Live at Digital Dealer InterBrew Series feat. Kyle Disher by PureCars

Hello, and welcome to the Car Guy Coffee Podcast. This Digital Dealer interview

series is brought to you by our friends and partners at Pure Cars, n Q team, MXS, Fixed Ops, Digital and one Data and Analytics at Drive Center. If you want more information or want to partner with the group,

go to carguy Coffee dot com. Let's crew. What's going on,

car Guys and cargays. This Luver Mirez the car Guy and it's frolling our

subprime hero and we have brewed solutions in the Car Guy Coffee Podcast. We

are still in fabulous Las Vegas at Digital Dealer twenty twenty three and we are here brewing with the One, the Only Hei This sh that's right. Welcome

to the show for bro What what what? When that happens? Love vendors.

I got a quick story, everybody, So every now and then, and you've worked in the store plenty of time, right, and sometimes you're in a different part of the country and you're going for the handshake and you know exactly what just happened. Happens, I don't know where you're on,

where you're going. What is usually your flow for that full on a mouth

kiss and don't stop here, that's how you do it. And then you

say I probably don't have COVID at the end. Oh my god, let's

go right to it. Let's exchange, let's go love it. I love

it. But Kyle Brother, we had an incredible day yesterday. We had

part of history yesterday and we haven't really done too much loud talking about it.

But in that let's go ahead and recap a little bit. You want

to tell us a little bit of what we were ruling yesterday. What we

can tell everybody what's ruling with you, But what happened here? Yes,

here's history history. So V twenty group where dealers have historically had twenty groups

forever, there's a V twenty group though V stands for and then there twenty groups. Some of the top vendors in the industry from different spaces got together

and just spent today talking about one how to help each other because you know, there's a lot of people in the same space, and then two help dealers, So help each other, help dealers. And we're gonna meet three

or four times a year the twenty and you got elected so June, yeah, but you like so there there was a chairman, vice chairman and the junior chairman. So we got the vice chairman, the junior chairman, and

the electric I like. The beautiful part is, though, is when you

hear chairman this, when you're talking about that, that a junior chairman.

That's three years that they're committed to. So that man, big deal.

That's amazing. It's going to be cool to see you making helping make decisions

in this group. And I know you're gonna be very impactful. Man.

I've known you for a bunch of years. We've known each other somewhat,

but over the last couple of years we've gotten into I got to know each other a little bit better. And what I could tell you it is the

very first time I ever met him was in Saint Louis. It was over

in Illinois and we were over at a dealership. In this dealership, they're

always doing big things. They're the their home of the wiggedy way, right,

and that if anybody knows what I'm talking about, and everybody knows about auto centers out there, Nissan and auto centers Nissan, they do a lot of marketing, they do a lot of great things. But they also had

this guy coming in doing training for him and when he came in with his energy, I remember being like, man, this dude's cool. I like

him a lot, so I ended up like following him right. But I

did see was something really hilarious many years ago. It was him at airport

going through security. So he's got these ripoff pants and he's got like spam

dex underneath him, and he goes through, and of course like metal detectors going off or whatever. So's like, but you gotta do something. He

goes okay, and he just goes and he walks right through, and the security was like, well, I was playing at a pocket full of change.

I was at a basketba yeah, and they had to do it.

So I had to break away pants pink underwear, yeah, remember it.

And that right then and there, I knew the guy that I had met.

Eventually, when I get a chance to that's gonna be my boy.

R. I'm gonna hang out with this dude. And I can appreciate that.

I appreciate your humor, but what I appreciate more than your humor is your energy that you can towards anything you do. You're somebody who doesn't like

to say no. There's something that is offered to you or something that you

can help somebody with, You're gonna find a way to help them, even if isn't directly through you. You're gonna take the job on and you're gonna

make sure that they have a solution for that brother. That's mad respect.

That is what a tasty missionary does. We don't figure out ways to reculate

problems. We threw solutions, and man, you threw solutions on a daily

Man's appreciated that. Hey, Dealers, Car Guy, Coffee podcast and Certified

Solutionaries are honored to be part of team. Thank you. The solutions they've

been ruined for you to acquire more vehicles, advertised merchandise and manage those vehicles has made them one of the most sought after dealer partners in the marketing.

They are one hundred percent CGCE it proved and when you visit them at benk dot com you'll see a whole hill of beans worth of reasons why t bank let's prove. A key piece of being a solutionary is that you do adapt

exactly like we're the saying, and exactly like you do. So many times

we'll say yes to what it is that a dealer is needing in the understanding that we believe in ourselves and our abilities to find a solution to the problem.

And so often that's exactly where a dealership could get hemmed up, depending on who's at the driver's seat of making those decisions seeking those solutions. When

you get out here and you're actually communicating with some of the leadership that shows up from the dealership, what is it that you're trying to communicate with them most for them to be able to understand what you're doing and what they're going to get out of what it is to do. Yeah, good question.

So we do a lot of stuff for dealers and vendors, and everything that we do for the dealers vendors are a little bit different. It's holistic.

We do a lot, but it all ties to each other. So hiring

is one of the big things. So people call up, Hey, I

need to hire five people, ten people, twenty people, and then we do training and so we train those people. We have a learning manager system

that has over two thousand videos in it and the live webinars, the Mystery Shot. So everything we do lives in one place, and when dealers come

to us, it's usually I need of this or I need to that, and every product we have and all the ways betweaked is all what the dealer will questions. So dealers actually build out products. That's awesome, and because

you listen to them, persons understand. Then you start to figure out a

solution that can be understood. Everything I built was fine, let's do it.

Just say, there's this guy. He made a desking tool. Spet

five million dollars on a desking tool, right, this is he's in my call log from before I walked over here. He owns a Ford dealership and

he's dude, I blew five million dollars. The desking tool is great,

but I'm gonna give it to your team. We're hiring them three full time

devs to just push it over the edge. Cause I got a big team.

We got about one hundred and fifteen people. We have a lot of

elasticity. There's a lot of vendors in this area that come to us that

I can see from here and say, I got dispenser project, that's best project. I got good managers, I got a lot of mandates. So

it's easy for me to say yes because I'm not the one that But on the a thirty morning meeting, guess what, guys, I committed us to this. They figured out I have very good managers all and that's that's important.

Man, team, having the right people behind you or with you, I should say, running alongside you will make all the difference in what you do. Not something that Lou and I were trying to figure out right now,

and how do we scale up? It's get some people. We have

to scale up by putting people around us that are going to scale up with us and be part of something unique and be able to solve a problem that I can't solve right, And I need to find those people. Do you

find those A plus peoples in this category that I'm gonna f in right and all those type of things? And that's really cool that you have a crew

of people that are willing to sit and get your back at that eight thirty meeting. Man, you're putting a lot on us. But man, we

love the challenge and let's take that challenge. Let's go forward. But what

do you see today as being one of the biggest challenges that you in your company are able to give to the dealer that's going to make a huge impact right now and what's going on so challenges. What are we doing to make

more impact, more sales for the dealer. Yeah, I would say that's

a great way. So it's just it's the accountability piece. People need to

learn how to sell cars. Again. You have people that have never sold

the car in their entire life that have been making six figure incomes for the past three years. Yeah, oh yeah, you're one hundred percent. I

love how you I love how you put that. Folks, they've been in

the industry, they've been on the front line, but they're not selling carts selling carts. No, they're just delivering units. And literally that's all it

was over the last couple of years for a lot of people, not saying everyone of all, but there's most of y'all change your habits quite a bit.

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And people always love to over complicate, especially from the vendor world.

You know, somebody that's never sold a car in their life, no offense for other people come in and they got all this data and all that.

I'm just I like keeping things simple. You're right, every customer up that

walks through the showroom floor, you do everything ethically possible to sell them a car right now. They don't buy a car right now. You follow up

with video, the manager follows up, You call them back and you try and sell them an appointment. The phone rings, you set an apploytment.

Somebody sumens an internet lead, shoot them a video, you call and you ask for him to commit. It's a very complicated but simple business, and

people always want to complicate things. But if I set an appointment with everybody

that's not at the dealership, and I write everybody up and put them on paper that's at the dealership, everybody beats a manager. That's right, So

true, so true. So with that, put that in your cup,

sip on it. Everybody. What's going on? Roy Davil is up over

there, got some brains? Look at Okay, the digital deal inside of

that again, Yes, we are Barista's. So that's what it is.

That's what we do. We grew solutions for this industry because we want to

stay creative about putting our brand out there now. So there's so much of

this conversation of worry that dealers can get into about worrying about a person building their own brand outside of the brand of the store, inside of that situation.

How have you helped to bridge the gap and being able to encourage salespeople to find them be created, do the things that are slightly different than everybody else? A little hungry hang on here for no I think I got profted

to do this, but a good segue. Would you like half a fortune

cookies? Half a fortunate cookie? You like a small piece? I would

definitely take a what to say it says, bs, I ship cars.

Don Brady's right, These fortune cookies got left here just little things. If

there was a forces cookie that said I sell cars, or would be something else? Hey, pitch you some of that. So yeah, personal branding

means a lot and dealers just got you over it. So if somebody's bringing

you those deals and they're doing that your dealership, yes, it becomes that salesforce's customer. A lot of ways, it becomes the dealership's customer too.

You don't want to compete with your salespeople. You want to collaborate with your

salespeople. We edit custom videos for TikTok, we edit custom videos for Facebook

and stuff with the dealers that are progressive because they know, guess what, the more cars your people sell, the more cars you selling. If the

relationship is right. The grass is never greener anyways. And look, the

salespeople are gonna quit. Okay, just happens. How many salespeople you have

to quit? Now? Would you rather Selle quits after selling me a bunch

of cars? Would you have a someone quicks and sells you no cars?

If you, guys wants to sell a bunch of cars, that take us talent sellers were great, but make the most of those self branders the dealership.

Oh man, that's that's good stuff, I mean really good. And

I love how you're how you're pouring that out there. But from what it

is that we've had the chance to see those car guys that do stay planted at a store, that have their repeats, that have their they don't have to do it take out, Yeah, they don't have to turn too much of the fresh stuff. They always can keep their network going. How much

inside of your exposure we got we got decades upon decades of time in service here for the industry. But what have you seen some of the most benefits

of a salesperson putting the roots in the ground and being still and learning and then adapting in somebody like you or come in and say, hey, think a little different, grow a little more, and you're gonna get more fruit out of it. How has that actually benefited you when trying to get a

store to the next level working on some of those long planted foundational trees.

Absolutely in most places, not to hate on the corporate stores, but especially if you're at a family owned store and there's someone there that can actually make decisions salespeople, you're so much better off walking up to the guy or the girl that has their name on the front of the building and saying this, look, I love working here. I want to work here. For the

long haul. I've been spending X amount of dollars advertising for myself on this

channel. On that channel, we put some type of package together. We

can help me market better for you. You're spending five hundred dollars a car

deal right now, spend something with me and making a relationship with the salesperson and the dealer so everybody gets together. We know you were doing the show

so far. We just wanted to quickly remind you about our partners at Big

Stops digit and how they are Automotives premier Service Marketing and Technology company not only CROUPSNSS of the Car Guy Coffee podcast, but they also serve as your dedicated to point of contact for all your online service marketing related needs servicing dealerships throughout the US and Canada. The mission is to create a better online experience for

your service customers while using data intelligence to drive more fixed operations revenue. If

you want to take your service marketing efforts to the next level, go to fix Digital dot Com. Back to the show. Let's go. You collaborate

with the dealer. You're gonna go a long way now. Salespeople, if

you're watching those you may think I can't ask the dealer for that. You

want to go ask a new dealer for another job. Uh, the grass

is not greener. Love the one you're with. You'll usually get for thee

I I'm on a big second, the grass is not greener, and love the one you're with, because at the end of the day, and it's it's cliche, but it's about watering your lawn, it's about putting fertilizer on, It's about paying attention to it, making sure it's a trim the way it needs to be trimmed. The trash is not in there that you're taking

away all the garbage that doesn't need to be and not stepping on stuffs, step on. So my point is that you are exactly what determines that that

grass is bing. You can be in the best environmental world. If the

other wrong attitude, it's going to feel like it's the worst I've seen it.

I've seen it a lot. I personally dealt with that myself, and

I had to learn myself, go somewhere else, find out hey, I was wrong, and I would humble myself very quickly. But I learned that

lesson. I didn't do it multiple times. I was like, Okay,

hey, I'm going to make sure that my grass is greener. And but

not asking that question to your dealer is it's really leaving an assumption out there that can change your life. If you ask that question and you actually come

to them with a great proposition that sounds like a very big value add to them, they're gonna hundred percent agree with it, and they're going to do everything they can to make sure that that they can help you, even if it isn't maybe helping with that, but they're going to find ways to help you market better because they want to help you. At the end of the

day, it helps their bottom line. So get after it. Don't be

scared to ask those questions. It's better than quitting and like you said,

going asking in somebody else, a stranger for a job, and then having to build that whole releaship all over again. It's just not worth it.

Never have the business if you don't ask for it, you have not.

Because you are now up in the house, love it. So thankful again

for the relationships that we do have the chance to make here the folks.

If we do all the collaborating and we give you all of the solutions and give you all the directions. You have to sip it up. You have

to drink the coffee. If it's rude for you, you got to use

it. So don't let it get cold. When these things start to become

available, pay attention to what you're smelling inside of the industry, ask great people about it, and don't be afraid to sample and try. Open up

a fortune cookie. See what it is that's in front of you, and

take advantage of your moments. Brother, we are excited that you're here.

You too, I want to tell you a story. Yeah, I haven't

thought about this in twenty five years. I was eighteen years old and I

asked my dealer. I said, hey, would you pay for the printing

if if I want to get flyers printed? And I got a thousand green

flyers printed. And I walked around the neighborhood and I stuck flyers on just

every car. Right. I paid a guy to do it too, set

all these flyers out. The phone started ringing off the hook. The dealer

paid for the printing. Guess what the calls were all about? The rain?

And I got green self all over people's cars. Everyone had to get

the cars you tell me that was the first time trying to do something on my own. I got that great stuff. A lot of my car we

had to wash about five cars. Hey, but you learned something at the

end of the day. You were doing something that somebody at eighteen years old

that's so out of the dealer left it had to have it. I would

tell you somebody comes to me, anybody don't and they hit me with something like that, I'm gonna help. It's the fact that they ask, It's

the facts they want to do something. It matters so much. It's hard

for me to help people who don't want to help, right, because we've all seen it. We've given help the people and it's just not wanted,

and then they just get step ears, right, they just move on.

When somebody truly wants it to hear and they take notes and they actually going to do something about it. Man, I'll pour into that person I can

to help them. So that's the point about going to your dealer and asking

my friends, because if you bring that up, they may not know how much of a go getter you really are, and when they find out that you are, don't do everything they can to help you. You never know

what that leads to our friends? It leads some big things. Quick question.

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Come on now, back to the show, Get on airplane. I'm

going to spend the night at the biggest jerks in the world's house tonight.

And I'm also going to spend the night at one of the best people on Earth's house. And it's all perspective right to me. The guys the greatest

person ever. Your salesperson's selling five cars a month. Oh, you may

think that guy's a jerney. So a lot of times it's more about you

than the person. So what you're bringing to the table. I've worked for

this guy for almost twenty years. The guy I'm gonna say at his house

and now you don't the crisis. And if you're bringing solutions, if you're

bringing good energy, people are gonna love you. But if you're oh yeah,

I list sold five cars a month, if you're advertising by if you're one of those people that everything's a problem, the dealer's not going to bring solutions. Bring good energy, bring good attitude. You get promoted faster and

make a lot more money a lot of of life. It's like the old

saying, your attitude determines your altitude. Yeah, just saying, so that's

truth. It's always going to be that way. And helping with this guy

he kep all the cars get detailed, not to put green on air, but he had the right attitude and the dealer was good with it. So

I promise you if you guys have that right attitude, it doesn't matter how many mistakes you have, we're gonna keep helping you because the more mistakes you're you're making, it means you're really trying and I can appreciate some of your tries. So, so Kyle from Rev Dojo, tell these people how to

get a hold of you and how to find out more about what it is that you're grooming, so revdojo dot com. I'm also on Facebook, Kyle

Dishart and the training, mystery, shopping, recruiting, CRM, reporting, TV commercials. We do a whole bunch of stuff, too much stuff,

but it keeps things exciting. And we have just as many vendor clients as

we do retail clients. So if you're looking for a solution you can't find

it anywhere, first come to the solutionaries and then if they can't, they were free to me, come to me. Well, we appreciate the good

word to us too, and we appreciate you. And yeah, please go

to repdojo dot com learn more about what he does. Man, I can

tell you he brings a lot of value, not just to what you're trying to do, but he brings a lot of value to this industry. So

go check it out. We cheer him on, love on him. Can

we do something? You got a second? Yeah, we get crazy for

a second. Are we lively editing this? Later? Car dealers near me,

We're gonna do one hundred dollars whoever answers the phone if they set an appointment, and zero if they don't. Oh wow, let's see. I

freaking love this, let's go looking for a new card deal. Yeah,

Vegas, Vegas. But let's go Toyleers first thing to pomp in my hand,

so to chop his house, see it? Yeah me? Oh that's

true all right, So we'll edit this out and post that will protect the guilty. Will let's see if they're sitting the appointment love one hundred dollars that

the nail. It may help you. Can I have a salesperson please?

Yeah? Oh hey. The reason I was calling is I saw a two

thousand and eighteen silver Camery on the website a few days ago and it's gone, and I just want to see if you still have that car. Please

shoot you right now? Thank you you we twenty eighteen Camri. That's a

great choice. She definitely called the right place. Check on that camera for

you. But in case we could disconnect it, can I get your phone

number and your information? So if she doesn't have the car, she doesn't

have a chance of setting it. So also, what am I driving now?

He said it right then, he said that he doesn't have it.

That's not there anymore. So your only chance, so expand the inventory.

You know, I think that one was an l E. So is there

anybody on earth that lays in bed at night goes like this. Someday I'm

gonna have a six year old Camry. That's my dream car. I just

want a chieve car. What is she trying to sell me right now?

The camry? What should she be trying to sell me? The appointment?

And this is why we do all these mystery shops. And if she had

a call guy in front of her, oh, I don't want you to have to waste too much time. Did it show on the caller ID,

I'll just give you number. You're ready, Yeah, I got seven o

two Yeah that perfect nine zero you know seven four seven five at twelve, Yeah, no problem. I would have gave a hundred bucks, but no

appointment. Kyle, Hi, all right, God give me five minutes.

Thank you so much. Don't waste a lot of time. I appreciate you

taking the call thinking. That's why we do the mystery shops. I stick

a call guide in front of her. She's gonna start selling appointments. She

doesn't have a call guide. Like we said earlier, a lot of people

have been order takers the past three years. Their only chances if she has

the answer park. So you guys, do man, that was right there

on the spot. You guys see that. I'm gonna tell you what happened.

We're not gonna stay on that long, but what I'm gonna tell you is that happens all the time. That's not uncommon at a dealership for somebody

to answer the phone and not even set the appointment, didn't even try to.

So you better, my friends. But this guy can help you get

there. So let's go again. And I'm out a bully. I make

if I'm in your dealership, I take live calls. I make calls.

So if you ever want to do a live call session, hit me up, will do it on zoom and it's a lot of money. Yeah,

I appreciate you for showing that. Man, that's a big deal. Googo.

Let's give a quick shout out to a friend. Tony Lucas is up

over here, son, Tony, check these out, big arms coming in here, coming strong love legend himself. These are some of the incredibles that

are here right now roaming the floors. And we are so thankful that we

had the opportunity to get the first ever interview on the four Game Coffee podcast YEA with our friend Kyle, there's a lot more bruise to come. We're

gonna get a good five liner on this solution every but until we do, let's make sure that we drop those F bombs everybody unless forgive focused fly so people keep growing. See you all, Sue, help us out all three

one two three yes, and keep rowing, keep growing. Thank you so

much everybody for joining us. I am living there as Mary. I'm brothering

our stuff on here, Rog and you've been doing solutions with the one, the only Ky that's right. Everybody can see you, Sue. We're out here.

Toyota Camry

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