The Dealer Playbook
Michael Cirillo
Updated 1 day 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)
Friday Fire: What Elon Musk Said
One of the most influential minds of our time, Elon Musk is responsible for much of the technology, software, and companies that are at the forefront of evolution. It's with that perspective that Elon has garnered the wisdom that leads us to today's Friday Fire episode of the show. Michael shares a quote by Elon Musk that, when applied to the context of your situation, will help you get to the next level in your career. Think about what's in your control, and what you can do to take bigger, bolder, and more calculated actions as you fight to achieve your definition of success. Whatever you do, be the actor - not acted upon.- - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
Molly Pittman: Focus On Your Dealership's Mission, Money Will Follow
When it comes to creating, optimizing, and managing Facebook ads, Molly Pittman is at the top of the game. In fact, many of the world's top ad buyers and strategists have likely learned from her. But today's episode of The Dealer Playbook is not what you'd expect. It's not about Facebook ads for car dealers at all. Rather, it's an enriching conversation that explores the importance of focusing on your mission. Each dealership on the planet is unique. No two are alike, not even if you're in the same dealer group. There is a real pulse (or lack of one) that runs deep in a dealership and that determines how scalable, and how impactful the business can be. Why do some dealerships make more money? Why are some able to whether uncertainty better than others? All of these topics and more are discussed in this conversation with Molly Pittman, the CEO of Smart Marketer. Access the full show notes, timestamps, resources and more at http://www.thedealerplaybook.com/episodes Have questions, comments, or feedback? Drop us a line at [email protected]! Connect with Michael Cirillo on LinkedIn: https://www.linkedin.com/in/michaelcirillo Apply to the exclusive DPB PRO Facebook group where you'll get access to live mastermind calls, training, collaboration, and accountability that will take your career to the next level: https://www.facebook.com/groups/dpbpro- - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
Wednesday Word: Attraction
When it comes to the word "attraction" and business, many immediately think of the famous "law of attraction." In today's episode of the show, Michael Cirillo and David Bradley investigate how you can grasp the deeper meaning of the word attraction, and how you can apply it to your career in the retail auto industry.- - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
Don't Wait, DOMINATE!
There's a lot of talk about how dealerships will evolve in a post COVID world. As economies are slowly opening, and consumers return to purchase vehicles, there are many struggling to figure out what path they should take in order to really dominate. Michael shares advice written in his #1 best-selling book, "Don't Wait, DOMINATE!" which are as relevant (if not more) today as when the book was first published. If your dealership wants to stand out rather than get lost in the mix, it's important to make sure you evolve with the demands of the market, not necessarily other competing dealerships.- - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
Powerbomb: What's The True Cost?
Is your profit and loss statement telling you the whole story about the true costs of running your dealership? Often when dealerships struggle to track profit, they forget about ancilliary expenses that add up and stifle growth. In today's powerbomb episode, Michael and Juan explore what expenses should be tracked in order to get a clearer picture about profitability and expenses.- - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
Friday Fire: What William Clement Stone Said
How many times have you written off a deal because it was too easy to blame the deal going south on a grumpy customer? What about a "tire kicker", "know-it-all", or the miscellany of nicknames we assign those that don't see very interested in working a deal? What if there was a way to switch things around so that you had the control you needed in order to build a relationship and determine the legit possibility of doing business? American businessman and philanthropist, William Clement Stone knew a thing or two about sales but also about the power of having a positive mental attitude. He co-authored a book with Napoleon Hill titled, "Success Through A Positive Mental Attitude," so the quote Michael Cirillo shares today should come as no suprise. "Sales are contingent upon the attitude of the sales[person], not the attitude of the prospect." Access the full show notes, timestamps, resources and more at http://www.thedealerplaybook.com/episodes Have questions, comments, or feedback? Drop us a line at [email protected]! Connect with Michael Cirillo on LinkedIn: https://www.linkedin.com/in/michaelcirillo Apply to the exclusive DPB PRO Facebook group where you'll get access to live mastermind calls, training, collaboration, and accountability that will take your career to the next level: https://www.facebook.com/groups/dpbpro- - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
Juan Pena: Dealership Accounting Best Practices
You've heard the old saying about the few things that are certain in life, taxes being one of them. In this episode, Michael is joined by Juan Pena from MBAF who shares a load of dealership accounting best practices. Got a question for Michael? Call our voicemail: (780) 306-2021 for a chance to be featured on the show. Enjoying the podcast? Be sure to click that subscribe button and leave an honest review! Want even more free tools and resources, head over to http://www.thedealerplaybook.com/ and sign up for our newsletter to get Michael's latest free tools and resources.- - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
Wednesday Word: Energy
Something that you have more of than you realize. Have you ever felt like you were running out of energy, only to find that a change in circumstances revitalized you? In today's episode of The Wednesday Word, Michael Cirillo and David Bradley discuss the importance of energy and how you kind tap into unlimited amounts of it. Access the full show notes, timestamps, resources and more at http://www.thedealerplaybook.com/episodes Have questions, comments, or feedback? Drop us a line at [email protected]! Connect with Michael Cirillo on LinkedIn: https://www.linkedin.com/in/michaelcirillo Apply to the exclusive DPB PRO Facebook group where you'll get access to live mastermind calls, training, collaboration, and accountability that will take your career to the next level: https://www.facebook.com/groups/dpbpro- - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
Your Dealership Needs A Mission
Sure, talking about the importance of a corporate mission isn't as sexy sounding as the silver bullet promise of instant results, but there's a reason why some dealers make big money for longer while others seem to struggle month after month. With a massive curve ball thrown at car dealers around the world in 2020, many are starting to focus on the business items that matter most. In today's episode we're exploring why having a mission for your dealership will help you stay focused, have clarity, and eliminate the competitive landscape from what you're aiming to achieve. Does your dealership have a mission? Is it something everyone on the team understands, enjoys, and is passionate about? If not, you could be doing serious damage to your bottom line. Luckily, you can turn things around. Access the full show notes, timestamps, resources and more at http://www.thedealerplaybook.com/episodes Have questions, comments, or feedback? Drop us a line at [email protected]! Connect with Michael Cirillo on LinkedIn: https://www.linkedin.com/in/michaelcirillo Apply to the exclusive DPB PRO Facebook group where you'll get access to live mastermind calls, training, collaboration, and accountability that will take your career to the next level: https://www.facebook.com/groups/dpbpro- - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
Powerbomb: How OEMs Can Help With CPO
Certified pre-owned vehicles can solve a lot of problems in the retail auto industry post COVID-19. While OEMs have released many enticing new vehicle programs, CPO vehicles can help with the supply and demand issues the OEMs face with production delays or closed facilities for new vehicles. Jasen Rice, from Lotpop Inc. shares that if OEMs released incentives for CPO vehicles, there would be a residual positive impact on the market by helping car shoppers get good vehicles for less, while also help dealers cycle their inventory. What do you think? Should the OEMs release incentives to make purchasing CPO vehicles more enticing to car shoppers? Would it help your dealership? Access the full show notes, timestamps, resources and more at http://www.thedealerplaybook.com/episodes Have questions, comments, or feedback? Drop us a line at [email protected]! Connect with Michael Cirillo on LinkedIn: https://www.linkedin.com/in/michaelcirillo Apply to the exclusive DPB PRO Facebook group where you'll get access to live mastermind calls, training, collaboration, and accountability that will take your career to the next level: https://www.facebook.com/groups/dpbpro- - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
Friday Fire: What Tiffani Bova Said
Tiffani Bova is the Global Customer Growth and Innovation Evangelist at Salesforce. She has led massive revenue-producing divisions for startups and Fortune 500 companies which is why car sales people around the world need to pay attention to her wisdom. In this episode of Friday Fire, Michael shares his commentary about Tiffani's famous quote, "How you sell matters. What your process is, matters. But how your customers feel when they engage with you matters more." Think about how you can apply this to your career in the car business, and how it applies to increasing the lifetime value of your customer base. As a car sales professional, you're able to do more than just spew off features and benefits. You can build real relationships that span generations. Access the full show notes, timestamps, resources and more at http://www.thedealerplaybook.com/episodes Have questions, comments, or feedback? Drop us a line at [email protected]! Connect with Michael Cirillo on LinkedIn: https://www.linkedin.com/in/michaelcirillo Apply to the exclusive DPB PRO Facebook group where you'll get access to live mastermind calls, training, collaboration, and accountability that will take your career to the next level: https://www.facebook.com/groups/dpbpro- - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
Jasen Rice: Used Cars Are The Saving Grace
When it comes to moving pre-owned inventory and running a lean and mean car operation, no better name comes to mind than Jasen Rice from Lotpop Auto. Jasen is a master at helping dealers move more used vehicle inventory, preserving profits, and maintaining the right level of inventory. In today's episode of The Dealer Playbook podcast, Jasen and Michael talk about the reality that the used car market may just be the saving grace the retail auto industry needs to recover from the COVID-19 pandemic. Access the full show notes, timestamps, resources and more at http://www.thedealerplaybook.com/episodes Have questions, comments, or feedback? Drop us a line at [email protected]! Connect with Michael Cirillo on LinkedIn: https://www.linkedin.com/in/michaelcirillo Apply to the exclusive DPB PRO Facebook group where you'll get access to live mastermind calls, training, collaboration, and accountability that will take your career to the next level: https://www.facebook.com/groups/dpbpro- - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
Wednesday Word: Skill
Whether you are new to selling cars or are a seasoned vet of the retail automotive industry, there is one thing that is certain. Each of us need to constantly level up our skill in order to stay ahead of the curve. In today's Wednesday Word, Michael Cirillo and David Bradley discuss the meaning of the word "Skill" and how you can apply to your career in the car business. The COVID-19 pandemic provided an amazing opportunity for car dealers to acquire new education and hone their skills in order to match the ever-evolving demands of the market. Those that chose to sit idly, waiting for "normal" to return will be sadly left behind from those that took the opportunity to learn, practice, and grow. Access the full show notes, timestamps, resources and more at http://www.thedealerplaybook.com/episodes Have questions, comments, or feedback? Drop us a line at [email protected]! Connect with Michael Cirillo on LinkedIn: https://www.linkedin.com/in/michaelcirillo Apply to the exclusive DPB PRO Facebook group where you'll get access to live mastermind calls, training, collaboration, and accountability that will take your career to the next level: https://www.facebook.com/groups/dpbpro- - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
Powerbomb: How to Adapt To Today's Consumer w/ Robert Karbaum
The retail automotive industry is filled with buzzwords and buzz-topics. Just a year ago (at time of recording this), the topic of disruption was the craze. Today, it's digital retailing. If you're listening to this at time of publish or some time in the future, it's almost certain that there will be many more buzz topics to digest. Having said that, the dealers who get scrappy and who get creative by leveraging existing resources in a new way will always stand out in front for consumers, as long as they are keenly interested in fulfilling the car shoppers desires. Robert Karbaum from Kijiji Autos Canada shares his vantage point about how some dealers are choosing to get creative, while building momentum in their business. Ask yourself: What resources do I already have in my possession that can be leveraged in a different way? Am I leveraging my website, Google My Business, and social platforms to demonstrate our post COVID-19 process? Am I shifting my message to align with what consumers care about today? Whatever you do, don't sit idle hoping that things will return to pre-COVID normal. Get creative and innovate with resources in your control. Access the full show notes, timestamps, resources and more at http://www.thedealerplaybook.com/episodes Have questions, comments, or feedback? Drop us a line at [email protected]! Connect with Michael Cirillo on LinkedIn: https://www.linkedin.com/in/michaelcirillo Apply to the exclusive DPB PRO Facebook group where you'll get access to live mastermind calls, training, collaboration, and accountability that will take your career to the next level: https://www.facebook.com/groups/dpbpro- - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
Friday Fire: What Oprah Winfrey Said
Oprah Winfrey is one of the most iconic female business leaders and media magnates of all time. Her empire is vast, her influence; profound. She has impacted millions of men, women, and children many times over and continues to spread her positive message. But what can car dealers learn from Oprah? That's the topic of today's Friday Fire episode of The Dealer Playbook. Michael Cirillo shares a quote by Oprah Winfrey that will help shape the actions you take at your dealership, with your people, and amongst your co-workers. Access the full show notes, timestamps, resources and more at http://www.thedealerplaybook.com/episodes Have questions, comments, or feedback? Drop us a line at [email protected]! Connect with Michael Cirillon on LinkedIn: https://www.linkedin.com/in/michaelcirillo Apply to the exclusive DPB PRO Facebook group where you'll get access to live mastermind calls, training, collaboration, and accountability that will take your career to the next level: https://www.facebook.com/groups/dpbpro- - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
Robert Karbaum: How Kijiji Autos Is Supporting Dealers Through a Crisis
The team at Kijiji Autos has a long-standing tradition of showing support for the retail dealership community, not just when times are good, but also when challenging times arise. In today's episode of The Dealer Playbook, Michael sits down with Robert Karbaum (yes that's his real name!) to discuss creative ways that dealers in Canada have shown support for their communities while also getting creative with their business efforts. If there is one thing that's clear, it's that the retail automotive community is tough. They are resilient. They help drive the economy forward, keep it stable through volatility, and have demonstrated time and time again that they have what it takes to not just survive, but thrive! Simple ideas like showing a badge on your vehicles that lets customers know you are taking all safety precautions can go a long way to creating peace of mind. Car shoppers are still in the market, and dealers that demonstrate their process will leap forward ahead of the competition. Access the full show notes, timestamps, resources and more at http://www.thedealerplaybook.com/episodes Have questions, comments, or feedback? Drop us a line at [email protected]! Connect with Michael Cirillo on LinkedIn: https://www.linkedin.com/in/michaelcirillo Apply to the exclusive DPB PRO Facebook group where you'll get access to live mastermind calls, training, collaboration, and accountability that will take your career to the next level: https://www.facebook.com/groups/dpbpro- - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
Wednesday Word: Mindset
There's a reason why some car sales professionals were able to keep building their business during COVID-19 while others struggled to figure things out. There's a reason why some, even though they were furloughed maintained an optimistic and hopeful outlook that helped them, their family, and their dealership. Mindset is the focus of today's Wednesday Word because it truly is the difference between surviving and thriving in the automotive industry. In this episode of The Dealer Playbook, you'll learn why the word "Mindset" is so important, and how you can shift your mindset to produce amazing results in your career and life. Have questions, comments, or feedback? Drop us a line at [email protected]! Connect with Michael Cirillon on LinkedIn: https://www.linkedin.com/in/michaelcirillo- - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
Perpetual Growth Is In The VAFU?
Maybe you're new to the car business or are just looking for new ways to grow in your position within the dealership. In today's episode, Michael breaks down a concept that will help you grow your car sales like crazy while also building relationships of trust. When it comes to perpetual growth, VAFU will help create an endless stream of repeat and referral business while making you the trusted brand of choice in your community. Value Added Follow Up means that you're reaching beyond the canned emails, messenger and chat bots, and other forms of automated follow up. It means that you are thinking more about individuals needs and following up with more meaningful messages and actions. In today's episode, Michael gives examples of how you can achieve this in your car sales business. Full show notes and resources can be found here: http://www.thedealerplaybook.com/episodes Have questions, comments, or feedback? Drop us a line at [email protected]! Connect with Michael Cirillo on LinkedIn @michaelcirillo- - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
Powerbomb: The Power Of Consistency w/ Frank J. Lopes
Ever wonder why some retail professionals always seem to win while others are stuck in a rut? As much as we'd like to believe that tactics alone will help car dealers succeed, there is so much to be said of consistency in following a strategy. In this episode of The Dealer Playbook, Michael Cirillo and Frank J. Lopes explore what the power of consistency, if following a strategy, can do for your dealership, especially as we seek to rebuild from the COVID-19 pandemic. Got a question for Michael Cirillo? Call our voicemail: (780)306-2021 for a chance to be featured on the show. Enjoying the podcast? Be sure to click that subscribe button and leave an honest review. Visit thedealerplaybook.com for even more free resources and tips to help grow your career in the retail automotive industry.- - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
Friday Fire: What Barrack Obama Said
President Barrack Obama has a famous quote that speaks to the simplicity and effectiveness of building hope, and building a legacy. Retail car dealers have an amazing opportunity within their community to reach out and exemplify the power of service, building hope, and building relationships of trust through serving others. Got a question for Michael? Call our voicemail: (780) 306-2021 for a chance to be featured on the show. Enjoying the podcast? Be sure to click that subscribe button and leave an honest review! Want even more free tools and resources, head over to http://www.thedealerplaybook.com/ and sign up for our newsletter to get Michael's latest free tools and resources.- - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
Frank J. Lopes: Achieve Your Dealership Goals Faster
Frank J Lopes is known for his straight-shooter, no-nonsence approach to organizational achievement. In this episode of the podcast, Frank and Michael discuss concepts that he shares in his new book, "The 7 Minute Setup" and how dealerships can use this time (during COVID-19) to focus on what matters most. Got a question for Michael? Call our voicemail: (780) 306-2021 for a chance to be featured on the show. Enjoying the podcast? Be sure to click that subscribe button and leave an honest review! Want even more free tools and resources, head over to http://www.thedealerplaybook.com/ and sign up for our newsletter to get Michael's latest free tools and resources.- - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
Wednesday Word: Discipline
The biggest difference between those that succeed and those that remain still is the topic of today's Wednesday Word. When you look at GOAT athletes like Michael Jordan or Wayne Gretzky, they tend to have one thing in common - discipline. They are disciplined in their mindset, their training, their practice, their game. Compare that to the most successful business leaders, sales professionals, or anyone that has achieved something spectacular and you quickly realize that discipline is the key. Enjoying the podcast? Be sure to click that subscribe button and leave an honest review! Want even more free tools and resources, head over to http://www.thedealerplaybook.com/ and sign up for our newsletter to get Michael's latest free tools and resources.- - -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 Now?
Now that we've had a solid 50 - 60 days of COVID-19 discussions under our belts, it's time to move on. As human beings, we are built to move forward, not back. In today's episode, Michael shares his ideas about what dealerships should be doing now; where they should focus their marketing attention, and what makes sense now that dealerships around the world are opening their sales departments post COVID. Enjoying the podcast? Be sure to click that subscribe button and leave an honest review! Want even more free tools and resources, head over to http://www.thedealerplaybook.com/ and sign up for our newsletter to get Michael's latest free tools and resources.- - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
Friday Fire: Be More Like Bacon
Enjoying the podcast? Be sure to click that subscribe button and leave an honest review! Want even more free tools and resources, head over to http://www.thedealerplaybook.com/ and sign up for our newsletter to get Michael's latest free tools and resources.- - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
Wednesday Word: Freedom
You're thinking about the movie Braveheart, arent you? Knew it! But how does the word "freedom" apply to the retail auto industry? When facing the challenge of an uncertain market, or when government regulations have us on lockdown or laid off, it's easy to believe that we've had our freedom taken from us. Two definitions of the word freedom accurately convey the mindset that is vital to thriving, not merely surviving during these crazy times. "The power of self-determination attributed to the will; the quality of being independent of fate or necessity." "The state of not being subject to or affected by (a particular undesirable thing)." If you've been struggling to recognize the abundance in opportunities during this global pandemic, it's time to start thinking in terms of freedom. Will you be affected by it, or will you adjust your actions to deflect "a particular undesirable thing continually?" Enjoying the podcast? Be sure to click that subscribe button and leave an honest review! Want even more free tools and resources, head over to http://www.thedealerplaybook.com/ and sign up for our newsletter to get Michael's latest free tools and resources.- - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook