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)
David Steinberg: Eliminate Customer Friction
David Steinberg, CEO and Founder at foureyes, shares his unique perspective about how car dealers can eliminate friction points in the car purchase journey. Every day, customers are choosing to work with car dealerships that provide an exceptional car-buying experience. Either that or they walk away from the deal because of long wait times, unreasonable negotiation strategies, lack of interest, and a rushed process. In this episode, pay close attention to what you can do to streamline the car buying process, eliminate friction, and provide an exceptional customer experience.- - -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: Attitude
Having a positive attitude is essential to achieving success and enjoying life. Luckily, your attitude is a choice; it's within your control. The retail auto industry will take you through a range of emotions, both high and low. Having the right attitude will help you achieve accelerated success and leverage opportunities or get stuck in the status quo.- - -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 Next BIG Marketing Strategy In 2020
The retail auto industry loves a good "buzz" topic in which to sink our teeth. That's why today's episode is all about the next BIG thing that will help you keep the attention of your target audience and dominate in 2020. You're going to be shocked at how INFRONT of your face this is!- - -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: Does Your Process Match The Customer? w/ Xax Berry
As painful as it might be to hear, it's important to understand things from the customer's point of view as well as from your own. Sure, you need to sell vehicles, but does your process align with the different affinity programs that you're involved with? Afterall, a veteran that works a deal through USAA has specific expectations before they even arrive on the lot and it's important to make sure you are aware so that you can properly qualify their needs and subsequently over-deliver value to them.- - -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 Grant Cardone Said
I recently returned from Grant Cardone's 10X Growth Conference 2020 in Las Vegas, and was impressed by what Grant had to say about the importance of getting attention. Listen to this Friday Fire episode to learn about what Grant Cardone had to say.- - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
Customer Profile: Xax Berry, Veteran and Healthcare Pro
In this episode of the podcast, we're going to look at the car purchase journey from the perspective of a customer, Xax Berry. Xax is a veteran and now a healthcare professional residing in Utah, USA.- - -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: Plan
One of the biggest challenges that auto dealers face; perhaps the reason why many continue to struggle, is because they fail to plan. The old way of doing things has led many to being underprepared for the new way of car shopping that customers expect. That's why this week's Wednesday Word is PLAN.- - -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 Lack Of Gratitude Is Killing Your Career
We grew up with everyone telling us to be more grateful, but why is that? In today's episode, Michael shares why the lack of gratitude might be killing your career in the retail car business. In addition, Michael shares a simple practice that you can implement immediately to help turn things around and accelerate your growth.- - -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: Google Wants To Be The Source w/ Matt Bertram
There's is more to search engines than just showing up in search results. Companies that are creative about utilizing the tools and resources that are provided for online business are going to win.- - -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 Eleanor Roosevelt Said
You've probably heard sayings like, "your network is your net worth" or similar, right? But have you ever wondered why that's the case? In today's Friday Fire, Michael dissects a quote by Eleanor Roosevelt, which provides more context and insights about the power of your circle of friends and influencers.- - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
Is Skynet Already Here? w/ Matt Bertram
So you think you're going to sit down and talk about SEO trends for car dealers in 2020, but the conversation ultimately ends up with the eery feeling that maybe we've created Skynet and didn't even realize it. Matt Bertram is a bestselling author and founder of the top-rated SEO firm, eWebResults, and joins us to share his insights and observations about online visibility and what car dealers need to consider in order to be ahead of the curve.- - -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: Dream
Every single person on planet earth has a dream. The only difference is that there are those of us who pursue them, and those of us who, for whatever reason, have squashed them. Each of us, however, deserve to pursue our dreams with diligence and passion. That's why we're digging into the meaning of the word in this episode of the podcast.- - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
This Strategy Will Win More Car Sales
Dealerships that make the purchase journey more comfortable and more informative have a higher chance of building relationships of trust and winning more business and increasing the lifetime value of their customers. In today's episode, Michael shares the one strategy that is still incredibly under-utilized, but that can contribute massive gains to those who take the time do implement it.- - -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: Get Out Of The Customer's Way w/ Rico Olinger
Car dealers are getting in the customers way by insisting on using antiquated processes and procedures rather than building relationships of trust. Dealers whose focus is on increasing lifetime value are actively looking for ways to eliminate friction during the car buying process.- - -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 Jody Kohner Said
Jody Kohner is the VP of Employee Marketing & Engagement at Salesforce. In today's Friday Fire, Michael shares his thoughts about a very thought provoking quote by Jody that will help senior dealership leaders find, hire, and retain the right people to lead the organization and individual team members.- - -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 Millions You Didn't Know You Lost w/ Rico Olinger
Today's car dealers find it challenging to navigate the jumble of business operations, process, and growth with all of the competing opinions, software, and "solutions" offered to them each day by vendors. It's often in the hustle of everything going on that foundational processes often get overlooked, costing dealers millions of dollars in revenue potential. In this episode, CRM and Dealership Process expert, Rico Olinger shares his advice for dealers who are looking to create a solid foundation that can build perpetual business growth.- - -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: Goal
Setting goals appropriate to your definition of success will ultimately propel you forward with greater intensity and focus. In today's Wednesday Word, Michael and David discuss how you can create goals that have more impact in your upward journey.- - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
Hack: Get Better Social Media Engagement
Many car dealers and sales professionals have a love/hate relationship with social media. They either love it because they know for a fact that it has helped them generate new business, or they hate it because they've tried everything, and nothing seems to work. In today's episode, Michael shares a simple social media hack that will increase your engagement and keep potential customers coming back to your profile or page on a regular basis.- - -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: Start With The End In Mind w/ Jeff Toister
Culture isn't just something that is felt; it's something that has a tangible impact on behavior from both employees and customers. In this powerbomb episode of The Dealer Playbook podcast, Jeff Toister shares the importance of creating a wayfinding system that will help dealers deploy a culture shift that grows the business.- - -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 Warren Buffet Said
Warren Buffet is known for his common sense and logical approach to business and investing. As someone with a ton of experience under his belt, you don't want to miss the very simple advice for those who are climbing the hill of success.- - -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 Toister: Create A Customer Focused Culture
Bestselling author, Jeff Toister (Getting Service Right, The Service Culture Handbook), joins Michael to share ways in which car dealers can provide a better customer experience. As the founder of Toister Performance Solutions, Jeff's mission is to help companies improve employee performance, with an exclusive emphasis on helping them develop customer focused cultures.- - -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: Ambition
Today's Wednesday Word is for those that know there is something bigger, brighter, higher, and beyond anything they've experienced before. It's about creating a life that is theirs by design, not by luck or some other vain idea.- - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
Is Facebook Marketplace Working For You?
Facebook Marketplace is one of the newest ways to market your vehicle inventory online, but why aren't all dealers experiencing the same or similar results with it? Today we're talking all about how to get the most of your Facebook Marketplace listings and what you need to consider moving forward.- - -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: Relationship Selling Is The Only Way w/ Ali Reda
Nobody can dispute the power of relationship selling, especially when it's the way of master sellers like Ali M. Reda. If you're struggling to get to that next level of selling cars, and want to really shift your ability to dominate the market, pay attent- - -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 Anthony Robbins Said
Business leader, Anthony Robbins is known for his extremely positive and optimistic way of looking at things, and today's Friday Fire quote really demonstrates that fact. Today's episode is all about shifting your perspective about problems in an effort to alter the way you work through them.- - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook