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)
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
What Will You Do Today For Tomorrow's Success?
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
Powerbomb: What Can You Do During A Lockdown w/ Greg Churchill
There's no doubt that COVID-19 has had a tremendous impact on retail dealers' ability to sell vehicles. Having said that, there are still activities with which you can engage in order to keep potential and current customers engaged, and fortify the relationship. That's the approach that Greg Churchill is taking at his three dealerships, among other things. Enjoying the podcast? Be sure to click that subscribe button and leave an honest review! Want even more free tools and resources, head over to http://www.thedealerplaybook.com/ and sign up for our newsletter to get Michael's latest free tools and resources.- - -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 Martin Luther King Jr. Said
Even when you feel like everything has been taken away from you; that you've lost control, it's important to remember that there is still MUCH that you can do. In today's Friday Fire, Michael shares an inspirational quote from Martin Luther King Jr. which accurately depicts how much control you maintain if you're able to shift your perspective. Car dealers have seen a drop in sales over the past few months due to COVID-19, but that doesn't mean there isn't a lot you can still do to gain an advantage during these times. Enjoying the podcast? Be sure to click that subscribe button and leave an honest review! Want even more free tools and resources, head over to http://www.thedealerplaybook.com/ and sign up for our newsletter to get Michael's latest free tools and resources.- - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
Greg Churchill: How This Dealer Principal Is Remaining Positive During Covid-19
Greg Churchill has the unique vantage point of operating dealerships in the United States and Canada. Three different regions, with three different regulatory responses to the COVID-19 pandemic. With magnetizing positivity and optimism, Greg shares his wisdom and perspective about what his operation is doing to adapt, evolve and innovate during the downtime. Remaining calm and leveraging what matters most is the key to weathering the storm. During this time, dealership owners and leaders need to have a clear vision about what they can do to continue building momentum even when the analysts and gurus say it's impossible. Are you ready to get creative during these uncertain times? Looking for activities that will help you build momentum even if your dealership is on lockdown? Download Michael's free eBook, ""March Forward,"" which provides tangible ways you can do just that even in volatile markets.- - -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: Advantage
What is your dealership doing to gain an advantage during times of uncertainty? Sure, COVID-19 rocked our industry, but there are still actions you can take each day to ensure that your rebound is strong and innovative. Defined as "a condition or circumstance that puts one in a favorable or superior position," the word advantage perfectly explains the opportunity that today's scenario has provided each of us in the car industry.- - -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 Deal With Information Overload
The retail auto industry has no shortage of opinions, gurus and anti-gurus; all with competing opinions. The news is blasting out doom and gloom messaging 24/7, and social media is like a truck stop bathroom stall. Many dealers are struggling to know how to manage the information overload, and more importantly, what they can do to move forward. Michael shares his top three tips that can help anyone deal with information overload, get more clarity, and move forward with intention.- - -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: Quality Vs. Quantity, How To Repurpose Old Content
While content creation can be time consuming, it still proves to be one of the best ways to move customers through the value journey to a purchase decision. In this week's powerbomb, Robert Wiesman shares his advice about how to balance quality vs. quantity and how to save time by repurposing your old content to maintain omnipresent for your audience.- - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook