The Dealer Playbook
Michael Cirillo
Updated 5 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)
#147: How to Improve Sales by Understanding Other Markets
Martin Herbst is the General Manager of Gumtree.com.au, Australia's #1 classifieds website. From his vast experience in both America and now Australia, Martin shares some key insights about the benefits of understanding other markets and the positive impact that can have on increasing sales. Connect with the DPB: Instagram: http://bit.ly/2ywB5vX Facebook: http://bit.ly/2PjF1tN LinkedIn: http://bit.ly/2q7ojzu YouTube: http://bit.ly/2tR5kvk- - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
#146: The Intangibles that Improve Dealer Performance
Have you ever considered what more you could do to improve the performance and growth of your dealership or career in retail automotive? Brandin Wilkinson is the author of Rethink Selling, and dealer at Woodworth Dodge-Chrysler-Jeep-RAM. From experience, Brandin shares some of his best advice about the intangibles that will improve performance for your dealership. Connect with the DPB: Instagram: http://bit.ly/2ywB5vX Facebook: http://bit.ly/2PjF1tN LinkedIn: http://bit.ly/2q7ojzu YouTube: http://bit.ly/2tR5kvk - - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
#145: The Key to Growing a Successful Dealership
Doug Lipp is the former head of training for Disney University and global consultant to some of the world's largest companies. A best selling author, Doug shares the keys to growing a successful dealership including where the mindset of all employees and leaders should be. You'll hear first hand some of the information that he shares with the most successful brands and companies on the planet as well as what you can do to get started on the right path. - - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
#144: Critical Life Hacks You MUST Know to Be More Successful at Selling Cars
No matter what your past looks like, you have control of your future. Shawn Hays shares his inspirational story about how the car business helped change his life. Co-founder of the Sales Hustler movement, Shawn explains the most critical elements of being a successful car salesperson. Hint, it may not be what you think. Check out the Sales Hustlers group on Facebook: https://www.facebook.com/groups/saleshustlers/ Follow The Dealer Playbook on Social: Instagram: http://bit.ly/2ywB5vX Facebook: http://bit.ly/2PjF1tN LinkedIn: http://bit.ly/2q7ojzu YouTube: http://bit.ly/2tR5kvk - - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
#143: A Conversation with Facebook Canada Autos Team
Facebook Canada Autos Team covers a lot of ground helping retail car dealers get the most out of the platform and all of its features. Joining Michael is Brian Sencich from Facebook Canada Autos team to share ways that dealers can make the most out of the tools and resources available. They also discuss best practices and ways that you probably haven't yet leveraged the Facebook platform. Here are some of the resources mentioned in this episode: Facebook Help Facebook Ads Help Auto Case Studies Facebook BluePrint Follow Michael Cirillo: Instagram: http://www.instagram.com/dealer_playbook Facebook: http://www.facebook.com/dealerplaybook LinkedIn: http://www.linkedin.com/in/michaelcirillo Twitter: http://www.twitter.com/michaelacirillo - - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
#142: How to Get Better at Business and Marketing
Rand Fishkin is no stranger to building a business. As the founder of Moz, Rand led the company from mounds of debt to $50mm in revenue. Recently he launched his book titled, "Lost and Founder" which sheds some light on business and how startups (or if you're reading between the lines, automotivepreneurs) can step up their game, get better at business and marketing and grow. Of course, you can't have a conversation with Rand without digging into some SEO best practices. - - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
#141: Why Dynamic Inventory Ads Should Be Part of Your Mix
Each of your marketing activities should focus on helping the customer toward a purchase decision. Brent Albrecht from Friendemic joins me to share why Dynamic Inventory advertising is something you should consider, especially for staying top-of-mind with customers who have already checked out your website inventory.- - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
#140: The Missing Ingredient to Selling More Cars
In this episode, Michael shares his commentary on the driving force for achieving more sales in the retail auto business. With 140 episodes of the show published, Michael uncovers a universal message that each guest has shared. Utilizing audio snippets from past guests, Gary Vaynerchuk, Grant Cardone and Kris Boesch, what you can do to increase business and profits is more clear.- - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
#139: How to Generate 1st party VIN leads for under $20
In the retail automotive industry, we often speak about leads as if they are hard to get. It turns out, with some humanity, common sense and a reasonable sequence of actions, they may be easier to acquire now than ever before. Pete Peterson, CEO of Dealers United shares unique and straightforward ways that dealerships can generate 1st-party VIN leads for under $20, plus the secret hidden feature on Facebook that produces them for free.- - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
#138: Character Traits of Successful Leaders and Sales Professionals
Michael Phillips developed a passion for helping others in a very organic way when he served as a hockey coach to over 6,000 kids. As a coach, he learned valuable skills that have helped him as a business owner and as a dealership employee. Unlike others, Mike has had the unique opportunity to work in nearly every facet of the modern dealership which has given him perspective on the top character traits of successful leaders and sales professionals alike.- - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
#137: The Subtle Art of Listening
Listening is a dying art form. In the digital age where so many people are only interested in what info they output, those that learn to listen achieve higher levels of success in all facets of life. Kit Pang, founder of Boston Speaks joins Michael to share listening tips that top negotiators and therapists use every day. - - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
#136: A Global Perspective on the Future of Retail Automotive
Michael sits down with members of the global eBay Classifieds team to learn about their observations on the future of automotive. From the United States, to Canada and Germany, you'll hear ideas about where things are headed, perhaps in a way that will spark some ideas about how to evolve and adapt to future consumer demands. This episode is brought to you by eBay Classifieds Group. - - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
#135: How to Scale Inbound Leads by 200% Without a Marketing Budget
When somebody speaks at Hubspot's marketing conference about how to increase inbound leads by 200% without a marketing budget, you pay attention. Ryan MacInnis is the director of Marketing at Voysis, a voice AI platform. In this episode, you'll learn what's needed to increase inbound organic leads for your dealership and how to establish a process that will help you generate more organic leads into the future.- - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
#134: Simple Tips to Get More from Your Dealership PPC
Mark Irvine, the senior data scientist at Wordstream shares with Michael his advice about how dealers can get the most out of their Google Ads and Facebook advertising. Having access to thousands of different ad accounts, Mark has the unique privilege of being able to observe and recognize PPC best practices at scale, covering a variety of industries. Whether you're running your own ads in-house or outsourcing management to a 3rd party, Mark and Michael get to the bottom of it in this episode.- - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
#133: How to attract and close non-prime customers
Kim MacPherson is the founder of Sell it Smart and Buy it Smart Automotive and shares how you can attract more non-prime customers to your dealership. Traditionally speaking, dealers have kept their distance from less-than-perfect credit customers because of the perceived challenge they bring to making a deal happen. Today, non-prime customers provide a lucrative and highly profitable opportunity for dealers willing to embrace them. They are the fastest way to increase your bottom line, build relationships of trust, and gain repeat and referral 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
#132: How to get the most out of LinkedIn for your dealership
LinkedIn's popularity continues to rise amongst business professionals, but not just as a place to connect with people you've never met. There is a real opportunity to leverage the platform in a way that will grow your dealership and personal brand. AJ Wilcox is listed as one of 2018's most influential PPC experts and is the founder of B2Linked.com. He joins me to share 3 ways you can use LinkedIn to grow your dealership presence online.- - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
#131: Season 9 / Finale
Michael Cirillo returns to the mic with an update about what he's been up to as well as what the future holds for the podcast. He addresses the elephant in the room - the finale of the show with an explanation. Michael also shares what he's been up to while off the mic, including some pretty exciting opportunities for dealers to level up and dominate. This episode of the podcast is brought to you by FlexDealer.com.- - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
#130: How to Drive More Foot Traffic with Digital Signs
In the digital age, it's common understanding that digital advertising is much more cost effective than traditional - at least, that's what the common perception is. Today I'm joined by Aimee and Daniel Webb of Autoking 360. They share some creative ways to use digital signage (yes traditional advertising) in a cost effective way that helps drive more foot traffic into the dealership. -- Season 8 Sponsor This Season of the DPB is brought to you by my friends over at Kelley Blue Book. They are transforming the car buying process with their INstant Cash Offer program. Do me a favour and go check it out here: b2b.kbb.com/gettoyes -- Join the DPB Family Getting value from the podcast? Smash that subscribe button so that you can get notified when we drop new content! Also, you can join us over on Facebook here!- - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
#129: How to Streamline Your Customers' Path to Purchase
Today I'm joined by Juan Flores, Senior Director of KBB Product over at Kelley Blue Book. In this episode Juan is sharing valuable information about how you can streamline your customers' path to purchase. Friction during the sales process has long been a challenge for car dealers - one that hasn't been easy to overcome. While there are many powerful, transparent, and customer-centric dealers out there; the mass media perpetuates only the negative experiences that customers have. The objective, then, is one of providing a better experience - a streamline experience. One that gives the customer more control and transparency. -- Season 8 Sponsor My friends over at Kelley Blue Book are transforming the car buying process with their Instant Cash Offer program. Do me a favour and go check it out here: b2b.kbb.com/gettoyes -- Join the DPB Family Getting value from the podcast? Smash that subscribe button so that you can get notified when we drop new content! Also, you can join us over on Facebook here!- - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
Minisode: 7 Myths That Plague Auto Dealers
It's time to kill some myths in this week's minisode. I really struggled with whether or not I should post this, but hopefully you understand that my intent is to help. The other day I received an email that was forwarded to my from a client. It was from a self-proclaimed marketing "Wizard." He made 9 points about what's happening in the marketing world in 2018. My client asked that I read the email and provide honest feedback. All I can say is, "Holy Cow!" Though the email has nine points, I'm going to draw attention to 7 of them. I'm doing this because auto dealers (and other businesses) don't deserve to be led astray. You don't deserve to have your entire career sidetracked because of compelling, but completely absurd information. To see the email in it's entirety, go check out the show notes at thedealerplaybook.com/bad-email along with links to resources that prove their inaccuracy. I believe that the first step to achieving success is knowing who to listen to. Listening to the wrong people could cause a world of hurt. -- Season 8 Sponsor -- I'm grateful for my friends over at Kelley Blue Book for putting together an interesting program that delivers a better customer experience. Go check out their instant cash offer program by visiting b2b.kbb.com/gettoyes -- Join the DPB Family -- If you're getting value from the show, come join me over on Facebook. Write a comment, leave a review, or send me a message directly! (I read them all!)- - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
#128: How Failing is Your Best Ticket to Success
Jim Harshaw Jr. is on a mission to reveal how failure is actually the best pathway to success. In fact, as you you'll hear in Episode 128 of the DPB, every success story includes crushing failure. Steve Jobs, Michael Jordan, Phil Knight, Elon Musk have all failed. When you realize that failure is essential to success, you'll stop viewing it as its opposite. As Jim points out, it's a necessary step on the path to success. -- Season 8 Sponsor My friends over at Kelley Blue Book are transforming the car buying process with their Instant Cash Offer program. Do me a favour and go check it out here: b2b.kbb.com/gettoyes -- Join the DPB Family Getting value from the podcast? Smash that subscribe button so that you can get notified when we drop new content! DOMINATE! MC- - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
#127: How to Fail proof Your Dealership by Unifying Your Team w/ Subi Ghosh
This week I'm joined by my pal, Subi Ghosh, Senior Director of Dealer Strategy at Stream Companies to pick up a conversation that we've been having for the last few years. Who has a continuous conversation for YEARS, you might ask? We do! Why? Because it's something that we're passionate about and wholeheartedly believe needs to happen in automotive retail. It's time for leaders and employees (team members) to unite around a single purpose in an effort to fail proof the business. In episode 127 Subi shares examples that will help unify your team, rally the wagons, and dominate in your market. -- Season 8 Sponsor My friends over at Kelley Blue Book are transforming the car buying process with their Instant Cash Offer program. Do me a favour and go check it out here: b2b.kbb.com/gettoyes -- Join the DPB Family Getting value from the podcast? Smash that subscribe button so that you can get notified when we drop new content! DOMINATE! MC - - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
#126: How to Yield Massive Gains Each Week as a General Manager
As it turns out, working toward your legacy is the best way to yield massive gains as a General Manager in any business, but specifically in a car dealership. In episode 126 I'm joined by Car Veteran, Jim "Alpha Dawg" Ziegler who shares the activities that a General Manager should be doing each week in order to promote positive growth in the store. "Success isn't about the money you make, it's about the legacy you leave." But why is that so important to understand? Well, working towards your legacy provides purpose to your day-to-day efforts. The vision of your legacy determines how you interact with and lead your people. Your legacy outlines the criteria for holding your vendors accountable - all factors that contribute to the general success of your dealership. -- Season 8 Sponsor My friends over at Kelley Blue Book are transforming the car buying process with their Instant Cash Offer program. Do me a favour and go check it out here: b2b.kbb.com/gettoyes -- Join the DPB Family Getting value from the podcast? Smash that subscribe button so that you can get notified when we drop new content! DOMINATE! MC - - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
Minisode: The One Thing Your Customers Want From You
Hey oh, what’s going on? Thanks for joining me here for season 8 minisode 2 - I’ve got some nuggets for you coming up in a minute, but first, listen… if you haven’t subscribed to the DPB yet go ahead and smash the subscribe button wherever you are listening… and also, join me over on the DPB facebook page where you’ll get even more powerbombs, nuggets and keep up with all stuff we’ve got going on over here. Also before we jump in here I want to give a shout out to some of the DPB gang… My fellow countrymen, Kyle Costa, Adam Abel, Camden McInnis and let’s not forget Trent Tate from Alabama, my pal Hans from Norway (who I think has been here since day 1) and last, but not least for this round of shout outs: Fanie Scholtz representing’ all the way over in South Africa and Laura Meagher my fellow commonwealth down under in Melbourne Australia. Guys thank you so much for your support - you are the reason DPB is a success and it just goes to show that our mission to enrich and empower is slowly becoming a global deal. As you know, season 8 is brought to you by my pals over at Kelley Blue Book who are doing some pretty cool stuff with their Instant Cash Offer Program. They’ve found a way to streamline the car buying process for your customers, helping them get to yes much quicker. Do me a favor and get more information by visiting b2b.kbb.com/gettoyes So I found this kind of interesting, recently I spoke at the Canadian Dealer Day at Driving Sales in Vegas - they asked me to share some nuggets that I’ve learned during the interviews with my guests here on the show, and I picked up on something interested while doing my research. I found that over 60% of the guests on the show address a very specific topic while the other 40% of guests speak to the practical applications that topic - in other words, 60% of guests share a common theme while the remaining guests share ways to apply processes, experiences, practices that make the common theme happen… Any idea what that topic is? If you guessed Building Relationships of Trust, you are deep in the DPB gang my friend. I found it so fascinating that pretty much every episode of the show in some way, shape, or form speaks to the importance of building trusting relationships. Listen, I’ve interviewed some of the biggest players in the game and even they are saying the magic sauce is in how effectively you can connect on a human level with somebody else and build relationships. We get so caught up talking about money and moving metal, reaching gross, hitting those targets, that we forget all about the people behind the money. There’s always chatter going on about where car dealerships will be in the next 10 and 20 years… when the truth of the matter is that you should stop focusing on that crap and start focusing on what you can do to build lasting relationships with the people in your community. Those topics are nothing more than distractions designed to overwhelm you and shift your focus on things that really matter. I know many dealers who are heavily invested in their community. Shout out to Jim Williamson, a Chrysler, Dodge, Jeep Dealer in Ontario who has the Care-a-van… an initiative to help make christmas a little better for those that are less fortunate. When you pause th- - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
#125: How to Create an Extraordinary Workplace Culture with Kris Boesch
Kris and Michael jam on what you can do to create an extraordinary workplace culture. Kris Boesch is the founder of Choose People and the author of "Culture Works: How to Create Happiness in the Workplace." You've heard it before and it's time to do something about it. The happiness of your team, and the culture at your store has a tremendous impact on profits. Now is the time to enhance your workplace, elevate your team, and build an evergreen dealership. In episode 125 we dig deep to learn about how to unleash to full potential of each of your team members and what leaders can do to improve the workplace environment. -- Season 8 Sponsor My friends over at Kelley Blue Book are transforming the car buying process with their Instant Cash Offer program. Do me a favour and go check it out here: b2b.kbb.com/gettoyes -- Join the family! Getting value from the show? Do me a favour and slam that subscribe button! And don't forget to keep the playbook open and DOMINATE! MC- - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook