The Dealer Playbook
Michael Cirillo
Updated 4 days 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 (709)
Laurie Halter: Grow Your People And Your Profits
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 te- - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
How to Overcome Limiting Beliefs in Business w/ Alex Flores
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 doneIt's too hardNot possibleWrong marketNot enough inventoryPeople don't want to listenMillennials don't careOne generation is better than the otherAlex 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- - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
Alex Flores: From Selling 216 Cars to 762 Per Month!
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 - - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
How to Maintain Perspective In The Grind w/ Coach Isaac
"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- - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
Isaac Brown: How To Perform At Peak Levels, Consistently
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- - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
Break-Free From Your Comfort Zone w/ David Spisak
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.- - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
David Spisak: How Culture Can Grow Your Dealership More Than Marketing
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.- - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
How Tech Can Help Build Better Relationships w/ Brian Miller
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.- - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
Brian Miller: How To Improve Customer Experience With Technology
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.- - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
Take Your Hiring Process to the Next Level w/ Jeff Morrill
"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.- - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
Jeff Morrill: How This Car Dealer Finds The Right Employees
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. - - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
Break Free From The Daily Grind w/ Steven Kuhn
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.- - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
Steven Kuhn: The Best Way to Become an Epic Leader
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.- - -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 Best Way to Create Life-Long Customers w/ Nicole Atanosoaie
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.- - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
Nicole Atanasoaie: The Best Way to Setup a Subprime Department
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. FortellisThis 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, fast- - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
Do Car Shoppers Want Online Car Buying? w/ Lissette Gole
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 FlexDealerYou'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 MotorsFind your best opportunities to grow with FlexDealer's free, immediate website audit. Visit www.flexdealer.com/website-audit - - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
Lissette Gole: How to Manage Today's Digital Car-Buying Landscape
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-goleundefinedYour current agency sends you a f- - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
What We Got Wrong About Branding w/ Paul J. Daly
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 FlexDealerYou'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 MotorsFind your best opportunities to grow with FlexDealer's free, immediate website audit. Visit www.flexdealer.com/website-audit - - -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: How to Build Your Brand
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 FlexDealerYou'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 MotorsFind your best opportunities to grow with FlexDealer's free, immediate website audit. Visit www.flexdealer.com/website-audit- - -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 Last-Click Attribution Is Flawed w/ Bob Lanham
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. FlexDealerYou'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 MotorsFind your best opportunities to grow with FlexDealer's free, immediate website audit. Visit www.flexdealer.com/website-audit - - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
Bob Lanham: Creating a Full-Funnel Dealership Marketing Strategy
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-lanhamFlexDealerYou'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 MotorsFind your best opportunities to grow with FlexDealer's - - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
How to Become a Leader w/ Chris Gronkowski
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-gronkowsiFlexDealerYou'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 MotorsFind your best opportunities to grow with FlexDealer's free, immediate website audit. Visit www.flexdealer.com/website-audit - - -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 Gronkowski: How to Grow Your Business in a Saturated Market
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 MotorsFind your best opportunities to grow with FlexDealer's free, immediate website audit. Visit www.flexdealer.com/website-audit - - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
Does Email Marketing Still Work? w/ Erik Huberman
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 [email protected]! Connect with Michael Cirillo on LinkedIn: https://www.linkedin.com/in/michaelcirillo PureCarsSupport 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.- - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
Erik Huberman: How to Develop a Strategic Marketing Plan
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?PureCarsSupport 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.- - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook