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)
Tim Paige: How to Increase Website Conversions
“The Dealer Playbook” podcast session 41 is here and your going to love this one! In today’s session team DPB is talking about getting more conversions from your website with the master Tim Paige. Tim Paige is proud to be the Conversion Educator at LeadPages. An experienced marketer in all forms of media, Tim spends his days speaking to the most successful marketers across multiple industries, and sharing his findings with business owners who want to increase their marketing results. You may recognize Tim’s voice from the dozens of webinars he has hosted at LeadPages or from LeadPages official podcast, ConversionCast. In his short time at LeadPages, Here is a quick preview of our conversation with Tim Paige. Traffic is not hard to get. When you talk with a lot of dealers they are focused on “getting more traffic” to their website when in fact the primary focus should be converting more of the traffic you have now. It is not hard to get more traffic. You can buy it and use many channels to boost your sites unique visitors, but if they are not opting in/converting to a lead, whats the point? Tim reviews several proven strategies you can start doing on your site that will automatically increase your sites conversion rates. A coupon is the worst way to generate a lead. A coupon is a coupon. Everyone has them and in the end they provide really no value and don’t solve any of your target customers problems. Whats in it for me? That is all that is on your customers mind. What your store can do that solves their problem. Tim dives into how you can use that to your advantage to generate more leads from your website. Create a lead magnet. A lead magnet is what you are going to offer your site visitors instead of coupon. Your lead magnet is resource that will help your target market solve a problem they are having. Tim breaks down what a “Lead Magnet” is and gives several examples you can use right away. Get more great information from Tim PaigeCheck out Tim’s podcast Conversion Cast here. Get signed up for Tim’s FREE weekly webinar here. You Know The Drill, Now It's Your TurnThe whole team at DPB can not thank you enough for all the support and love you have been giving us.Whether you loved it, hated it, want more of it, or want something different , we want to hear your voice.Sound off below with your thoughts, opinions, suggestions, questions, etc. and lets keep this conversation going.See you next time ;)Connect With Team DPBConnect with The Dealer Playbook on Facebook here.Check out Michael Cirillo's blog here.Check out Robert Wiesman's blog 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
Greg Rollett: How to Build Trust With Marketing
What does it take to build more trust through your marketing? Join us as Greg Rollett from Celebrity Marketing shares insights into how you can get the most out of your dealership marketing and build more trust with your target audience.Greg has a client list that is likely unrivaled, boasting a list of clients from Brian Tracy and Tom Hopkins to Coca-Cola and Miller Lite. He spends his time helping companies achieve higher results through their marketing efforts. When you listen to the show, it's very clear that how passionate he is and that's for good reason. What he talks about works! It works extremely well!Many dealerships are struggling to get more from their marketing efforts, and that's likely because there isn't enough trust between your business and the public. That's why Greg suggests that through your marketing you can convey a message to the public that will change their perception of your store and bring greater results.Connect with Greg:www.celebrityexpertmarketing.comTwitter: @gregrollett - - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
Glenn Pasch: How to Unify Your Dealership Marketing
On this session of “The Dealer Playbook” podcast we are talking shop with automotive industry thought leader Mr. Glenn Pasch. Glenn is the CEO of PCG Digital Marketing a full service digital marketing agency and also a partner at PCG Consulting. Both companies are dedicated to going the extra mile helping auto dealerships stay ahead of the curve when it comes to your dealerships digital strategies and processes. In this session Glenn dives into the disconnect often found between auto dealers and their 3rd party providers and the problems that go along with that.Here is a quick preview of what you will learn more about in our conversation with Glenn Pasch. What does it mean to unify your marketing efforts in your auto dealership?Whether it is your online marketing or traditional off line marketing it is crucial that all of your channels are pushing the same message. When a customer is on your dealerships website is the message and marketing you have there consistent with what they will see when they physically come into your store? Or are you confusing them and making them think they are in the wrong place. Are you making it easy for your customer or are you scaring them away by having inconsistencies or even visibility issues when it comes to the message you are trying to convey for your dealership?It is time to start thinking like a eCommerce business. Replicating your off line traditional marketing with your online marketing. When it comes to really knocking it out of the park with your marketing efforts it is important that your online and offline marketing efforts resonate with each other. Your online strategy should be exactly like your offline/traditional strategy only difference is the channels you are using to distribute them. Is your radio or TV commercials message visible and the same as on your website?Is the message on your website the same one the consumer will see when and if they decide to stop into your dealership? By not making sure your messages replicate across the board on all channels you are not being transparent and most likely you are hurting your credibility. What are the first steps to unifying your marketing message and efforts. With most automotive dealerships partnering with several different vendors for their marketing efforts (for example - SEO, Adwords, direct mail, radio/TV, website provider, etc.) the first thing you need to do is get them all together and all on the same page. Your page. Review with them on a regular basis what your message is for that month, quarter or whatever time period you wish to run it for and make sure they open the lines of communication between each other to ensue your message is consistently the same. No matter what the channel. Connect With Glenn PaschGlenn’s Blog http://glennpasch.com/PCG Digital Marketing website http://www.pcgdigitalmarketing.com/Glenn’s Twitter https://twitter.com/GlennPaschYou Know The Drill, Now It's Your TurnThe whole team at DPB can not thank you enough for all the support and love you have been giving us.Whet- - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
Sean V. Bradley: How to Win The Game of Googleopoly
Welcome and thank you for taking the time to check out session number 38 of “The Dealer Playbook” Podcast! In this session we have our first repeat guest since The DPB Podcast launched last April, Mr. Sean V Bradley CSP the CEO of Dealer Synergy and author of the new book “ Win The Game Of Googleopoly”.Our GuestAs an international speaker, consultant, trainer, and entrepreneur, Sean V. Bradley, CSP, is the founder and CEO of Dealer Synergy Inc., the leading Internet sales, business development and digital marketing firm in the automotive sales industry. Sean has personally trained over 10,000 automotive sales professionals. In addition to being hired by approximately 1,000 multi-million dollar automotive dealerships, Sean’s clients include publicly traded corporations like Autobytel Inc. and TrueCar, as well as billion dollar corporations like Internet Brands (Carsdirect.com). Sean’s clients outside the automotive sales industry include major label recording artists and professional athletes.What is Googleopoloy? Google has 67% market share of search and is the number one search engine world, and what is crazy is the number two search engine is YouTube which is owned by Google. So it is safe to say that when it comes to online search, Google has the Monopoly. It is safe to say that everyone has heard of and or played the board game Monopoly and knows exactly what the object of that game is which is to lock things down! Control the board. Own it all. That is the same idea behind “Googleopoly”. It is about accomplishing that same kind of domination but on the search engine Google rather than the board game Monopoly.If you are a front line car sales professional, a internet director or the dealer principal him or herself, if you are looking to build a audience and gain visibility you need a “Googleopoly” strategy. Here is a quick rundown on how to execute a successful Googleopoly strategy that Sean V Bradley breaks down in this session. 1. A Website Properly Optimized It should be a no brainer that a automotive dealership has a fully optimized website in todays market but where a lot of so called “automotive sales professionals” are missing the boat is by having their own personal website. It is not just about having a website but more so about having a AWESOME website with the onsite SEO executed properly.In todays market you are not player if you do not have a website and your home base for your “Googleopoly” strategy is your website. It doesn’t matter if you are front line car sales professional, you need a website just as much as a entire dealership in todays market place. 2.Video Seo Online video creates superstars! There is nothing more powerful when it comes to getting noticed as online video and YouTube (which you know is owned by Google) is the number second most popular search engine in the world as well as one of the top 3 most visited websites in the world. Video is 53% more likely to be clicked on in a search engine and not only that Google is looking for YouTube videos optimized properly so your chances of indexing and ranking on page one of Google are much higher when you use video. 3.Social Media Optimization Social Media is another very important piece to your “Googleopoly” strategy. We 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
Dan Waldschmidt: How Ordinary People Do Extraordinary Things
Thank you for being here! Today’s conversation is an intense one with business expert Dan Waldschmidt. Dan and his team help companies all over the world arrive at business-changing breakthrough ideas by moving past outdated conventional wisdom, social peer pressure, and the selfish behaviors that stop them from being high performers.The Wall Street Journal calls his blog, Edgy Conversations, one of the Top 7 sales blogs anywhere on the internet. He’s been profiled in Business Week, INC Magazine, Business Insider, and on dozens of radio programs. Hundreds of his articles on unconventional business strategy have been published.Dan dives into how being “Edgy” and “Doing Awesome” benefits high performers and how you can start being “Edgy” and “Doing Awesome” to grow your business.Here is a quick preview of our conversation with Dan Waldschmidt.What is “Edgy” and how can it benefit me and my business?Dan and his team invested 1,000 of hours studying a 1,000 ordinary people who have achieved and accomplished outrageous results. They wanted to know exactly what does it takes to be a outrageous success. Achieving outrageous results comes from looking at your business and the world with a different set of philosophies. Dan goes into what it is to “Be Edgy”. Why “How many insanely happy customers did we have this week” should be your primary metric.“What looks good on paper does not always look good in person”. The number one asset to your business is a “insanely happy customer”. That is the key for long term success. Dan discusses how the most important thing in your Monday morning board meeting is “How many insanely happy and satisfied customers did we have last week?”. Be All About The “Long Game”It is not a secret that the majority of strategies auto dealers execute are playing the “short game” and looking for instant spike in sales and revenue. Are your short term strategies hurting your long term ones?Executing well thought out strategies that are “long term” will set your dealership up for long term success.Dan goes into the values of “playing the long game” and why short term and spontaneous are hurting you in the long run. Get More From Dan Waldschmidt Dan's Blog Dan's BookYou Know The Drill, Now It's Your TurnThe whole team at DPB can not thank you enough for all the support and love you have been giving us.Whether you loved it, hated it, want more of it, or want something different , we want to hear your voice.Sound off below with your thoughts, opinions, suggestions, questions, etc. and lets keep this conversation going.See you next time ;)Connect With Team DPBConnect with The Dealer Playbook on Facebook here.Check out Michael Cirillo's blog - - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
Laura Madison: Building a Car Sales Personal Brand
First of all, HAPPY NEW YEAR!We are so excited to get this new year off to a fresh start and to bring you episodes of the show that will help you completely dominate this new year. Our guest today is Laura Madison, an automotive sales professional who is absolutely taking her career, her dealership and the market by storm. Laura has been selling cars for only 4 years, but has adopted and formed some key habits and behaviors that have helped her take things to the next level.She's with us today to let you in on her career-building secrets.1. Do Whatever you can to get more leads for yourselfWhile this may sound like old news to some, the key element of getting more leads is found in the "doing whatever you can". If that means that you need to take some of your downtime to film more videos or write a new blog post that you can share on social media, so be it. Don't sit around waiting for more people to walk through the showroom doors. Be proactive and create content that will entice them to come to you! 2. Work with your managementLaura admits that management can often be a problem that holds sales people back from achieving more success. It's no secret that management rarely offers enough training to their team, but that's where you can again, be proactive in approaching them and speaking their language. Let them know that you want to try out different strategies to promote yourself and bring more traffic through the doors. 3. Be DifferentOne of our favorite quotes by NYT Bestselling author, Gary Vaynerchuk is, "A penguin can't be a giraffe, so be the best darn penguin you can be!"By being yourself and not trying so hard to be someone other than yourself, you are being different. Focus on leveraging your strengths to build a brand in and of yourself that you can bring to the market and use to set yourself above the competition.Don't be fearful of others catching on to what you're doing either. We asked Laura is the other reps at her dealership were following her lead, and she admitted that they were not.That goes to show that not everyone will do what it takes to dominate their career, dealership and community.You can follow Laura Madison on twitter @LauraDrives or check out her personal website, www.lauradrives.com Your turnWhat are some simple strategies that you use on a daily basis to help advance your career? Let us know in the comments below!ALSO, don't forget to get our brand new eBook: "10 Incredible Insights from 10 Incredible Experts"- - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
Rory Vaden: Procrastinate On Purpose
Our guestRory Vaden, MBA CSP is Cofounder of Southwestern Consulting, a Self-Discipline Strategist and an Internationally Renowned Speaker.His first book Take the Stairs was a #1 Wall St Journal and #2 New York Times bestseller. His new book Procrastinate on Purpose is the first book ever to focus on the emotional side of productivity and it presents 5 methods to literally multiply your time.Session Preview- Why everything you have learned about time management is wrong.- The difference between good and bad procrastination.- How the most successful people multiply timeLinks/ResourcesGet an advanced copy Rory Vaden’s new book click here.Rory Vaden's WebsiteConnect with Rory Vaden on Twitter Connect with Rory Vaden on FacebookRory Vaden YouTube Channel Help DPB out and write a quick review. Click 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
Chris Walsh: How to Create a Customer Care Culture
Our Guest Welcome back to The Dealer Playbook Podcast session #34! Our guest today is 30 year automotive vet Mr. Chris Walsh, founder of Vets-Cars and a wealth of knowledge and stories of the constant evolving automotive industry. Chris deliveries a lot of value that in todays market can help keep your team motivated, loyal and most importantly care about the customers. Session Preview- Tips for employee satisfaction - Tips on shifting your dealerships culture - Tips for employee satisfaction. Links/ResourcesCheck out Vets-Cars here. http://www.vets-cars.com Connect with Chris on Facebook here. https://www.facebook.com/chris.walsh.98837?fref=ts Help DPB out and write a quick review. Click here. Will only take a minute. We really appreciate it and want to hear from YOU. Your Turn:Make sure to Click here to subscribe to “The Dealer Playbook”and sound off in the comment section below and let us know whats going on out there!Looking to take your dealerships web strategy to the next level? Click Here: Connect With Team DPBConnect with The Dealer Playbook on Facebook here.Check out Michael Cirillo's blog here.Check out Robert Wiesman's blog here.Connect with Michael Cirillo on Twitter here. Connect with Robert Wiesman on Twitter 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
DPB 033: How To Get The Most Out Of Your Digital Campaigns
This Session: Happy Thanksgiving 2014! The Dealer Playbook Podcast session #33 is going to show you how to really crank up the productivity of your website. Michael and Robert dive in and review strategies that help you leverage content marketing, to drive more sales to your dealership. A major component in accomplishing that is really understanding and being familiar with todays consumers “buying/shopping process”. It comes down to how dialed in you are when it comes to understanding your customers and how they think/react when it comes to “shopping”. This session delivers key fundamentals that if executed properly you will drive more opportunities online for your dealership. When you become a resource of valuable and helpful information for your target market, providing the right information at the right time, on the right channel, is when the magic starts to happen. Dial into this episode and start dominating the web in your market. Session Preview: - The importance of delivering the right message at the right time on the web. - Leveraging your sites existing traffic, and getting the most out of it. - Understanding the phases of a car shoppers buying process. All of that plus so much more value to help you grow your business using the web like a professional. Links/Resources : Michael Cirillo’s Book: http://michaelacirillo.com/book Help DPB out and write a quick review: h Take your dealerships web strategy to the next level. Click Here: http://www.flexdealer.com/automotive-marketing-solutions/dealership-websites/Your Turn: Make sure to Click here to subscribe to “The Dealer Playbook”and sound off in the comment section below and let us know whats going on out there!- - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
David Johnson: The Best Way to Run Google Ads
“There is a big difference between the dealers that get it or don’t.”David Johnson Our Guest:In this powerful session of “The Dealer Playbook” Podcast we are sitting down with automotive digital advertising expert David Johnson Of 3G Engagement.Google Adwords is nothing really new for auto dealers when it comes to digital advertising, but it is still very powerful and yet a lot of times not handled properly.When it comes to Google Adwords there is no one that knows how to maximize it more than David Johnson and he discusses best practices on doing just that in this session.David is a true expert when it comes to digital advertising he dives in deep, to help you dominate the web.Quick Preview Of This Session:- Getting started with Google Adwords- Auditing your current Google Adwords strategy- Getting the most from Google Adwords/Digital AdvertisingLinks/Resources:Email David- [email protected] David – 719-424-7149David’s Facebook- - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
Joe Cala: How to Transform Your Employee Training
Our Guest:In session 31 of The Dealer Playbook Podcast, we sat down with Joe Cala. Joe is currently the General Manager of Dealer Synergy, and is one of the most inspirational, motivating individuals within the car business.We invited Joe Cala to be on the show to explain how you can transform your car sales training by taking massive action. The automotive industry has no shortage of training resources. From conferences and summits to in-store consulting and webinars. But with all of the training resources out there, the missing ingredient to enjoying a more successful career within the automotive industry (and every other industry) is the action that you take.Preview of this Session:How you can take your career to the next levelHow to get more from your dealership trainingThe common mistakes that dealers make that limit their successTips to being successful and transform your careerLinks and Resources:@[email protected] About Joe Cala:Joe has a total of 14 years in the automotive industry, holding positions from Sales Person to Used Car Manager, New Car Manager to Internet Sales Manager, and eventually Internet Director. During his time as Internet Director, he was influential in increasing business from 7 units to 80 units at Nelson Mazda in Tulsa, OK and from growing Gateway Toyota in Toms River, NJ (Penske Automotive Group Dealership) from 40 units to 150 units. After his time in the dealership, he spent a year as an Advertising Consultant in the New York/New Jersey Metro Area for Auto Trader. Joe is currently the General Manager for Dealer Synergy and has been a featured Internet Sales 20 Group Speaker, NADA convention speaker, author and contributor to multiple nationally recognized personal & professional development magazines.- - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
Jim Ziegler: The Secret to Selling More in F&I
Our Guest: Jim "The Alpha Dawg" Ziegler is as close as it comes to a "living legend" as you can get. Jim is the founder of the "Internet Sales Battle Plan" and the "Ziegler Super Conference" two of the automotive industries top improvement workshops. He also is the founder of Ziegler Super Systems, his leading dealer consulting company. Jim Ziegler is one of the automotive industries leading experts when it comes to F&I has written many articles on the topic and presented the topic in many live workshops. Jim is responsible for massive growth in dealerships across the country and a big part of that increase is from the dealers F&I department. Preview Of This Session: - The biggest mistakes made in F&I today. - Creative & effective word tracks to sell more F&I. - Tips to being more successful in F&I Links/Resources: Ziegler Super Systemshttp://zieglersupersystems.com/ Ziegler's Sales Manager Super Conference http://www.zieglersuperconference.com/ Connect with the "Aphla Dawg" on Facebook:https://www.facebook.com/jamesaziegler?fref=ts Be sure to get subscribed to "The Dealer Playbook" and sound off in the comment section below and let us know whats going on out there! - - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
Fran Taylor: The Lost Art Of Car Sales Prospecting
Our Guest : Fran Taylor "The King of Prospecting" is the founder of " Fran Taylor Techniques" a automotive sales training company that specializes in the lost art of prospecting. Fran got his start in the automotive sales industry in 1982 and within 2 years he was personally selling 50 cars a month using the traditional prospecting tools and tactics he discusses in todays session. Quick Preview Of This Session: - The power of traditional prospecting tactics in todays digital world.- The prospecting tools every car pro needs in their business.- How to make prospecting work for you.- How dealers and or upper management can help getting their team to take prospecting serious. Links & Resources Mentioned Connect with Fran Taylor on Facebook: https://www.facebook.com/mrfrantaylor?fref=ts Check out Fran's website for more resources: http://www.frantaylor.net/ Join over a 1000 other committed car sales professionals at Fran's private Facebook Group "30 Sales A Month": https://www.facebook.com/groups/505418206269962/- - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
Michael Cirillo: How to Attract High-Quality Customers with Content Marketing
In session 28 of The Dealer Playbook Podcast, Michael Cirillo is back and dropping all sorts of crazy knowledge about how you can start standing out from the clutter and dominate your market.Every single day, millions of automotive shoppers are going online to research vehicles, products and services. Sadly, most of the time your website isn't anywhere to be found. That's because most dealer websites around the globe are lacking sufficient and relevant content that has the power to create loyal followers, set you up as the credible source of information and increase your dealership's profitability.Content is a real hot topic right now, especially with recent Google algorithm updates that are set up to recognize and rank more relevant and well written content. That being the case, many dealers are struggling to know how to start creating content that will have a positive impact on their business.Does this sound like the situation you're in?Don't worry. Check out what Michael does to create content that not only attracts more qualified vehicle shoppers, but converts them as well. Take out your notepad and get ready to take some notes.Here we go.1.) Who are you speaking to?It's crucial to know who you are speaking to specifically. A major mistake that majority of dealerships make is that they try and speak to everyone and as a result, aren't really speaking to anyone. It's about being something of value to somebody, not worthless to everybody.With that in mind, it's important that you break out from just trying to speak to people who are researching vehicles, and drill down a layer deeper. Who are they?Seniors, Young Families, Construction Workers, Military, Special Finance etc.When you look at car shoppers in smaller segmented groups, it's easier to identify the next step...2.) What are their interests, problems or questions?When you know who you're speaking to, it's so easy to know what they are interested in. Make notes about each target audience you have and the things that make them tick.3.) Match their interests, needs and problems with the right vehicle.For example, if young families have the interest in more space, fuel economy, seating configurations and safety - what vehicle are they likely interested in? A Minivan!!!With that in mind, you can now start creating content about minivans for young families surrounding the topics that they are interested in. For example, imagine how powerful a blog post titled, "The top 5 reasons Young Families love the Honda Odyssey" would be. If you shared the interests and problems of a young family, wouldn't you be compelled to click and read?4.) Know your objectivesAnother problem that dealerships face is that they don't have clearly defined objectives, and therefore don't have a measuring stick to track progress (or the lack thereof).With each peice of content you produce, you need to know - - -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 Wiesman: How To Take Control Of Your Brand With A Personal Website
About this session: In this session of "The Dealer Playbook" podcast Robert Wiesman is flying solo!Michael Cirillo the other half of team DPB is under the weather and not able to contribute but fear not Robert still delivers the thunder! Recently there was a article on Entrpreneur.com (by a unheard of contributor) suggesting that building a "personal brand" was a waste of time and your energy and focus should be directed to branding your product or service. That message could not be more wrong and oddly enough the article is not even available on their blog anymore.That article struck a chord here at DPB so that is what we are going to discuss in this session. Taking control over your personal brand and doing so with the power and magic of a high quality personal website for car sales professionals. Key Takeaways: - Why todays car sales professional needs a personal website.- Common mistakes done on most sales professionals websites.- 8 key ingredients for a car pro's personal website. Session Resources & Links: Check out the ultimate car sales professional digital marketing solution click here. Get subscribed to "The Dealer Playbook" and never miss a session by subscribing here. For more on building your power house personal brand check out DPB session 18 where our very own Robert Wiesman dives even deeper into personal branding 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
Mat Koenig: The 3 Ms of Automotive Marketing
"The only way to make a ridiculous amount of money is to serve people well." Matt Koenig Welcome to "The Dealer Playbook" podcast session 26 where once a week auto dealers get real strategies that get results. In this session Robert Wiesman and Michael Cirillo sit down and chat with Matt Koenig founder of Konig Co a leading mobile marketing agency that connects auto dealers with more buyers. The topic of todays session is what Matt calls "the 3 M's of Automotive Marketing". What are the "3 M's" ?- Millennials - Mobile - MinoritiesIf todays auto dealer can get a good grasp on those 3 M's, they will sell more cars. The largest increase in new car sales last year came from latino buyers. The crazy thing about that is even dealers who 80% of their showroom traffic are of hispanic decent, have zero marketing dollars allocated targeting that customer segment. That is just one of the "3 M's" !Here is what you will learn more about- How to market to and sell more cars to minorities- What is the secret to selling to millennials- The importance of "mobile" strategyMatt breaks down "The 3 M's of Automotive Marketing" and so much more in DPB session 26.Want more from Matt Koenig?Check out Matt Koenig's website hereConnect with Matt on Twitter hereFollow Konig Co on Facebook hereNow it's your turnTeam DPB wants to hear from you! Chime in in the 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
JD Rucker: Increase Dealership Profits From Facebook Ads
The Dealer Playbook team has a awesome session for the "Silver Episode" number 25!In this powerful session the DPB team Michael Cirillo & Robert Wiesman chop it up with founder of social media & SEO dealer consulting firm Dealer Authority, Mr. JD Rucker.Not only is JD Rucker as dialed in as they come when it comes to the latest in social media best practices, but also one of the (if not THE) most active blogger in the automotive sales community.JD wastes no time and dives right into selling more cars with Facebook ads most particularly with using what is called Facebook Dark Posts.In case you were wondering a "Facebook Dark Post" is a highly targeted Facebook ad that does NOT appear on your Facebook Page timeline.JD gives a step by step blueprintWhy would you want posts that do not appear on your Pages timeline?JD Rucker breaks that down and more in DPB session 25!Quick Session Outline - What is a Facebook Dark Post and how they can benefit your dealership- Start to finish step by step how to create a Facebook Dark Post- The Types of Facebook ads that dealers should be doingAll that plus more value packed into this powerful session for auto dealers.Keep up with JD RuckerJD Rucker Facebook Dealer Authority FacebookJD Rucker Twitter Get JD Rucker's step by step guide for using Facebook Ads. Click here It's on you, what you gonna do?That's right now its on you!We want to hear from you, the good, the bad and the ugly.We want it all!Type your questions, comments or your experience with Facebook Ads in the comment sections below.- - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
Sean V. Bradley: The Secret To Making Big MONEY Selling Cars
"If you do not have GPS precision and know where you are going, how are you going to make money"? Sean V Bradley One thing everyone in the automotive industry wants MORE of but seems to never talk about is MONEY.There is nothing wrong with wanting to make more money and that just so happens to be the topic of "The Dealer Playbook" session 24. Money, Money, Money, MONEY In session 24 of the DPB podcast Robert and Michael sit down with automotive internet sales expert and CEO of the award winning automotive training company Dealer Synergy Sean V Bradley. When it comes to building powerful and successful dealership internet departments Sean and his team at Dealer Synergy are the go to team. Sean V Bradley and his team at Dealer Synergy have worked with many dealerships internet departments and in less then 90 days he has helped them double, triple and even quadruple the amount of cars they sell online. The proof is in the pudding and Sean V Bradley knows how to make it happen and how to make money.That is exactly why the DPB team knew that Sean was the right man for this session. What You Will Learn From Sean V Bradley - How to make MONEY in the automotive industry - The Money Map to making more money for showroom sales professionals - Building a profitable internet department - The truth about 3rd party lead providers And that is just the tip of the iceberg on what to expect in this powerful session with DPB's good friend Sean V Bradley. Get More From Sean If for some reason you are not connected with Sean v Bradley here is how to so. Sean's Facebook- https://www.facebook.com/seanvbradley?fref=tsSean's Twitter- https://twitter.com/seanvbradleyMake sure you cash in on your free test drive of Sean's virtual training for dealerships here - http://www.bradleyondemand.com/Home/Make sure to check out the Internet Sales 20 Group which Sean is the founder of and you can catch up with Robert Wiesman & Michael Cirillo there in Boston starting on September 22nd, check it out here- http://internetsales20group.com/ Don't Miss This The whole team at "The Dealer Playbook" is super excited for Michael Cirillo's upcoming book release 'Don't Wait, Dominate.Not only will you be the first to hear about it's release but also get access to some limited exclusive bonus material by registering with just your email address by clicking here- http://www.michaelacirillo.com/book Your Turn Like always we want to hear from you! Drop your questions, comments, complaints and or suggestions in the comment section below.Be sure to get subscribed to "The Dealer Playbook" so you never miss a session and do us all a favor and share this with some one it could help. See you next week- - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
Elise Kephart: Go The Extra Mile in Car Sales
"Find the right recipe, and then stream line it". Elise Kephart - Adame "It's about time" and "Finally" have been the response from any one that we told "DPB Session 23 was featuring the newest Phone Ninja Elise Kephart-Adame. In case you don't have the internet, Elise Kephart - Adame is a phone consultant for Phone Ninja's, a leading training company in the automotive industry. Elise or maybe you know her as "The YouTube Diva" is well known for her personal videos she would use to follow up with prospects online. Elise is more then just an expert when it comes to showing sales people how to maximize the phone, she also has easy to execute tips that any one can start to do now, that will sell more cars. What you can expect to hear from Elise - Dealership Internet Department Infrastructure - Using multiple channels to follow up with prospects - Handling inbound & outbound phone calls - Creatively staying top of mind with prospects Elise brings lots of experience to the table and as always she delivers valuable information for any one in the car business. Even in todays age where all the buzz in the auto industry is digitally focused, the phone is still a big money maker. How are you on the phone? What is working best for you when it comes to phone follow up? Does your dealership have a different structure then most for their internet department?. Ask your questions for Elise in the comments section below or any other comments you might have. The team at "DPB" wants to keep the value steam rolling, so don't be shy, and connect in the comments section below. Connect with Elise Kephart-Adame Follow Elise on Twitter here.https://twitter.com/TheYoutubediva Connect with Elise on Facebook here.https://www.facebook.com/elisekepS2?fref=ts Feel free to reach out via text with Elise - 805-441-3398- - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
Anne Flemming: Focus on Female Automotive Shoppers
"Women purchase 75,000 vehicles everyday in the US."Anne FlemingAny one in the front lines of the car business knows that when it comes down to a new car purchase for a married couple that if the wife is not into you, your store, or the vehicles it's self, you have no sale! Not only do women have the final decision/approval for a "couples" purchase, they are serious car shoppers for themselves now more then ever! Why You Should Focus On Female Automotive Shoppers On this new session from "The Dealer Playbook" (episode 21) we sit down with Anne Fleming founder and CEO of Womens-Drivers.com who is a undisputed expert when it comes to knowing women car shoppers. She breaks it down on why every dealership needs to focus on female automotive shoppers. There are 75,000 inked car deals a DAY happening across America all with women owners! Anne dives in deep on the mindset and tendencies of todays woman "car shopper", and what you can do in your business to attract and convert your share of that 75,000 daily sales. Anne and her team at Women-Drivers.com are serious about surveying and statistics. She breaks down the key statistics todays automotive Dealerships need to know so they can start to attract and wow women shoppers. Anne Fleming Talks More About - The shopping process most women follow - The key decision factors for women shoppers - Social tactics to engage more women shoppers using Facebook - Using your dealership website to attract women shoppers - Simple tweaks & changes that can attract more women car shoppers Anne covers all the above plus so much more! Women buyers are a serious customer segment that needs to be spoken to and handled in a custom tailored fashion. Like any customer segment. Want to learn more about selling cars to women? Follow Women Driver's Twitterhttps://twitter.com/womendrivers Get Anne's comprehensive report about women's shopping, buying, servicing behavio- - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
Rand Fishkin: Automotive SEO Questions, Answered
"You need to have a website that serves your audience"Rand FishkinIn the automotive industry especially we hear so much conflicting information when it comes to your websites SEO (search engine optimization) and what makes it even worse a good majority of the information dealers receive regarding SEo are just well flat out wrong. That being the case the team here at "The Dealer Playbook" wanted to deliver you REAL SEO strategies that will deliver your dealership REAL results. So for session number 21 Robert and Michael sit down with the undisputed and world renowned SEO and content marketing expert Rand Fishkin the founder of Moz a SEO/Marketing agency based out of Seattle Washington. SEO is always a hot topic for most automotive dealers and sometimes it can get overwhelming and just plain confusing. Rand breaks down advanced SEO strategies for car dealers in a language and manner that is easy for anyone to digest. It was a great honor to have a conversation with Rand Fishkin and this session is jam packed with priceless information to kick your websites SEO to whole new levels and dominate the search engines. What you will learn from Rand Fishkin - What your website NEEDS to do - The truth about getting your content ranked - Identifying the right content strategy for you - The scoop on Googles latest search engine update "Pigeon" - The direction and future of online search What you see above is just a taste of the wealth of awesome information SEO expert Rand Fishkin unleashed on us in this session. The DPB team certainly hopes you took as much value from this session as we did and the best part is you can listen to it again or make sure your team member in charge of your dealerships SEO checks it out. Links and resources mentioned in this session Rand Fishkin's blog http://moz.com/rand/ Moz Blog / Whiteboard Friday Videos http://moz.com/blog Moz Beginners Guide To SEO http://moz.com/beginners-guide-to-seo Barnacle SEO Video That Michael Mentioned http://moz.com/blog/barnacle-seo-whiteboard-friday Connect With Rand On Twitter https://twitter.com/randfish Now… We want to hear your questions and comments about SEO!!! Sound off below in the comments section with your input, opinions and questions below and we will keep the conversation going and or get answers to all your questions. And… If you took any value out of this session and you have not already make sure you get subscribed to "The Dealer Playbook" so you never miss a beat. Click here to join the family. Do us a favor leave The DPB a review on iTunes real quick it really helps us out. Click 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
Tom Vann: How to Build a Massive Customer Database and Sell More Cars
"Dealers have been so focused on analyzing data, we forget about the magic that happens between people"Tom Vann There are so many great trainers in the automotive industry that have so much great information that can grow your business. Today on "The Dealer Playbook" podcast session 20 we sit down with not only a very unique and creative sales trainer but also a very successful active dealer. Tom Vann founder of VSM Training has been a dealer for many many years. In a small town of 9000 people he was able to sell 174 Million dollars worth of retrial vehicles! In this session of "The Dealer Playbook" podcast Tom Vann discusses some of the key strategies he uses in his dealership to reach those ground breaking numbers. What you can expect to learn more about in this session - The key strategy he used to explode his business - The VSM Selling Methodology - Why your sales staff needs to focus on building a database of contacts - Tips on how to build a power house database All of that plus so much more in this ground breaking session 20 of "The Dealer Playbook" podcast. Tom Vann has some very unique strategies that are not hard or costly to implement that well you see how well they worked for him. Get more from our friend Tom Vann Connect with Tom by checking him out at http://www.tomvann.com Learn more about his unique training programs and get signed up for his free video series right here http://www.vsmsalestraining.com/ Now we want to hear from you Have you tried any of the outside the box tactics Tom discussed? Did you receive any value from this session? What would you like more of? What would you like less of? What you have to say means so much so sound off below and lets keep the conversation rolling! If you have not yet, be sure to get subscribed to "The Dealer Playbook" so you do not miss a beat! See you next time on "The Dealer Playbook" 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
Andrew Myers: The 5 Step Automotive Video Sales Process
Video is hot with consumers and we all know it. You, us, everyone is engaging in online video most likely on a regular basis right? So many of us today are using video "in our business" but are we really using it "in our business"? It is one thing to have a library of good videos, then it is a whole other having a solid strategy on what to do with those videos. DPB session 18 we sit down with Andrew Myers of What's Next Media, a automotive video firm to talk not so much about video creation but more so video strategy. The reason why Andrew is perfect for this session is he has a easy to implement video strategy and dealer can execute on their own. This proven strategy is 5 steps that Andrew reviews in detail on the session 1. Introduction - 3rd Party Vehicle Listings2. Short Story - Your Webpage/Presence3.Presentation - Your First Response/BDC4.Close - The In-Store Experience5.Rehash - CRM & Remarketing/Retargeting Do those steps sound familiar? Well I should hope, it is only the showroom sales process that has been trained by many for many years. So why not do that exact same strategy, but use video to provide the experience? Hit the download button and get dialed into this value packed session about video strategy. So you have some videos now?? What are you going to do with them? Get more from our friend Andrew Myers from What's Next Media at the links below. He is all in when it comes to video for sure. Whats Next Media Website Andrew's Facebook Email Andrew We want to hear from you Sound off below with questions, opinions, facts, ideas, hate, whatever it is we love to hear from ya :) The Dealer Playbook loves you for spending some of your valuable time with us. Keep Making Things Happen. See you next week, close the month strong!- - -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 Wiesman: How To Build Your Car Sales Brand And Create A Monster Business
The automotive sales industry is such a lucrative opportunity for any one who is willing to do whatever it takes and has the entrepreneur state of mind. That goes for the GMs, ISMs, Sales Mangers, F&I Managers, Showroom Sales Pro's, and even the Dealer him/herself. That being said in todays session "The Dealer Playbook" episode 18 we turn the table and Michael Cirillo sits down with co host Robert Wiesman to talk about thinking and operating like a entrepreneur as well as building a power house brand. Robert goes over some super valuable nuggets and strategies that the majority of automotive sales professionals are completely missing the boat on in such a lucrative industry with high ticket price tag items. Quick Preview Of Some Of This Sessions "Power Bombs" - How to not be another "Car Guy/Gal" - How whether you are actively building a brand or not you are building a brand - Quick start up steps for building a personal brand the right way - The power of video and why you need to make them, if you are already, why you need to make more, and make them better. (even if you are scared of the camera) - How to know what videos you should be making All that is just a taste of the information you will get in this session of "The Dealer Playbook". The great news for you is that stepping your game up to the levels discussed and properly building a professional and quality brand (most that are doing it are not doing it right, sorry) in your market, is easier then you think. Thats because no one is doing it or they are doing it wrong. If you are a sales professional chances are your dealership and surrounding dealerships are doing a poor job. All that means is it will be easier for YOU to get your shine on, stand out in the market and be the credible authority expert when it coms to investing in a new vehicle in your market. Resources Mentioned In This Podcast Have you downloaded your free copy of Robert's "Mobile Video Creator Resource Guide" ? Save yourself tons of time and money by knowing the best tools and resources to create high quality video with your mobile phone on the fly. Get your FREE copy here: http://robertwiesman.com/ Click below to check out Robert Wiesman's all new podcast "Automotivepreneur Academy" that is dedicated to automotive professionals who are looking to build a powerful business within a business. Click here to check it out: http://robertwiesman.com/apa-podcast/ You Know The Drill, Now It's Your Turn The whole team at DPB can not thank you enough for all the support and love you have been giving us. Whether you loved it, hated it, want more of it, or want something different , we want to hear your voice. Sound off below with your thoughts, opinions, suggestions, questions, etc. and lets keep this conversation going. See you next time ;)- - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
Subi Ghosh: Building A Successful Dealership eCommerce Department
Just because things have always been done a certain way in automotive, does not mean we have to continue doing things that way. Subi Ghosh Welcome back and thanks for checking out 'The Dealer Playbook" podcast session 17. We are so glad you are here! We are extra excited for todays session and know you will get a lot out of it. Subi Ghosh VP of Marketing for Dealer Authority has been knee deep in auto dealerships eCommerce operations for 6 years at the time of this podcast. Subi is the first female guest for "The Dealer Playbook" and she is a wealth of knowledge when it comes to internet sales at the dealership level. Building From Scratch Prior to joining forces with brilliant automotive marketing mind JD Rucker and his new company Dealer Authority, she implemented ground up strategies to take their internet presence and sales to new levels. Without further to do, grab a pad and pen, shut off any distractions if possible and lets dive into this session of "The Dealer Playbook" What you will learn more about in this session The importance of a mission statement for the teamLaunching a internship at your dealership The key benefits to launching a internship in your dealershipAgain the importance of continual education (starting to see a pattern?)Tips for building a successful eCommerce department All of that plus some more bonus nuggets tossed in! Be sure to check out what Dealer Authority has going on at their website http://www.dealerauthority.com Be sure to connect with Subi on Twitter @subi101 You can also engage with Subi Ghosh via email right here [email protected] Let us hear it This is where we want to hear your voice. We want your thoughts, opinions, questions, complaints, whatever you feel like saying, drop it in the comment section below. Make sure you are signed up for the 'The Dealer Playbook" to have the latest episode dropped off right in your inbox. See you next time!!! - - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook