The Dealer Playbook
Michael Cirillo
Updated about 20 hours agoThe Dealer Playbook is the podcast for serious automotive professionals. The ones who think beyond the transaction. Hosted by Michael Cirillo, now in its 12th year, The Dealer Playbook delivers straight-talk conversations with the dealers, operators, and leaders who are actually building something. If you run a store, lead a team, or are building a career worth having, this is your show. New episodes every week. Follow so you don't miss one.
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Episodes (716)
Damian Boudreaux: The Impressive Truth About Your Inner Power
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!Like this show? Please leave us a review here β even one sentence helps! Consider including your LinkedIn or Instagram handle so we can thank you personally! Thanks, Damian BoudreauxIf you enjoyed this conversation with Damian Boudreaux, please let them know by clicking on the links below and sending him a message.Click here to thank Damian Boudreaux on LinkedInClick here to let Michael know about your number one takeaway from this conversation- - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
Dan Moore: Stop Buying Your Way Out Of Operational Inefficiencies
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 β 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! Like this show? Please leave us a review here β even one sentence helps! Consider including your LinkedIn or Instagram handle so we can thank you personally! Thanks, Dan MooreIf you enjoyed this conversation with Dan Moore, please let them know by clicking on the links below and sending him a message.Click here to thank Dan Moore on LinkedInClick here to let Michael know about your number one takeaway from this conversation- - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
Stacey Hanke: Who Do You Influence?
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!Like this show? Please leave us a review here β even one sentence helps! Consider including your LinkedIn or Instagram handle so we can thank you personally!Thanks, Stacey HankeIf you enjoyed this conversation with Stacey Hanke, please let them know by clicking on the links below and sending him a message.Click here to thank Stacey Hanke on LinkedInClick here to let Michael know about your number one takeaway from this conversation- - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
Paul J. Daly: Perfectionism Is The Enemy
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.Like this show? Please leave us a review here β even one sentence helps! Consider including your LinkedIn or Instagram handle so we can thank you personally!Thanks, Paul J. DalyIf 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 LinkedInClick here to let Michael know about your number one takeaway from this conversation- - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
Kyle Mountsier: The Car Business Is a People Business
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 Like this show? Please leave us a review here β even one sentence helps! Consider including your LinkedIn or Instagram handle so we can thank you personally! Thanks, Kyle MountsierIf 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 Click here to let Michael know about your number one takeaway from this conversation Check out ASOTU.com - - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
Why Your Dealership Website Needs More Content
Thereβs 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.Letβs take a look at three reasons why your dealership needs more website content.1.) They Ask, You AnswerIf 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 Googleβs 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 peopleβs questions that you should definitely check out (#notsponsored).In addition, FlexDealerβs 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 humanizationWait, is βhumanizationβ even a real word?Standbyβ¦ checkingβ¦Yup, itβs real and fits the context of what Iβm sharing here.Think about it β when youβre the only one answering peopleβs questions with as much in-depth information as possible, it strengthens your brandβs authority in the market.Over time, the equity youβve 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.Itβs 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 contentSure 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, itβs unreasonable to believe that weβre all going to be 100% in the metaverse all of the time- - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
Bill Parlaman: How to Collect And Leverage Your Own Data
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.Like this show? Please leave us a review here β even one sentence helps! Consider including your LinkedIn or Instagram handle so we can thank you personally!Thanks, Bill ParlamanIf you enjoyed this conversation with Bill Parlaman, please let them know by clicking on the links below and sending a message.Click here to thank Bill Parlaman on LinkedIn Click here to let Michael know about your number one takeaway from this conversation- - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
Napoleon Rumteen: How Tekion Is Increasing Efficiency For Dealers And Car Shoppers
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 IntelligenceOne 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.Like this show? Please leave us a review here β even one sentence helps! Consider including your LinkedIn or Instagram handle so we can thank you personally!Thanks, Napoleon RumteenIf you enjoyed this conversation with Napoleon Rumteen, please let them know by clicking on the links below and sending a message.Click here to thank Napoleon Rumteen on LinkedInClick here to let Michael know about your number one takeaway from this conversation- - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
This Ad Won The Super Bowl w/ Whit Norrad
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.Like this show? Please leave us a review here β even one sentence helps! Consider including your LinkedIn or Instagram handle so we can thank you personally!This episode is brought to you by FlexDealer.comThey 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 - - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
Chris Potgeiter: Be Proactive
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 β 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! Like this show? Please leave us a review here β even one sentence helps! Consider including your LinkedIn or Instagram handle so we can thank you personally! 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.Click here to thank Chris Potgieter on LinkedInClick here to let Michael know about your number one takeaway from this conversationfQUWm9Egfz3CNVxG4HQG- - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
Marija Cvetkovska: Creating an Evolved and Integrated BDC and Sales Department
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. Like this show? Please leave us a review here β even one sentence helps! Consider including your LinkedIn or Instagram handle so we can thank you personally!Thanks, Marija CvetkovskaIf you enjoyed this conversation with Marija Cvetkovska, please let them know by clicking on the links below and sending him a message.Click here to thank Marija Cvetkovska on LinkedInClick here to let Michael know about your number one takeaway from this conversation- - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
Liza Borches: How Dealership Culture Drives Bottom-Line Sales
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 β 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! Like this show? Please leave us a review here β even one sentence helps! Consider including your LinkedIn or Instagram handle so we can thank you personally!Thanks, Liza Borches!If you enjoyed this conversation with Liza Borches, please let her know by clicking on the links below and sending him a message.Click here to thank Liza Borches on LinkedInClick here to let Michael know about your number one takeaway from this conversation- - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
Andrew & Doug MacIver: Selling Cars With Humor, Creativity, and Authenticity
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 dealersWhy it's important to continually assess the risks your dealership is facing so that you can respond appropriatelyHow authenticity has helped them create commercials and other assets to stand out in a unique car buying marketHow will consolidation affect the small dealers?How independent dealers can get creative acquiring vehicles from consumersListen to the full episode for more! Like this show? Please leave us a review here β even one sentence helps! Consider including your LinkedIn or Instagram handle so we can thank you personally!Thanks, Andrew and Doug!If you enjoyed this conversation with Andrew and Doug MacIver, please let him know by clicking on the links below and sending him a message.Click here to thank Andrew MacIver on FacebookClick here to thank Doug MacIver on FacebookClick here to let Michael know about your number one takeaway from this conversation ππ»ππ»ππ»Join The DPB Discord Server! The car business is rapidly changing - keep up with the demand by joining the DPB community on Discord. There you'll connect with other automotive industry professionals from around the world to collaberate, learn and grow together! https://discord.gg/r6QJ748ERD - - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
Dave Farrow: Hack Your Brain For Ultimate Performance
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 β 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. Like this show? Please leave us a review here β even one sentence helps! Consider including your LinkedIn or Instagram handle so we can thank you personally!Thanks, Dave Farrow!If you enjoyed this conversation with Dave Farrow, please let him know by clicking on the links below and sending him a message.Click here to thank Dave Farrow on LinkedInClick here to let Michael know about your number one takeaway from this conversation- - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
Top Traits Of A BDC Director
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- - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
Durran Cage: Your Dealership's Future Success Depends On It
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 β 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 Cag- - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
Happy New Year
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!- - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
Micheal Burt: Grow Your Car Sales Customer Base
[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 β even one sentence helps! Consider including your LinkedIn or Instagram handle so we can thank you personally!Thanks, Micheal BurtIf 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- - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
Marcus Sheridan: The Revenue Department
[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 β even one sentence helps! Consider including your LinkedIn or Instagram handle so we can thank you personally!Thanks, Marcus SheridanIf 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- - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
Chris Voss: You Can Learn To Negotiate With Anyone
[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 effectivelyChris shares stories and anecdotes that help explain how anyone can learn to negotiation and how esepcially valuable negotiation is for car sales professionals to masterLike this show? Please leave us a review here β even one sentence helps! Consider including your LinkedIn or Instagram handle so we can thank you personally!Thanks, Chris VossIf 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 - - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
Glenn Pasch: Timeless Marketing Strategies That Will Help Save Your Dealership
[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 β even one sentence helps! Consider including your LinkedIn or Instagram handle so we can thank you personally!Thanks, Glenn PaschIf 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- - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
Nathan Hays: The Power of Relationship Selling
[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 colleaguesHow to avoid disappointment when selling carsThe 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 HaysIf 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 - - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
George Nenni: Mastering Google My Business For Car Dealers
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 β 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- - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
The Power Of Influence w/ Shaahin Cheyene
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- - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
Shaahin Cheyene: Create A Mindset To Overcome Anything
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 β 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 - - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook