The Dealer Playbook
Michael Cirillo
Updated 4 days agoThe Dealer Playbook is the podcast for serious automotive professionals. The ones who think beyond the transaction. Hosted by Michael Cirillo, now in its 12th year, The Dealer Playbook delivers straight-talk conversations with the dealers, operators, and leaders who are actually building something. If you run a store, lead a team, or are building a career worth having, this is your show. New episodes every week. Follow so you don't miss one.
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Episodes (709)
Brett Morris: Using Data To Predict High Performers
Today's conversation with Brett Morris, Chairman at PerceptionPredict, stemmed from one of Michael's LinkedIn posts about the important need for amazing car sales professionals. Brett commented on the post with a compelling chart visualizing how high-performing employees can be predicted with data.Is It Possible To Predict High Performing Employees?00:58 - Michael sets the conversation stage by explaining a LinkedIn post in which he discussed the importance and need for great car sales professionals in the retail auto industry. Brett Morris left a very thought-provoking comment about how it's possible to predict high-performers, which led to today's conversation.02:53 - Brett explains that when you look at dealer group operations, they've all got pretty good systems when it comes to managing inventory, they've got data and clarity around that. In the service department, they have systems and a workflow for technicians. There are financial systems in place for the business office. With all that said, how does a dealership fish in a broader pond of people to predict and know if they are the right candidate for the job or if perhaps you have the right individual but in the wrong job role?10:20 - Brett and his team have created a unique way to predict job suitability by utilizing an intricate system of character trait mapping that can provide dealers much more clarity about what attributes create an employee's performance. The process includes a quick 15-minute assessment contributing to scoring over 70 data points. Each data point is combined into an overarching view of attributes that helps predict who will perform what job better.19:36 - Gratitude is listed as an attribute on the list that typically doesn't show up on assessments often. It makes sense when contrasted against the highest-performing car sales professionals like Frank Crinite or Ali Reda (Guinness World Record Holder). They operate differently than the average car sales pro. Gratitude for their lives, customers, and opportunities is a common thread in their daily lives.Listen to the full episode for insights and context from Brett Morris!⭐️ Like this show? Please leave us a review here — even one sentence helps! Consider including your LinkedIn or Instagram handle so we can thank you personally!Thanks, Brett Morris!If you enjoyed this episode featuring Guest Name, support us by clicking the links!Connect with Brett Morris on LinkedInConnect with Michael CirilloConnect with Michael on LinkedIn🎧 Subscribe on Apple: https://dpb.fm/apple🔊 Subscribe on Spotify: https://dpb.fm/spotify🔗 All our links: https://dpb.fm/playMore Dealers Are Choosing To Partner with FlexDealerLooking for a reliable, high-performance dealership marketing partner? Visit - - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
Josh Little: Putting The Unity Back In Community With Video
🎧 Subscribe on Apple: https://dpb.fm/apple🔊 Subscribe on Spotify: https://dpb.fm/spotify🔗 All our links: https://dpb.fm/playJosh Little is the founder and CEO of a compelling startup called Volley, an app that aims to make communication more efficient across organizations and peers. His unique perspective about communication and the mission of Volley provides an interesting use case for how to improve communication with the retail automotive experience for employees and customers alike.How Car Dealers Can Improve Community With Communication:Josh introduces the concept of the volley app and how it aims to solve communication breakdowns. There are a lot of tools out there like Slack and Discord, but they each are fragile because they don't allow for face-to-face sharing. 70% of communication gets stripped away when we can't see or hear the other party.There are many ways that dealers could incorporate asynchronous communication into their team and customer experiences. For example, a quick update from the sales manager highlighting initiatives vs. sharing that information in a long drawn-out meeting.Asynchronous communication improves people's ability to listen closely since it can only happen one message at a time.Dealers could embrace a platform like a Volley to engage their customers by a vehicle owned. For example, imagine TRX owners having their community inside Volley to engage with one another and the dealership.Listen to the full episode for insights and context from Josh Little!⭐️ Like this show? Please leave us a review here — even one sentence helps! Consider including your LinkedIn or Instagram handle so we can thank you personally!Thanks, Josh Little!If you enjoyed this episode featuring Guest Name, support us by clicking the links!Connect with Josh Little on LinkedInConnect with Michael CirilloConnect with Michael on LinkedInMore Dealers Are Choosing To Partner with FlexDealerLooking for a reliable, high-performance dealership marketing partner? Visit https://www.flexdealer.com to discover why more and more dealers are choosing them over big-box providers.- - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
Paul Daly & Kyle Mountsier: The Rebirth Of The Automotive Conference
🎧 Subscribe on Apple: https://dpb.fm/apple🔊 Subscribe on Spotify: https://dpb.fm/spotify🔗 All our links: https://dpb.fm/playPaul Daly and Kyle Mountsier (ASOTU) join the pod to talk about some really exciting projects they have in the works, one of which is an exciting new podcast called Auto Collabs hosted by Paul, Kyle, and Michael Cirillo. They are on an adventure to bring the rebirth of the automotive conference coming September 2022 in Philadelphia.What we discuss in this episode:Paul and Kyle share how they ended up collaborating and how that venture ended up becoming a beacon in the retail automobile industry. Their goal is to create a community and space where purposeful conversations can happen — conversations that move the industry forward.Michael, Paul, and Kyle met up in Philly to record episodes of the all-new podcast called Auto Collabs. Despite all hosting their shows, it was important for the trio to share fresh perspectives rooted in meaningful conversations with their list of amazing guests.The goal of creating content is to help the industry move into a new era of collaboration. Historically, vendors have stuck together, and dealers have stuck together. We believe the real magic and growth happen when everyone communicates about important issues outside of the silos.Paul and Kyle share some exciting details about the upcoming ASOTU CON or the "rebirth" of the automotive conference. Michael was fortunate to see some behind-the-scenes details of how exciting the event will be.Listen to the full episode for more insights and context from Kyle Mountsier and Paul Daly.⭐️ Like this show? Please leave us a review here — even one sentence helps! Consider including your LinkedIn or Instagram handle so we can thank you personally!Thanks, Paul and Kyle!If you enjoyed this episode featuring Paul and Kyle, support us by clicking the links!Connect with Paul Daly on LinkedInConnect with Kyle Mountsier on LinkedInGet Tickets: ASOTU CONAuto Collabs Podcast featuring Paul Daly, Kyle Mountsier, and Michael CirilloConnect with Michael CirilloConnect with Michael on LinkedInMore Dealers Are Choosing To Partner with FlexDealerLooking for a reliable, high-performance dealership marketing partner? Visit https://www.flexdealer.com to discover why more and more dealers are choosing them over big-box providers.- - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
Kaylee Felio: Selling Auto Parts Before They're Obsolete
🎧 Subscribe on Apple: https://dpb.fm/apple🔊 Subscribe on Spotify: https://dpb.fm/spotify🔗 All our links: https://dpb.fm/playKaylee Felio is the Sales and Marketing Manager for PartsEdge, the power tool for helping your parts department generate higher profits. It's no secret that hanging onto aging auto parts inventory can cause many problems for retail auto dealers. The most obvious challenge is that if the parts become obsolete, they are more difficult to sell.Kaylee's Advice For Avoiding Auto Parts Obsolescence:00:00 - Introduction to the episode subject matter01:57 - It's important to remember that fixed operations is the second highest producing revenue channel. Although it rarely gets enough talk time throughout the industry, the parts and service department has the genuine ability to provide more predictable revenue than auto sales.03:56 - The best thing a dealer should focus on in fixed operations is getting a good grasp on the current parts inventory and forecasting obsolescence. OEMs are getting much more strict about returns, which leads dealers in a position where they need to know what to stock and in what quantity to not only fulfill the market demand but ensure that they keep the books in the black.06:14 - Parts managers should take the time to identify blind spots when it comes to their parts inventory so that they can improve at spotting obsolescence before it's too late.Listen to the full episode for even more insights and context from Kaylee Felio!⭐️ Like this show? Please leave us a review here — even one sentence helps! Consider including your LinkedIn or Instagram handle so we can thank you personally!Thanks, Kaylee Felio!If you enjoyed this episode featuring Guest Name, support us by clicking the links!Connect with Kaylee Felio on LinkedInConnect with Michael CirilloConnect with Michael on LinkedInMore Dealers Are Choosing To Partner with FlexDealerLooking for a reliable, high-performance dealership marketing partner? Visit https://www.flexdealer.com to discover why more and more dealers are choosing them over big-box providers.- - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
What Dealership Leaders Should Focus On w/ Brooke Furniss
🎧 Subscribe on Apple: https://dpb.fm/apple🔊 Subscribe on Spotify: https://dpb.fm/spotify🔗 All our links: https://dpb.fm/playWe've all heard it before. Leaders and Managers are two separate and distinct roles in the retail automobile dealership. In this week's Dealer Playbook powerbomb, Brooke Furniss shares what she believes the focus of car dealer leaders needs to be in 2022 and beyond. Listen to the full episode for even more insights and context from Brooke Furniss!Listen to the full episode for even more insights and context from Brooke Furniss!Like this show? Please leave us a review here — even one sentence helps! Consider including your LinkedIn or Instagram handle so we can thank you personally!Thanks, Brooke Furniss!If you enjoyed this episode featuring Brooke Furniss, support us by clicking the links!LinkedIn: https://www.linkedin.com/in/brookefurniss/Facts Not Feelings Podcast: https://podcasts.apple.com/us/podcast/facts-not-feelings-with-brooke-c-furniss/id1609639468Connect with Michael CirilloLinkedIn: https://www.linkedin.com/in/michaelcirilloUntangle your dealership marketing with FlexDealer!Looking for a reliable, high-performance dealership marketing partner? Visit https://www.flexdealer.com to discover why more and more dealers are choosing them over big-box providers.- - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
Brooke Furniss: Modern Dealers Need Modern Leaders
🎧 Subscribe on Apple: https://dpb.fm/apple🔊 Subscribe on Spotify: https://dpb.fm/spotify🔗 All our links: https://dpb.fm/playBrooke Furniss is the President/Founder of BZ Consultants Group and host of the Facts Not Feelings automotive podcast. In this episode of the show, aside from talking about her obsession with Nike sneakers, we explore the attributes of successful leaders within the retail car business.Key takeaways about leadership in the modern retail car business:09:20 - Brooke and Michael talk about the differences between North American leadership culture and what she observed while living abroad. Do places like Japan have the same "hustle" mentality that we've adopted in the West?14:14 - Are the needs of leadership with the car dealership evolving? Brooke shares her thoughts about the current leadership needs and where things are leaning in that regard. Brooke points out that there is still a divide in the industry's understanding of the term leadership. There are still many who blur the lines between management and leadership, but Brooke submits that those are two very different responsibilities.15:02 - Do top-performing car sales professionals make good managers or leaders? Not necessarily. Why? Often it's because car sales professionals have only had to focus on their performance but carry no responsibility for their peers.15:34 - Great leaders are constantly learning and seeking growth. They refuse to remain stagnant in their way of thinking and are always looking for opportunities to serve their employees.18:45 - Leaders are good about finding people who are better than them at specific jobs. To do so effectively means that we must remove ego from the equation. Delegation is not easy for those that have always done everything themselves because it requires inherent trust in the members of the leader's team.21:22 - Brooke shares her thoughts about where leaders should focus within the next 12 - 24 months.Listen to the full episode for even more insights and context from Brooke Furniss!Like this show? Please leave us a review here — even one sentence helps! Consider including your LinkedIn or Instagram handle so we can thank you personally!👉 Thanks, Brooke Furniss!If you enjoyed this episode featuring Brooke Furniss, support us by clicking the links!LinkedIn: https://www.linkedin.com/in/brookefurniss/Facts Not Feelings Podcast: https://podcasts.apple.com/us/podcast/facts-not-feelings-with-brooke-c-furniss/id1609639468👉 Connect with Michael CirilloLinkedIn: https://www.linkedin.com/in/michaelcirillo👉 Untangle your dealership marketing with FlexDealer!Looking for a reliable, high-performance - - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
Car Dealer Lead Management Process w/ Paul de Vries
🎧 Subscribe on Apple: https://dpb.fm/apple🔊 Subscribe on Spotify: https://dpb.fm/spotify🔗 All our links: https://dpb.fm/playWelcome to the weekly Dealer Playbook Powerbomb featuring Paul de Vries. In this segment, we chat about Paul's car dealer lead management process and why it took him 4 years to develop. The needs of car shoppers are changing all the time. Their attention span is decreasing and so it's important for car dealers to make sure that their lead management process matches current demands of the market. Listen to the full episode for even more insights and context from Paul de Vries!Like this show? Please leave us a review here — even one sentence helps! Consider including your LinkedIn or Instagram handle so we can thank you personally!Thanks, Paul de Vries!If you enjoyed this episode featuring Paul de Vries, support us by clicking the links!Connect with Paul de Vries on LinkedInConnect with Michael on LinkedInMore Dealers Are Choosing To Partner with FlexDealerLooking for a reliable, high-performance dealership marketing partner? Visit https://www.flexdealer.com to discover why more and more dealers are choosing them over big-box providers.- - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
Paul de Vries: 6 Steps To Successful Lead Handling
🎧 Subscribe on Apple: https://dpb.fm/apple🔊 Subscribe on Spotify: https://dpb.fm/spotify🔗 All our links: https://dpb.fm/playPaul de Vries is the founder of DCDW (Digital Car Dealer Network), ambassador for Marktplaats (Holland), and a brand new owner of a Ligier franchise dealership in Holland. He is an expert at lead handling and works with several OEMs in Europe to improve their lead handling and appointment show percentages. In this episode of The Dealer Playbook, Paul breaks down his 6 steps to lead handling that can help any dealership increase their car sales opportunities.Key Takeaways From This Episode:03:39 - It's very easy to analyze lead responses in a PowerPoint or spreadsheet, but when the reality of the day sets in it can be very difficult to manage. Dealers need to be practical in understanding why leads are important and that no matter how they arrive, they represent another human being who is expressing interest in the dealership's vehicles, parts, or services.05:05 - The goal is to remove the 100% dependency on BDCs and outsourced agents and train salespeople to be better at working with leads on their own. If we can move the need so that only 10% of car salespeople are better at lead handling, we will make a bigger impact than we make our BDC agents. We can't get away with not knowing the product we sell. It's imperative to know the product so that we can quickly answer all the questions that customers have.07:15 - The dynamic of the car shopper is changing rapidly which means that we need to continue training to keep up with their ways of doing business. Today if we don't answer the lead within one minute, customers get angry. In Europe, WhatsApp is typically the preferred method of communication because other systems are seen as outdated. In contrast, to the USA or Canada where SMS messaging is the holy grail (outside of the phone).12:46 - Paul shares his experience being a car dealer again and opening a Ligier franchise experience store in Holland.26:55 - Paul breaks down the six steps to successful lead handling. When put into motion, car dealers can see an increase in leads to appointments and appointments to demos by training car salespeople to properly handle leads.Listen to the full episode for even more insights and context from Paul de Vries!Like this show? Please leave us a review here — even one sentence helps! Consider including your LinkedIn or Instagram handle so we can thank you personally!Thanks, Paul de Vries!If you enjoyed this episode featuring Paul de Vries, support us by clicking the links!Connect with Paul de Vries on LinkedInConnect with Michael on LinkedIn More Dealers Are Choosing To Partner with FlexDealerLooking for a reliable, high-performance dealership marketing partner? Visit https://www.flexdealer.com to discover why more - - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
Brian Pasch: An Open Letter To Ford's CEO
🎧 Subscribe on Apple: https://dpb.fm/apple🔊 Subscribe on Spotify: https://dpb.fm/spotify🔗 All our links: https://dpb.fm/playBrian Pasch is the founder of PCG Companies, which is comprised of Brian Pasch Enterprises, PCG Digital, Localiente, and PCG Research. He's an author, keynote speaker, marketing contrarian, and a beacon of light within the retail auto industry as someone who has always been an advocate for the dealer body.Recently Brian penned an open letter to Mr. Farley, the CEO of Ford, in which he asks very thought-provoking questions aimed at clarifying Mr. Farley's curious comments about the future of Ford's dealership network.In addition, Brian shares about a new GA4 (Google Analytics 4) Standards Council in which he aims to standardize how reporting takes place throughout the industry and across all vendors.What we discuss in this episode:03:07 - Brian, as an advocate for the dealer body is not afraid to ask tough questions even if it means putting on the gloves and sparring with the OEMs. Through Brian's inclusive conferences, the dealer body also feels comfortable engaging in those conversations and sharing their point of view — a discourse that he is encouraging should happen more throughout the industry.04:58 - Brian shares his findings from a recent YouGov study which indicates how consumers are seeking to research and purchase vehicles. "You know, I think CSI scores hide the fact that most consumers are not happy with the overall sales experience."05:47 - Many dealers adopted digital retailing tools but never created an in-store process to match. In so doing, the consumer experience is negatively impacted and nobody is better off. Brian suggests that instead of providing COOP dollars for marketing purposes, there should also be an allocation that goes toward in-store training so that teams can deliver the experience level that the majority of today's car buyers expect and that is more of a connected retailing experience similar to Best Buy or Apple. You can visit their websites and the product you see is in stock and the price is exactly the same online as it is in-store.13:00 - OEMs are making moves toward an agency model in which they can sell directly to consumers. In particular, Ford's CEO made some comments that seem to be removing dealers from the EV products they plan to sell in the future."I think that GM and Ford dealers have been relatively quiet about some of the bombshells. Both manufacturers have announced that their EV models will sell directly to consumers on a national portal. It appears that Tekion will power both of those solutions. There is no detail on how trades will be handled, and no details about F&I products."13:40 - Jim Farley (Ford's CEO) was probably the most transparent in sharing that D2C is an efficient model and that they want to be more like Tesla — they want the margins and want customers to be happy. Brian shares that he understands also the business case for such a model. Jim's job is to keep investors happy.14:15 - Brian sh- - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
Mike Welch: Growing A Successful Tire E-Commerce Business
🎧 Subscribe on Apple: https://dpb.fm/apple🔊 Subscribe on Spotify: https://dpb.fm/spotify🔗 All our links: https://dpb.fm/playMike Welch is the president and CEO of tirebuyer.com which merged with tirescanner.com, a US-based tire retail marketplace, in 2019. In this episode, Mike shares how we went from working at dealerships and small independent repair shops in the UK to founding and operating one of the most successful online tire retailers in the world.Notes about growing a successful tire e-commerce store:02:40 - Mike got his start at 15 years old fitting tires at dealerships and small independent repair shops because it was all he knew. He wasn't interested in pursuing post-secondary education. Out of necessity, Mike was led to follow one opportunity after another that led to forming his company blackcircles.com (now owned by Michelin)03:35 - Mike shares that he's always had the drive to work hard, something that the retail auto industry rewards. It's fascinating that the auto industry is still one of the few that accepts everyone and gives them the chance to make something big for themselves if they put in the work.05:57 - Speaking about taking opportunities, Mike explains, "The fewer reference points you have for what could go wrong, the more upside potential there is." Mike explains how he got into selling tires after being made redundant by the shop he was working for.08:33 - Mike explains how he went from having no experience to founding and growing a large e-commerce tire sales/tire fitting website. In the early days, it was all about doing whatever was required to get the job done and see sales come in. Mike recounts teaching himself how to code basic HTML so that he could build a website, i.e., having the willingness to do whatever it takes to succeed.10:25 - Mike shares the story about finding his mentor, Sir Teddy Lee (The CEO of Tesco). Mentors and those with experience can help grow a business exponentially because they have the wisdom of experience.Listen to the full episode for even more insights and context from Brian Pasch!Like this show? Please leave us a review here — even one sentence helps! Consider including your LinkedIn or Instagram handle so we can thank you personally!Thanks, Mike Welch!If you enjoyed this episode featuring Mike Welch, support us by clicking the links!Connect with Mike Welch on LinkedInConnect with Michael on LinkedInMore Dealers Are Choosing To Partner with FlexDealerLooking for a reliable, high-performance dealership marketing partner? Visit https://www.flexdealer.com to discover why more and more dealers are choosing them over big-box providers.- - -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 Oates: How To Repair Your Dealership's Reputation
🎧 Subscribe on Apple: https://dpb.fm/apple🔊 Subscribe on Spotify: https://dpb.fm/spotify🔗 All our links: https://dpb.fm/playDavid Oates is a crisis PR expert with 25 years of experience in the field. He helps organizations repair their brand's reputation in the press and online. With the emergence of web3.0 and a rapidly evolving digital landscape, there are sure to be brand pivots and crises and with David's proven approach, he is on a mission to help businesses handle any PR situation.Key Notes About Repairing Your Dealership's Reputation:01:32 - David shares his background and how his career in the Navy positioned him to work in public relations. In particular, after nine years in the Navy, he was promoted to a public affairs officer and found himself dealing with many different types of PR cases that required heavy repair.02:42 - After the military, Dave worked for different tech companies and agencies and found that, given his background, he would deal with mass layoffs, product recalls, shareholder disputes, and CEOs behaving poorly. He says, "Not to boast, but I don't get nervous too much about any crisis matter for any industry of any size."03:18 - Over the years, David chose to focus primarily on crisis PR — an opportunity accelerated given the fact that we each carry a small supercomputer in our pockets. At any moment in time, we have microphones, cameras, and an unlimited distribution network at our fingertips.10:11 - David shares a baseball analogy and relates it to personal and corporate growth. There is a high degree of probability that you will fail, and that's okay. "Everybody is so concerned about the box score at the end of the day, but what they don't watch in the box score is the win/loss, who had the most runs, and who didn't. The only thing that matters is 100 percent. What matters is how many at-bats you took and how many times you swung at the pitch."11:53 - When it comes to crisis management we need people to understand that failure is okay. We need to demystify it so that when it happens we are able to keep moving forward.18:15 - David shares why he thinks the fight or flight mentality causes our natural inclination to either fight or say nothing. This can be harmful when dealing with negative reviews or naysayers because it leads to being hell-bent on creating drama.19:00 - How to respond to negative reviews or comments about your dealership online.Listen to the full episode for even more insights and context about how to repair your dealership's reputation.Like this show? Please leave us a review here — even one sentence helps! Consider including your LinkedIn or Instagram handle so we can thank you personally!Thanks, David OatesIf you enjoyed this conversation with David Oates, please let them know by clicking on the links below and sending him a message.Click here to thank David Oates on LinkedIn Connect with Michael Cirillo on LinkedIn Looking - - -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: 4 Reasons Why You Know Way Less Than You Think About The Car Business
🎧 Subscribe on Apple: https://dpb.fm/apple🔊 Subscribe on Spotify: https://dpb.fm/spotify🔗 All our links: https://dpb.fm/playIn this episode of The Dealer Playbook Podcast, Michael reflects on an experience he had while attending the Digital Marketing Strategies Conference in Napa Valley and why that's inspired him to talk about the 4 levels of competency.There is so much to learn about the retail automotive industry, and that's why it's important as a community to engage in learning; remain curious, and figure out creative ways to solve the complex challenges that the automotive industry faces today.Main Takeaways From This Episode:01:50 - Michael sets up the conversation by sharing his experience at DMSC in which he discovered how much he has to learn about the car business. Why that's important and how it leads to understanding the 4 levels of competency or understanding. There is always more to learn, and that's one of the reasons the retail car business is exciting to be part of.05:59 - There are 4 levels of competency. Michael explains what they are and how they can have an impact on our daily lives.09:16 - Each of us experiences the 4 levels of competency at various points in life. We are each in one of the 4 phases continuously for a variety of reasons.10:34 - We can elevate one another with our experiences and wisdom. Together we can dominate. The retail auto industry is rapidly changing and together we can meet the demand.Listen to the full episode for even more insights and context about the 4 reasons why you know less than you think about the car business.Like this show? Please leave us a review here — even one sentence helps! Consider including your LinkedIn or Instagram handle so we can thank you personally!Looking for a reliable, high-performance dealership marketing partner? Visit https://www.flexdealer.com to discover why more and more dealers are choosing them over big-box providers.- - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
Brian Kramer: The First Car Sale In The Metaverse
🎧 Subscribe on Apple: https://dpb.fm/apple🔊 Subscribe on Spotify: https://dpb.fm/spotify🔗 All our links: https://dpb.fm/playBrian Kramer is the General Manager of Germain Toyota of Naples and joins the podcast to share how his store successfully completed the first metaverse car sale. Long-time listeners of the show know that Brian is a pioneer when it comes to technology adoption within the retail auto industry. He's not afraid to try new things and certainly sees the evolution that is happening and is leaning in to be ahead of the curve.How Brian Kramer Sold The First Vehicle In The Metaverse:01:54 - The world is more connected today than it ever has been, and it's easier than ever to build a relationship with anybody, anywhere in the world.02:47 - Michael and Brian discuss that the metaverse is not a new concept. Years ago the popular online world "Second Life" had over 900 million members who would all live vicariously through their avatar in second life.05:02 - The metaverse is more explosive than most people think, or perhaps are willing to admit. According to Lloyd Ernst and Young, all at McKinsey, they all say that last year (2021) it was a $22 Billion Dollar business. By the year 2026, it is estimated to be a $765 Billion dollar a year business. Citi Group has created a whitepaper forecasting that the metaverse is a potential $13 Trillion dollar market.09:52 - Brian shares, "I think it's that the retail part of the car business is going to get away from the transaction, price payment. It's going to become more experiential and the brand connection and what you can do with even the legacy pieces of the brand."10:30 - There are many applications to the metaverse that go far beyond transacting a vehicle. Training, test drives, servicing, and diagnostics — nothing is off the table. It can be a way to make day-to-day life more efficient.17:37 - Many are worried about the impact of the metaverse of everyday jobs. Brian shares that while jobs that we are accustomed to may go away, the metaverse will also create thousands of new job categories.Listen to the full episode to learn more about Brian Kramer and the first car sales transaction in the metaverse.Like this show? Please leave us a review here— even one sentence helps! Consider including your LinkedIn or Instagram handle so we can thank you personally!Thanks, Brian KramerIf you enjoyed this conversation with Brian Kramer, please let them know by clicking on the links below and sending him a message.Click here to thank Brian Kramer on LinkedInClick here to let Michael know about your number one takeaway from this conversation- - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
Amberly Allen: Save 75% On Dealership Credit Card Processing Fees
🎧 Subscribe on Apple: https://dpb.fm/apple🔊 Subscribe on Spotify: https://dpb.fm/spotify🔗 All our links: https://dpb.fm/playAmberly Allen is the CEO of Dealer Merchant Services, a firm that is helping car dealers save up to 75% on their credit card processing fees. In this episode of the Dealer Playbook, Michael and Amberly explore how dealers can save thousands of dollars per month by reframing the way they handle credit card processing.How Car Dealers Can Save 75% on Credit Card Processing Fees:00:53 - Jokingly Michael and Amberly laugh about how this is probably the least sexy topic to ever be discussed on the show, but at the end of the day, what's sexier in business than keeping more money in your pockets?01:57 - Amberly got her start selling direct mail to dealers and eventually started her own digital agency. During her time building the agency she started hearing about how much car dealers were spending on credit card processing and she determined to find a solution.03:06 - When making any changes to how credit cards are processed, it's important to find a solution that is both legal and won't destroy CSI.05:49 - For every $100 dollar that gets spent, $2 dollars of that goes to credit card processing fees. Credit card processors don't want you to know that there are limits to how much they can charge so they're not in the current hardware that many dealers typically have in the showroom.07:49 - Amberly encourages car dealers to look at how much they are spending on fees and question whether or not it's necessary.Listen to the full episode for even more insights and context about providing a killer customer car shopping/buying experience.Like this show? Please leave us a review here — even one sentence helps! Consider including your LinkedIn or Instagram handle so we can thank you personally!Thanks, Amberly AllenIf you enjoyed this conversation with Amberly Allen, please let them know by clicking on the links below and sending him a message.Click here to thank Amberly Allen on LinkedInClick here to let Michael know about your number one takeaway from this conversation- - -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: Carvana - Love Them Or Hate Them? You Should Thank Them!
🎧 Subscribe on Apple: https://dpb.fm/apple🔊 Subscribe on Spotify: https://dpb.fm/spotify🔗 All our links: https://dpb.fm/playGlenn Pasch is the CEO of PCG Digital, author, speaker, and one of the most reputable voices in the retail automotive industry when it comes to marketing management, leadership, and growth. In light of the recent Carvana announcements, there have been two narratives throughout the industry. Either you love them or you hate them.In this episode of the Dealer Playbook, Michael and Glenn focus more on the expectations of customers that Carvana aimed to fix. Regardless of your feelings toward them as a company, there is much to observe and learn that can be directly applied to your dealership operations.Noteworthy topics from this episode:01:59 - Over the last 2 years (through the pandemic), we've had to make a lot of changes in the automotive industry in how we interacted with car shoppers/buyers. A lot of it did depend on where you were located in the United States. I'm in New Jersey and we were totally on lockdown. So you could not go into a dealership. Parts of California, Florida, and parts of Georgia. It didn't matter. You could still go into the dealership and somewhat transact in the same manner that you had previously.02:52 - The transaction sped up, and dealers were willing to do more over the phone, by email, and via digital retailing tools. While it's easy to throw stones at companies like Carvana, the reality is that they helped facilitate the direction that car buyers were moving already. They just paid attention and tried to provide an experience to match. Regardless of feelings toward them, their actions created urgency for many dealerships to look deeply at their existing customer experience process and make tweaks.06:24 - The question is whether we are willing to constantly move forward by examining what we want our businesses to be? We have a tendency to make changes based on external factors. For example, what is the dealer down the street doing? What is Bob at my 20 groups doing? The magic happens when we decide what we want the customer to feel when working with us and work backward internally from there.07:42 - You can't knock Carvana for trying to market to customer pain points. Sure they are struggling right now, but their whole premise was going out and marketing that they provide a different, updated experience. The only reason to knock that is if you're so set in your ways that you're unwilling to make changes for yourself.09:11 - Dealers have everything they need to succeed at the game right now. Michael shares about UBER and how they re-processed existing tools and resources to provide a fresh, updated customer experience. The same option is available to dealers who are willing to think outside the box.11:45 - It's important to make a process that is scalable and repeatable.13:54 - Nothing is more scaleable than having no process at all. It just scales to nothing. But doing nothing is very repeatable.14:09 - the problem is tha- - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
Kevin Frye: Selling Cars With Crypto Currency
🎧 Subscribe on Apple: https://dpb.fm/apple🔊 Subscribe on Spotify: https://dpb.fm/spotify🔗 All our links: https://dpb.fm/playKevin Frye is the Head Marketing Coach at Jeff Wyler Automotive Family, an industry veteran, and subject matter expert when it comes to innovating within the retail automobile industry. In this episode of the show, Kevin walks through the process that led one of their stores to the first cryptocurrency transaction. Today, all stores in the organization accept crypto as a form of payment for a vehicle.What we discuss in this episode:1:11 - Can any dealership start accepting crypto as a form of payment or is there a longer-term process that leads up to it?1:47 - Kevin explains that there are two key elements to innovating within the car industry, and one of the aspects has to do with never being satisfied. Always looking to push the envelope and try something new. The second aspect has to do with taking the word "no" out of innovation — a common approach taken by many dealerships. Most won't be bothered by the aggregation caused by trying to do something new, so they just resort to saying "no" to it. Kevin explains that his team takes the opposite approach. They welcome the friction if they can see it map to innovation.3:21 - Kevin explains how they received the inspiration to investigate transacting with crypto, as well as address some of the common fears that might be associated with accepting crypto from a dealer's perspective.7:28 - Kevin shares an analogy about how the crypto exchange works and how they view it as a dealer group.10:31 - By accepting crypto, the dealership can streamline the time of the transaction by removing barriers to the money transfer. The customer can utilize their assets to pay for the vehicle however they choose.Listen to the full episode for even more insights about utilizing crypto to transact car purchases.Like this show? Please leave us a review here — even one sentence helps! Consider including your LinkedIn or Instagram handle so we can thank you personally!Thanks, Kevin FryeIf you enjoyed this conversation with Kevin Frye, please let them know by clicking on the links below and sending him a message.Click here to thank Kevin Frye on LinkedInClick here to let Michael know about your number one takeaway from this conversation- - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
What Should Car Dealers Know About Amazon Advertising? w/ Vasilios Lambos
🎧 Subscribe on iTunes: dpb.fm/apple 🔊 Subscribe on Spotify: dpb.fm/spotify 🔗 All our links: dpb.fm/play In this week's recap, we discuss where Amazon advertising fits into the media mix for car dealers and what they should be thinking about when it comes to advertising online, in general. The Dealer Playbook is about modern car dealers who are meeting the demands and evolving with today's marketplace, hosted by Michael Cirillo. Connect with Michael Cirillo on LinkedIn Michael's Marketing and Tech Company: 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
Vasilios Lambos: Amazon Advertising For Auto Dealers
Vasilios Lambos is the Chief Marketing Officer at CognitionDigital.io, an ad-tech company that helps auto dealers utilize Amazon's various advertising channels. In this episode of the Dealer Playbook, you'll learn about how Amazon advertising can help expand your paid media effectiveness and place your inventory in front of highly engaged shoppers.What we discuss in this episode:Vasilios provides context to where Amazon fits in the overall media plan today.We're super familiar with paid search, paid social, and third-party cookies as the privacy concerns come to life, dealers and marketers are looking back at programmatic advertising as the way to better find a more niche audience that fits their marketing objectives for their business.The Amazon Garage allows users to upload their vehicle information, make, model, and year and that does a couple of things. One, it allows the user to get a personalized shopper experience on Amazon.com, and second, it allows advertisers to better target users based on the make/model and year that they have sitting in their driveway.Amazon garage is the second-largest repository of user-generated vehicle ownership data outside of the DMV in the United States.Your media plan should have a strategy related, most importantly to the business objective that you're looking to solve.Listen to the full episode featuring Vasilios Lambos for even more insights about how to step into who you really are!Like this show? Please leave us a review here — even one sentence helps! Consider including your LinkedIn or Instagram handle so we can thank you personally!Thanks, Vasilios LambosIf you enjoyed this conversation with Vasilios Lambos, please let them know by clicking on the links below and sending him a message.Click here to thank Vasilios Lambos on LinkedInClick here to let Michael know about your number one takeaway from this conversation- - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
Damian Boudreaux: The Impressive Truth About Your Inner Power
Damian Boudreaux is an internationally-recognized speaker, consultant, and teacher in the automotive industry. His 30+ years of experience selling, training, and connecting with auto professionals across the US and Canada is the perfect recipe for those who are hungry to improve every area of their life. He educates and inspires folks to succeed by believing in themselves, the deal, their product, their company, and their service--one lifelong relationship at a time.What we discuss in this episode:There is a level of brilliance in each of us, that in many cases, goes unseen by others. We are taught to study what we don't do well and focus on what we suck at. Most people have everything they already need to succeed in life if they look intrinsically.Your being must come before your doing!At your essence and core is a beautiful soul that is gifted.Damian explains that when you lose "it all, you realize you had nothing, to begin with." You can't hurt that which has nothing to lose.When you tap into the magic already within you, everything flows effortlessly. When Damian works with high achievers, his first goal is to get them to see that people protect what they create. If you can get them to create an authentic understanding of who they are, you can't take that from them. We see examples of the outcome this level of understanding and clarity creates through individuals such as Ali Reda, who holds the world record for the most number of cars sold in a year. Damian helped Ali step so deeply into who he is, that it separates Ali from the rest of the car sales community.Listen to the full episode featuring Damian Boudreaux for even more insights about how to step into who you really are!Like this show? Please leave us a review here — even one sentence helps! Consider including your LinkedIn or Instagram handle so we can thank you personally! Thanks, Damian BoudreauxIf you enjoyed this conversation with Damian Boudreaux, please let them know by clicking on the links below and sending him a message.Click here to thank Damian Boudreaux on LinkedInClick here to let Michael know about your number one takeaway from this conversation- - -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 Moore: Stop Buying Your Way Out Of Operational Inefficiencies
Dan Moore is the President of Vistadash, an automotive analytics company that helps dealers understand what metrics are contributing to actual growth. Dan is also a best-selling author and Ted-X speaker who has a unique set of skills that can help any organization understand and deploy strategies that will achieve defined outcomes.What we discuss in this episode:Without defined outcomes, it's easy to mistake tactics for strategy. A bunch of tactics, widgets, and gadgets are elements of a strategy but do not make up the strategy itself. The sooner that dealers understand that every supplier has its own outcomes to achieve, the sooner dealers can understand how a supplier's services will help map or detract from their desired targets.History in retail automotive shows that most dealers try and buy their way out of operational inefficiencies. It's easily recognized by the number of suppliers that dealerships usually work with in order to achieve small gains that might be possible without them.There is a lot of noise getting in the way. A lot of hype.It's okay to start small when developing a strategy. Dan Moore explains that it can be as simple as some sticky notes and markers and making a list of all the friction points that currently exist in the business. Some might be operational, departmental, or human resources, for example. Once dealers have a clear picture of their current circumstances, then it's possible to move on to defining the desired outcome — the goal that they hope to achieve and by what deadline.It's easy in this day and age to see the perceived success of others and to subconsciously start living their life. That never leads to fulfillment and happiness because you've unknowingly abandoned your definition of success. Enjoying your career in retail automotive is about more than just defining success, though. It's about accepting what you've defined.Because we see what others are doing, and haven't taken a hard look in the mirror, we're often left with a void in our own happiness. That's often what leads us to think we need to keep up with others' achievements instead of taking the time to define and work toward our own.Listen to the full episode featuring Dan Moore for even more insights! Like this show? Please leave us a review here — even one sentence helps! Consider including your LinkedIn or Instagram handle so we can thank you personally! Thanks, Dan MooreIf you enjoyed this conversation with Dan Moore, please let them know by clicking on the links below and sending him a message.Click here to thank Dan Moore on LinkedInClick here to let Michael know about your number one takeaway from this conversation- - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
Stacey Hanke: Who Do You Influence?
Stacey Hanke is the author of "Influence Redefined... Be the Leader You Were Meant to Be," and is on a mission to equip leaders within organizations to communicate with confidence, presence, and authenticity. She is a world-renowned keynote speaker and has been featured in Forbes, The New York Times, and SmartMoney, to name a few.What we discuss in this episode:The power of influence is that it shapes our daily thoughts and actions. From the media and politicians to leaders of organizations and coworkers. Each of us is a leader and a person of influence. The question is what we will do with our influence.Influence is felt through how we communicate.Often, leaders have less influence than they think, which can be a tough pill to swallow. Here are some indicators that you don't have the influence you think: Longer than normal meetings, less productivity around execution, overthinking, and so on.You have to experience yourself through the eyes and ears of your listeners. When you watch yourself, it's easier to understand what can be missing from your method of communication.Social media engagement should not be the only indicator of how much influence we have. At some point, it will be more important to talk with people face-to-face. It will be about conveying your message clearly so that the receiver buys in.Listening is a major element of communication. If you haven't learned to listen, you are missing out on the critical element of expanding your influence.Like playing an instrument requires the musician to hear the instrument (i.e. feedback), people of influence are required to hear the feedback of those around them in order to understand if they have the influence they think.Listen to the full episode for even more great insights!Like this show? Please leave us a review here — even one sentence helps! Consider including your LinkedIn or Instagram handle so we can thank you personally!Thanks, Stacey HankeIf you enjoyed this conversation with Stacey Hanke, please let them know by clicking on the links below and sending him a message.Click here to thank Stacey Hanke on LinkedInClick here to let Michael know about your number one takeaway from this conversation- - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
Paul J. Daly: Perfectionism Is The Enemy
Paul J. Daly is the founder of ASOTU.com, the first-ever dealer-owned publication in the automotive industry. Michael and Paul recently joined up to collaborate at NADA with live streams, social media posting, and video production.What we discuss in this episode:Perfection is the enemy of "posted." It is better to have 10 posts at 80% of your ideal quality than it is to have 2 posts that meet your full criteria.If quick innovation is required to evolve then perfection and ego must be let go.You cannot predict what people are actually going to connect with, so it's better to get it posted and let go of your ego.Paul explains that it often happens where the thing he thought would go well, rarely ever went as well as anticipated. Perfectionism is the enemy of progress.It's important to have an abundance mindset because there is enough opportunity to go around. In order to leverage abundance, one's ego must be pulled out of the equation to free yourself up and make room for the next level of growth.Listen to the full episode to learn even more insights from Paul Daly.Like this show? Please leave us a review here — even one sentence helps! Consider including your LinkedIn or Instagram handle so we can thank you personally!Thanks, Paul J. DalyIf you enjoyed this conversation with Paul J. Daly, please let them know by clicking on the links below and sending him a message.Click here to thank Paul J. Daly on LinkedInClick here to let Michael know about your number one takeaway from this conversation- - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
Kyle Mountsier: The Car Business Is a People Business
Kyle Mountsier is a partner at ASOTU, the first dealer-owned media outlet in the history of the car business. He is also the founder of Contagious Auto, a firm that helps dealers create and build innovative marketing teams. What we discuss in this episode:When Kyle worked at Nelson Mazda, he learned what it takes to innovate within the dealership and how to leverage existing resources to build deeper customer relationships and experiences. His mission is to help the dealer community build and create innovative teams that can do the same which is why he ultimately left the dealership to pursue the bigger vision. The car business is a people business. It's critical for dealership owners and managers to understand that there is so much more to the people on their team than the work they do each day. Perhaps your receptionist is passionate about photography or maybe there is a sales representative who knows how to code. When you get to know your team on a more personal level, you might be surprised to find that they have talents and skills that could contribute to the store and bring them even more satisfaction about the work they do each day. Individuals such as Liza Borches understand the value of building a happy and fulfilling workplace culture and can track its effects on bottom-line sales.Kyle shares how their media producer came to them from a dead-end job at a local television station. Later they learned that he had an amazing YouTube channel where he was deploying talents and skills that would positively affect their business. They would have had no idea unless they took the time to get to know him on a more personal level. As a result, the workplace satisfaction level and productivity have increased because they were all able to identify the tie-in.Listen to the full episode for even more insights from Kyle Mountsier Like this show? Please leave us a review here — even one sentence helps! Consider including your LinkedIn or Instagram handle so we can thank you personally! Thanks, Kyle MountsierIf you enjoyed this conversation with Kyle Mountsier please let them know by clicking on the links below and sending him a message.Click here to message Kyle Mountsier on LinkedIn Click here to let Michael know about your number one takeaway from this conversation Check out ASOTU.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
Why Your Dealership Website Needs More Content
There’s a lot of talk about Web 3.0 and the metaverse in the car business, but what does that really mean for your dealership in 2022 and beyond?Google lists content as one of its top three ranking factors, which means that dealers who create and share more content are going to have a better chance of showing up at key moments of the car shopping journey.Let’s take a look at three reasons why your dealership needs more website content.1.) They Ask, You AnswerIf you think about it, every google search is an implied question. Google has two key purposes. First, to present people with the most relevant search results and, second, as close to their physical location as possible.You can use Google’s auto-suggest algorithm as a digital crystal ball to find out what people are searching for, and then use that information to write relevant blogs that answer their questions.Our friend Marcus Sheridan wrote an amazing book by the same title (They Ask, You Answer) which digs into the concept of transparently answering people’s questions that you should definitely check out (#notsponsored).In addition, FlexDealer’s very own Whit Norrad predicts that content will re-become King in 2022 and beyond.Answering consumer questions on your website leads to the second reason you need more content on your dealership website.2.) Brand authority and humanizationWait, is “humanization” even a real word?Standby… checking…Yup, it’s real and fits the context of what I’m sharing here.Think about it — when you’re the only one answering people’s questions with as much in-depth information as possible, it strengthens your brand’s authority in the market.Over time, the equity you’ve built up will pay back dividends because the content you post on your site is evergreen, meaning it can live on your site forever and continue to rank for relevant searches.It’s no secret that people do business with other people they both like and trust. A key ingredient to building trust is being upfront and transparent. Giving them the information they are looking for when they are looking for it.Since very few dealers dive into the content arena, this is a clear opening that will help your store stand out into perpetuity.Content is also a great way to humanize your dealership. Humanization is defined as the process of making something less unpleasant and more suitable for people. Our pal Nathanael Greklek, the Chief Digital Branding Leader at Mohawk Chevrolet is an amazing example of this. Their store sees the value of content creation so much that it is a front-runner of their outreach. Their Facebook page is full of amazing work.3.) Metaverse will be powered by contentSure you might have an avatar sitting in a digital showroom somewhere in Decentraland, but I believe most of the research will still happen the way it does today.For example, it’s unreasonable to believe that we’re all going to be 100% in the metaverse all of the 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
Bill Parlaman: How to Collect And Leverage Your Own Data
Bill Parlaman is the CMO at FullThrottle.ai, a company that generates and transforms 1st party household data for agencies, media, and brands. His experience from both within and out of automotive has granted him unique insights into how dealerships can be self-reliant in the ever-expanding digital landscape. What we discuss in this episode:Big tech companies like Apple and Google are limiting the ability to track user behavior across devices/platforms. That's causing issues for advertisers who are now unable to leverage consumer movement through apps and other platforms.When we are single-source dependent, we are compromised.Look at how many times we've seen Facebook take groups down, or how often people get locked out of their profile and lose access to data.It's important to remember that those 3rd parties own the data, not you.As a business, it's vital to collect your own data so that you have an unlimited number of ways to market your business without being dependent on other platforms.First-party data is what you collect from digital properties you control. CRMs are used to manage leads when they should be used to manage relationships. Not to mention, most CRM data is inaccurate or incomplete.Most marketing today happens at the email level. FullThrottle.ai can make it happen at the household level. The car business starts and ends with a household address.Listen to the full episode for even more insights from this episode.Like this show? Please leave us a review here — even one sentence helps! Consider including your LinkedIn or Instagram handle so we can thank you personally!Thanks, Bill ParlamanIf you enjoyed this conversation with Bill Parlaman, please let them know by clicking on the links below and sending a message.Click here to thank Bill Parlaman on LinkedIn Click here to let Michael know about your number one takeaway from this conversation- - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook