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)
#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
#124: How to filter out the noise and build a juggernaut dealership featuring Frank J. Lopes
Frank J. Lopes cuts to the chase and shares the top three things you can do to filter out all of the noise in the retail car business and build a juggernaut dealership. Let's face it, there is a lot of information out there. At best, much of it conflicts. It can be difficult to know what you can do to not only manage the affairs of your dealership but see substantial growth. In episode 124, we're going to get to the bottom of it. Frank shares a foolproof method to figuring out the best things to focus your energy on, that will help you achieve the biggest gains. Season 8 Sponsor So glad to be joined by my friends at Kelley Blue Book - they have an awesome way to reduce transaction times while enhancing the customer experience. Find out how by visiting b2b.kbb.com/gettoyes Review the DPB If you're getting value from the show, I would love your help with an honest review on iTunes OR share it with your leaders and associates. Lastly, don't forget to keep the playbook open and DOMINATE! Love, 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
#123: How to Build a Mega Social Media Presence on a Mini Budget with Michaela Alexis
Michaela Alexis, President of Grade A Digital, is a marketing influencer who has cracked the LinkedIn code by bringing her audience along for her journey climbing the corporate ladder. In episode 123, Michaela shares her top 5 tips to building a mega social media presence on a mini-budget. You'll love how simple, human, and common sense her approach to audience engagement, growth, and advocacy is - the best part; you'll be able to take what you learn and start applying it immediately. Season 8 Sponsor My friends over at Kelley Blue Book have an amazing way to reduce transaction time while enhancing the customer experience. Find out how by visiting b2b.kbb.com/gettoyes I'd LOVE a review! If you're getting value from The Dealer Playbook, I would love your help with an honest review on iTunes: http://www.thedealerplaybook.com/itunes OR share with your co-workers and leadership! 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
Minisode: There are Helpers
In this minisode, you're going to learn about how to dramatically enhance your life, your spirituality, and your career by overcoming negativity bias. I'm calling you out (but I'm calling myself out as well). Season 8 Sponsor The fine folks over at Kelley Blue Book have put together a cool program with Instant Cash Offer. It's a simple way to get your customers to yes, while improving the shopping experience. Go check it out at b2b.kbb.com/gettoyes Getting value from the DPB? I am so grateful you're here. I'd love an honest review on iTunes here: http://www.thedealerplaybook.com/itunes 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
#122: How to Shift Your Perspective and Achieve Success in the Car Business
Danny Benites has seen it all. From working as a lot boy and sales professional to eventual general manager and owner, Danny's years of experience have helped him find ways to achieve success in the retail automotive industry. For Danny it's all about shifting your perspective, getting clear on your goals and working toward them with passion, vision, and fun! In episode 122, you're going to hear two friends crack some jokes, have a good time, and get serious about how to achieve success in your career in the car business. Season 8 Sponsor We're grateful to have Kelley Blue Book join us this season to share value through their Instant Cash Offer program. You can learn about it here: http://b2b.kbb.com/gettoyes -- I'd love if you would check it out! Share to love! If you're getting value out of The Dealer Playbook, I would greatly appreciate a share! Also, if you're up to it, I would really appreciate an honest review on iTunes here: http://thedealerplaybook.com/itunes 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
#121: How to Reduce Car Sales Transaction Time with Duane Marino
Fellow Canadian, Duane Marino from Duane EN Marino Automotive Solutions joins me today on the show to share the most practical way to decrease transaction times for retail automotive dealers. It's no secret that car shoppers dread the car buying process. From sitting in the dealership for several hours, to hunkering down on the other side of the desk from the business manager - dealers wonder what they can do to improve the overall experience. In episode 121, Duane reveals 15 tips that will help you reduce your overall transaction time. Doing so will create a much stronger customer experience, which will lead to more sales. Afterall, if you can decrease transaction time, you increase the number of vehicles you can sell in that same period of time. Listen to get the full details. If you're getting value from The Dealer Playbook, I would love an honest review on iTunes: http://www.thedealerplaybook.com/itunes OR a share with your co-workers and leadership would be power! 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
#120: How to Create an inclusive Company and Customer Experience Where Everyone Thrives with Maureen Berkner Boyt
Maureen Berkner Boyt knows what it takes to grow a business. As a 5x business launcher, Maureen is currently the founder of the Moxie Exchange - an organization that helps companies create inclusive workplaces, be innovative, and make more money. On episode 120, you're going to hear Maureen's best advice for shattering negative stigmas in the workplace and how to elevate your entire team to be more productive and thrive. Having an inclusive dealership means that you also need to stop focusing attention on gender or pay gaps. It means that you treat all people with equality and respect, and position each team member to succeed. If you're getting value from the DPB I would love if you'd share this episode with someone that will get value as well. Thank you for being here with me! Don't forget to connect with me on Facebook or Instagram @dealer_playbook... As always, 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
Season 8 Introduction
It is SO good to be back behind the microphone for Season 8 of the DPB. Thank you to everyone who continues to listen, subscribe and share the show.Thank you for joining me on my mission to enrich and empower automotive professionals all over the world! Season 8 is going to be awesome. You'll hear some familiar voices as well as new subject-matter leaders who are dominating in their space. In season 7, we tried something new. We released all episodes at once, Netflix style. In Season 8, we're going back to weekly releases to keep you fired up and rolling through the end of the year. I hope you enjoy. As always, thank you for your attention and time. It means the world to me. 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
#119: How to Sell More in Less Time with Jill Konrath
Jill Konrath is a sales strategist, speaker, and the bestselling author of sales books "Selling to Big Companies", "SNAP Selling", and "Sell More, Less Time." In episode 119, you'll learn some fundamental sales techniques that will help change the way you think about the sales process. Loving this episode? Thank you so much for joining me! I would be honoured if you'd write an honest review of the show here: http://www.thedealerplaybook.com/itunes Also, don't forget to connect with me on Facebook and drop me a line. I love hearing from you. 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
#118: The Blueprint for Getting More From Your Team with Glenn Pasch
Glenn Pasch is the CEO of PCG Digital Marketing. He has more than 20 years of experience in training, leadership, and managing individuals. In this episode, Glenn shares the blueprint for helping inspire, grow, manage and train a fail-proof team. Loving this episode? Thank you so much for joining me! I would be honoured if you'd write an honest review of the show here: http://www.thedealerplaybook.com/itunes Also, don't forget to connect with me on Facebook and drop me a line. I love hearing from you. 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: Everyone is talking about the hustle with Michael Cirillo
Hustle, 10x, Grind, Whatever you want to call it. Everyone is talking about it, and chances are you've probably been chasing someone else' perceived expectations of you. Here's my two cents on the whole deal, PLUS something else you should consider as you pursue YOUR definition 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
#117: How to Leverage Social and Close More Deals (Fast) with Jamie Shanks
Jamie Shanks is a world-leading Social Selling expert, responsible for pioneering the space. He's trained 1000's of sales professionals all over the world to sell more using social media. In episode 117, you'll hear first hand what you can do to generate leads and business opportunities by leveraging social media. Loving this episode? Thank you so much for joining me! I would be honoured if you'd write an honest review of the show here: http://www.thedealerplaybook.com/itunes Also, don't forget to connect with me on Facebook and drop me a line. I love hearing from you. 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
#116: Combining Data and Design to Improve Conversions with Oli Gardner from Unbounce
Oli Gardner is the founder of Unbounce and is the master of landing page conversions. He's seen more landing pages than anyone on the planet. In this episode, you're going to learn how to see an immediate boost in conversions with some simple website tweaks. In episode 116, you're going to learn how to see an immediate 50% boost in conversions with some simple website tweaks. Loving this episode? Thank you so much for joining me! I would be honoured if you'd write an honest review of the show here: http://www.thedealerplaybook.com/itunes Also, don't forget to connect with me on Facebook and drop me a line. I love hearing from you. 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: Where I Get the Best Marketing and Sales Information Online with Michael Cirillo
There is a never-ending sea of information online about sales and marketing. In this episode, I share some of the best places to get sales and marketing information online. Share your favorites over on the DPB Facebook page Did you enjoy this episode? Thank you so much for joining me! I would be honoured if you'd write an honest review of the show here: http://www.thedealerplaybook.com/itunes Also, don't forget to connect with me on Facebook and drop me a line. I love hearing from you. DOMINATE!- - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
#115: How to Dominate the Web using Inbound Marketing with Mike Lieberman
Mike Lieberman is the Chief Inbound Scientist at Square 2 Marketing, a premier Hubspot agency. In episode 115, you'll learn about inbound marketing and how to use it to attract your ideal audience like a magnet. Getting value from The DPB? Thank you so much for joining me! I would be honoured if you'd write an honest review of the show here: http://www.thedealerplaybook.com/itunes Also, don't forget to connect with me on Facebook and drop me a line. I love hearing from you. DOMINATE! Michael- - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
#114: How to Win Business Without Pitching feat. Blair Enns
Blair Enns is a 25-year veteran of the business side of creative professions. In 2002, he launched Win Without Pitching. In this episode, you're going to learn exactly that. Have questions or comments for me? Drop me a line on our Facebook page. 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: Your Website Questions Answered with Michael Cirillo
You guys have been awesome in sending me messages every day on Facebook, Twitter, and LinkedIn looking for help with your website. In this minisode, I've compiled your questions by a common theme and have done my best to answer them for you. Don't stop sending me your comments and questions over on The Dealer Playbook Facebook Page, I love hearing from you! Don't forget to like, subscribe and share the DPB love with your co-workers, leaders, and anyone else you think would find benefit. 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
#113: How The Art of Charm Wins More Business with Relationships feat. Jordan Harbinger
Jordan Harbinger is the host of The Art of Charm podcast and joins me to talk about how to win more business by building and strengthening relationships of trust with anyone. In episode 113 you'll hear Jordan share some hands-on and practical ways to meet more people, build meaningful relationships with them - and more importantly, how that ties into winning more business. Loving the DPB? Thank you so much for joining me - I'm honored! I would LOVE LOVE LOVE if you'd share the show with anyone that you think would benefit. They will thank you forever! 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
#112: 5 Practical Ways to Successfully Market in the Digital Age with Shama Hyder
Social Media expert, Shama Hyder is an entrepreneur, author, an international keynote speaker, and a web and television personality. She also knows how to use social media to make big things happen. In episode 112, you're going to learn how to build momentum on social media and successfully market your business or brand in the digital age. You won't believe how practical this is! Getting value from The Dealer Playbook? I am so grateful for your attention and that you've chosen to spend some time with me today. I'd absolutely love if you'd consider writing an honest review on iTunes here: http://www.thedealerplaybook.com/itunes 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