feedback, questions, or let us know what is working best for you.
We want to hear it all.
Are you dialed in?
Get subscribed to DPB podcast and get all the latest trends and strategies that will help you and your dealership sell more cars in todays market delivered right to your inbox once a week.
The Dealer Playbook team has a awesome session for the "Silver Episode" number 25!
In this powerful session the DPB team Michael Cirillo & Robert Wiesman chop it up with founder of social media & SEO dealer consulting firm Dealer Authority, Mr. JD Rucker.
Not only is JD Rucker as dialed in as they come when it comes to the latest in social media best practices, but also one of the (if not THE) most active blogger in the automotive sales community.
JD wastes no time and dives right into selling more cars with Facebook ads most particularly with using what is called Facebook Dark Posts.
In case you were wondering a "Facebook Dark Post" is a highly targeted Facebook ad that does NOT appear on your Facebook Page timeline.
JD gives a step by step blueprint
Why would you want posts that do not appear on your Pages timeline?
JD Rucker breaks that down and more in DPB session 25!
Quick Session Outline - What is a Facebook Dark Post and how they can benefit your dealership
-
Start to finish step by step how to create a Facebook Dark Post
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The Types of Facebook ads that dealers should be doing
All that plus more value packed into this powerful session for auto dealers.
Keep up with JD Rucker JD Rucker Facebook
Dealer Authority Facebook
JD Rucker Twitter
Get JD Rucker's step by step guide for using Facebook Ads. Click here
It's on you, what you gonna do? That's right now its on you!
We want to hear from you, the good, the bad and the ugly.
We want it all!
Type your questions, comments or your experience with Facebook Ads in the comment sections below.
Your every word is appreciated and valued.
Have you checked it out yet? The Dealer Playbook's very own Michael Cirillo has a book coming out that will be a go to manual on digital domination for your dealership and brand.
Click here to be the first to know when it is available as well as get some exclusive VIP bonuses. Click Here
Are you dialed in yet? Get dialed into "The Dealer Playbook" podcast and never miss a single valuable session and have the latest offering delivered to your inbox on a silver platter every week. Click Here.
"If you do not have GPS precision and know where you are going, how are you going to make money"?
Sean V Bradley
One thing everyone in the automotive industry wants MORE of but seems to never talk about is MONEY.
There is nothing wrong with wanting to make more money and that just so happens to be the topic of "The Dealer Playbook" session 24.
Money, Money, Money, MONEY
In session 24 of the DPB podcast Robert and Michael sit down with automotive internet sales expert and CEO of the award winning automotive training company Dealer Synergy Sean V Bradley.
When it comes to building powerful and successful dealership internet departments Sean and his team at Dealer Synergy are the go to team.
Sean V Bradley and his team at Dealer Synergy have worked with many dealerships internet departments and in less then 90 days he has helped them double, triple and even quadruple the amount of cars they sell online.
The proof is in the pudding and Sean V Bradley knows how to make it happen and how to make money.
That is exactly why the DPB team knew that Sean was the right man for this session.
What You Will Learn From Sean V Bradley
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How to make MONEY in the automotive industry
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The Money Map to making more money for showroom sales professionals
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Building a profitable internet department
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The truth about 3rd party lead providers
And that is just the tip of the iceberg on what to expect in this powerful session with DPB's good friend Sean V Bradley.
Get More From Sean
If for some reason you are not connected with Sean v Bradley here is how to so.
Sean's Facebook- https://www.facebook.com/seanvbradley?fref=ts
Sean's Twitter- https://twitter.com/seanvbradley
Make sure you cash in on your free test drive of Sean's virtual training for dealerships here - http://www.bradleyondemand.com/Home/
Make sure to check out the Internet Sales 20 Group which Sean is the founder of and you can catch up with Robert Wiesman & Michael Cirillo there in Boston starting on September 22nd, check it out here- http://internetsales20group.com/
Don't Miss This
The whole team at "The Dealer Playbook" is super excited for Michael Cirillo's upcoming book release 'Don't Wait, Dominate.
Not only will you be the first to hear about it's release but also get access to some limited exclusive bonus material by registering with just your email address by clicking here- http://www.michaelacirillo.com/book
Your Turn
Like always we want to hear from you!
Drop your questions, comments, complaints and or suggestions in the comment section below.
Be sure to get subscribed to "The Dealer Playbook" so you never miss a session and do us all a favor and share this with some one it could help.
See you next week!
"Find the right recipe, and then stream line it".
Elise Kephart - Adame
"It's about time" and "Finally" have been the response from any one that we told "DPB Session 23 was featuring the newest Phone Ninja Elise Kephart-Adame.
In case you don't have the internet, Elise Kephart - Adame is a phone consultant for Phone Ninja's, a leading training company in the automotive industry.
Elise or maybe you know her as "The YouTube Diva" is well known for her personal videos she would use to follow up with prospects online.
Elise is more then just an expert when it comes to showing sales people how to maximize the phone, she also has easy to execute tips that any one can start to do now, that will sell more cars.
What you can expect to hear from Elise
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Dealership Internet Department Infrastructure
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Using multiple channels to follow up with prospects
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Handling inbound & outbound phone calls
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Creatively staying top of mind with prospects
Elise brings lots of experience to the table and as always she delivers valuable information for any one in the car business.
Even in todays age where all the buzz in the auto industry is digitally focused, the phone is still a big money maker.
How are you on the phone?
What is working best for you when it comes to phone follow up?
Does your dealership have a different structure then most for their internet department?
.
Ask your questions for Elise in the comments section below or any other comments you might have.
The team at "DPB" wants to keep the value steam rolling, so don't be shy, and connect in the comments section below.
Connect with Elise Kephart-Adame
Follow Elise on Twitter here.
https://twitter.com/TheYoutubediva
Connect with Elise on Facebook here.
https://www.facebook.com/elisekepS2?fref=ts
Feel free to reach out via text with Elise - 805-441-3398
"Women purchase 75,000 vehicles everyday in the US."
Anne Fleming
Any one in the front lines of the car business knows that when it comes down to a new car purchase for a married couple that if the wife is not into you, your store, or the vehicles it's self, you have no sale!
Not only do women have the final decision/approval for a "couples" purchase, they are serious car shoppers for themselves now more then ever!
Why You Should Focus On Female Automotive Shoppers On this new session from "The Dealer Playbook" (episode 21) we sit down with Anne Fleming founder and CEO of Womens-Drivers.com who is a undisputed expert when it comes to knowing women car shoppers.
She breaks it down on why every dealership needs to focus on female automotive shoppers.
There are 75,000 inked car deals a DAY happening across America all with women owners!
Anne dives in deep on the mindset and tendencies of todays woman "car shopper", and what you can do in your business to attract and convert your share of that 75,000 daily sales.
Anne and her team at Women-Drivers.com are serious about surveying and statistics. She breaks down the key statistics todays automotive Dealerships need to know so they can start to attract and wow women shoppers.
Anne Fleming Talks More About - The shopping process most women follow
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The key decision factors for women shoppers
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Social tactics to engage more women shoppers using Facebook
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Using your dealership website to attract women shoppers
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Simple tweaks & changes that can attract more women car shoppers
Anne covers all the above plus so much more!
Women buyers are a serious customer segment that needs to be spoken to and handled in a custom tailored fashion. Like any customer segment.
Want to learn more about selling cars to women? Follow Women Driver's Twitter
https://twitter.com/womendrivers
Get Anne's comprehensive report about women's shopping, buying, servicing behaviors and experiences at dealerships FREE!
http://women-drivers.com/GetWomensBuyingReport
Sign up for Women Wednesdays to get the latest trends when it comes to this buying segment FREE!!!
http://women-drivers.com/womenswednesdays
Your time to shine We want to hear from you yes you! Keep the conversation going in the comments below.
What are you doing to speak to the women shopper segment in your dealership?
What are you going to do to Focus On Female Automotive Shoppers?
Anything that is doing well for you we want to hear it! Comment below.
All about value The DPB team hopes you took some value from todays session.
Don't miss a beat and get signed up for all the DPB updates.
Don't forget to get on the early bird list for Team DPB's very own Michael Cirillo's book release and get loads of bonus materials. Click the link below to take a second to sign up.
http://michaelacirillo.com/book
"You need to have a website that serves your audience"
Rand Fishkin
In the automotive industry especially we hear so much conflicting information when it comes to your websites SEO (search engine optimization) and what makes it even worse a good majority of the information dealers receive regarding SEo are just well flat out wrong.
That being the case the team here at "The Dealer Playbook" wanted to deliver you REAL SEO strategies that will deliver your dealership REAL results.
So for session number 21 Robert and Michael sit down with the undisputed and world renowned SEO and content marketing expert Rand Fishkin the founder of Moz a SEO/Marketing agency based out of Seattle Washington.
SEO is always a hot topic for most automotive dealers and sometimes it can get overwhelming and just plain confusing. Rand breaks down advanced SEO strategies for car dealers in a language and manner that is easy for anyone to digest.
It was a great honor to have a conversation with Rand Fishkin and this session is jam packed with priceless information to kick your websites SEO to whole new levels and dominate the search engines.
What you will learn from Rand Fishkin
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What your website NEEDS to do
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The truth about getting your content ranked
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Identifying the right content strategy for you
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The scoop on Googles latest search engine update "Pigeon"
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The direction and future of online search
What you see above is just a taste of the wealth of awesome information SEO expert Rand Fishkin unleashed on us in this session.
The DPB team certainly hopes you took as much value from this session as we did and the best part is you can listen to it again or make sure your team member in charge of your dealerships SEO checks it out.
Links and resources mentioned in this session
Rand Fishkin's blog
http://moz.com/rand/
Moz Blog / Whiteboard Friday Videos
http://moz.com/blog
Moz Beginners Guide To SEO
http://moz.com/beginners-guide-to-seo
Barnacle SEO Video That Michael Mentioned
http://moz.com/blog/barnacle-seo-whiteboard-friday
Connect With Rand On Twitter
https://twitter.com/randfish
Now…
We want to hear your questions and comments about SEO!!!
Sound off below in the comments section with your input, opinions and questions below and we will keep the conversation going and or get answers to all your questions.
And…
If you took any value out of this session and you have not already make sure you get subscribed to "The Dealer Playbook" so you never miss a beat.
Click here to join the family.
Do us a favor leave The DPB a review on iTunes real quick it really helps us out.
Click here to review DPB
Thank you for dialing into this session of "The Dealer Playbook" podcast.
Be sure to check out some of the previous 20 sessions that are packing the heat just like this one.
Thanks for the love and see you next time :)
"Dealers have been so focused on analyzing data, we forget about the magic that happens between people"
Tom Vann
There are so many great trainers in the automotive industry that have so much great information that can grow your business.
Today on "The Dealer Playbook" podcast session 20 we sit down with not only a very unique and creative sales trainer but also a very successful active dealer.
Tom Vann founder of VSM Training has been a dealer for many many years. In a small town of 9000 people he was able to sell 174 Million dollars worth of retrial vehicles!
In this session of "The Dealer Playbook" podcast Tom Vann discusses some of the key strategies he uses in his dealership to reach those ground breaking numbers.
What you can expect to learn more about in this session
-
The key strategy he used to explode his business
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The VSM Selling Methodology
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Why your sales staff needs to focus on building a database of contacts
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Tips on how to build a power house database
All of that plus so much more in this ground breaking session 20 of "The Dealer Playbook" podcast.
Tom Vann has some very unique strategies that are not hard or costly to implement that well you see how well they worked for him.
Get more from our friend Tom Vann
Connect with Tom by checking him out at http://www.tomvann.com
Learn more about his unique training programs and get signed up for his free video series right here http://www.vsmsalestraining.com/
Now we want to hear from you
Have you tried any of the outside the box tactics Tom discussed? Did you receive any value from this session? What would you like more of? What would you like less of?
What you have to say means so much so sound off below and lets keep the conversation rolling!
If you have not yet, be sure to get subscribed to "The Dealer Playbook" so you do not miss a beat!
See you next time on "The Dealer Playbook" podcast.
Video is hot with consumers and we all know it. You, us, everyone is engaging in online video most likely on a regular basis right?
So many of us today are using video "in our business" but are we really using it "in our business"?
It is one thing to have a library of good videos, then it is a whole other having a solid strategy on what to do with those videos.
DPB session 18 we sit down with Andrew Myers of What's Next Media, a automotive video firm to talk not so much about video creation but more so video strategy.
The reason why Andrew is perfect for this session is he has a easy to implement video strategy and dealer can execute on their own.
This proven strategy is 5 steps that Andrew reviews in detail on the session
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Introduction - 3rd Party Vehicle Listings
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Short Story - Your Webpage/Presence
3.Presentation - Your First Response/BDC
4.Close - The In-Store Experience
5.Rehash - CRM & Remarketing/Retargeting
Do those steps sound familiar? Well I should hope, it is only the showroom sales process that has been trained by many for many years.
So why not do that exact same strategy, but use video to provide the experience?
Hit the download button and get dialed into this value packed session about video strategy.
So you have some videos now?? What are you going to do with them?
Get more from our friend Andrew Myers from What's Next Media at the links below. He is all in when it comes to video for sure.
Whats Next Media Website
Andrew's Facebook
Email Andrew
We want to hear from you
Sound off below with questions, opinions, facts, ideas, hate, whatever it is we love to hear from ya :)
The Dealer Playbook loves you for spending some of your valuable time with us.
Keep Making Things Happen.
See you next week, close the month strong!
The automotive sales industry is such a lucrative opportunity for any one who is willing to do whatever it takes and has the entrepreneur state of mind. That goes for the GMs, ISMs, Sales Mangers, F&I Managers, Showroom Sales Pro's, and even the Dealer him/herself. That being said in todays session "The Dealer Playbook" episode 18 we turn the table and Michael Cirillo sits down with co host Robert Wiesman to talk about thinking and operating like a entrepreneur as well as building a power house brand. Robert goes over some super valuable nuggets and strategies that the majority of automotive sales professionals are completely missing the boat on in such a lucrative industry with high ticket price tag items. Quick Preview Of Some Of This Sessions "Power Bombs" - How to not be another "Car Guy/Gal" - How whether you are actively building a brand or not you are building a brand - Quick start up steps for building a personal brand the right way - The power of video and why you need to make them, if you are already, why you need to make more, and make them better. (even if you are scared of the camera) - How to know what videos you should be making All that is just a taste of the information you will get in this session of "The Dealer Playbook". The great news for you is that stepping your game up to the levels discussed and properly building a professional and quality brand (most that are doing it are not doing it right, sorry) in your market, is easier then you think. Thats because no one is doing it or they are doing it wrong. If you are a sales professional chances are your dealership and surrounding dealerships are doing a poor job. All that means is it will be easier for YOU to get your shine on, stand out in the market and be the credible authority expert when it coms to investing in a new vehicle in your market. Resources Mentioned In This Podcast Have you downloaded your free copy of Robert's "Mobile Video Creator Resource Guide" ? Save yourself tons of time and money by knowing the best tools and resources to create high quality video with your mobile phone on the fly. Get your FREE copy here: http://robertwiesman.com/ Click below to check out Robert Wiesman's all new podcast "Automotivepreneur Academy" that is dedicated to automotive professionals who are looking to build a powerful business within a business. Click here to check it out: http://robertwiesman.com/apa-podcast/ You Know The Drill, Now It's Your Turn The whole team at DPB can not thank you enough for all the support and love you have been giving us. Whether you loved it, hated it, want more of it, or want something different , we want to hear your voice. Sound off below with your thoughts, opinions, suggestions, questions, etc. and lets keep this conversation going. See you next time ;)
Just because things have always been done a certain way in automotive, does not mean we have to continue doing things that way.
Subi Ghosh
Welcome back and thanks for checking out 'The Dealer Playbook" podcast session 17. We are so glad you are here!
We are extra excited for todays session and know you will get a lot out of it.
Subi Ghosh VP of Marketing for Dealer Authority has been knee deep in auto dealerships eCommerce operations for 6 years at the time of this podcast.
Subi is the first female guest for "The Dealer Playbook" and she is a wealth of knowledge when it comes to internet sales at the dealership level.
Building From Scratch
Prior to joining forces with brilliant automotive marketing mind JD Rucker and his new company Dealer Authority, she implemented ground up strategies to take their internet presence and sales to new levels.
Without further to do, grab a pad and pen, shut off any distractions if possible and lets dive into this session of "The Dealer Playbook"
What you will learn more about in this session
- The importance of a mission statement for the team
- Launching a internship at your dealership
- The key benefits to launching a internship in your dealership
- Again the importance of continual education (starting to see a pattern?)
- Tips for building a successful eCommerce department
All of that plus some more bonus nuggets tossed in!
Be sure to check out what Dealer Authority has going on at their website
http://www.dealerauthority.com
Be sure to connect with Subi on Twitter
@subi101
You can also engage with Subi Ghosh via email right here
subi@dealerauthority.com
Let us hear it
This is where we want to hear your voice. We want your thoughts, opinions, questions, complaints, whatever you feel like saying, drop it in the comment section below.
Make sure you are signed up for the 'The Dealer Playbook" to have the latest episode dropped off right in your inbox.
See you next time!!!
" If your not gonna tell the world how great you are, then go home"!
Grant Cardone
Back for the second and final installment of " The Dealer Playbook" podcast sit down with international sales expert Grant Cardone.
Picking up where he left off Grant is on a roll dropping "power bombs" of value and have a great time doing it.
This is the conclusion to our sit down with Grant Cardone on episode 15. Be sure to check out the first installment if you have not already.
In this session you can expect to learn more about:
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Why car people hate what their doing
-
Why car people "hating their job" is dealers biggest challenge
-
Why managers should invest more in their people
-
Training your people in the right sequences
All that plus a ton of more valuable nuggets to help grow your business.
Is your spouse asking you when you come home if you made the family any money?
I am loving that! What do you think?
What is selling to you?
Your turn to sound off
What do you think of Grants opinion in this session?
Drop all your comments, questions, complaints, whatever you have below. We value and appreciate hearing your voice on the show and the topics.
Get connected with Grant Cardone
Make sure to get connected with Grant Cardone at all of the links below. Make sure to go to his site and get on his free weekly email tips. A no brainer.
Grant's Facebook
Grant's Twitter
Grant's YouTube
Grant's Website
Make sure to get subscribed to "The Dealer Playbook" so you do not miss a single second of this podcast!
Thanks for taking the time and tuning in!
"You are using so much energy to hate, that you can't create."
Grant Cardone
Episode 15 of "The Dealer Playbook" podcast is here and we are excited for our guest today!
We are excite to have with us today New York Times best selling author and international sales expert Grant Cardone the CEO of Cardone Enterprises blasts off about 'Why Car Sales People Hate What They Do."
Grant Cardone always bring 10X of energy to the table and is known for "lighting the fire under people's asses" by just telling it how it is raw and uncut. Right to the point.
So in this session of "The Dealer Playbook" Michael and Robert sit down with Grant, get fired up, have some laughs, and hear some stories from his start in the car sales industry.
Grant is on fire in this session and he drops strategies, power bombs and super valuable nuggets to blow up your business.
Buckle your seat belt and listen to Mr. 10X the Master Closer Grant Cardone.
In this session you can expect to learn more about:
-
Why car people hate what their doing
-
Why car people "hating their job" is dealers biggest challenge
-
Why managers should invest more in their people
-
Training your people in the right sequences
All that plus a ton of more valuable nuggets to help grow your business.
Is your spouse asking you when you come home if you made the family any money?
I am loving that! What do you think?
What is selling to you?
Your turn to sound off
What do you think of Grants opinion in this session?
Drop all your comments, questions, complaints, whatever you have below. We value and appreciate hearing your voice on the show and the topics.
Get connected with Grant Cardone
Make sure to get connected with Grant Cardone at all of the links below. Make sure to go to his site and get on his free weekly email tips. A no brainer.
Grant's Facebook
Grant's Twitter
Grant's YouTube
Grant's Website
Make sure to get subscribed to "The Dealer Playbook" so you do not miss a single second of this podcast!
Thanks for taking the time and tuning in!
Here we are at DPB podcast episode 14, and it has been all the back to episode 1 since we have just heard from Michael and Robert.
So in that case we present to you "The Dealer Playbook" podcast episode 14 "The Difference Between Advertising & Marketing For Your Dealership" featuring Michael Cirillo & Robert Wiesman.
Michael Cirillo and Robert Wiesman are two professionals who are obsessed about content! Online and offline they both love it all!
The misconception of things "moving fast" when it comes to the web for a lot of dealers is intimidating as well as overwhelming for most.
As stated above that is a "misconception". When it comes down to it the good news is it is really not that hard for a dealership to push through the clutter and make noise online in their market.
Make sure you download this episode now, and hear Michael Cirillo and Robert Wiesman talk more about.
Here is some of what you will learn today:
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How to make your dealership unique online
-
What is marketing?
-
What is advertising?
-
Creating a story for your dealership that people can buy into.
-
How to leverage your OEMs marketing and advertising,
All of that plus so much more!
Now it is your turn!
Write your comment below and let Michael and Robert know your questions and they will do their best to respond to them all.
Make sure if you have not to subscribe to "The Dealer Playbook" podcast on iTunes or Stitcher and to please leave your feedback and comments below.
"You get no where sitting still but left behind".
- Cory Mosley
You ever hear someone say "It's time to go back to the basics"? What does that mean exactly? Do we really think that just going back to the basics is the solution for growth in business?
In this episode of "The Dealer Playbook" podcast we welcome sales trainer Cory Mosley who is talking about how auto dealers need to think forward and outside the box in todays market for growth in their business.
If you are not familiar with Cory Mosley he is the founder of Mosley Automotive a sales training company headquartered in Richmond VA. Cory also is the creator of Mosley 24/7 a video on demand training solution for next level automotive professionals.
In this session you will learn more about:
-
FMA " First Mover Advantage"
-
Not following the pack and doing what your competitors are not
-
How to not have a "back to the basics" mentality
-
Looking outside the auto industry for inspiration
-
Adding new skills to your people that they have never had before
-
The break down in your training process
All that and so much more are packed into this episode with Cory Mosley.
We all know by now that the "basics" are still important for any business or industry but are not the formula for massive growth in your business.
Where to get more of Mr. Cory Mosley:
Cory Mosley's Website - http://www.mosleyautomotive.com
Cory's Twitter - https://twitter.com/CoryMosleyWay
Make sure to comment first below on your thoughts about this session and you might be the lucky one to get a signed copy of his new book " The Way I See It".
Now it's your turn
Sound off below and tell us what you think of this session of "The Dealer Playbook". Make sure to subscribe if you have not already and share with a friend that might like what we are doing. Thanks again!"You get no where sitting still but left behind".
- Cory Mosley
You ever hear someone say "It's time to go back to the basics"? What does that mean exactly? Do we really think that just going back to the basics is the solution for growth in business?
In this episode of "The Dealer Playbook" podcast we welcome sales trainer Cory Mosley who is talking about how auto dealers need to think forward and outside the box in todays market for growth in their business.
If you are not familiar with Cory Mosley he is the founder of Mosley Automotive a sales training company headquartered in Richmond VA. Cory also is the creator of Mosley 24/7 a video on demand training solution for next level automotive professionals.
In this session you will learn more about:
-
FMA " First Mover Advantage"
-
Not following the pack and doing what your competitors are not
-
How to not have a "back to the basics" mentality
-
Looking outside the auto industry for inspiration
-
Adding new skills to your people that they have never had before
-
The break down in your training process
All that and so much more are packed into this episode with Cory Mosley.
We all know by now that the "basics" are still important for any business or industry but are not the formula for massive growth in your business.
Where to get more of Mr. Cory Mosley:
Cory Mosley's Website - http://www.mosleyautomotive.com
Cory's Twitter - https://twitter.com/CoryMosleyWay
Make sure to comment first below on your thoughts about this session and you might be the lucky one to get a signed copy of his new book " The Way I See It".
Now it's your turn
Sound off below and tell us what you think of this session of "The Dealer Playbook". Make sure to subscribe if you have not already and share with a friend that might like what we are doing. Thanks again!
" When you try to be everything to everybody, you end up being nothing to nobody "
Mark Tewart
Welcome to the latest session of "The Dealer Playbook" podcast where best selling author and automotive sales trainer Mark Tewart sits down with the DPB team.
Mark is the founder and CEO of Tewart Enterprises, a sales training company and author of the best selling book " How To Be A Sales Superstar".
We are so excited to have had the opportunity to sit down with Mark Tewart. He has spent decades in and around the automotive industry and has helped thousands of automotive professionals take their dealerships to whole new levels. This guy is the real deal.
In dealerships across the country even in todays market there is still talk can you make gross profit in a digital age? Well Mark Tewart says absolutely, and this session of "The Dealer Playbook" we discuss just that.
"How To Increase Gross Profit Doing Business On The Internet"
In this episode you will learn:
-
Getting away from the "price" is all that matters mindset
-
Proper engagement of online shoppers on the internet, phone and in person
-
How to attract online shoppers without focusing on PRICE
-
Tips on merchandising your vehicles online
-
"TLC" Thinking Like a Customer
All of that plus so much more! This is a powerful episode covering a topic that the majority of auto dealerships struggle with. Mark Tewart is a true expert in the automotive industry and works with dealers across the country to help increase sales.
Links and resources mentioned in this episode:
Reach out and call Mark :
888-2TEWART
Mark's Twitter
Get Mark's best selling book "How To Be A Sales Superstar" or get a download of a free chapter from his book:
Mark Tewart's Website
Your turn to sound off
Did you enjoy this episode of 'The Dealer Playbook"?
Leave us your comments and feedback. We want to hear from you!
Be sure to subscribe to "The Dealer Playbook" and get the latest episodes delivered to your inbox every week.
" Just because your pumped up about something, doesn't mean you know what your doing".
David Bradley
Sales Manager for "Cardone Training Technologies" David Bradley sits down with " The Dealer Playbook" to talk about "How To Build A Winning Sales Team" in todays dealerships.
Dave is a long time friend who knows inside and out how to build a powerful sales team that will deliver winning results.
In session 11 of "The Dealer Playbook" David Bradley talks about how vital a good attitude is from leadership on down. The leadership in the dealership needs to be inspiring to pump the time up and keep them pumped up.
David is a very smart guy that has been able to keep his position with serial hustler Grant Cardone for several years now, so believe me this guy knows what he is talking about.
In this session David delivers some free and easy ways to get your team fired up, ready to learn and go out and sell cars!
In this episode you will learn more about:
-
Tightening up you and your teams attitude
-
Narrowing in on the right approach
-
The actions that leaders can take to prepare their people
-
Tips on role playing with your people
This and so much more are packed into this 30 minute sit down with again David Bradley from Cardone Training Technologies, one of the nations top sales training companies.
Hook it up with David and keep the conversation rolling:
David's Twitter - https://twitter.com/StopDontQuitCom
David's Facebook - https://www.facebook.com/david.r.bradley.3?fref=ts
Check out some of David's powerful articles:
http://davidrbradley.hubpages.com/hub/Sales-Success-Tips-How-To-Close-Yourself-First
http://davidrbradley.hubpages.com/hub/Four-Social-Media-Secrets-Exposed-Hiding-In-Plain-Sight
Now it's your turn
Sound off in the comments section and let us know what you like and don't like about "The Dealer Playbook". We are here for you!
"Nobody here is Mother Teresa; we're trying to sell stuff"
- Gary Vaynerchuk
Unless you’re not familiar with this thing called “the internet," you probably know who Gary Vaynerchuk is.
Gary Vaynerchuk is the author of the NY Times best seller, "Jab, Jab, Jab, Right Hook" which has been making a lot of noise in the auto industry since its release.
Gary is co-founder of VaynerMedia, a social media agency. With offices in New York and San Francisco, his company manages some seriously powerful brands on social media and online content strategies, like the NFL, NHL and Campbell's Soup.
In April, Gary spoke at the Driving Sales Presidents Club in New York City, where he was dropping knowledge bombs left and right, helping auto dealers with their social media strategies and determining ROI.
His guest ‘appearance’ on The Dealer Playbook was just as epic!
In the DPB podcast this week, Gary talks about:
-
How there’s no Facebook without investing in paid ads
-
The truth about Facebook ads (& "dark posts")
-
How to do a Facebook ad campaign or unpublished post
-
A step-by-step rundown on how to build a successful Facebook ad strategy
-
Creating content that appeals to your audience’s interests based on what’s trending
Gary is definitely the guy to be listening to when it comes to building a bigger social presence. His tactics on Facebook are -without a doubt- proven tried & true strategies worth exploring and incorporating into your own business.
Get more Gary (read up - this guy knows what he’s talking about!):
Gary's Website: http://www.garyvaynerchuk.com
Gary's Facebook: https://www.facebook.com/gary
Gary's Twitter: https://twitter.com/garyvee
Gary's YouTube: https://www.youtube.com/user/GaryVaynerchuk
Get your FREE copy of Gary V's latest book!
The first comment with what they liked best about this session with Gary gets their own free copy of his latest best seller, "Jab, Jab, Jab, Right Hook"!
Good luck!
And check out all of Gary Vaynerchuk's books:
"Crush It"
http://www.amazon.ca/gp/product/0062295020/ref=as_li_qf_sp_asin_il_tl?ie=UTF8&camp=15121&creative=330641&creativeASIN=0062295020&linkCode=as2&tag=flexd-20
"The Thank You Economy"
http://www.amazon.ca/gp/product/0061914185/ref=as_li_qf_sp_asin_il_tl?ie=UTF8&camp=15121&creative=330641&creativeASIN=0061914185&linkCode=as2&tag=flexd-20
"Jab, Jab, Jab, Right Hook"
http://www.amazon.ca/gp/product/006227306X/ref=as_li_qf_sp_asin_il_tl?ie=UTF8&camp=15121&creative=330641&creativeASIN=006227306X&linkCode=as2&tag=flexd-20
Ok, Now It’s Your Turn:
Did this episode give you any insight or some ideas for your Facebook marketing structure? Leave us your comments and keep the conversation going. We love it!
"Most dealers are using their CRM to manage customers and leads, while the more progressive dealers are using it to manage the relationship"
Hunter Swift
Are you and your dealership unlocking the true power of your CRM software? A CRM is so much more then a tool to enter customer information or remind a sales person to make a follow up call. Your CRM has the potential to be a marketing monster for your dealerships sales and fixed ops departments.
In this session of "The Dealer Playbook" we sit down with our friend and industry thought leader Hunter Swift. Hunter is not just a expert on auto dealer CRM best practices, he is the Director of Sales Development at DealerSocket. In case you do not know who DealerSocket is, they are one of the auto industries leading CRM providers.
Hunter dives right in with some easy no cost strategies and tactics dealers can execute to drive more sales and keep your service techs turning wrenches. He also discusses in detail the email campaigns that his company's clients are getting the best results from plus some other creative yet easy ways you can pump a lot of business out of your current CRM. You have to check this out because Hunter knows his stuff!!!
The information in this episode will sell you more cars!
In this episode you will learn more about:
-Successful email campaigns
-Shifting sales peoples mindsets when it comes to your CRM
-How to use your CRM for branding
-How to use your CRM to build relationships
-Freshening up email templates
-Creating automated campaigns that convert
-Mining for customers in your CRM
All that plus more that will help you not just get more out of your CRM tool but sell more cars, make more gross, get great CSI and build long lasting relationships with your customers.
Links and Resources mentioned in this episode:
Follow Hunter Swift on Twitter for more great content to help you unlock the power of your CRM tool
https://twitter.com/HunterSwift
Hunter's powerful article from Driving Sales Innovation Guide:
http://drivingsalesinnovationguide.com/2014/04/crm-and-your-brand/
Great video from Hunter on database mining discussed in the episode:
https://www.youtube.com/watch?v=5-nK8jO0Wa4
We had a great time with Hunter Swift on this episode and hope you did as well.
Now it is your turn, leave us some feedback and let us know your thoughts or if Hunter missed anything.
Thank you again for dialing into the DPB podcast and we will see you next time!
“When it comes to traditional offline advertising, enough reach, enough frequency and a strong compelling message, it will produce results/ROI immediately.”
- Troy “Turbo” Spring
Different marketing and advertising tactics work better than others. Period.
In the automotive space, when you go to workshops or webinars about marketing, they typically lean towards digital strategies.
With so much focus on the internet, and automotive dealers trying to figure out exactly how that works, the good old traditional media, or offline marketing outlets, tend to take a back seat. With the right recipe in today’s market, dealers can and are reporting solid ROI from lets call it “offline media.” That is exactly the reason why when it came to the topic of Dominating traditional media in a digital world, we knew that Troy “Turbo” Spring was just the expert to teach us.
The best selling author of “Turbo Charge Your Life” as well as the co-founder (with Tracy Myers) of the “Unfair Advantage Automotive Mastermind,” Troy “Turbo” Spring has a unique position in the automotive industry. Troy is the owner and founder of Dealer World Advertising – a full service advertising company for auto dealers.
Troy is also the manager of a Lehighton Ford in Lehighton, PA – a Ford dealership minutes from his home. Here’s where he gets even more unique. Troy manages this dealership…are you ready for it?… PART TIME! Yup, you heard it right. Part time. According to Troy, he not only loves being on both the vendor and dealer sides, but it gives him two different ends of the spectrum.
The specific topics we cover in this session address how dealers can tap into & really maximize what’s now (in most cases) inexpensive traditional offline media resources. These topics not only will require some work but also creativity. Lucky for us, Troy lays out some step-by-step strategies that will allow you to start seeing ROI with traditional advertising.
We want you to sell more cars!
More Specifically, You’ll Learn About:
-
How to audit and break down your advertising budget
-
How to determine which advertising outlets to focus on
-
The recipe for a creative message in your ads / messaging that converts
-
Sure fire ways to create direct mail that sells more cars FAST
-
How to make a stamp on any group and stay top-of-mind in your market
All that and some other super valuable strategies and tips you can put into actionimmediately to sell more cars.
Important Links From This Episode
To have Troy send you examples of traditional media campaigns that are converting, or to send him yours for a free analysis, email him at:
troyspring@mac.com or troyspring@mydealerworld.com
Check out the “LF Boss” the Ford dealership he manages part time mascots Facebook page:
LF Boss Facebook Page
Hook up with Troy Spring on Facebook:
Troy “Turbo” Spring Facebook
Call Troy “Turbo” Spring on his cell:
610-570-3022
Check out Troy’s company Dealer World’s website:
Dealer World
Check out the auto industry’s exclusive master mind right here:
Unfair Advantage Automotive Mastermind Group (UAAMG)
Get Troy Spring’s best-selling book here:
”Turbo Charge Your Life”
Ok, Now It’s Your Turn:
Did this episode give you any insight or some ideas for your traditional media marketing structure? Leave us your comments and keep the conversation going. We love it!“When it comes to traditional offline advertising, enough reach, enough frequency and a strong compelling message, it will produce results/ROI immediately.”
- Troy “Turbo” Spring
Different marketing and advertising tactics work better than others. Period.
In the automotive space, when you go to workshops or webinars about marketing, they typically lean towards digital strategies.
With so much focus on the internet, and automotive dealers trying to figure out exactly how that works, the good old traditional media, or offline marketing outlets, tend to take a back seat. With the right recipe in today’s market, dealers can and are reporting solid ROI from lets call it “offline media.” That is exactly the reason why when it came to the topic of Dominating traditional media in a digital world, we knew that Troy “Turbo” Spring was just the expert to teach us.
The best selling author of “Turbo Charge Your Life” as well as the co-founder (with Tracy Myers) of the “Unfair Advantage Automotive Mastermind,” Troy “Turbo” Spring has a unique position in the automotive industry. Troy is the owner and founder of Dealer World Advertising – a full service advertising company for auto dealers.
Troy is also the manager of a Lehighton Ford in Lehighton, PA – a Ford dealership minutes from his home. Here’s where he gets even more unique. Troy manages this dealership…are you ready for it?… PART TIME! Yup, you heard it right. Part time. According to Troy, he not only loves being on both the vendor and dealer sides, but it gives him two different ends of the spectrum.
The specific topics we cover in this session address how dealers can tap into & really maximize what’s now (in most cases) inexpensive traditional offline media resources. These topics not only will require some work but also creativity. Lucky for us, Troy lays out some step-by-step strategies that will allow you to start seeing ROI with traditional advertising.
We want you to sell more cars!
More Specifically, You’ll Learn About:
-
How to audit and break down your advertising budget
-
How to determine which advertising outlets to focus on
-
The recipe for a creative message in your ads / messaging that converts
-
Sure fire ways to create direct mail that sells more cars FAST
-
How to make a stamp on any group and stay top-of-mind in your market
All that and some other super valuable strategies and tips you can put into actionimmediately to sell more cars.
Important Links From This Episode
To have Troy send you examples of traditional media campaigns that are converting, or to send him yours for a free analysis, email him at:
troyspring@mac.com or troyspring@mydealerworld.com
Check out the “LF Boss” the Ford dealership he manages part time mascots Facebook page:
LF Boss Facebook Page
Hook up with Troy Spring on Facebook:
Troy “Turbo” Spring Facebook
Call Troy “Turbo” Spring on his cell:
610-570-3022
Check out Troy’s company Dealer World’s website:
Dealer World
Check out the auto industry’s exclusive master mind right here:
Unfair Advantage Automotive Mastermind Group (UAAMG)
Get Troy Spring’s best-selling book here:
”Turbo Charge Your Life”
Ok, Now It’s Your Turn:
Did this episode give you any insight or some ideas for your traditional media marketing structure? Leave us your comments and keep the conversation going. We love it!“When it comes to traditional offline advertising, enough reach, enough frequency and a strong compelling message, it will produce results/ROI immediately.”
- Troy “Turbo” Spring
Different marketing and advertising tactics work better than others. Period.
In the automotive space, when you go to workshops or webinars about marketing, they typically lean towards digital strategies.
With so much focus on the internet, and automotive dealers trying to figure out exactly how that works, the good old traditional media, or offline marketing outlets, tend to take a back seat. With the right recipe in today’s market, dealers can and are reporting solid ROI from lets call it “offline media.” That is exactly the reason why when it came to the topic of Dominating traditional media in a digital world, we knew that Troy “Turbo” Spring was just the expert to teach us.
The best selling author of “Turbo Charge Your Life” as well as the co-founder (with Tracy Myers) of the “Unfair Advantage Automotive Mastermind,” Troy “Turbo” Spring has a unique position in the automotive industry. Troy is the owner and founder of Dealer World Advertising – a full service advertising company for auto dealers.
Troy is also the manager of a Lehighton Ford in Lehighton, PA – a Ford dealership minutes from his home. Here’s where he gets even more unique. Troy manages this dealership…are you ready for it?… PART TIME! Yup, you heard it right. Part time. According to Troy, he not only loves being on both the vendor and dealer sides, but it gives him two different ends of the spectrum.
The specific topics we cover in this session address how dealers can tap into & really maximize what’s now (in most cases) inexpensive traditional offline media resources. These topics not only will require some work but also creativity. Lucky for us, Troy lays out some step-by-step strategies that will allow you to start seeing ROI with traditional advertising.
We want you to sell more cars!
More Specifically, You’ll Learn About:
-
How to audit and break down your advertising budget
-
How to determine which advertising outlets to focus on
-
The recipe for a creative message in your ads / messaging that converts
-
Sure fire ways to create direct mail that sells more cars FAST
-
How to make a stamp on any group and stay top-of-mind in your market
All that and some other super valuable strategies and tips you can put into actionimmediately to sell more cars.
Important Links From This Episode
To have Troy send you examples of traditional media campaigns that are converting, or to send him yours for a free analysis, email him at:
troyspring@mac.com or troyspring@mydealerworld.com
Check out the “LF Boss” the Ford dealership he manages part time mascots Facebook page:
LF Boss Facebook Page
Hook up with Troy Spring on Facebook:
Troy “Turbo” Spring Facebook
Call Troy “Turbo” Spring on his cell:
610-570-3022
Check out Troy’s company Dealer World’s website:
Dealer World
Check out the auto industry’s exclusive master mind right here:
Unfair Advantage Automotive Mastermind Group (UAAMG)
Get Troy Spring’s best-selling book here:
”Turbo Charge Your Life”
Ok, Now It’s Your Turn:
Did this episode give you any insight or some ideas for your traditional media marketing structure? Leave us your comments and keep the conversation going. We love it!“When it comes to traditional offline advertising, enough reach, enough frequency and a strong compelling message, it will produce results/ROI immediately.”
- Troy “Turbo” Spring
Different marketing and advertising tactics work better than others. Period.
In the automotive space, when you go to workshops or webinars about marketing, they typically lean towards digital strategies.
With so much focus on the internet, and automotive dealers trying to figure out exactly how that works, the good old traditional media, or offline marketing outlets, tend to take a back seat. With the right recipe in today’s market, dealers can and are reporting solid ROI from lets call it “offline media.” That is exactly the reason why when it came to the topic of Dominating traditional media in a digital world, we knew that Troy “Turbo” Spring was just the expert to teach us.
The best selling author of “Turbo Charge Your Life” as well as the co-founder (with Tracy Myers) of the “Unfair Advantage Automotive Mastermind,” Troy “Turbo” Spring has a unique position in the automotive industry. Troy is the owner and founder of Dealer World Advertising – a full service advertising company for auto dealers.
Troy is also the manager of a Lehighton Ford in Lehighton, PA – a Ford dealership minutes from his home. Here’s where he gets even more unique. Troy manages this dealership…are you ready for it?… PART TIME! Yup, you heard it right. Part time. According to Troy, he not only loves being on both the vendor and dealer sides, but it gives him two different ends of the spectrum.
The specific topics we cover in this session address how dealers can tap into & really maximize what’s now (in most cases) inexpensive traditional offline media resources. These topics not only will require some work but also creativity. Lucky for us, Troy lays out some step-by-step strategies that will allow you to start seeing ROI with traditional advertising.
We want you to sell more cars!
More Specifically, You’ll Learn About:
-
How to audit and break down your advertising budget
-
How to determine which advertising outlets to focus on
-
The recipe for a creative message in your ads / messaging that converts
-
Sure fire ways to create direct mail that sells more cars FAST
-
How to make a stamp on any group and stay top-of-mind in your market
All that and some other super valuable strategies and tips you can put into actionimmediately to sell more cars.
Important Links From This Episode
To have Troy send you examples of traditional media campaigns that are converting, or to send him yours for a free analysis, email him at:
troyspring@mac.com or troyspring@mydealerworld.com
Check out the “LF Boss” the Ford dealership he manages part time mascots Facebook page:
LF Boss Facebook Page
Hook up with Troy Spring on Facebook:
Troy “Turbo” Spring Facebook
Call Troy “Turbo” Spring on his cell:
610-570-3022
Check out Troy’s company Dealer World’s website:
Dealer World
Check out the auto industry’s exclusive master mind right here:
Unfair Advantage Automotive Mastermind Group (UAAMG)
Get Troy Spring’s best-selling book here:
”Turbo Charge Your Life”
Ok, Now It’s Your Turn:
Did this episode give you any insight or some ideas for your traditional media marketing structure? Leave us your comments and keep the conversation going. We love it!
Your greatest asset are the people you just sold. People like to do business with an "expert", and will pay more to do so.
20 year automotive vet, International Sales Expert and host of nationally syndicated radio show " The Sean Moffett Show" Sean Moffett himself sits down with Robert and Michael to chat it up about " Turning Your Current Customers Into Raving Fans"! Advocates of your dealership and your brand. Even in today's advanced market there is nothing stronger than the relationship with your store and its customers. Past, Present and future.
In this awesome new episode, Sean talks about how just in how the way a sales person greets a customer, that customer knows if they are dealing with a professional expert or not. '"The best place to close your deal, is with the first impression".
Sean is going to show us exactly how to do just that in this session.
Sean Moffett gives a few easy word tracks sales people can use to sound like a expert. A professional. Check them out and practice with your team or whoever is down. Why not pick up something new that is without a doubt different than what the sales team is currently doing.
What if just something that simple as how the customer is being greeted is what is holding back sales explosion in a dealership?
This is session is packing some powerful information!!!
Sean is a professional broadcaster and great speaker so nobody minded that " The Dealer Playbook" turned into "The Sean Moffett Show". Starting with authentically greeting someone with a caring disposition, to how to finesse and keep the " wow factor" rolling after they make it purchase.
It is all in this session!
You in this session you will learn more about
-
How to greet the customer like a professional expert
-
Focusing on the customer’s experience genuinely
-
Is management in need of leadership training (it is more than penciling deals)
-
Being an expert on your product
-
Communicating with customers & allowing them to shop with you
-
Finding training material you can relate with (so much online for free)
-
Different markets require different tactics
-
Watching out for listening to the wrong "guru's" information.
All that plus so much more!
Here are the links mentioned in this episode
Sean's Website:
http://www.themoffettcompany.com/
Facebook:
https://www.facebook.com/profile.php?id=100001592899984&fref=ts
Twitter:
https://twitter.com/TheSeanMoffett
Sean Moffett's " Wow Factor Sales Success Training":
https://www.udemy.com/wow-factor-sales-success-training/?sl=E0Ibc1tTQxMALBoeCRAcKBM%3D&dtcode=qqmla8hp
Sean's killer YouTube Channel Lots of good stuff:
https://www.youtube.com/channel/UC1XW7Dmi_6v6hr-RA1gGC8g
Sean's syndicated radio show on iTunes
https://itunes.apple.com/us/podcast/the-sean-moffett-show/id631875767?mt=2
Get his free audio book email here:
info@themoffettcompany.com (put "The Dealer Playbook" in the subject)
The Dealer Playbook -
http://www.thedealerplaybook.com
When it comes to running and or owning a automotive dealership, monitoring your ROI is crucial to a successful operation. When you are buying more internet leads, doing a direct mail campaign, or switching website providers ROI always comes up in the conversation. Ever notice that? Where you do not hear a lot of “ROI” talk though is when you hear about the workshops, 20 Groups, seminars, trade shows etc.
In this episode of The Dealer Playbook the boys sit down with funny man and 30 year plus automotive industry veteren, Danny Benites. Danny is the General Manager of Greg Lair Buick GMC of Amarillo Texas, and he has created some resources and techniques to get the most out of the automotive workshops, seminars, etc. You know, track an ROI?
A dealer will spend 2-5 thousand on attending or sending a team member to a automotive conference. Do you ever track the ROI of that investment, because it is not cheap. Combine the money for travel, hotel, tickets to the workshop, food, etc. plus the time away from the dealership to attend, you end up with a lot of “skin in the game” to much in fact to not have a plan.
In this episode you will learn more about:
How to choose the right team member to attend educational events
Choosing the right automotive event to attend
Narrowing in on what parts of your operation your looking to bring home “nuggets for”
How to retain the “ideas” you get at the workshop, and how to structure your idea lists/notes
How to take your ideas back to the dealership and get buy in whether your the top dog decision maker and you need to get your team on board or a sales manager, GM, etc and need to get your dealer to buy in
That and much more Danny talks about that will get you and your the team the most out automotive educational events. This guy knows what he is talking about.
Here are the links for the work sheets Danny refers to that lay out the plan for you: Danny's Worksheets
Keep up with Danny Bientes he has some great content:
Check out his website here: Danny B website
Follow him on Twitter here: Danny Twitter
We had a blast having Danny Bientes on the show and really hoped you enjoyed it as well. Your feedback and comments mean the world to the DPB team, so please drop a line below. As always thank you for listening to The Dealer Playbook, make sure you get subscribed so you get notified when we release new episodes.
Much love-
While I was attending the Internet Sales 20 Group in Atlantic City a few weeks ago, I had the incredible privilege of listening to, and eventually interviewing Dr. Willie Jolley. While I do admit to not knowing who he was previous to the conference, I was completely blown away by his message; something that resonated deep within me. He spoke about how to do more, be more and achieve more.
After his keynote address at the conference, I had to go and shake his hand and express appreciation for the message he shared. It was refreshing and motivating; something that I think we need to hear more of in the auto industry.
I asked him if he’d be willing to join me for an interview and without hesitation, he agreed.
If you still haven’t “Googled” him, here is a brief introduction: Dr. Willie Jolley is an international motivational speaker who has been named as one of the top 5 outstanding speakers in the world, alongside heavyweights like Margaret Thatcher and Nelson Mandela. He has written 4 best-selling books which I think you should definitely check out:
A Setback is a Setup for a Comeback
An Attitude of Excellence
It Only Takes A Minute to Change Your Life
Turn Setbacks into Greenbacks
In addition to his outstanding books, Dr. Willie Jolley is credited as the reason that the Ford Motor Company never accepted a government bailout. After reading his book, “A Setback is a Setup for a Comeback”, Alan Mulally, Ford CEO, hired Dr. Jolley to come and help them scale the business, refine process and help Ford’s employees build their dreams.
In this episode you’ll learn more about:
How doing something ridiculous may just be what’s needed to advance and conquer
How to get started when setting out on your success journey
How to look at your current situation differently and capitalize on the assets and opportunities available to you right now
We have a connection to Dr. Willie Jolley now and we know he’d love hearing your feedback and questions. Hit us up in the comments below and as always, thank you for listening to The Dealer Playbook.
“In order for training to work properly inside of the dealership, there need to be two things. Consistency and volume.” - Jarrod Glandt
Building a successful business (or business inside of a business) doesn’t happen overnight. It takes following a strategic recipe in order to get the desired end result.
Whether you’re just starting in the automotive industry, or consider yourself a veteran, a best practice in being successful is to always be learning and then apply the things that you learn. That’s why when it came to the topic of automotive training, we couldn’t think of anyone better to teach us than Jarrod Glandt. Jarrod is currently the Vice President of Sales at Cardone Training.
Jarrod has a pretty fascinating story about starting out in the car business. After much struggling and sacrifice, he decided that there was more to having a career than what he was experiencing at the time. By taking a risk, Jarrod took a job with Grant Cardone, barely making ends meet. During his early days with Grant Cardone, Jarrod learned how crucial a role effective training plays in achieving success and look at him now! He’s made it to the top and he’s confident you can too.
The specific topics that we cover in this episode address how to implement consistent training so that automotive sales professionals can be more and do more. These topics all require work, and that’s likely why many people give up on them and never reach their potential in the car business.
We want you to achieve more!
More Specifically, You’ll Hear About:
How to properly do training inside the dealership
How to hold your team accountable
Why turnover can be a good thing
Why most people won’t achieve their definition of success inside the car business
How to achieve your goals and dreams
How to increase your willingness to do whatever it takes
Click here subscribe to this episode on iTunes or Stitcher Radio.
Don’t forget to follow @JarrodGlandt and @GrantCardone on Twitter. Also, be sure to check out #YoungHustlers airing every Thursday at 1pm EST.
Your Turn…
Did this episode help you understand the importance of consistent training inside of the dealership? How do you currently handle training? Let us know in the comments below. We’d love to hear about what’s working well for you!
The Dealer Playbook Episode 3 In the dealership business, your team’s attitude is crucial. Today's automotive consumers are smart. They know when you’re being sincere, and they know when you’re feeding them a line of bull.
Dive into this episode with one of the automotive industry’s top experts, Tracy Myers from Frank Myers Auto Maxx in Winston Salem, North Carolina. In this dose of the Dealer Playbook, learn some of Tracy’s key rituals and tips that propel his dealership toward constantly creating a positive work environment for his employees, resulting in a phenomenal experience for his customers. Tracy gives the play by play on how to build a thriving, positive dealership culture.
Keeping your service teams motivated not only creates a better dealership environment, but it sells more cars and repeat services. When you amp up your dealership culture so your staff is genuinely excited about your products, that energy is contagious. Before long, you’ve gained long-term customers who are pumped to be doing business with you.
Tracy is an undeniable expert when it comes to creating a ‘Disney World’ kind of experience for every single person standing within his dealership property, but he’s quick to admit it’s a huge waste of time if your staff isn’t completely on board and proud to be a part of the team efforts..
As a dealer principal or any level of manager, you have the power to directly affect your employee’s work experiences and job satisfaction. Making changes as simple as showing interest in their personal lives and getting to know your team members can have an amazing affect on their attitude and commitment.
If your team doesn’t support your dealership’s message and objectives, all the sales training and product education in the world is worthless.
Tracy Myers Facebook: https://www.facebook.com/frankmyersauto?fref=ts
Tracy Myers Twitter: https://twitter.com/RealTracyMyers
Tracy Myers Website: http://www.tracymyers.com/
Unfair Advantage Automotive Mastermind Group: http://unfairadvantagemastermind.com/
The Dealer Playbook Episode 2 If you want to pack your dealership with elite professionals, there’s no way to cut corners on building a disciplined recruitment strategy. Hiring someone who doesn’t fit your dealership culture or who isn’t qualified hurts your team. You’re only as strong as your weakest player.
Craig Lockerd is a top expert when it comes to automotive recruiting. His professional recruiting company, Automax Recruiting, is the industry's number one source for finding and hiring quality people to add to your dealership team.
In this dose of the Dealer Playbook, recruiting expert Craig Lockerd reveals some key recruiting strategies. Craig discusses every step of the recruiting process, from the interview, right down to actionable tips on how to sift out the good applicants from the bad ones.
In Craig’s 15+ years of recruiting experience, he’s seen way too many auto dealers tailoring the interview process around their applicants, instead of creating a rigid interview process that’s right for their dealership and sticking to it.
But before the interview can happen, you need to know how to get qualified resumes in your hand. Craig discusses some universal “super strategies” that any dealership could start implementing to increase ROI on their recruiting efforts, including shaping your initial ‘help wanted’ ad to bring in more motivated individuals.
For more on how to turn up the volume on your hiring efforts, check out Craig’s Automax Recruiting website.
Check Out Automax Recruiting on Facebook http://www.facebook.com/automaxtrainingandrecruiting
Craig's Personal Facebook http://www.facebook.com/craiglockered
Craig's Cell Phone 609-571-1152
Automax Recruiting and Training Office 800-878-5090
Dealer Playbook Episode 1 It’s no secret that in today's automotive market, providing a "Wow Experience" for shoppers is an absolute must. Car dealers all over the world invest tons of money and time in making sure customers are taken care of and are getting a top-notch shopping experience.
We try so hard to provide the ultimate shopping experience for our customers, but let’s switch our thought process. What are we doing to create an incredible dealership culture that inspires and energizes our internal team? Keeping your people motivated, engaged and happy all ties back to the dealership’s internal culture. Every dealership has a culture - it’s the way your employees feel when they come to work, good, bad or indifferent. What is your dealership’s culture like? If you don’t know, it’s probably not a good.
It’s a simple, yet powerful, concept - if your team is happy and each member feels a sense of satisfaction in their individual roles, they’ll perform better. Yet so many employers, especially in the automotive industry, aren’t putting energy and resources into into creating that ideal positive, motivating environment.
Keys to building a dynamic dealer culture Personnel, from top to bottom, shares the same goal. There is team “buy in” and everyone supports the underlying message and objectives.
A recruitment strategy that targets premium, dynamic team members
Education. Empower your team with resources and knowledge. Ongoing education is an important part of any career growth and individual development.
Collaborate with your entire team. Encourage creativity and idea sharing. Create an environment where your team feels comfortable and safe sharing their thoughts and opinions.
Buy in is key. From the dealer principal to the clean up crew, everyone has to be onboard with your message and goals. Without buy in, employees will never become brand evangelists, sharing the message and inspiring others. Once you have the workplace culture ‘recipe’ complete, your team will be the greatest form of marketing you have. They will proudly, with no hesitation, spread the message of your dealership’s greatness.
Recruitment is a significant process. The automotive industry notoriously has struggled with this part of the business. Many dealers recruit with the mentality, "a body is better than no body." Are you breathing? Do you have a heartbeat? You’re hired! Dealers spend tremendous amounts of money on bringing customers through the showroom doors, but all of that cash and those efforts get flushed down the toilet when those same customers are mishandled by a unprofessional, unqualified salespeople.
Ongoing team education is an important aspect of most successful, long-term businesses. Think about your current staff, especially individuals you think could be doing better. Have you provided them with right tools and resources needed for them to reach the next level in their position? While poor job performance doesn’t fall entirely on the employer’s shoulders (individuals need a certain amount of internal drive), it can’t be argued that a happy employee who feels job satisfaction will outperform their unhappy coworkers. And when we’re good at things, we tend to like doing them more (like selling cars).