The Dealer Playbook (Michael Cirillo)
Explore every episode of The Dealer Playbook
| Pub. Date | Title | Duration | |
|---|---|---|---|
| 05 Jan 2023 | Emer Sanabria: Leadership Lessons from a 20-Year Marine | 00:27:39 | |
Emer Sanabria is an accomplished Marine Corps veteran and a highly-successful business leader. His experience both on and off the battlefield has made him a sought-after leadership consultant with a track record for turning stagnant businesses into growth machines.
Listen to the full episode for insights and context from Emer Sanabria! ⭐️ 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! Connect with Michael Cirillo - - - | |||
| 12 Jan 2023 | Elise Kephart: Is A.I. Going To Take Over Car Sales Jobs? | 00:32:49 | |
Elise Kephart, founder of The Elise Kephart Experience, a leading training company in the automotive industry. Elise Kephart or maybe you know her as "The YouTube Diva" is a five-time guest on the show and master of BDC lead follow up. 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, Elise Kephart! If you enjoyed this episode featuring Elise Kephart, support us by clicking the links! Connect with Michael Cirillo More Dealers Are Choosing To Partner with FlexDealer Looking for a reliable, high-performance - - - | |||
| 19 Jan 2023 | Ted Lam: It's Non-Prime Time! | 00:31:34 | |
Ted Lam is the Founder and CEO of AITHR Automotive Intelligence. Ted has a wealth of experience in the industry, including a background in the non-prime market and a fascinating story about why he decided to build a software for dealers. In this episode we're taking a different angle on the topic of non-prime conversations. We're going to talk about how to create a prime experience for subprime customers in your dealership. It's important to remember that subprime customers are not archaic, and they deserve the same level of service as any other customer. One way to do this is to empower your sales team to educate themselves about credit and finance. This not only makes them better equipped to serve subprime customers, but it also makes them better salespeople overall. Ted shares his unique approach to making the car buying experience a success for all parties involved.He explains that his store had four different processes and four different ways to approach customers, based on their personality type. This allows the dealership to tailor the experience to the individual and make it as smooth as possible. He goes on to give the example of an engineer personality, who just wants to eat, lunch, and leave. By understanding and catering to this type of customer, the dealership can ensure a positive experience. Another key strategy is to train your sales team on how to be listeners. In the subprime market, the role of a salesperson is to be able to empathize with their customers and truly understand their needs. This requires not just knowledge of the product, but also the ability to actively listen and understand the customer's situation. One way to create a prime experience for subprime customers is to start the process early. Just as it's possible to get preapproval for a mortgage, it should also be possible for customers to get preapproval for a car loan. This allows them to shop within their budget and avoid the disappointment of being denied financing later on. It's important to remember that the culture of your dealership is key. If the sales team feels pressured to sell cars at any cost, they are less likely to provide a positive experience for subprime customers. Empowering your team and creating a culture of transparency and honesty is essential for success in this market. So if you're looking to improve your dealership's performance in the subprime market, consider investing in some sales training or using A I T H R to help your sales team succeed. Ted also touches on the current market conditions in Canada and the impact of government stimulus and inflation on the auto industry. He shares his outlook on the decline in wholesale values and used car vehicle values, and how it pertains to the industry. Listen to the full episode for insights and context from Ted Lam! ⭐️ 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, Ted Lam! If you enjoyed this episode featuring Guest Name, support us by clicking the links! Connect with Michael Cirillo - - - | |||
| 26 Jan 2023 | Ali Reda: Is selling 100 cars a month still possible? | 01:03:54 | |
In this episode of The Dealer Playbook, host Michael welcomes Ali Reda, the world's top-performing car sales professional. Yes, you read that right! Instead of a traditional interview format, Michael presents exclusive audio from a monthly office hours call for clients only, featuring Ali Reda and other dealers asking him questions. Is selling 100 cars a month still possible? In today's digital age, it can be easy to get caught up in the hype of lead generation and social media ads, but the truth is, selling cars is still very much a people business. Building relationships within your community and properly training your sales team are keys to success. In this episode, we explore the mindset and tactics needed to reach the milestone of selling 100 cars a month. As Ali mentions, many in the industry may think that 30 sales a month is the limit, but he himself has broken through that barrier and even reached a record of 209 sales in one month. One key aspect that he emphasizes is the importance of a good coach and mindset. He mentions Damian, his coach, who helped teach him the mindset needed to achieve success. The two even wrote a book together on the topic, entitled "How to Sell a Hundred Cars," (which can be found here), and is a quick, valuable read that focuses on getting back to the basics of patience, starting over, and relaxing to let things come to you. Another important aspect Ali talks about is the dealership process. As Ali points out, even if you have the best digital and social media marketing strategies in place, if you don't have a solid process for handling leads and giving customers a positive experience, you will not be able to reach the level of success you desire. This is where the longevity of a career in car sales comes in, as building relationships with customers is what leads to repeat business and long-term success. It's also important to remember that not every lead will turn into a sale, and it's crucial to have a plan for handling and retaining those leads that don't buy a car. Focusing on building relationships with customers in your community and providing excellent customer service will lead to word-of-mouth recommendations and repeat business. In short, selling 100 cars a month is still possible, but it requires a shift in mindset and a focus on building relationships and properly training your sales team. Focus on building each salesperson within their own community. With the right approach, you can achieve your sales goals and grow your dealership for the long term. During this interview, Ali shares his story and provides real-world, tangible advice about how to build a business within the business. Pay attention if you want to sell 100 cars or more per month! Listen to the full episode for insights and context from Ali Reda! 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, Ali Reda! If you enjoyed this episode featuring Guest Name, support us by clicking the links! Connect with Michael Cirillo - - - | |||
| 02 Feb 2023 | NADA 2023 Recap | 00:14:55 | |
In this episode, Michael takes us on a journey through the recent NADA 2023 event that took place in his hometown, Dallas. Michael reflects on the unique energy of the event and how attendees were more focused and open to conversations compared to previous NADA conferences. 2023 is off to a roaring start in the automotive world! ⭐️ 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! Connect with Michael Cirillo - - - | |||
| 09 Feb 2023 | Lisa Gener: Is There A Right Way To Run Ads? | 00:23:22 | |
Are you ready to get more leads with an improved ad strategy? Then this episode is for you! Listen to the full episode for insights and context from Lisa Gener! ⭐️ 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, Lisa Gener! If you enjoyed this episode featuring Guest Name, support us by clicking the links! Connect with Michael Cirillo - - - | |||
| 16 Feb 2023 | Subi Ghosh: Can Dealerships Thrive in Challenging Markets? | 00:19:46 | |
🎧 Subscribe on Apple: https://dpb.fm/apple ⭐️ 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, Subi Ghosh! If you enjoyed this episode featuring Subi Ghosh, support us by clicking the links! Connect with Michael Cirillo - - - | |||
| 23 Feb 2023 | Aaron Sheeks: Building a Successful Automotive Business | 00:30:10 | |
Aaron Sheeks is the co-founder of Auto Miner and President of Pure Cars. In this Episode Aaron Sheeks joins us to discuss the journey of building a successful business in the automotive industry. We delve into the importance of discipline and the pursuit of violent forward motion, rather than simply grinding. The conversation also explores the topic of clean data and its significance in the industry, as well as the benefits it can provide. Sheeks shares his experiences and insights, providing valuable advice for entrepreneurs and anyone looking to succeed in their respective fields. ⭐️ 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, Aaron Sheeks! If you enjoyed this episode featuring Guest Name, support us by clicking the links! Connect with Michael Cirillo - - - | |||
| 02 Mar 2023 | Sandy Zaninno: The Most Important Work In Automotive | 00:37:26 | |
🎧 Subscribe on Apple: https://dpb.fm/apple 🔊 Subscribe on Spotify: https://dpb.fm/spotify 🔗 All our links: https://dpb.fm/play Sandy Zannino is the founder of Innovative Auto HR Solutions and started in the car business in 1998 as a dealer’s assistant and corporate office manager. She's a passionate problem solver with a broad range of experience and has found ways to save dealers money while minimizing risks and exposures. In this episode, we discuss many of the challenges facing dealership managers and employees. Sandy emphasizes the importance of active listening and treating employees as internal customers to improve communication and enhance employee engagement. The episode also highlights the impact of active listening on lead handling and customer satisfaction. "By developing active listening skills, dealership managers can improve performance, employee engagement, and customer satisfaction. It can also create a culture of open communication, foster trust, enhance employee engagement, have a positive impact on lead handling, and improve conversion rates." Another topic we discuss is inclusion and how diversity in the workplace alone is not enough. It is vital to examine and understand our own biases to create a more inclusive society that accepts others' differences. We also explore how biases can impact our decisions and interactions with others and how being immersed in other cultures can broaden our perspective and increase empathy. Get Five More Tips On How Dealers Can Improve Employee Retention Rates Sandy points out the impact of biases in the automotive industry and how many dealerships need to attract more workers, especially from younger generations. We highlight the challenges that the industry faces in attracting millennial and Gen Z workers, who may have biases against the industry due to perceptions passed down from their parents. The conversation emphasizes the importance of personal fulfillment, making a difference, and doing what makes you happy. Sandy suggests investing time in connecting with employees and sharing personal experiences to gain new perspectives and discover hidden talents. This episode is a must-listen for anyone interested in becoming a more effective leader and creating a more inclusive and successful organization. Listen to the full episode for insights and context from Sandy Zaninno! ⭐️ 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, Sandy Zaninno! If you enjoyed this episode featuring Guest Name, support us by clicking the links! Connect with Michael Cirillo More Dealers Are Choosing To Partner with FlexDealer Looking for a reliable, - - - | |||
| 09 Mar 2023 | Weldon Long: The Power Of Changing Your Mindset | 00:30:53 | |
I'd like to welcome my guest this week, Weldon Long, who provides an insightful and practical guide on how to change one's life by examining and transforming one's mindset. He also happens to be one of the nation’s most sought-after sales experts. In 2003, Weldon Long walked out of a homeless shelter after serving 13 years in prison. A 9th-grade dropout and 3-time convicted felon, he found himself broke and unable to gain employment. In just 5 short years he grew his company from $0 to $20 million and was selected by Inc Magazine as one of the fastest-growing privately held companies in America. Weldon has since trained thousands of sales reps, generated over $40 million across his 6 companies, and over $480 million for his clients including Fortune 500 companies like FedEx, Home Depot, Wells Fargo, and Farmers Insurance. He’s also a NY Times bestselling author of The Power of Consistency, Consistency Selling, and Upside of Fear. Today, Weldon is one of the nation’s most sought-after sales experts. In this episode, we discuss the power of having the right mindset and how it can help individuals thrive in the face of adversity. Weldon shares his personal story of being in and out of prison and how the death of his father was the catalyst that pushed him to start reading and learning about what successful people do differently. "My father's death was a life-altering experience that made me realize the destruction I had caused in my life and those around me." Weldon shares his experiences of how he transformed his life by examining and changing the contents of his 'box,' a metaphorical representation of his mind. He learned to be mindful of his thoughts, the origin of his emotions, and how every thought triggers an impulse that leads to a chemical reaction in the brain. He also delves into the importance of examining one's life and filling the 'box' with one's own beliefs and ideas, rather than those imposed by others. DPB host Michael connects with Weldon about his own decade-long struggle with suicidal depression and how he changed his mindset to overcome it. He shares his experience of dealing with suicidal depression in his twenties and how changing his mind was one of the most difficult things he ever had to do. He emphasizes the importance of changing one's mindset and provides insights into the connection between thoughts, emotions, behaviours, and results. "A prosperity mindset is the key to thriving in the face of adversity." Long's story is a powerful example of how mindset can change your life. His journey is a reminder that no matter where you are in life, it is never too late to change your mindset and create a new path for yourself. Listen to the full episode for insights and context from Weldon Long! 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, Weldon Long! If you enjoyed this episode featuring Weldon Long, support us by clicking the links! Connect with Michael Cirillo More Dealers Are Choosing To - - - | |||
| 13 Mar 2023 | Grant Cardone: Do You Have A Rapid Growth Mindset? | 00:19:55 | |
🎧 Subscribe on Apple: https://dpb.fm/apple 🔊 Subscribe on Spotify: https://dpb.fm/spotify 🔗 All our links: https://dpb.fm/play In this episode, Michael experiments with something new by revisiting an older episode that has stood the test of time. With nearly 600 episodes, many of them recorded in a way that ensures they remain evergreen, the host dives into an interview with Grant Cardone that was recorded six years prior. The original episode, “Grant Cardone talks about money and how to get a mentor,” included discussions about topics still relevant today, such as branding, social media marketing, and a growth development mindset. Michael provides commentary and his thoughts on the interview:
2. Grant Cardone's message is clear: go to work with the intention of making money. Don't go to work just to work. Work to prosper and make some bank. We all have big dreams and aspirations, and there's no reason to shy away from them. While it's important to be grateful for where we are, it's equally important to strive for more. 3. In today's market, we need to do more with less. It's essential to invest in education, stay up to date with the latest trends, and continue to grow. This is what sets us apart from others and what enables us to provide exceptional service to our customers. 4. Making money is essential. It's not something to be ashamed of or shied away from. We all need to make a living and take care of our families. We all have causes and community outreach initiatives that we care about, but at the end of the day, we need to sell more services to keep the bays full, technicians fed and happy. 5. Grant reflects on the importance of education in business, noting that leaders in the automotive retail industry should prioritize educating their teams about things that academia doesn't teach. Listeners can expect to hear discussions about how Grant Cardone developed his Uncle G brand, his thoughts on branding and social media marketing, and why he believes getting a mentor is essential for success. The podcast episode promises to be a fascinating and insightful listen, with Michael’s thoughts and reflections on the interview providing added depth and context. Listen to the full episode for insights and context from Grant Cardone! ⭐️ 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, Grant Cardone! If you enjoyed this episode featuring Grant Cardone, support us by clicking the links! Connect with Michael Cirillo - - - | |||
| 23 Mar 2023 | Joshua Negron: Why We Need To Focus On Mental Health At Work | 00:15:08 | |
Joshua Negron is a seasoned Director of Business Development with a wealth of experience in the automotive industry. Over the years, he has honed his skills in business development, advertising, lead generation, personnel management, leadership, customer service, sales, and business software. In this episode, Joshua talks about the importance of mental health and its impact on the car dealership industry. Joshua emphasizes that every child has had a tough experience in life, and it is essential to empathize and understand that people are broken. He shares that he has a unique personality where people feel they can open up to him, and he has taken this as a gift to connect with his employees. The conversation transitions to Dr. Caroline Leaf's book on mental health, which Joshua is currently reading. He explains that every thought has emotions and memories attached to it, and it is crucial to examine it through a different lens. The automotive industry is a people business, and mental health is an essential aspect that needs attention. Understanding that people are broken and empathizing with them is vital to building a positive work environment. It is crucial to examine our thoughts and emotions and use that knowledge to work better with our colleagues. The car dealership industry can benefit from incorporating mental health and empathy into its business model. Joshua also talks about the impact of structured versus ambiguous management styles on employee culture, anxiety, and accountability. He reflects on how the structured approach created a culture of anxiety, where employees were constantly being measured and disciplined every month. To address this issue, Joshua took all the structure away and made the expectations more ambiguous, letting employees know the themes that they were looking for - effort, output, and attitude. Joshua emphasizes the importance of leadership and self-accountability. Good behaviour is essential to being a good leader, and vulnerability and openness are necessary for having meaningful conversations about moving the industry forward. Joshua also shares their personal experience of dealing with the loss of employees and the importance of seeking therapy to address the impact of these experiences. In conclusion, mental health and empathy are essential to the car dealership industry's success. Incorporating these values into your business model can help create a positive work environment, improve employee culture, reduce anxiety, and increase accountability. Joshua Negron's insights provide a valuable perspective on how the industry can move forward by prioritizing mental health, empathy, and good behaviour. Listen to the full episode for insights and context from Joshua Negron! ⭐️ 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, Joshua Negron! If you enjoyed this episode featuring Joshua Negron, support us by clicking the links! Connect with Michael Cirillo More Dealers Are - - - | |||
| 30 Mar 2023 | David Kain: Is The Auto Industry Doomed? | 00:26:01 | |
David Kain is the President, KainAutomotive.com. David Kain's life is fueled by two great passions: helping good people become exceptional salespeople and conquering challenging trails on his mountain bike. Born into a family that believed in the power of the automotive industry, David is one of nine siblings who grew up with the mantra that a car life is a good life. Today, he is not only a partner at Jack Kain Ford, but also a trailblazer in internet sales. Drawing from his 40 years of experience, David shared valuable insights on adapting to change, prioritizing customer-centricity, and staying true to one's principles. In this episode, we delve into the core ideas discussed and reveal how these principles can drive success in the ever-evolving automotive industry. The Power of Helping Others and Building Trust David Kain emphasized the importance of focusing on helping others achieve their goals, which translates to fostering transparency and long-lasting relationships with clients in the automotive business. By offering reliable services, expertise, and guidance, businesses can gain customer trust and loyalty, paving the way for continued growth and success. The Importance of Customer-Centricity David Kain's philosophy centers on customer-centricity. By truly understanding customers' needs and desires, businesses can provide tailored solutions that positively impact their lives. In the automotive industry, this means offering exceptional after-sales support and ensuring every interaction with the brand is memorable and satisfying. Collaboration and Synergy Collaboration is crucial to growth and success. Taking a page from David Kain's approach, working closely with OEMs, dealers, and other stakeholders in the industry creates synergies that benefit everyone involved. Sharing knowledge, expertise, and resources allows businesses to develop better products and services for customers, contributing to overall success. Cultivating a Winning Mindset David highlighted the importance of having a clear understanding of one's beliefs, convictions, and values in achieving success in the automotive industry. By staying true to these principles, professionals can accelerate their growth and have a lasting impact on the lives of those they interact with in the business. While the automotive industry faces various challenges and uncertainties, the insights shared by Michael and David show that there is still room for success and growth for those companies that prioritize their values, ethics, and long-term sustainability. By focusing on the right business model and providing exceptional service to all customers, both small and large automotive businesses can thrive in an ever-changing landscape. Listen to the full episode for insights and context from David Kain! ⭐️ 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 Kain! If you enjoyed this episode featuring Guest Name, support us by clicking the links! Connect with Michael Cirillo - - - | |||
| 07 Apr 2023 | Love People More Than You Love Cars | 00:19:22 | |
Paul Daly and Kyle Mountsier (ASOTU) join the pod to talk about their perspectives on the importance of human connection in the auto industry. They emphasized the power of belonging, fulfillment, and the role of the industry in fostering these values. The trio discussed the importance of creating a sense of community within the industry, giving people a place where they feel like they belong and can grow together. They agreed that the industry is not just about sales and marketing, but rather about the meaningful relationships that form within it. Paul and Kyle reflect on their motivations behind founding the automotive event series and their desire to create a sense of belonging for those in the industry. They hope to challenge misconceptions about dealerships and foster an environment where people can find fulfillment, meaning, and purpose in their work. By offering a variety of entertainment and connection opportunities, the hosts aim to create an inclusive and supportive community for those involved in the automotive industry. One of the goals of their work is to show people how to appreciate the auto industry, much like appreciating jazz music. They believe that when people truly understand and appreciate the depth and richness of the industry, they will feel more connected and fulfilled. Fun fact from this episode: One in every four jobs in America is tied to the auto industry. This led to a realization that there are many people who may not even realize that they're a part of this powerful industry. Paul and Kyle also shared a powerful story about doing the impossible. They spoke with an executive at a dealership who jokingly suggested that they were attempting to achieve the impossible. However, they took it as a challenge, believing that they can change perceptions and create a more positive image of the industry. Just as the four-minute mile was once considered impossible, they believe that the auto industry can break through barriers and become a place where people find fulfillment and purpose. Drawing inspiration from the story of the four-minute mile, once believed to be impossible. They highlight how breaking barriers can inspire others to follow suit and eventually become the norm. This episode highlights the importance of relationships and connections in the automotive industry. Paul and Kyle emphasized the need for people to take pride in being part of this juggernaut industry and to love and support each other like family. By focusing on that they believe that the industry can continue to grow and provide meaningful careers for those who call it home. Listen to the full episode for insights and context from Paul Daly and 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, Paul Daly and Kyle Mountsier! If you enjoyed this episode featuring Guest Name, support us by clicking the links! Connect with Michael Cirillo Mor - - - | |||
| 20 Apr 2023 | Ann-Marie Johnson: The Power of Moments of Truth | 00:22:55 | |
Ann-Marie Johnson is the Director of partner relationship at ASOTU. In this episode, We discussed her journey in the automotive industry, the concept of "moments of truth," and how it applies to both personal and professional interactions. By recognizing the importance of these moments, Ann-Marie believes that individuals and businesses alike can elevate the overall perception of retail automotive. The concept of moments of truth extends beyond personal experiences, affecting businesses in every industry. Ann-Marie explains how these moments can occur at any stage of the customer journey, from sales and onboarding to retention and beyond. One crucial point Ann-Marie raises is that these moments can be either positive or negative, and it's up to the individual or business to determine the outcome. By being proactive, detail-oriented, and empathetic, businesses can create positive moments of truth that build trust and credibility with their customers. We also discussed the challenges of changing perceptions within an industry, such as automotive, where negative moments of truth have accumulated over time. Ann-Marie suggests that understanding the importance of moments of truth and actively working to improve them is key to changing the narrative. The Power of Compounding Moments of Truth: Michael Cirillo highlights the idea of compounding moments of truth. The outcomes of one's life and the situations they find themselves in are often the result of a ripple effect of choices made during various moments of truth. The key is to understand the importance of these moments and to make conscious decisions that positively impact oneself and others. Winning or Losing Moments of Truth: Michael notes that moments of truth can be won or lost, and it's essential to strive to win as many as possible. They discuss how problems and opportunities are the same thing, with the choice of winning or losing these moments lying in the hands of the individual or company. Changing the Perception of Retail Automotive: Ann-Marie relates the concept of moments of truth to the automotive industry, stating that the overall perception of retail automotive has been established through decades of negative moments of truth. By seeking out and promoting positive moments of truth delivered by dealers, the industry can work towards changing its perception and humanizing retail automotive. The idea of moments of truth is a powerful tool for transforming both personal and business relationships. By understanding the impact of these moments and striving for a positive legacy, individuals and businesses can foster lasting relationships built on trust, credibility, and respect. Listen to the full episode for insights and context from Ann-Marie Johnson! ⭐️ 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, Ann-Marie Johnson! If you enjoyed this episode featuring Guest Name, support us by clicking the links! Connect with Michael Cirillo More Dea - - - | |||
| 27 Apr 2023 | How To Make Your Marketing Sticky | 00:25:48 | |
In today's fast-paced digital world, it can be challenging for brands to stand out and be memorable. Whitney Norrad is the Director of Demand Gen at Flexdealer.com. In this episode she joins Michael to discuss marketing stickiness and how to make brands more memorable to customers. Here are some of the key takeaways from their insightful conversation. The Power of Exposure and Uniqueness Michael began the conversation by sharing an example of a jingle from a Ford dealership that comedian Bob Odenkirk remembered from 30 years ago. Whit suggested that exposure and uniqueness are key factors in making a brand stick in a customer's mind. He also shared his personal experience of remembering a jingle from a car dealership in his hometown, despite never buying a car from them. Frequency and Simplicity Are Key Michael wondered if a good ad is necessary for stickiness. Whit agreed that a good ad is not a prerequisite for stickiness. However, frequency and simplicity play a significant role in making an ad memorable. They also talked about the importance of creating unique and interesting ads that stand out from the rest. Measuring Effectiveness of Marketing Campaigns The conversation then turned to the importance of measuring the effectiveness of marketing campaigns. Whit emphasized the need to have clear goals and metrics in place to track success. He also suggested testing different messaging and channels to see what works best for a particular audience. Creating Emotional Connections with Customers Michael and Whit discussed how creating an emotional connection with the audience is essential for businesses. They mentioned how different audiences relate to different stories and how emotional connections can be created in various ways, such as the way cars are merchandised and described in vehicle descriptions. Whit shared that it's not just about the product, price, or picture, but about the emotional connection that businesses can create with their audience. Michael added that people will remember how they are treated more than the brand itself. Creating a Memorable Brand The episode emphasizes the importance of creating a memorable brand and messaging that resonates with customers. Michael and Whit emphasize the need to focus on a specific audience, craft a unique message, and measure the effectiveness of marketing campaigns. By following these insights, businesses can create a brand that sticks in customers' minds and stands out in today's competitive marketplace. Check Out Flexdealer.com for more insights! Listen to the full episode for insights and context from Whitney Norrad! ⭐️ 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, Whitney Norrad! If you enjoyed this episode featuring Guest Name, support us by clicking the links! Connect with Michael Cirillo More Dealers Are Choosing To - - - | |||
| 11 May 2023 | Matt Jones: How Putting People First Can Drive Long-Term Dealership Growth | 00:39:29 | |
Matt Jones is the Director of Corporate Communications for TrueCar, Inc. In this episode, Michael Cirillo sits down with Matt Jones to discuss his deep connection with people in the automotive industry. Growing up in the San Fernando Valley, Jones saw the stark differences between the "haves" and "have nots." He noticed that people who had wealth seemed to have it all, while those who did not were often stuck in poverty. This belief was challenged when he entered the car industry and saw regular people without advanced degrees making a living and learning skills they may not have learned at home. Jones shares his belief that people are the center of the universe and should always come before anything else. He attributes his strong connection to people in the automotive industry to his experience witnessing firsthand what the industry can do for people who may not have had the same opportunities elsewhere. Michael and Matt discuss the importance of human connection in the industry and how it can make all the difference in a sale. Michael believes that people buy from people they like and trust, so building rapport and relationships is crucial. They also discuss the importance of building connections in the automotive industry and how it can lead to success. Jones shares his tips on how to approach networking, including the importance of being genuine and building relationships over time. They also talk about the importance of listening to others and understanding their needs, rather than just pushing your own agenda. Matt reminds listeners that building connections is not just about gaining something for yourself, but about creating a community and supporting each other. He believes that the automotive industry is filled with passionate people who want to see others succeed, and that by working together and building connections, everyone can achieve their goals. Matt believes that the automotive industry, specifically in the retail arm, is the embodiment of the American Dream. It rewards those who put in their work, effort, and dedication to their craft. It is a true meritocracy, where salespeople are rewarded for their efforts. Jones emphasizes that the automotive industry is not just for those with a background in automotive, but also for those who have no experience in the field. If you want to learn more about building connections in the automotive industry and how to succeed, this episode is a must-listen. Matt shares his wealth of experience and knowledge, and listeners will come away with actionable tips and insights they can apply in their own careers. So tune in and start building connections today! Listen to the full episode for insights and context from Matt Jones! ⭐️ 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, Matt Jones! If you enjoyed this episode featuring Matt Jones, support us by clicking the links! Connect with Michael Cirillo - - - | |||
| 18 May 2023 | Lou Ramirez: Creating a Unified Auto Industry | 00:26:03 | |
Lou Ramirez is the CEO of Solutions at The Certified Solutionaries and co-host of the Car Guy Coffee podcast. Discover the layers of their inspiring conversation as they explore the importance of encouraging individuals within the automotive business and eradicating negative stigmas associated with the industry. Lou shares his personal transformation, from a once angry and unapproachable street kid to a beacon of hope and joy.This episode offers a captivating exploration of Lou's journey and his inspiring vision for the automotive industry. Uniting the Auto Industry and Empowering the Community Lou explains how his goal is to unify the auto industry and become a voice of hope and upliftment for the community. He highlights the importance of recognizing the essential role that every automotive business and dealership plays within their respective communities. The conversation explores the significance of fostering a sense of camaraderie, shared values, and positive morale within the industry. From Anger to Hope - A Personal Transformation Lou shares a deeply personal journey of transformation, revealing that he used to be an angry and confrontational individual. However, he experienced a profound change when he encountered faith and embraced forgiveness. He attributes his newfound hope and joy to the transformative power of the cross. Lou explains how this pivotal moment shaped his desire to encourage and uplift others, especially within the automotive industry. Balancing Family and Ministry Michael and Lou touch upon the challenges of maintaining a healthy work-life balance, particularly when involved in ministry and leadership roles. Lou emphasizes the importance of prioritizing family and shares how he learned this lesson firsthand. He reflects on the need for leaders to excel not only in their professional lives but also in their roles as spouses and parents. The conversation highlights the significance of being a positive influence within the family unit and the broader community. Sharing the Goodness Michael and Lou engage in a thought-provoking discussion about the natural inclination to share the good things in life. They draw parallels between sharing a great cup of coffee or recommending a favorite restaurant and the desire to spread faith and hope. Lou explains how, as believers, the goodness and transformation they experience inspire them to share it with others genuinely. Don't miss this captivating episode that uncovers the profound impact of unity, hope, and faith in the auto industry and beyond. Tune in now to experience the transformative power of embracing one's true self and inspiring positive change. Listen to the full episode for insights and context from Lou Ramirez! ⭐️ 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, Lou Ramirez! If you enjoyed this episode featuring Lou Ramirez, support us by clicking the links! Connect with Michael Cirillo - - - | |||
| 25 May 2023 | WB Cavender: Enhancing The Car Shopping Experience | 00:22:57 | |
In this episode Michael Cirillo sits down with WB Cavender, the fourth-generation owner of Cavender Auto Group, at their headquarters. WB shares the story of how he entered the automotive industry and the core values that have driven their family-owned business for over 80 years. They delve into the core principles that drive success in the automotive industry, emphasizing the significance of customer satisfaction and cultural alignment within the organization. What We Discuss In The Episode?
Discover how Cavender Auto Group's commitment to helping people sets them apart in the industry. WB shares heartwarming anecdotes of going above and beyond to assist customers, even in challenging situations. From empowering every team member to think like an owner to fostering a culture of giving back through Cavender Cares, their philanthropic arm, WB sheds light on their deep-rooted dedication to their community. The episode dives on the value of metrics and data in understanding customer behavior and optimizing sales processes. WB Cavender highlights the importance of training and being knowledgeable about key metrics, but he emphasizes that the ultimate goal is to foster enduring relationships with customers. By prioritizing transparency, understanding customer needs, and ensuring a seamless experience, the numbers naturally fall into place. Michael Cirillo and WB Cavender provide invaluable insights into building successful customer relationships and fostering a strong organizational culture. By exploring the interplay between metrics, transparency, cultural alignment, and customer satisfaction, listeners gain a profound understanding of the key factors that drive profitability and business growth. Tune in to this episode of The Dealer Playbook podcast to be inspired by the Cavender Auto Group's dedication to customer care, community impact, and building a lasting legacy in the automotive industry. Listen to the full episode for insights and context from WB Cavender! ⭐️ 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, WB Cavender! If you enjoyed this episode featuring WB Cavender, support us by clicking the links! Connect with Michael Cirillo More Dealers Are Choosing To Partner with FlexDealer Looking for a reliable, high-pe - - - | |||
| 01 Jun 2023 | Michael Cirillo, Keynote Speaker at NIADA | 00:34:06 | |
In this episode, host Lou Ramirez and co-host Fred Lennartz, of the popular Car Guy Coffee Podcast, interview special guest Michael Cirillo. It's a big ol' switcheroo! Michael, who is the CEO of FlexDealer, an automotive marketing and technology company, will be a featured Keynote Speaker at the 2023 NIADA Accelerate Convention & Expo at the Wynn Resort in Las Vegas on June 22nd at 4:00 pm. If there's one thing Michael has learned throughout his many years of experience in the auto industry and hundreds of Dealer Playbook podcast episodes, it's that putting people first is an absolute key to long-term growth and success. What We Discuss In This Episode: The Power Of Building Relationships Of Trust The conversation takes a deep dive into the concept of building relationships of trust. Michael shares how putting people first and prioritizing customer satisfaction can be the key to long-term growth and profitability. By focusing on creating partnerships and fostering trust, dealerships can enhance customer loyalty and attract new business. Michael Cirillo: Keynote Speaker At NIADA 2023 In his address 'The Power of Building Relationships of Trust,' Cirillo will be sharing anecdotes from his visits with dealers and employees in the car business and the lessons he’s picked up along the way. Over the years, Cirillo has witnessed a shift in the industry past the focus of moving metal to growing people, which ultimately leads to desired results. "We’re thinking more about people and it’s contributing to profits,” says Cirillo. “But it’s not just 'people;' it's the focus on happy people that is making the biggest difference.” Check out the full NIADA feature article here! Visit The FlexDealer Team At NIADA In Las Vegas The FlexDealer team will be joining Michael Cirillo at this year's NIADA conference to meet with attendees and discuss today's hottest automotive issues and topics. We'll be there to answer your questions, offer insights and advice, and show off our Flex Tech, not to mention we'll have exclusive offers for NIADA attendees that you won't want to miss—including meet-and-greet opportunities with Michael, live interviews for the Dealer Playbook, and more. You'll be able to find us at the NIADA Expo at the Wynn Resort from June 19th to 22nd, 2023. You can register for the conference here to secure your best pricing ahead of this exciting event! Listen to the full episode for insights and context from Michael Cirillo! ⭐️ 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, Michael Cirillo! Connect with Michael Cirillo - - - | |||
| 08 Jun 2023 | Importance of Knowing Your Numbers | 00:28:21 | |
In a rapidly changing automotive industry, dealerships are facing a critical crossroad: rising costs that threaten their profitability. As capital demands increase and employee expenses surge, how can dealerships find the perfect balance between expenses and revenue? Is there a way to unlock hidden efficiency and growth opportunities amidst these challenges? Join Michael as he dives deep into a thought-provoking conversation with industry experts Jeff Baker and Mark Jones. Jeff emphasizes the need for confidence and understanding your core business to embrace opportunities and navigate risks. Mark highlights the three-headed monster dealers have faced—inventory acquisition, capital issues, and rising employee costs—and emphasizes the significance of knowing every aspect of your business to capitalize on opportunities. Michael prompts a thought-provoking question about getting comfortable with discomfort and encourages listeners to embrace the unknown. Jeff emphasizes the importance of confidence and being prepared to course-correct if necessary, while Mark stresses the need for dealers to thoroughly understand their business and the various variables that impact success. One of the core themes explored in this episode is the crucial role of leadership and employee management in driving success. Jeff and Mark underline the significance of providing clear expectations, measuring performance, and fostering a positive work culture to ensure high productivity and job satisfaction. They highlight the importance of effective communication and commitment from leaders in supporting employees to deliver the desired outcomes. How will this episode captivate you? • Gain exclusive insights into the exciting changes and hyper-relevant topics at the NIADA convention. • Discover how experienced industry professionals navigate paradigm shifts and turn challenges into opportunities. • Learn about the crucial importance of knowing your numbers and understanding the variables impacting your business. • Uncover valuable strategies to adapt to changing market dynamics and thrive in the automotive industry. This episode serves as a gateway to understanding the multifaceted nature of the automotive industry and how dealerships can unlock their full potential. By examining the strategies and approaches discussed, listeners can gain a deeper understanding of the dynamics at play and discover actionable insights to improve their own operations Listen to the full episode for insights and context from Jeff Baker and Mark Jones! ⭐️ 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, Jeff Baker and Mark Jones! If you enjoyed this episode featuring Guest Name, support us by clicking the links! Connect with Michael Cirillo - - - | |||
| 15 Jun 2023 | Jeremy Beck: How To Achieve Dealership Success | 00:25:33 | |
Jeremy Beck is the Vice President of Dealer Development and Industry Insights at the National Independent Automobile Dealers Association (N.I.A.D.A) and an automotive executive with 25 years of industry experience In this episode, we explore the profound impact of the automotive industry and the resilience it fosters in its participants. We discover how dealers navigate challenges, uncover opportunities, and continually emerge stronger amidst adversity. Jeremy reveals the association's mission to empower dealers, promote growth, and facilitate discussions that drive success. Episode Highlights:
Through thought-provoking analogies, Michael illustrates the stages of knowledge acquisition, from subconscious incompetence to subconscious competence, emphasizing the importance of continuous learning. Learn how attending events like NIADA's conventions and the 20 Group can expand your horizons, exposing you to what you didn't know you didn't know, propelling you toward conscious competence and, ultimately, mastery. Jeremy also shares the association's fresh approach to conventions, where dealers themselves take the stage to discuss best practices, challenges, and successes. Gone are the days of generic advice from those who haven't walked in dealers' shoes. Instead, gain insights from experienced dealers who understand the struggles and triumphs you face firsthand. Their authentic stories and practical strategies promise to captivate and inspire you. Register for NIADA's upcoming convention from June 19th to 22nd at the prestigious Wynn Resort in Las Vegas - https://niada.com/convention/. Experience an event tailored to empower dealers, packed with exhibitors, training tracks, educational sessions, and inspiring keynotes. Connect with Jeremy Beck via email at jeremy@niada.com Listen to the full episode for insights and context from Jeremy Beck! ⭐️ 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, Jeremy Beck! If you enjoyed this episode featuring Guest Name, support us by clicking the links!
Connect with Michael Cirillo More Dealers Are Choosing To - - - | |||
| 22 Jun 2023 | Shawn Armorer: The Power of Human Connection in a World of AI (NIADA) | 00:12:25 | |
Shawn Armorer is the founder and owner of BDC Alchemy consulting. He is 20 year seasoned automotive BDC growth expert with career revenues exceeding 40 million dollars. In this episode he joins Michael to discuss the transformative power of the human element in the face of increasing reliance on artificial intelligence (AI) in the automotive industry. Shawn shares his insights on the importance of staying true to oneself, embracing emotional intelligence, and cultivating meaningful relationships to thrive in a world driven by technology.
Michael Cirillo and Shawn Armorer delve into a topic that impacts us all: the rise of AI and its implications for the automotive industry. By focusing on the human element, they challenge the prevailing narrative surrounding AI adoption. Through personal anecdotes, expert insights, and thought-provoking questions, they illuminate the power of authenticity, emotional intelligence, and genuine connections in a world often dominated by technology. Prepare to be captivated as they shed light on the crucial role of people in a rapidly evolving landscape, encouraging listeners to question the status quo and embrace the true essence of human interaction. Join Michael and Shawn on this captivating episode as they navigate the intersection of technology and humanity, reminding us of the timeless value of human connection and the need to strike a balance between innovation and authenticity. Don't miss out on this compelling conversation that challenges conventional wisdom and offers a fresh perspective on the future of the automotive industry. Listen to the full episode for insights and context from Shawn Armorer! ⭐️ 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, Shawn Armorer! If you enjoyed this episode featuring Shawn Armorer, support us by clicking the links! Connect with Michael Cirillo More Dealers Are Choosing To Partner - - - | |||
| 29 Jun 2023 | Danny Zaslavsky: Innovation, Partnerships, and Breaking the Mold | 00:15:33 | |
Danny Zaslavsky is a successful business and community leader within the Greater Kansas City area. As General Manager/Dealer Partner at Country Hill Motors, he has helped grow and evolve his family's business into one of the region's most successful independent auto dealerships – while also investing heavily in the community as the President of the Mid-America LGBT Chamber of Commerce. In this exciting episode Michael Cirillo and guest Danny Zaslavsky from VinCue dive into the past, present, and future of VBCs, shedding light on how technology and innovation are shaping the automotive industry at the FlexDealer booth during NIADA. Danny provides a sneak peek into the panel discussion he participated in, which focused on the evolution of VBCs and the role of technology. With a diverse group of experts sharing their insights, the panel delved into topics ranging from outsourcing VBCs to the Philippines to leveraging artificial intelligence (AI) at the top of the sales funnel. They touched on the importance of training in the ever-changing landscape of VBCs. Wendy Reeves, one of the panelists, highlighted the potential of outsourcing and how it can transform operations. Michael and Danny emphasize the significance of fostering interaction and feedback, drawing parallels to stand-up comedians who thrive on live audience responses. They discuss how creating a culture of acquisition, where everyone is aligned with the dealership's goals, can lead to remarkable results. As the conversation evolves, Danny shares his unique perspective as a tech company owner and dealer. He reveals the disparity between independent and franchise dealers in terms of innovation and flexibility. Independents are recognized for their ability to forge partnerships, execute their vision, and think outside the box. In contrast, franchise dealers often focus on consolidation and uniformity. The episode takes an inspiring turn as Danny narrates his experience of aligning with renowned financial expert Dave Ramsey to create credibility for his independent dealership. By hosting financial education classes at his dealership, he challenged the notion of car dealerships as debt creators. This innovative approach garnered attention and strengthened the dealership's brand. The conversation between Michael and Danny beautifully encapsulates the essence of family businesses and the importance of legacy. Danny shares his journey of breaking free from a scarcity mindset, emphasizing the power of shared values and partnerships. The two underline the transformative potential of collaboration, erasing the artificial barriers between dealers and vendors. Tune in to explore new horizons and discover how embracing change can lead to unprecedented success. Listen to the full episode for insights and context from Danny Zaslavsky! ⭐️ 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, Danny Zaslavsky! If you enjoyed this episode featuring Danny Zaslavsky, support us by clicking the links! Connect with Michael Cirillo - - - | |||
| 06 Jul 2023 | Dan Collingridge: Unveiling the Power of Inventory In The Auto Industry | 00:25:14 | |
In this episode of the Dealer Playbook podcast, host Michael Cirillo engages in a dynamic conversation with Dan Collingridge, the CTO & Co-Founder of FlexDealer. Together, they delve into the realm of automotive inventory and unveil the pivotal role it plays in shaping the success of dealerships. The episode kicks off with a humorous trip down memory lane, where Michael and Dan reminisce about their teenage years and their unique approach to a memorable date that involved a car filled with automotive magazines and a driving billboard. The anecdote sets the stage for an exploration of their enduring friendship and their journey as business partners. As the conversation unfolds, Michael and Dan share the story of how FlexDealer came into existence. From the challenges of transitioning from print to digital in the automotive industry to the role of family businesses and the intersection of technology and common sense, they provide a captivating account of their early days. However, what truly captivates the audience is the realization of the immense value and power of inventory management. Michael and Dan discuss the importance of a robust database, the integration of various systems, and the need for speed in today's fast-paced market. They highlight how FlexDealer's platform enables dealers to efficiently manage their inventory and gain a competitive edge. But the episode goes beyond inventory management. Michael and Dan touch on the evolving complexities of the industry, the significance of speed to market, and the increasing demand for streamlined solutions. They emphasize the role of FlexDealer's platform in enabling dealers to centralize their data and seamlessly distribute it wherever needed. So, why should you listen to this episode? If you've ever wondered about the behind-the-scenes challenges of the automotive industry, the power of inventory management, and the need for efficient data integration, this conversation provides valuable insights. If you're eager to understand how technology and common sense intersect to drive innovation, this episode will satisfy your curiosity. Join Michael and Dan as they uncover the intricacies of inventory management, the impact it has on dealerships, and the remarkable solutions FlexDealer offers. Experience the wit, wisdom, and camaraderie that make this episode engaging and thought-provoking. Get ready to revolutionize your perception of automotive inventory and gain a deeper understanding of its critical role in driving success. Tune in now to expand your knowledge, challenge your assumptions, and discover the transformative potential of inventory management in the automotive industry. Listen to the full episode for insights and context from Dan Collingridge! ⭐️ 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 Collingridge! If you enjoyed this episode featuring Guest Name, support us by clicking the links! Connect with Michael Cirillo - - - | |||
| 13 Jul 2023 | Allie Peters: The Power of Servant Leadership in Fixed Operations | 00:29:48 | |
In this episode Michael Cirillo sits down with Allie Peters, the newly appointed Vice President of Service Operations at Cavender Auto Group. Join Michael and Allie as they delve into the surprising twists and turns of her career in the automotive industry. Discover how Allie's ambition led her from a service advisor to her current role, defying traditional career expectations. You'll be intrigued by her initial aspiration to become a general manager, her detour into sales, and her ultimate realization that her true passion lay in service operations. Throughout the episode, Michael and Allie discuss the importance of upward mobility and breaking free from an employee mindset. Allie's story exemplifies the power of taking ownership and exceeding expectations, showcasing the remarkable opportunities available within the automotive industry. Her success serves as an inspiration for those looking to differentiate themselves and pursue growth in their careers. You will also gain valuable insights into the dynamics of the automotive industry. Allie shares how her experience working with service advisors, technicians, and other departments within the dealership shaped her perspective. You'll be fascinated by her genuine passion for service and the multitude of opportunities that exist within this field. As Allie takes on her new role overseeing multiple rooftops, she discusses her approach to leadership and empowering her team. She reveals her dedication to building relationships and removing obstacles to enable her team members' success. Despite the challenges of managing multiple locations, Allie's unwavering commitment to coaching and supporting her service managers shines through. Don't miss this episode of The Dealer Playbook, where Allie Peters' remarkable journey from service advisor to VP of Service Operations unfolds. Gain insights into the automotive industry, discover the keys to personal growth and professional success, and witness firsthand the transformative power of embracing new opportunities. Prepare to be inspired and motivated to unleash your own potential. Listen to the full episode to uncover Allie's secrets to success, learn how to break free from an employee mindset, and explore the vast possibilities within the automotive industry. This episode will captivate you with its genuine storytelling and provide valuable lessons applicable to any career path. Listen to the full episode for insights and context from Allie Peters! ⭐️ 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, Allie Peters! If you enjoyed this episode featuring Guest Name, support us by clicking the links! Connect with Michael Cirillo More Dealers Are Choosing To Partner with FlexDealer Looking for a reliable, high-performance dealership marketing partner? Visit https://www.flexdealer.c - - - | |||
| 20 Jul 2023 | Ed Roberts: Breaking The Status Quo As A Car Dealer | 00:33:38 | |
Ed Roberts is the Chief Operating Officer at Bozard Ford Lincoln and is breaking the conventional way of running a car dealership by constantly seeking to push beyond the status quo. In this episode, Ed shares his journey in the auto industry, starting from being homeless to becoming a successful leader. Ed shares how his experiences shaped his leadership style and how he focuses on developing people and challenging the status quo. In this episode, you'll gain valuable insights into:
If you've ever wondered what it takes to overcome adversity, build a successful career, and lead with purpose, this episode is for you. Discover the transformative power of embracing change, connecting with your team, and challenging traditional industry norms. The Power of Purpose and Work-Life Integration We explore the importance of connecting with people and understanding their true purpose beyond their job roles. We discuss the significance of work-life integration and how aligning employees' passions with their work can lead to exceptional performance. Challenging Status Quo: The Journey to Single Point of Contact Ed reveals the strategic decision to implement the Single Point of Contact model at Bozard Ford Lincoln. He shares the challenges faced during the transition, emphasizing the significance of pushing beyond traditional methods and adapting to customers' preferences. The Power of Continuous Learning and People Development Michael and Ed discuss the role of continuous learning in leadership and how investing in people development can elevate a team's performance. Ed shares insights into his journey from fixed operations to COO and the crucial lessons learned along the way. Empowering Employees and Embracing Change Ed emphasize the importance of empowering employees to make decisions and contribute to the organization's growth. We discuss the impact of embracing change and how it positions businesses for future success. Prepare to be inspired by stories of resilience, determination, and the transformative power of human connection. Listen to the full episode for insights and context from Ed Roberts! ⭐️ 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, Ed Roberts! If you enjoyed this episode featuring Ed Roberts, support us by clicking the links! Connect with Michael Cirillo More Dealers Are Choo - - - | |||
| 27 Jul 2023 | Dylan Vanas: Modern Marketing - Is It All Hype Or Is It Real? | 00:27:04 | |
Dylan Vanas is the CEO and founder of AgencyBox and Mindful Agency, a whitelabel platform that has helped more than 3,500 agencies run profitable businesses, and co-founder of Monopolize, an agency that works with some of the top personalities and brands in the world, helping them dominate their online presence. In this episode we dive into the fascinating world of AI and its potential impact on marketing. Discover how you can adapt to and leverage AI in your marketing efforts while staying true to your brand's message and value. Dylan shares valuable insights on harnessing AI tools, staying on top of trends, and continuously adding value to the marketplace. What We Discuss In This Episode: The Power of Personal Branding Michael and Dylan discuss the power of personal branding on Instagram and its potential for car sales professionals to be a business within a business. Dylan shares his insights on growing his own Instagram presence, offering valuable tips on increasing social proof, engaging with audiences, and establishing authority in the marketplace. Discover how car sales professionals can leverage personal branding to become a business within a business, attracting more customers and enhancing their reputation in the industry. The Impact of AI and the Future of Marketing Dylan and Michael discuss the impact of AI on the marketing landscape, debunking fears and misconceptions, while revealing its potential benefits for businesses and personal brands. Dylan shares his perspective on the ever-evolving landscape of AI and its potential impact on businesses. He provides actionable advice for staying ahead of the game and embracing AI to enhance marketing strategies. Practical Strategies for Social Media Success Learn actionable methods to create content that resonates with audiences and gain insights from the successes of industry leaders. Understand the importance of staying adaptable and evolving your strategies as social media platforms change. Data-Driven Decision Making Dylan shares valuable tips on utilizing data to understand your audience better, surveying customers for feedback, and observing what content works to refine your marketing approach. Why You Should Listen? As we explore the potential impact of AI on marketing, you'll gain valuable knowledge to stay ahead of the curve and succeed in the ever-changing automotive industry. Whether you're a car dealership owner, marketer, or automotive enthusiast, this episode promises to deliver valuable takeaways and a fresh perspective on the future of marketing. Tune in to discover the strategies and insights that can help you create a thriving dealership and succeed in the retail automotive industry. Listen to the full episode for insights and context from Dylan Vanas! ⭐️ 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, Dylan Vanas! If you enjoyed this episode featuring Dylan Vanas, support us by clicking the links! Connect with Michael Cirillo - - - | |||
| 03 Aug 2023 | Kyler Kropf: What It Takes To Build a Successful Business | 00:32:13 | |
Kyler Kropf is the founder of SaddleBrooke Life , a business specializing in building beautiful and spacious tiny homes. The Power of the Gift of Work Overcoming Failure and Learning from It The Power of Discipline and Cultivating Partnership The Role of Willingness to Learn and Take Action Discover the secrets to his success, from embracing failures to building a thriving tiny home business. This episode is a powerful reminder that finding a purpose bigger than yourself is an essential trait for any aspiring entrepreneur. Prepare to be inspired by Kyler's tenacity, as he takes you on a captivating journey through his life and business endeavors. Listen to the full episode for insights and context from Kyler Kropf! ⭐️ 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, Kyler Kropf! If you enjoyed this episode featuring Kyler Kropf, support us by clicking the links! Connect with Michael Cirillo More Dealers Are Cho - - - | |||
| 10 Aug 2023 | Mathew Growden: Are Google Vehicle Ads Worth It? | 00:43:24 | |
Mathew Growden is the Head of Auto Retail Team and Answerer of Automotive Retail related questions at Google Canada. Episode Highlights: In an era of shifting dealer practices and evolving consumer expectations, the automotive landscape has witnessed significant transformations. In this episode we delve into these changes and their implications for vehicle advertising. Understanding the Dynamics: How and Why Vehicle Ads Work The more precise the question and the answer, the more cost-effective the campaign becomes. This relevance leads to lower costs per click, more economical leads, and better business outcomes—a formula that spells success for dealerships. Cracking the Code: Unveiling the Benefits of Vehicle Ads These ads not only offer cost advantages but also provide valuable data insights into consumer behavior through the sales funnel. Mathew explains how running vehicle ads compels dealerships to refine their data accuracy and merchandising strategies. It's not just about selling—it's about embracing data-driven operations and capitalizing on unexpected insights. The Journey of Value: How to Optimize Conversion Values Mathew shares valuable insights on how dealerships can determine the worth of their conversions and align them with their business objectives. By assigning appropriate values to different conversion points, dealerships can ensure that their campaigns optimize for the right outcomes, delivering tangible results and avoiding the pitfalls of inadequate optimization. Why You Should Tune In: Are You Maximizing Vehicle Ads' Potential? Discover how Google Vehicle Ads aren't just about advertising; they're about data refinement and operational excellence. This episode uncovers how embracing the tool's features can enhance your dealership's entire online presence. Unlocking Strategic Insights: Unearth the subtle yet impactful nuances of vehicle ads, from naming conventions to data enrichment. Learn how paying attention to the finer details can be the key to unlocking strategic insights and driving greater consumer engagement. Beyond the Surface: Explore beyond the surface of Google Vehicle Ads and uncover how they're reshaping the automotive marketing landscape. From operational efficiency to shopper satisfaction, this episode reveals the hidden depths of this transformative tool. Listen to the full episode for insights and context from Mathew Growden! ⭐️ 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, Mathew Growden! If you enjoyed this episode featuring Mathew Growden, support us by clicking the links! Connect with Michael Cirillo - - - | |||
| 17 Aug 2023 | Charles Cannon: How to Accelerate Growth In Your Automotive Career | 00:35:53 | |
Charles Cannon is the General Manager at Lexus of Serramonte. Charles Cannon developed a passion for the car business during his career of over 20 years. Along with Rules to the Game, he has also written a book called The 10 Things to Look for in a Professional Salesperson. Charles has been a high-producing salesperson, sales manager, and General Sales Manager throughout his career in the automotive industry. What We Discuss In The Episode: In this episode we explore Charles's journey from a serendipitous entry into the automotive world to becoming a prolific leader in the industry. Episode Highlights: From Sales to Leadership: The Transition Charles reflects on the pivotal moment when he embraced the challenges and responsibilities of leadership. His insights into the transition from being a top salesperson to a manager shed light on the distinct skill sets required for both roles. Rafting a Personal Brand and Embracing Digital Evolution Charles delves into his approach to personal branding and marketing, which sets him apart in the industry. His willingness to adopt new technologies and embrace social media early on highlights the importance of innovation and adapting to the evolving landscape. The Power of Transparent and Effective Leadership Charles emphasizes the value of humility and transparency as cornerstones of effective leadership. He shares personal stories and lessons from his journey that underscore the significance of building trust, providing feedback, and genuinely caring for the well-being of team members. In a world where leadership lessons can often seem vague and distant, this episode brings you face-to-face with the riveting journey of Charles Cannon. From accidental beginnings to deliberate leadership, Charles's candid storytelling and poignant insights create an immersive experience that resonates deeply. Key Takeaways
Listen to the full episode for insights and context from Charles Cannon! ⭐️ 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, Charles Cannon! If you enjoyed this episode featuring Charles Cannon, support us by clicking the links! Connect with Michael Cirillo More Dealers Are Choosing To Partner with FlexDealer Looking for a reliable - - - | |||
| 24 Aug 2023 | Stay Ahead of the Curve: Why Dealers Can't Afford to Miss ASOTUCON | 00:27:07 | |
In this episode we dive into the world of ASOTUCON joined by two industry heavyweights, Paul Daly and Kyle Mountsier. In this episode we kick things off with a question that's been buzzing in the minds of industry professionals: Why should ASOTUCON be on your radar? What sets it apart from the multitude of automotive conferences out there? ASOTUCON isn't just about workshops and panels; it's an experience. Live music, top-notch food, and a welcome reception at a dealership that boasts a state-of-the-art service department—now, that's something you won't find at your average conference. What to Expect at ASOTUCON A Hub for Practitioners ASOTUCON draws inspiration from events like South by Southwest. It's not just about a single topic; it's where practitioners from different corners of the automotive industry converge. Here, you'll meet people who are deeply invested in their work, ready to share ideas and tackle industry challenges head-on. Fostering Collaboration The keyword here is collaboration. ASOTUCON is where you connect with people who can help you find solutions to roadblocks and discover new approaches. It's about building relationships that last far beyond the event itself. It's not about collecting a stack of business cards; it's about forging lasting relationships with like-minded professionals. A Paradigm-Shifting Experience Unique Learning Spaces ASOTUCON isn't just another conference—it's a movement. And if you want to be part of the future of the automotive industry, mark your calendars, get your tickets, and prepare for an unforgettable experience from September 25th to 27th. Don't miss ASOTUCON! Stay ahead of the curve, challenge the status quo, and join us at ASOTUCON. We'll see you there! Listen to the full episode for insights and context from Paul Daly & 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, Paul Daly & Kyle Mountsier! If you enjoyed this episode featuring Paul Daly & Kyle Mountsier, support us by clicking the links! Connect with Michael Cirillo More Dealers Are Choosing To Partner - - - | |||
| 31 Aug 2023 | Jesse Cole: The Car Buying Experience Should Be Longer! | 00:32:05 | |
Jesse Cole is the founder of Fans First Entertainment, which owns and operates the Savannah Bananas and the Party Animals. The Bananas have sold out every game since their first season and have a waitlist for tickets in the thousands. They have entertained millions of fans in Savannah and at ballparks all over the country on their Banana Ball Tour. The Bananas have been featured on MSNBC, CBS Sunday Morning, Access Hollywood, HBO Real Sports, CNN, and ESPN. In this special edition, thanks to the Auto Collabs Podcast Me, Paul J. Daly and Kyle Mountsier engage in a thought-provoking conversation with the remarkable Jesse Cole, the genius behind the Savannah Bananas baseball team. If you think buying a car should be a chore, think again! We delve deep into the mind of Jesse Cole and uncover the secrets behind the remarkable success story of the Savannah Bananas. Discover how they transformed the traditional baseball experience into a two-hour extravaganza of non-stop entertainment, creating fans instead of customers. What We Discuss In This Episode: Redefining Customer Experience: We dive into the world of Jesse Cole, where customer experience isn't just about buying a product; it's about creating unforgettable memories. Creating Fans, Not Customers: Explore the concept of transforming customers into fans. Uncover how a remarkable experience can make your customers want to stay longer, engage more, and become advocates for your brand. Find out how Jesse's approach can revolutionize the automotive industry's perception. Eliminating Friction: Join the conversation on the importance of eliminating friction points in the car buying process. Understand how simplifying paperwork, streamlining processes, and providing convenience can lead to a car-buying journey that customers never want to end. Jesse shares his behind-the-scenes insights into the Bananas' journey, revealing their journey of eliminating friction points and frustrations in the customer experience. Attracting, Not Recruiting: Discover the power of attracting the right people who resonate with your vision. Jesse shares how being clear about your brand and values can magnetize individuals who resonate with your vision. Creating Unforgettable Moments: Unveil the magic behind creating unforgettable moments in your customer journey. Find out how Jesse's "Kiss Goodnight" can inspire you to add the perfect encore to your business interactions, leaving customers wanting more. Join us as we uncover the magic behind the Savannah Bananas' success and explore how their principles can revolutionize your business. Get ready to be inspired, entertained, and motivated to redefine customer experience. Listen to the full episode for insights and context from Jesse Cole! ⭐️ 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, Jesse Cole! If you enjoyed this episode featuring Jesse Cole, support us by clicking the links! - - - | |||
| 07 Sep 2023 | Janae Andrews: How To Sell More Cars At Your Dealership | 00:29:30 | |
Janae Andrews is the Sales Leader at Andy Mohr Chrysler Dodge Jeep Ram. In this episode, we dive into Janae's journey, uncovering the secrets behind her remarkable success and her unique approach to car sales. In less than 3 years, Janae Andrews went from selling appliances at a local electronics shop to becoming one of the country’s top automotive salespeople. This Hyundai seller works on the floor and averages upwards of 50 deals per month, including monster months like June of 2020, which saw Janae put more than 70 vehicles on the road. Just as impressive as her skills is that her sales are achieved without the help of assistants. Although she is a car-selling superstar now, her automotive career didn’t get off to a great start. Janae said that, at first, she hated the car business. This could be because she didn’t quite grasp the process of selling cars. In her previous line of work - selling appliances - customers tended to do business on the same day. Often, car shoppers require more nurturing. It was a whole new experience. In order to build her own customer base, Janae began to market herself within her local community. Ensuring that the people she comes in touch with know she sells cars is a cornerstone of her marketing plan. “Every contact is a potential contract.” Her personal touch marketing didn’t stop there. Other forms of creative advertising - sponsoring birthday parties, for example - help spread her reach within the community. She also uses social media as a promotional platform. Once these new shoppers come to the dealership, they are introduced to a personalized, yet speedy, sales process. Janae is usually able to turn these shoppers into buyers in under 90 minutes. This rapid turn-around is a win-win: Making deals quickly allows Janae to sell multiple cars in a single day. Customers likely appreciate the fast sale, as time spent in a dealership is usually called out as a buyer pain point. Thanks to a creative marketing plan, a dynamic personality, and sales skill that are off the charts, it should come as no surprise that Janae Andrews is now part of an incredible elite group of top performing sales people in the country. Tune in to discover what it takes to be driven, determined, and destined for greatness in your career. Listen to the full episode for insights and context from Janae Andrews! ⭐️ 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, Janae Andrews! If you enjoyed this episode featuring Janae Andrews, support us by clicking the links! Connect with Michael Cirillo More Dealers Are Choosing To Partner 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. - - - | |||
| 09 Sep 2023 | SPECIAL ANNOUNCEMENT: Don't Miss This! | 00:05:06 | |
Imagine an automotive conference that is as much educational as it is fun. - - - | |||
| 14 Sep 2023 | Andrew Myers: How To Win Customers with Video Content | 00:33:50 | |
Andrew Myers is the owner of Parachute Video Ads. Andrew began in sales and marketing from as young as the age of 16 years old, selling toys door to door which eventually led him to stumble into the world of selling cars at staffed event sales all over the country. This led to the founding of a renowned video studio in Seattle, What's Next Media, which focused on automotive sales videos, eventually acquired by an automotive advertising firm. His next venture revolutionized video advertising. Instead of one-off ads, Andrew crafted a system of interconnected videos that mirrored natural sales conversations, benefiting small businesses. Andrew's dedication to training and simplifying video content creation removed barriers for businesses and individuals. What We Discuss In This Episode: The Power of Good Content: Andrew emphasizes the importance of being the arbitrator of good content. Discover how AI can assist in content creation but why it's your subjective judgment that ultimately defines success. Learn why quality content will always shine through. Overcoming Sales Challenges: Uncover the secrets of effective personal branding in automotive sales. Andrew shares strategies that help salespeople connect with their audience, build trust, and inspire action. Learn why it's not about being 'too ugly for video,' but about delivering value to your customers. The Process Matters: We stress the significance of having a streamlined process in place for video creation. Learn practical techniques for creating engaging videos, including the 45-second testimonial that hits multiple targets with one shot. The Humility Effect: Understand the power of humility in today's digital landscape. Discover how sharing customer stories and allowing customers to participate in the conversation can boost your personal brand and dealership's reputation. Sales Through Service: Explore the idea of selling through service. Andrew shares how adopting a service-oriented approach and putting the customer's needs first can drive sales and lead to long-term success. Keeping the Connection: We discuss the importance of maintaining a connection with your customers over time. Learn how to leverage video to keep your dealership top of mind and build lasting relationships. The Power of a Personal Brand: Explore the profound impact of personal branding, as exemplified by Robert Weissman, and why it's crucial in the automotive industry. With a personal brand, there are so many ways to increase your income, find a position within a dealership and increase profitability to the store, which creates a win-win situation for everyone. Listen to the full episode for insights and context from Andrew Myers! ⭐️ 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, Andrew Myers! If you enjoyed this episode featuring Andrew Myers, support us by clicking the links! Connect with Michael Cirillo More Dealers Are Choosing To - - - | |||
| 21 Sep 2023 | Kiera Fogg & Alva Senow: Is AI The Future of Car Buying? | 00:39:11 | |
Kiera Fogg is the Vice President of Customer Experience and co-founder at Ribit, and Alva Senow is the Vice President of Sales and Finance at Ribit. Together, they've brought a revolutionary solution to the automotive industry with Ribit AI - Reinvention Initiative Between Industry and Technology. In this episode, we dive deep into the world of artificial intelligence dissecting the misconceptions and unveil AI's true potential for auto dealerships. In an industry where AI is met with mixed reactions, we dive deep into how dealerships can leverage AI to build genuine and lasting relationships with their customers. The Birth of Ribbit AI Kiera and Alva share how they came up with Ribit AI, revealing how the two found their way into the automotive industry and developed a groundbreaking tool to transform customer outreach. Ribit AI isn't just a tool; it's a strategy. Alva and Kiera discuss how the tool helps dealers develop data strategies, optimize their databases, and create personalized customer journeys. They emphasize that the secret sauce lies in nurturing relationships and engaging customers authentically, not relying solely on automation. The Truth About AI in the Automotive Industry We discuss the crucial aspect of AI in the automotive industry. AI is not a magical solution that works independently; it's a tool. Think of it like a power tool. With human guidance, you would only expect a power tool to build an entire house. Similarly, dealers must use AI correctly and with expertise to achieve results. Dispelling Misconceptions About AI There are numerous misconceptions surrounding AI, especially in the automotive industry. In this episode, we set the record straight, a conversation I've not had once or twice but many times emphasizing that AI Cannot replace humans. Instead, it complies with what we are already doing, allowing dealers to focus on what truly matters—building relationships and providing exceptional customer experiences. Creating Memorable Experiences In the end, it's all about being memorable. Good customer relationship is king; these small gestures create lasting impressions, whether wishing customers a happy birthday or remembering their personal preferences. Dealerships that leverage AI effectively while keeping that in mind can increase sales and foster genuine connections that keep customers returning. Listen to the full episode for insights and context from Kiera Fogg & Alva Senow! ⭐️ 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, Kiera Fogg & Alva Senow! If you enjoyed this episode featuring Kiera Fogg & Alva Senow, support us by clicking the links! Connect with Michael Cirillo - - - | |||
| 28 Sep 2023 | Harness Data for Marketing Success | 00:26:20 | |
In this episode I had the opportunity to sit down and chat with Michael Heidner, who holds the position of Vice President of Analytics and Business Intelligence at Foundation Direct as well as Ben Yehle, who is the Measurement Lead at the Foundation. During our discussion we delved into the intricacies of analytics and explored how data driven decision making is shaping the evolving landscape. What We Discuss In The Episode: 1. Have you ever pondered how success in the industry goes beyond car sales? 2. Are you curious about the vast amount of data that can be found in digital automotive showrooms? 3. Would you like to understand how adopting a perspective on data analytics can redefine your dealerships measures of success? If any of these questions have sparked your curiosity then get ready for an experience. This episode focuses on demystifying data analytics and equipping you with tools to navigate this realm effectively. The Significance Of Digital Showrooms Our conversation shifts towards discussing how important digital showrooms are, within the world of automobiles. Mike stressed the importance of dealership websites pointing out that they receive a 700 visits making them a crucial point of contact, for potential customers. However the real key to success lies in understanding which touchpoints truly have an impact on the customers journey. During our discussion Mike and Ben shared insights on how data analytics can help dealerships analyze customer behavior track their significant touchpoints and optimize their online strategies accordingly. The ultimate goal is to ensure that dealerships effectively capture leads and drive sales using data driven approaches. Transitioning from Uncertainty to Clarity One aspect that emerged from our conversation was the pressing need for transparency in analytics. The industry has long operated in ambiguity when it comes to measuring marketing success. Fortunately times are changing. Mike and Ben encouraged dealerships to embrace a start with Google Analytics 4 (GA4). This clean slate provides dealerships with an opportunity to redefine success metrics and develop strategies based on what matters to them. It's a chance for them to move away, from practices and embrace a future driven by data.If you've ever wondered how to go beyond measuring success solely based on car sales or how to effectively utilize the abundance of data at your disposal this episode serves as your guide, for navigating the future of measurement in the industry. Listen to the full episode for insights and context from Michael Heidner & Ben Yehle! ⭐️ 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, Michael Heidner & Ben Yehle! If you enjoyed this episode featuring Michael Heidner & Ben Yehle, support us by clicking the links! Connect with Michael Cirillo More Dealers Are Choos - - - | |||
| 05 Oct 2023 | Heather Munafo: Automotive Pros Can't Ignore Their Health | 00:34:49 | |
This year has brought some health concerns to yours truly, and as a result I decided it was high time to pay closer attention to my health and wellness. Yes, I've lost weight and gained muscle, but most importantly I've gained a level of mental clarity I am not sure would have happened otherwise. It got me thinking about the widespread outcomes of hustle culture throughout the industry and wondering what the true impact a lack of health is having across our industry. In this episode i had the honour of sitting down with Heather Munafo who is the co-founders and head coaches of Peak Level Physique with a Bachelor's degree in Exercise Physiology, certification in Personal Training, 4+ years of study in nutrition, and 4+ years of experience as a personal trainer/lifestyle coach. In this episode we explore her journey from struggling with anorexia and bulimia to becoming a bodybuilder and a dedicated health coach. This episode goes beyond muscles and diets; it dives into the psychology of self-worth the power of gradual progress and how prioritizing your health can lead to transformative changes in your life. The Challenges of Obsession Heather opens up about her battles with obsession and the harmful pursuit of a physique. From her battle with anorexia to the moments that completely changed her perspective, Heather opens up about how she became an advocate for bodybuilding. The Intersection of Business and Wellness Delve into the core of our conversation as we explore the balance between business achievements and personal well-being. Understand why prioritizing health is often overlooked by entrepreneurs and how it can fuel growth in all aspects of life. The Power of Incremental Progress Unveil the impact of embracing a philosophy centred around making consistent improvements. We discuss why drastic changes may not be sustainable and how focusing on enhancements in sleep, nutrition, hydration, and physical activity can lead to results over time. Why should you tune in to this episode?
Tune in to this episode to embark on a journey toward becoming yourself. Discover why prioritizing your health is the key to unlocking your potential in all areas of life. Don't miss out on this opportunity to gain insights from Heather's expertise and unearth the secrets to attaining well-being. This conversation will leave you motivated to take action toward achieving your health and wellness goals. Your future self will thank you! Listen to the full episode for insights and context from Heather Munafo! ⭐️ 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, Heather Munafo! If you enjoyed this - - - | |||
| 12 Oct 2023 | Crissy Burton: Selling Cars Doesn’t Have To Be Hard | 00:21:37 | |
Today's episode I had the pleasure of sitting down with Crissy Burton. Crissy also known as the “The Car Fairy” Burton is based out of Indianapolis, Indiana working at one of the top 10 dealer groups in the United States and has surpassed many of her colleagues in just a span of five short years. In one month alone in 2021, Crissy was proud to have sold 73 units! That brought in a total gross profit of $182,000 for her dealership! Crissy generates her own ups and potential customers by Instagram and Facebook Market pages that she has created. She believes in using paid advertising to help spread her name, but a prominent presence on social media can cut your ad budget by more than half! She currently has a new training platform called carsaleswoman.com which gears toward targeting more women to come into the automotive industry with training categories specializing in showroom sales, women in automotive and special finance. The Magic Wand Mentality; Have you ever wondered what sets Crissy apart? Tune in as we explore her magic wand mentality – Crissys commitment to going and beyond for her customers. From searching for solutions to treating each customer with care Crissy shares her secret recipe for transforming challenging situations into tales of triumph. Crissys' path into the industry sets her apart from others. We delve into her story. Moving from working in the mortgage sector to becoming a customer in search of a car. Discover the moment that brought her to Dion Crenshaw, a figure in her world and how this encounter transformed her lifes trajectory. The Power of Passion; What drives Crissy to shine amidst a sea of over 200,000 car sales professionals? It all boils down to passion. Crissy opens up about her seated enthusiasm for assisting people drawing from experiences as a single mother navigating lifes challenges. Mastering. Cultivating Personal Brand; Curious about Crissys' ability to juggle a demanding schedule? Uncover her secrets for time management. How she adeptly handles customers with diverse credit scores. Delve into the significance of branding as Crissy shares insights on leveraging media platforms like Facebook to establish her presence and attract customers.. She holds nothing back when it comes to strategies for advertising within a Facebook group with over 46,000 members. Beyond Sales; Empowering Women in Automotive; There's more...Beyond her remarkable sales career, Crissy is championing women in the automotive industry. Get a sneak peek into her groundbreaking project, CarSalesWomen.com, designed to provide training and support for women seeking a career in the automotive field. Listen to the full episode for insights and context from Crystal Burton! ⭐️ 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, Crystal Burton! If you enjoyed this episode featuring Crystal Burton, support us by clicking the links! Connect with Michael Cirillo - - - | |||
| 19 Oct 2023 | Sell Like A Pro: A Game-changing Video Hack For Car Dealers | 00:15:27 | |
We all want more customers right? In this highly competitive world of auto - industry, turning prospects into loyal customers is a crucial skill for success. But It's always crucial to nurture prospects from the start so they become clients. Well in this episode, I want to share an exciting and innovative strategy with you that will revolutionize the way you turn prospects into loyal customers. So, whether you're watching this on YouTube or listening in, stick around because what we're about to dive into is a game-changer. What We Discuss In This Episode: Have you ever wondered how industry giants like Uber, Airbnb, and Amazon achieved their success without inventing something entirely new? In this episode, I delve into the concept that innovation isn't necessarily about groundbreaking ideas but about reimagining and assembling existing tools in a fresh way. I challenge the notion that innovation is reserved for those with billion-dollar budgets and instead emphasize how every dealership can leverage what they already have to create extraordinary experiences for customers. Key Takeaways: It's Not About What You Have, but How You Use It: I break down the myth that innovation requires inventing something entirely new. Drawing parallels with companies like Uber and Airbnb, I reveal that their success lies in creatively combining existing elements. Assembling the Automotive Ecosystem: Explore how your dealership already possesses the tools for success—internet, phones, cameras, CRMs, DMSs, and vehicles. The key is in assembling these components to craft a seamless experience for your customers. The Personalized Connection Strategy: Discover a simple yet powerful strategy using your CRM, smartphone, and a dash of creativity. Learn how personalized videos addressed to each customer can deepen relationships, encourage repeat visits, and set your dealership apart. Imagine a world where every interaction with your audience feels personal and meaningful. Personalized videos allow you to connect with your customers on a deeper level, creating a sense of exclusivity and making them feel valued. This level of customization goes beyond simply addressing the viewer by name; it involves understanding their preferences, needs, and interests. When a viewer receives a video that speaks directly to them, it becomes more than just a marketing message; it becomes a conversation. By tailoring your content to their specific needs, you can establish a sense of trust and credibility. This personalized approach shows that you understand their pain points and are committed to providing solutions. I'd love to hear your thoughts on this strategy or any innovative ideas you've been contemplating. Connect with me on LinkedIn, Facebook, or Instagram, or wherever youlisten to our podcast. Listen to the full episode for insights and context from me! ⭐️ 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! Connect with Michael Cirillo More Dealers Are Choosing To Partner with FlexDea - - - | |||
| 26 Oct 2023 | Lisa Copeland: How to Pivot, not Panic! | 00:20:19 | |
International Keynote Speaker, Best Selling Author, Award -Winning Sales Strategist, and Former Automotive Dealer Principle. In this episode, I sit down with my dear friend, Lisa Copeland, after a decade-long hiatus from our last conversation. We delve into Lisa's journey from the automotive industry to the world of real estate and beyond. Discover the pivotal moments and stepping stones that led to her tremendous success. Join us as we discuss the power of people and leadership, as well as the importance of solving problems, serving needs, and staying true to your aspirations. What We Discuss In This Episode: In this episode, we discuss how to balance demanding excellence from your team while also being there to support and lead. Lisa's approach to management is deeply rooted in her commitment to being right there with her team, slaying dragons alongside them. We explore the idea of solving problems and serving needs as the foundation of any business. Lisa emphasizes the importance of embracing challenges and pivoting during uncertain times, like the pandemic. Are you facing challenges in your career or business, wondering how to pivot effectively? Join us as we explore Lisa Copeland's incredible journey from the automotive industry to real estate and beyond. Learn how to build powerful teams, find solutions in problems, and overcome fear to maintain faith in your journey. Lisa's inspiring story will motivate you to tackle any obstacle with resilience and determination. Listen to the full episode to discover Lisa's wisdom, her passion for people, and her unwavering commitment to success. Whether you're in the automotive industry, real estate, or any other field, the insights from this conversation will empower you to pivot and thrive. Listen to the full episode for insights and context from Lisa Copeland! ⭐️ 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, Lisa Copeland! If you enjoyed this episode featuring Guest Name, support us by clicking the links! Connect with Michael Cirillo More Dealers Are Choosing To Partner 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. - - - | |||
| 02 Nov 2023 | Todd Hauser: How Generative AI Powers Auto Marketing Success | 00:26:25 | |
Todd Hauser is the Executive Vice President, Strategic Partnerships at fullthrottle.ai. Todd has been actively involved in the automotive industry for over three decades. He has witnessed how the industry has evolved from the age of traditional advertising to digital marketing and, now, the era of generative AI. What We Discuss in This Episode: This episode is all about removing ambiguity from your digital marketing game and learning how generative AI is reshaping the way car dealers connect with their customers. We explore topics including the evolution of marketing strategies the impact of cookie deprecation on targeting and engagement methods as well as the significance of delivering personalized customer experiences. The number one goal for any dealer should be to be a valued member of the community, a trusted source that everybody looks to." - Todd Hauser Marketing needs to transition its emphasis from a purchasing process to a continuous customer journey that places importance on tailored experiences and retaining customers. Listen to the full episode for insights and context from Todd Hauser! ⭐️ 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, Todd Hauser! If you enjoyed this episode featuring Todd Hauser, support us by clicking the links! Connect with Michael Cirillo More Dealers Are Choosing To Partner 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. - - - | |||
| 09 Nov 2023 | Glenn Lundy: How To Navigate Auto Industry Uncertainties Like a Pro | 00:33:42 | |
Glenn Lundy is the only person in the world that grew a dealership 800% in 5 years, from 120 cars a month to 1000, in a small town of only 9600 people. He is also the founder of the 800 Percent Club. Known for his innovative and resilient mindset, Glenn shares insights on weathering storms in the auto industry, drawing inspiration from his vast experience and unique perspectives. What We Discuss In This Episode: He highlights the concept of the infinite game and the need for dealers to have a long-term perspective. Key Takeaways:
This episode serves as a compass for automotive professionals navigating uncertainty, offering practical insights, and inspiring a mindset shift towards building resilience in the ever-evolving auto industry. Listen to the full episode for insights and context from Glenn Lundy! ⭐️ 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, Glenn Lundy! If you enjoyed this episode featuring Glenn Lundy, support us by clicking the links! Connect with Michael Cirillo More Dealers Are Choosing To Partner 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. - - - | |||
| 16 Nov 2023 | From Buckets to Boardrooms: A Detailers Rise to General Manager with Rahim Bhimani | 00:19:56 | |
Rahim 'Cherry' Bhimani is the General Manager at Motorvation Trucks in Georgia. He started his career in the car business as a detailer and worked his way up to his current position. Rahim is known for his passion for solving problems and providing exceptional customer service. What We Discuss In This Episode: Rahim Bhimani, General Manager at Motorvation Trucks, joins us to discuss his journey in the car business and the unique aspects of General Manager at Motorvation Trucks. The largest indoor showroom in the Southeast, Motivation Trucks provides a comfortable and convenient experience for customers. Rahim shares his mindset and behaviors that led him from being a detailer to the general manager, emphasizing the importance of doing the best at each job and solving problems. He also highlights the significance of trust and giving employees the opportunity to show their best. Rahim's passion for solving problems and making customers feel special is evident in his approach to business. Key Takeaways
Listen to the full episode for insights and context from Rahim Bhimani! ⭐️ 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, Rahim Bhimani! If you enjoyed this episode featuring Rahim Bhimani, support us by clicking the links! Connect with Michael Cirillo More Dealers Are Choosing To Partner 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. - - - | |||
| 23 Nov 2023 | Mike Draper: Social Media Secrets For Automotive Professionals | 00:36:38 | |
Mike Draper, the former SWAT police officer and Air Force vet is making waves as a viral content creator and social strategy expert. His MBA mind, coupled with experience in real estate and mortgages, has enabled him to decode the secrets of social media success. Building a social channel with over 1.3 million organic followers, Mike’s unique approach proves that growing on Social Media is not a matter of luck but a result of strategic thinking. Mike shares his journey from the military to creating engaging content on social media. He discusses how he got started in content creation, the importance of finding a niche, and the strategies he uses to drive engagement and grow his audience. What We Discuss In This Episode:
Get ready for an episode that not only reveals the secrets of viral content creation but also provides actionable insights for car professionals looking to make their mark in the digital landscape. Listen to the full episode for insights and context from Mike Draper! ⭐️ 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 Draper! If you enjoyed this episode featuring Mike Draper, support us by clicking the links! Connect with Michael Cirillo More Dealers Are Choosing To Partner with FlexDealer Looking for a reliable, high-performance dealership marketing partner? Visit https://w - - - | |||
| 30 Nov 2023 | Ashley Cavazos: Transform Your Dealership Into A Marketing Powerhouse | 00:18:04 | |
Ashley Cavasos is the Marketing Director at Demontrond Auto Group in Houston. What We Discuss In This Episode: As the marketing director for Demontrond Auto Group in Houston, her journey from a temporary receptionist to a marketing powerhouse is a testament to the upward mobility available in the auto industry. With an innate understanding of the dynamic interplay between marketing and operations, Ashley shares her journey, insights, and strategies that can reshape the way you approach marketing in the automotive industry. The Campus Concept:
Pivoting with Precision:
The Power of Collaboration:
Unveiling the Personal Journey:
Lessons from Selena's Hometown:
Get ready for a mind-expanding conversation that goes beyond traditional marketing paradigms. Ashley Lopez Cavazos is here to challenge your perspectives and inspire you to rethink the dynamics of automotive marketing in 2023. So, fasten your seatbelts, tune in to the Dealer Playbook, and let's drive growth together! Listen to the full episode for insights and context from Ashley Cavazos! ⭐️ 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, Ashley Cavazos! If you enjoyed this episode featuring Ashley Cavazos, support us by clicking the links! Connect with Michael Cirillo More Dealers Are Choosing To Partner 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. - - - | |||
| 07 Dec 2023 | Erin Richmond: Building a High-Performance Marketing Mix | 00:24:28 | |
Erin Richmond is the Chief Revenue Officer of sMedia, a digital advertising and marketing agency in the automotive industry. With years of experience in the industry, Erin has worked her way up from a customer success manager to overseeing the agency's customer-facing teams. With a knack for connecting the dots and driving results, Erin joins us today to share the keys to unlocking efficiency in your dealership's marketing strategy. What We Discuss In This Episode: Decoding the Marketing Mix In this episode, we uncover the crucial aspects of the marketing mix that often go unnoticed. Erin emphasizes the importance of aligning digital and in-store experiences, ensuring consistent language that resonates with customers from the first click to sealing the deal. Learn why this synchronization is the game-changer your dealership needs. Breaking Down Silos - The Marriage of Sales and Marketing In a world where sales and marketing often seem like distant relatives, Erin provides actionable insights on breaking down silos. Discover how integrating these teams can lead to a harmonious customer journey, ultimately boosting your dealership's success. Embracing Change for Continuous Improvement As the automotive industry experiences rapid technological advancements and shifting customer expectations, Erin discusses the importance of embracing change. Hear her perspective on adapting faster, understanding customer needs, and staying ahead in an ever-evolving landscape. Tech in Marketing - Myth vs Reality Erin shares her thoughts on the role of technology in dealership marketing. Is tech the magic wand, or does it still require the human touch? Join us as we explore the myths and realities of leveraging technology in automotive marketing. Listen to the full episode for insights and context from Erin Richmond! ⭐️ 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, Erin Richmond! If you enjoyed this episode featuring Erin Richmond, support us by clicking the links! Connect with Michael Cirillo More Dealers Are Choosing To Partner 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. - - - | |||
| 14 Dec 2023 | 30 seconds to sell a car, The 4 E’s of social media growth, How she grew her Instagram to 445k and why it’s not hard | Kelly Stumpe aka @the_car_mom | 00:26:34 | |
Kelly Stumpe, also known as The Car Mom, is a social media influencer, car enthusiast, and advocate for local independent dealerships. She has over 473,000 followers on Instagram and is known for her engaging and informative content about cars from a mom's perspective. What We Discuss In This Episode:
In this episode, Kelly shares her journey to internet fame, revealing the key to her success: focusing on a specific audience and delivering valuable content through the "four E's": Educate, Engage, Entertain, and Empower. You'll also hear her passionate defense of local dealerships and her insights into the ever-changing landscape of car buying. Listen to the full episode for insights and context from Kelly Stumpe! ⭐️ 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, Kelly Stumpe! If you enjoyed this episode featuring Kelly Stumpe, support us by clicking the links! More Dealers A - - - | |||
| 21 Dec 2023 | Merry Christmas, Auto Industry Pros Share Their Predictions About 2024 | Michael Cirillo | 00:20:13 | |
Ever get caught in the hustle, only to realize Christmas is knocking on the door? Yeah, I've been there, too, and what a year. I recently took to LinkedIn and Facebook to satisfy my curiosity about people's thoughts and predictions about what's coming in 2024 for us in the retail automotive realm. I will be straight up with you.—it's a fascinating mix of outlooks. There are some doom and gloom thoughts, and there are then some positive thoughts. What caught my attention, though, was the disparity in responses between LinkedIn and Facebook. Stick around as we unravel what the community says about the year ahead. What We Discuss In This Episode: As I dived deep into the predictions for 2024, it became clear that there was a mix of positive and negative outlooks for the industry. As I said, some expressed concerns about the harsh months ahead. However, others were more optimistic, highlighting the potential for a strong spring selling season and increased profitability. Let's take a closer look at some of these predictions. There are so many ways 2024 can go wrong. We could experience another global pandemic or the ever-present threat of a massive weather disaster that is always there. Dominic Scruggs, an automotive solutions provider, believes that 2024 will have its challenges but also sees the potential for a year similar to 2022, depending on the election results. Matthew Lasher, the Director of West Herr Automotive Group, predicts that dealers will have to work harder for the same or less money, leading to higher turnover and challenging morale. However, he also emphasizes that 2024 will still be a fantastic year for well-capitalized dealers compared to previous years. But I'm feeling optimistic. As I dive into these predictions, it is clear that the retail automotive industry is poised for both challenges and opportunities. While there are still concerns about the changing market conditions and dynamics, there is also a prevailing sense of optimism and potential for growth. Dealers who approach the year with a proactive mindset, adaptability, and a focus on talent acquisition and retention will be well-positioned to thrive. The predictions for 2024 highlight the need for dealers to stay informed, agile, and prepared for potential changes in the market. By leveraging their resources, investing in talent, and embracing new sales strategies, dealers can navigate the challenges and seize the opportunities that lie ahead. Ultimately, success in 2024 will be determined by adapting, innovating, and delivering exceptional customer experiences in an evolving industry. 2024 awaits; take the positivity, the clarity of mindset, and the preparation needed to make it your biggest year yet. Thanks for sticking with me through the whole year. Merry Christmas, and let's roll into the new year together. Your support means the world. Listen to the full episode for insights and context from Michael Cirillo! ⭐️ 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! Connect with Michael Cirillo More Dealers Are Choosing To Partner with FlexDealer L - - - | |||
| 28 Dec 2023 | The Power Of Inventory In Your Dealership, Starting a Business With a Friend, The Future of Auto Retail | Dan Collingridge | 00:25:14 | |
It all began with automotive inventory management software. I never imagined I'd end up in the automotive industry. Back in the day, my childhood buddy Dan Collingridge and I had this grand plan of starting a record label and radio station dedicated to alternative rock music, the dream we called 1500 am THE PITT. I went to school to chase my sound engineering certificate, and Dan pursued his master’s degree in computer science. We were on the brink of making THE PITT a reality! Life had different plans, though. As adulthood kicked in, I found myself in the automotive world, merchandising vehicles for dealer groups across Vancouver, Canada. With each passing day, my exposure to the industry deepened, and so did my desire to assist the dealers I worked with. That's how the idea came from. We crafted what is now the most dependable inventory management software in the industry. As for that sound engineering degree, I may not have become a famous radio DJ, but it did inspire me to launch The Dealer Playbook podcast. What We Discuss In This Episode:
Listen to the full episode for insights and context from Dan Collingridge! ⭐️ 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 Collingridge! If you enjoyed this episode featuring Dan Collingridge, support us by clicking the links! Connect with Michael Cirillo - - - | |||
| 04 Jan 2024 | The Importance of Customer Experience in the Automotive Industry, The CX Mindset, GET OUT of the Customer's Way, for crying out loud! | Gary Graves | 00:28:42 | |
Gary Graves co-founded InteractiveTel, now TotalCX, in 2008 and presently serves as CEO. Previously, he served as the company's first Chief Technology Officer. He developed the communications platform on which the company's proprietary products are based and has been instrumental in the company's dynamic growth trajectory. What We Discuss In This Episode: Data-Driven Insights: The common issues observed through data analysis including abandoned calls and excessively long call times and identifying patterns that deter customers and hinder the overall experience. Customer Effort: Uncover the increasing effort customers need to put in to resolve their queries. Gary highlights the challenges that hinder smooth transactions, from long hold times to frustrating callbacks. Lose the IVR: Gary advocates for a customer-centric mindset and its impact on transforming the traditional automotive approach. Learn why ditching the IVR (Interactive Voice Response) is the first step toward creating a seamless and positive customer experience. The CX Mindset: The tangible benefits of adopting a customer-centric approach, from customer loyalty to positive reviews. Long-Term Impact: Building customer loyalty through exceptional experiences for sustainable growth and Leveraging ratings and reviews to become the preferred choice in a competitive market. Gary emphasizes the simplicity of caring about people and prioritizing customer experience. Key Takeaways:
Connect with Gary Graves:
Catch Gary at NADA 2024 - Booth Number 4321 West. This episode is sponsored by AutoFi. The leading commerce platform for end-to-end digital automotive sales and financing, powering billions of online transactions every year. Through its innovative platform and expansive network of trusted lenders, AutoFi empowers sellers, including the nation’s top dealers and digital retailers, to sell more efficiently and profitably. Listen to the full episode for insights and context from Gary Graves! ⭐️ 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! Connect with Michael Cirillo Sell Smarter, Not Harder - - - | |||
| 11 Jan 2024 | From Clicks to Handshakes in Modern Car Sales, Allowing Your Customer to Take the Lead, Mastering Customer Engagement | Kirk Preiser | 00:25:39 | |
Ever wondered how the digital revolution has transformed the car buying process? Join us as we sit down with Kirk Preiser, Senior Vice President of Sales and Marketing at LeadVantage. Formerly the Director of Retail Buying Experience at Audi of America, Kirk shares an insider's look at how the industry is syncing the online and in-store experience. Listen to the full episode for insights and context from Kirk Preiser! ⭐️ 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! Connect with Michael Cirillo Sell Smarter, Not Harder - - - | |||
| 18 Jan 2024 | Navigating the Fiscal Roadmap, Car Pros' Guide to Money Mastery | Rob Bacharach | 00:27:40 | |
In this power-packed episode, I sit down with the brilliant mind behind Automotive Wealth, Rob Bacharach. Rob is the president and founder of Automotive Wealth, a seasoned financial planner specializing in empowering automotive professionals to secure their financial future. With a wealth of experience in the industry, Rob brings a unique perspective and a passion for helping individuals navigate the complexities of financial planning. What We Discuss In This Episode: Join me as we dive deep into the world of wealth creation within the automotive industry, exploring financial strategies, overcoming challenges, and debunking limiting beliefs. Discover Rob's proven process, guiding individuals from foundational financial principles to creating a personalized investment hierarchy. Gain insights into addressing challenges specific to the automotive industry and making informed financial decisions. But it's not all numbers and taxes; we're also getting under the hood of our financial psyches. I get personal about the highs and lows of navigating income spikes and the temptations of lifestyle inflation in the unpredictable world of auto sales. It's about finding that sweet spot between enjoying your success and staying on track for the long haul. And if you're overwhelmed by the maze of financial advice out there, fear not; Rob and I guide you through the noise, highlighting the go-to resources that'll put you in the driver's seat of your financial journey. To learn more about Automotive Wealth and access their free financial resources, visit their website at www.automotive-wealth.com. Listen to the full episode for insights and context from Rob Bacharach! ⭐️ 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! Connect with Michael Cirillo Sell Smarter, Not Harder AutoFi helps progressive dealers like you sell smarter, not harder—on your dealership website and, now, in your showroom, too. AutoFi solves the everyday problems dealers actually face: like bottlenecks at the sales desk, customer distrust, and decision overload. And their all-new showroom solution includes deal estimation, desking, lender routing, and an F&I menu – all in one powerful platform that bridges the gap between the CRM and DMS. Go to AutoFi.com/dealerplaybook to learn more. And start selling smarter, today. - - - | |||
| 25 Jan 2024 | Driving into a Cookie-less Future, The Rise of First-Party Data, Embracing Change in Automotive Marketing | Subi Ghosh - Part 1 | 00:25:13 | |
Subi Ghosh is the Executive Vice President of Strategic Partnerships & Marketing at Stream Companies.
Listen to the full episode for insights and context from Subi Ghosh! Thanks, Subi Ghosh! If you enjoyed this episode featuring Subi Ghosh, support us by clicking the links! ⭐️ 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! Connect with Michael Cirillo Sell Smarter, Not Harder AutoFi helps progressive dealers like you sell smarter, not harder—on your dealership website and, now, in your showroom, too. AutoFi solves the everyday problems dealers actually face: like bottlenecks at the sales desk, customer distrust, and decision overload. And their all-new showroom solution includes deal estimation, desking, lender routing, and an F&I menu – all in one powerful platform that bridges the gap between the CRM and DMS. Go to AutoFi.com/dealerplaybook to learn more. And start selling smar - - - | |||
| 25 Jan 2024 | Driving into a Cookie-less Future, The Rise of First-Party Data, Embracing Change in Automotive Marketing | Subi Ghosh - Part 2 | 00:32:56 | |
Subi Ghosh is the Executive Vice President of Strategic Partnerships & Marketing at Stream Companies.
Listen to the full episode for insights and context from Subi Ghosh! Thanks, Subi Ghosh! If you enjoyed this episode featuring Subi Ghosh, support us by clicking the links! ⭐️ 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! Connect with Michael Cirillo Sell Smarter, Not Harder AutoFi helps progressive dealers like you sell smarter, not harder—on your dealership website and, now, in your showroom, too. AutoFi solves the everyday problems dealers actually face: like bottlenecks at the sales desk, customer distrust, and decision overload. And their all-new showroom solution includes deal estimation, desking, lender routing, and an F&I menu – all in one powerful platform that bridges the gap between the CRM and DMS. Go to AutoFi.com/dealerplaybook to learn more. And start selling smar - - - | |||
| 01 Feb 2024 | Redefining Dealer Ad Strategies, Surviving Google Support Changes, The Importance of Human Insight | Dave Spannhake | 00:26:28 | |
Dave Spannhake is the Founder and CEO of Reunion Marketing, one of the fastest growing marketing companies in the country that specializes in using data and consumer behavior to create highly effective marketing strategies. We explore the ramifications of these changes on businesses, especially the automotive industry, where trust and support play a pivotal role. Dave shares insights on the open letter Reunion Marketing penned to Google, calling out the adverse effects of their decisions and the subsequent lack of support. The conversation touches on the broader implications of automation, AI, and evolving ad platforms, with Dave expressing the need for businesses to closely monitor and discuss these changes.
Listen to the full episode for insights and context from Dave Spannhake! Thanks, Dave Spannhake! If you enjoyed this episode featuring Dave Spannhake , support us by clicking the links! ⭐️ 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! Connect with Michael Cirillo Sell Smarter, Not Harder AutoFi helps progressive dealers like you sell smarter, not harder—on your dealership website and, now, in your showroom, too. AutoFi solves the everyday problems dealers actually face: like bottlenecks at the sales desk, customer distrust, and decision overload. And their all-new showroom solution includes deal estimation, desking, lender routing, and an F&I menu – all in one powerful platform that bridges the gap between the CRM and DMS. Go to AutoFi.com/dealerplaybook to learn more. And start selling smarter, today. - - - | |||
| 07 Feb 2024 | The Electric Shift, Securing the Auto Trade, and Tackling Fraud with Expert Insights from Matas Buzelis | 00:30:52 | |
Matas Buzelis is the Head of Communications at carVertical.com As our conversation takes a turn towards the electric vehicle (EV) revolution, Matas unveils the challenges and opportunities presented by the transition to electric-powered vehicles in Europe. From government incentives to infrastructure hurdles, we explore the complex dynamics shaping the future of mobility. We also examine the UK's decision to push back its ban on petrol and diesel vehicles, scrutinizing the resulting shifts in consumer behavior and industry investment. Discover the unexpected surge of American cars in Europe's used vehicle market and gain perspective on the global auto trade from Lithuania's vantage point. Thanks, Matas Buzelis! If you enjoyed this episode featuring Matas Buzelis , support us by clicking the links! Connect with Matas Buzelis:
⭐️ 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! Connect with Michael Cirillo Sell Smarter, Not Harder AutoFi helps progressive dealers like you sell smarter, not harder—on your dealership website and, now, in your showroom, too. AutoFi solves the everyday problems dealers actually face: like bottlenecks at the sales desk, customer distrust, and decision overload. And their all-new showroom solution includes deal estimation, desking, lender routing, and an F&I menu – all in one powerful platform that bridges the gap between the CRM and DMS. Go to AutoFi.com/dealerplaybook to learn more. And start selling smarter, today. - - - | |||
| 15 Feb 2024 | Personal Growth Fuelling Leadership Excellence, Cultivating Organizational Culture, The Essence of Soft Skills | Scott Greenberg | 00:30:39 | |
Have you ever wondered how a personal crisis might just be the catalyst for a profound transformation in how you lead your team? That's the story Scott Greenberg, author of "Stop the Shift Show," brings to our table as we unravel the potential of culture within organizations. If you enjoyed this episode featuring Scott Greenberg, support us by clicking the links! ⭐️ 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! Connect with Michael Cirillo
AutoFi helps progressive dealers like you sell smarter, not harder—on your dealership website and, now, in your showroom, too. AutoFi solves the everyday problems dealers actually face: like bottlenecks at the sales desk, customer distrust, and decision overload. And their all-new showroom solution includes deal estimation, desking, lender routing, and an F&I menu – all in one powerful platform that bridges the gap between the CRM and DMS. Go to AutoFi.com/dealerplaybook to learn more. And start selling smarter, today. - - - | |||
| 22 Feb 2024 | The DEATH of Marketing Attributions | Rand Fishkin | 00:37:53 | |
Rand Fishkin is cofounder and CEO of SparkToro, makers of fine audience research software, and indie game developer Snackbar Studio. He’s dedicated his professional life to helping people do better marketing through his writing, videos, speaking, and his book, Lost and Founder. What We Discuss In This Episode: Get ready to challenge everything you know about marketing attribution with Rand Fishkin, who brings his formidable expertise back to The Dealer Playbook Podcast. We're tearing apart the myths that big tech wants you to believe about sales attribution, and giving you the straight talk on where your marketing efforts aacre really landing. As we exchange stories on how to stay genuine and reachable in the digital realm, Rand's commitment to personal interaction shines through, reminding us all of the human touch in the tech-saturated world of marketing. Laugh along with our musings on "Deadlock" and "Brooklyn Nine-Nine," and see how these shows mirror the multi-generational impact of social media. Then, prepare to have your mind blown by the capabilities of SparkToro, the game-changing tool that is transforming the way we research and reach our target audiences. Whether you're aiming your message at interior designers in the City of Angels or any other specific group, this episode is brimming with insights that will elevate your marketing strategy and forge deeper connections in the ever-evolving digital landscape. Thanks, Rand Fishkin! If you enjoyed this episode featuring Rand Fishkin, support us by clicking the links! Listen to the full episode for insights and context from Rand Fishkin! ⭐️ 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! Connect with Michael Cirillo CLICK HERE to learn more about The Dealer Playbook! Sell Smarter, Not Harder AutoFi helps progressive dealers like you sell smarter, not harder—on your dealership website and, now, in your showroom, too. AutoFi solves the everyday problems dealers actually face: like bottlenecks at the sales desk, customer distrust, and decision overload. And their all-new showroom solution includes deal estimation, desking, lender routing, and an F&I menu – all in one powerful platform that bridges the gap between the CRM and DMS. Go to AutoFi.com/dealerplaybook to learn more. And start selling smarter, today. - - - | |||
| 29 Feb 2024 | How TikTok Is Shaping the Next Wave of Digital Marketing for Young Consumers with Paul de Vries | 00:24:36 | |
Paul De Vries is the Founder of #DCDW, Spokesperson for Marktplaats Automotive, and Co-Owner of Carmen BDC. With an impressive track record in dealership ownership, BDC management, and online car sales, Paul is recognized as a trailblazer in the automotive space, revolutionizing marketing tactics and driving unprecedented success. What We Discuss In This Episode: 1. Unveiling New Market Opportunities: Discover Paul's unparalleled ability to spot untapped market potential and seize opportunities for growth, from targeting younger demographics to redefining mobility solutions for all ages. 2. Leveraging Formula One Heritage for Marketing: Explore how Paul ingeniously leverages the allure of Formula One heritage to make city cars irresistible to a younger audience, utilizing social media platforms like TikTok to captivate and convert. 3. The Power of Personalized Engagement: Delve into Paul's philosophy on lead handling and the delicate balance between AI automation and personal engagement, ensuring consistent and effective follow-up strategies. 4. Building an Online-First Dealership Experience: Learn how Paul pioneers a seamless online-to-offline dealership experience, utilizing cutting-edge technology to bring the showroom directly to customers' screens. Embark on a journey with Paul de Vries, our guest straight from NADA, as we unravel the complexities and opportunities for franchise dealers eyeing the burgeoning markets of 2024. We then pivot to reveal how TikTok is revolutionizing lead generation, swapping dated marketing methods for viral content that resonates with the youth. Discover the unexpected triumph of certain video genres, the wisdom in granting influencers creative reign, and the crafty strategies employed to captivate a diverse social media audience. This is your portal to the frontlines of digital marketing innovation. Thanks, Paul De Vries! If you enjoyed this episode featuring Paul De Vries, support us by clicking the links! Listen to the full episode for 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! Connect with Michael Cirillo CLICK HERE to learn more about The Dealer Playbook! Sell Smarter, Not Harder AutoFi helps progressive dealers like you sell smarter, not harder—on your dealership website and, now, in your showroom, too. AutoFi solves the everyday problems dealers actually face: like bottlenecks at the sales desk, customer distrust, and decision overload. And their all-new showroom solution includes deal estimation, desking, lender routing, and an F&I menu – all in one powerful platform that bridges the gap between the CRM and DMS. Go to AutoFi.com/dealerplaybook to learn more. And start selling smarter, today. - - - | |||
| 07 Mar 2024 | From Plastic Surgery to Auto Marketing Mastery | Adrian Gibbs | 00:35:20 | |
When Adrian Gibbs, Marketing Director of Nimnicht Family of Dealerships, stepped into the world of automotive marketing, she brought with her the competitive edge of the plastic surgery industry and a knack for nurturing customer relationships. Our exchange is as insightful as it is humorous, revealing the unexpected connections between such diverse fields and underscoring the transformative power of innovative thinking. Adrian's journey from nannying to navigating the nonprofit sector and now revving up the marketing engine in automotive sales, showcases a career path that is anything but ordinary. What We Discuss In This Episode: This episode peels back the curtain on the traditional, and sometimes outdated, practices that have long governed automotive marketing. We navigate through the maze of customer experience, finding parallels in the simplicity of choosing an ice cream flavor. Emphasizing the need to craft a clear and inviting journey for potential buyers, we dissect the common pitfalls, such as an over-reliance on third-party leads, and champion the approach of personalizing the car buying experience. Venturing into the technical trenches, we unravel the complexities of dealership operations and the critical role of auditing third-party vendors. Adrian leads us through her methodical process, challenging every step from cost to impact on the customer. We wrap up by discussing the balancing act faced by marketing directors, sharing tactics to maximize efficiency and cultivate a robust team dynamic. Thanks, Adrian Gibbs! If you enjoyed this episode featuring Adrian Gibbs, support us by clicking the links! Listen to the full episode for insights and context from Adrian Gibbs! ⭐️ 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! Connect with Michael Cirillo Sell Smarter, Not Harder AutoFi helps progressive dealers like you sell smarter, not harder—on your dealership website and, now, in your showroom, too. AutoFi solves the everyday problems dealers actually face: like bottlenecks at the sales desk, customer distrust, and decision overload. And their all-new showroom solution includes deal estimation, desking, lender routing, and an F&I menu – all in one powerful platform that bridges the gap between the CRM and DMS. - - - | |||
| 14 Mar 2024 | Spanish SEO Does Matter! | Ally Pinon | 00:25:54 | |
Are you leaving a massive chunk of the market untapped? Welcome back to another insightful episode of the Dealer Playbook podcast. Today, we're delving deep into the world of marketing segmentation, focusing specifically on the Hispanic marketplace. Joining me today is Ally Pinon, the Digital Marketing Director for Chastang Ford, as we uncover the secrets to successfully reaching and engaging with this vibrant demographic. What We Discuss In This Episode: In this episode, Ally Pinon and I explore marketing segmentation with a focus on the Hispanic market, addressing challenges like language and cultural nuances. We highlight the importance of word-of-mouth in Hispanic communities and strategies to leverage it, emphasizing cultural relevance over mere translation. Ally shares insights on authentic engagement through local influencers and balancing marketing channels for dealership growth. The discussion underscores the necessity of authenticity, cultural understanding, and strategic marketing to connect with Hispanic consumers and foster long-term relationships, offering actionable tips for dealerships aiming to tap into this demographic's potential. Thanks, Ally Pinon! If you enjoyed this episode featuring Ally Pinon, support us by clicking the links! Listen to the full episode for insights and context from Ally Pinon! 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! Connect with Michael Cirillo CLICK HERE to learn more about The Dealer Playbook! Sell Smarter, Not Harder AutoFi helps progressive dealers like you sell smarter, not harder—on your dealership website and, now, in your showroom, too. AutoFi solves the everyday problems dealers actually face: like bottlenecks at the sales desk, customer distrust, and decision overload. And their all-new showroom solution includes deal estimation, desking, lender routing, and an F&I menu – all in one powerful platform that bridges the gap between the CRM and DMS. Go to AutoFi.com/dealerplaybook to learn more. And start selling smarter, today. - - - | |||
| 21 Mar 2024 | Driving Business Innovation in the Electric Vehicle Sphere with Alex Lawrence | 00:23:23 | |
Alex Lawrence is the CEO and co-founder of Ev Auto, a pioneering dealership specializing in electric vehicles. With a background in franchising and tech, Alex brings a wealth of experience to the table, along with a passion for creating exceptional customer experiences. His dedication to honesty, integrity, and innovation has propelled Ev Auto to success in the competitive EV market. What We Discuss In This Episode: We start by tracing Alex's remarkable journey from his background in franchising and tech startups to the inception of Ev Auto. His diverse career path and passion for innovation set the stage for a dealership experience unlike any other in the EV market. One of the central themes we explore is how Ev Auto is reshaping the traditional dealership model. Alex reveals his commitment to creating an unforgettable experience for customers, emphasizing a no-pressure sales approach and a welcoming atmosphere. By prioritizing customer education and satisfaction, Ev Auto has carved out a niche in the competitive EV landscape. Throughout our conversation, Alex emphasizes the importance of staying true to core values. In an industry often associated with high-pressure sales tactics, Ev Auto stands apart with its emphasis on honesty, integrity, and transparency. Alex shares insights into how these values have not only built trust with customers but also fueled the dealership's long-term success. As we delve deeper into the EV market, Alex offers insider recommendations on must-try electric vehicle models. From high-performance luxury cars to budget-friendly options, Ev Auto caters to a diverse range of customers with different preferences and budgets. Alex's expertise and passion for EVs shine through as he discusses the exciting future of electric vehicles. Thanks, Alex Lawrence! If you enjoyed this episode featuring Alex Lawrence, support us by clicking the links! Listen to the full episode for insights and context from Alex Lawrence! ⭐️ 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! Connect with Michael Cirillo CLICK HERE to learn more about The Dealer Playbook! Sell Smarter, Not Harder AutoFi helps progressive dealers like you sell smarter, not harder—on your dealership website and, now, in your showroom, too. AutoFi solves the everyday problems dealers actually face: like bottlenecks at the sales desk, customer distrust, and decision overload. And their all-new showroom solution includes deal estimation, desking, lender routing, and an F&I menu – all in one powerful platform that bridges the gap between the CRM and DMS. Go to AutoFi.com/dealerplaybook to learn more. And start selling smarter, today. - - - | |||
| 28 Mar 2024 | From Clicks to Customers with Glenn Pasch | 00:22:14 | |
Glenn Pasch, an industry veteran with a penchant for data-driven insights and a logical approach to marketing, brings decades of expertise in digital marketing and dealership strategies. As the brains behind PCG Digital, Glenn has empowered countless dealerships to optimize their marketing efforts and unlock hidden sales potential. What We Discuss In This Episode: We kick off our conversation by dissecting the enigma of marketing attribution, unraveling why despite a substantial influx of website visitors, sales opportunities often remain untapped. Glenn brings a refreshing perspective, emphasizing the necessity of demystifying marketing attribution to uncover hidden sales potential and drive tangible results for dealerships. As our discussion unfolds, Glenn and I delve into the essence of customer experience, highlighting its pivotal role in shaping dealership marketing strategies. We navigate through the logic behind prioritizing customer satisfaction, stressing the importance of fostering meaningful interactions at every touchpoint. Through Glenn's insights, we unveil the power of aligning marketing efforts with customer-centric principles, ultimately revolutionizing the dealership landscape. Our conversation extends beyond theory, delving into actionable strategies for maximizing sales opportunities and driving sustainable growth. Through Glenn's expertise, we unveil practical tactics for converting website visitors into loyal customers, emphasizing the importance of personalized marketing and tailored messaging. From optimizing website experiences to leveraging data-driven insights, Glenn equips listeners with the tools to transform marketing efforts into tangible sales outcomes. In the culmination of our dialogue, Glenn underscores the significance of personalized marketing and the power of maintaining ongoing customer engagement. With a strategic focus on nurturing relationships and delivering exceptional experiences, Glenn empowers dealerships to transcend conventional marketing paradigms and unlock unparalleled success. Thanks, Glenn Pasch! If you enjoyed this episode featuring Glenn Pasch, support us by clicking the links! Listen to the full episode for insights and context from Glenn 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! Connect with Michael Cirillo CLICK HERE to learn more about The Dealer Playbook! Sell Smarter, Not Harder AutoFi helps progressive dealers like you sell smarter, not harder—on your dealership website and, now, in your showroom, too. AutoFi solves the everyday problems dealers actually face: like bottlenecks at the sales desk, customer distrust, and decision overload. And their all-new showroom solution includes deal estimation, desking, lender routing, and an F&I menu – all in one powerful platform that bridges the gap between the CRM and DMS. Go to AutoFi.com/dealerplaybook t - - - | |||
| 04 Apr 2024 | Run Into the Fire: How to Move from Management to Ownership in the Car Industry with Steve Whitlock | 00:19:46 | |
In this episode, I sit down with Steve Whitlock, the president of Innovation Financial Services, to explore the fascinating journey of automotive entrepreneurship. We dive into Steve's unique background, starting from his days as a firefighter to his eventual transition into the car business. Steve shares insights into how his diverse experiences shaped his path, showcasing the unexpected twists and turns that led him to where he is today. What We Discuss In This Episode: As we dive deeper into Steve's journey, he recounts pivotal moments that sparked his interest in the automotive industry. From selling cars part-time to venturing into finance, Steve's story is a testament to the opportunities that arise when one embraces change and takes calculated risks. His candid reflections offer valuable lessons for aspiring entrepreneurs navigating their own career paths within the automotive sector. The conversation takes an exciting turn as Steve unveils the inception of Innovation Financial Services. Drawing from his extensive experience and entrepreneurial spirit, Steve shares the vision behind the company and its mission to empower automotive professionals. We explore the innovative programs developed by Innovation Financial Services, including the groundbreaking Road to Ownership initiative. Steve elaborates on how the Road to Ownership program is revolutionizing the industry by providing a clear pathway for dealership ownership. Through strategic partnerships and tailored solutions, Innovation Financial Services is empowering talented individuals to realize their entrepreneurial dreams. Steve's passion for fostering success shines through as he discusses the impact of this program on the automotive community. Thanks, Steve Whitlock,! If you enjoyed this episode featuring Steve Whitlock, support us by clicking the links! Listen to the full episode for insights and context from Steve Whitlock! 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! Connect with Michael Cirillo CLICK HERE to learn more about The Dealer Playbook! Sell Smarter, Not Harder AutoFi helps progressive dealers like you sell smarter, not harder—on your dealership website and, now, in your showroom, too. AutoFi solves the everyday problems dealers actually face: like bottlenecks at the sales desk, customer distrust, and decision overload. And their all-new showroom solution includes deal estimation, desking, lender routing, and an F&I menu – all in one powerful platform that bridges the gap between the CRM and DMS. Go to AutoFi.com/dealerplaybook to learn more. And start selling smarter, today. - - - | |||
| 11 Apr 2024 | Leadership Lessons from a Millennial General Manager - Gabrielle Abinion | 00:27:05 | |
Gabrielle (Gabi) Abinion is the General Manager at Fox Valley Volkswagen of St. Charles. With a rich family history in the automotive business, Gabi brings a unique perspective to her role, blending tradition with innovation to drive success. Her dedication to empowering her team and fostering a culture of growth has been instrumental in the dealership's continued prosperity. Buckle up for a conversation about hard work, navigating family businesses, and forging your own path in a rapidly changing industry. What We Discuss In This Episode: Gabi isn't your typical dealership GM. The daughter of a Filipino immigrant who came to America to chase the dream, Gabi grew up around cars but knew she had to carve her own path. Despite her family's auto group, she ventured out to learn the ropes at another dealership before returning with a fresh perspective. Gabi shared her inspiring path into the automotive world, rooted deeply in her family's heritage and the profound impact of her father's journey as an immigrant. From witnessing her father's resilience and determination to carve a path in the industry to her own decision to follow in his footsteps, Gabi's narrative underscores the transformative power of passion and perseverance. A focal point of our conversation centered on the importance of cultivating a thriving workplace culture as a driver of organizational success. Gabi shared insights into her leadership philosophy, emphasizing the value of clear communication, active listening, and fostering a sense of belonging among team members. By prioritizing collaboration, mentorship, and continuous learning, Gabi has cultivated an environment where employees feel empowered to thrive and contribute their best. Furthermore, Gabi underscored the significance of community engagement and customer-centricity in building trust and loyalty among clientele. By prioritizing authentic connections and meaningful interactions, Fox Valley Volkswagen has solidified its reputation as a trusted automotive partner, dedicated to serving the needs of its community with integrity and excellence. Thanks, Gabi Abinion! If you enjoyed this episode featuring Gabi Abinion, support us by clicking the links! Listen to the full episode for insights and context from Steve Whitlock! ⭐️ 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! Connect with Michael Cirillo CLICK HERE to learn more about The Dealer Playbook! Sell Smarter, Not Harder AutoFi helps progressive dealers like you sell smarter, not harder—on your dealership website and, now, in your showroom, too. AutoFi solves the everyday problems dealers actually face: like bottlenecks at the sales desk, customer distrust, and decision overload. And their all-new showroom solution includes deal estimation, desking, lender routing, and an F&I menu – all in one powerful platform that bridges the gap between - - - | |||
| 18 Apr 2024 | Women Drive Auto Sales: Unlocking Female Customer Satisfaction with Katie Mares | 00:33:14 | |
Katie Mares is an author, speaker, and consultant who empowers businesses to design experiences that resonate with female consumers. She is a bestselling author and her book, "CustomHer Experience" is a guide for businesses to close the gender gap in sales. What We Discuss In This Episode Katie shares her personal journey from a disastrous car-buying experience to becoming a leading voice in customer experience. Her encounter with six dismal dealerships sparked a quest to understand and transform the automotive industry's approach to female consumers. Drawing from her expertise, Katie provides actionable insights for dealerships to elevate the customer experience authentically. From creating a welcoming atmosphere to understanding touchpoints, she emphasizes the significance of aligning every aspect of the journey with the needs and preferences of female consumers. In a world driven by hustle and superficiality, Katie advocates for kindness and authenticity as foundational principles for success. She highlights the enduring value of building genuine relationships based on trust and mutual respect, which ultimately fosters customer loyalty and long-term growth. Thanks, Katie Mares! If you enjoyed this episode featuring Katie Mares, support us by clicking the links! Listen to the full episode for insights and context from Katie Mares! ⭐️ 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! Connect with Michael Cirillo CLICK HERE to learn more about The Dealer Playbook! Sell Smarter, Not Harder AutoFi helps progressive dealers like you sell smarter, not harder—on your dealership website and, now, in your showroom, too. AutoFi solves the everyday problems dealers actually face: like bottlenecks at the sales desk, customer distrust, and decision overload. And their all-new showroom solution includes deal estimation, desking, lender routing, and an F&I menu – all in one powerful platform that bridges the gap between the CRM and DMS. Go to AutoFi.com/dealerplaybook to learn more. And start selling smarter, today. - - - | |||
| 25 Apr 2024 | The New Rules of Luxury Leasing: What You Need to Know in 2024 with Steven Posner | 00:25:14 | |
In this episode I sit down with Steven Posner, the CEO of Putnam Leasing Company, to dive into the intricacies of the exotic car market. Our conversation covers a wide range of topics, starting with the resilience of the exotic car market amidst volatile economic conditions. Steven shares his insights into how the demand for luxury vehicles surged unexpectedly during the recent pandemic, leading to a significant uptick in business for Putnam Leasing. What We Discuss In This Episode: As we explore the landscape of the exotic car leasing industry, Steven highlights the challenges posed by the influx of "new money" clients. These individuals, often young professionals with substantial incomes, present unique risks and opportunities for leasing companies. We discuss the importance of careful vetting and risk management strategies to ensure the financial stability of Putnam Leasing in a rapidly evolving market. One particularly intriguing trend that Steven sheds light on is the rise of YouTuber wealth. We delve into the phenomenon of young content creators with substantial incomes seeking luxury car leases, and how Putnam Leasing adapts to cater to this emerging demographic. From navigating insurance hurdles to addressing the unique needs of these clients, Steven provides valuable insights into the dynamics of this evolving segment of the market. Throughout our conversation, Steven emphasizes the importance of staying ahead of industry trends and anticipating future challenges and opportunities. From tightening insurance markets to shifting consumer preferences, he offers a seasoned perspective on the future outlook of the exotic car leasing industry. Thanks, Steven Posner! If you enjoyed this episode featuring Steven Posner, support us by clicking the links!
⭐️ 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! Connect with Michael Cirillo CLICK HERE to learn more about The Dealer Playbook! Sell Smarter, Not Harder AutoFi helps progressive dealers like you sell smarter, not harder—on your dealership website and, now, in your showroom, too. AutoFi solves the everyday problems dealers actually face: like bottlenecks at the sales desk, customer distrust, and decision overload. And their all-new showroom solution includes deal estimation, desking, lender routing, and an F&I menu – all in one powerful platform that bridges the gap between the CRM and DMS. Go to AutoFi.com/dealerplaybook to learn more. And start selling smarter, today. - - - | |||
| 02 May 2024 | Overcoming Hardships with American Ninja Warrior, Gary Weiland | 00:28:44 | |
After losing his leg in 2018, firefighter Gary Weiland did the impossible and went back to work. He didn’t stop there, and used this opportunity to be an inspiration. Since his surgery Gary has become a motivational speaker, author, American Ninja Warrior, entrepreneur, and a member of multiple USA Para teams, including the 2023 U.S. Para Bobsled Push Division National Champion. With a message applicable to anyone from school-age children to world leaders, Gary inspires with his story of perseverance, faith, and determination. His experiences and perspective are perfect examples of how to turn tragedy into opportunity. You too will feel motivated to adapt and overcome. What We Discuss In This Episode: In the episode with Gary Weiland, we delve deep into his inspiring journey of overcoming adversity. We start by discussing the pivotal moment when Gary, a firefighter, faced unexpected complications after knee surgery, leading to the eventual amputation of his leg due to the cutting off of blood flow to his foot. Gary shares the emotional and physical turmoil he experienced during this challenging time, highlighting the grieving process, feelings of anger, and the struggle to accept his new reality. Throughout the conversation, Gary reflects on the importance of mindset and choice in navigating adversity. He recounts how his children's reminder of his own teachings about finding purpose in difficult circumstances sparked a shift in his perspective. This realization propelled him to make the conscious decision not to let his situation define him but rather to use it as motivation to become the first amputee firefighter in the world. We explore Gary's journey of setting and achieving ambitious goals, from returning to firefighting within 10 months and six days of his amputation to competing on American Ninja Warrior. His story underscores the power of resilience, determination, and adaptability in overcoming seemingly insurmountable obstacles. Thanks, Gary Weiland! If you enjoyed this episode featuring Steven Posner, support us by clicking the links! Listen to the full episode for insights and context from Gary Weiland! ⭐️ 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! Connect with Michael Cirillo CLICK HERE to learn more about The Dealer Playbook! More Dealers Are Choosing To Partner 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. - - - | |||
| 09 May 2024 | Joe St. John: The $1,000 Secret That's Killing Car Deals | 00:35:13 | |
Joe St. John, a dynamic innovator in the automotive space, brings a wealth of experience to the table. With a keen eye for identifying industry challenges and a passion for crafting innovative solutions, Joe's journey from disenchantment to reimagining the digital retail landscape is nothing short of inspiring. What We Discuss In This Episode: Joe provides invaluable insights into the challenges faced by dealerships in adapting to digital retailing. Drawing from his extensive experience, Joe articulates the disconnect between the promise of digital retailing and its practical implementation, highlighting the need for solutions that streamline the car-buying process while enhancing the customer experience. Throughout the episode, Joe's passion for problem-solving shines through, as he reflects on his role in driving innovation within the automotive sector. From his grassroots approach of immersing himself in dealerships to understand their pain points firsthand, to his pivotal role in shaping AutoFi's mission to revolutionize the car-buying journey, Joe's dedication to effecting meaningful change is palpable. Ultimately, our conversation serves as a poignant reminder of the transformative power of technology when harnessed with purpose and empathy. By embracing simplicity, focusing on real-world challenges, and fostering genuine connections, Joe exemplifies how technology can be wielded as a force for positive change, both in business and in life. Thanks, Joe St. John! If you enjoyed this episode featuring Joe St. John, support us by clicking the links! Listen to the full episode for insights and context from Joe St. John! ⭐️ 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! Connect with Michael Cirillo CLICK HERE to learn more about The Dealer Playbook! Sell Smarter, Not Harder AutoFi helps progressive dealers like you sell smarter, not harder—on your dealership website and, now, in your showroom, too. AutoFi solves the everyday problems dealers actually face: like bottlenecks at the sales desk, customer distrust, and decision overload. And their all-new showroom solution includes deal estimation, desking, lender routing, and an F&I menu – all in one powerful platform that bridges the gap between the CRM and DMS. Go to AutoFi.com/dealerplaybook to learn more. And start selling smarter, today. - - - | |||
| 16 May 2024 | James Ricci: How To Build a Thriving Automotive Team | 00:29:40 | |
We're in a fascinating time for the automotive industry. Electric vehicles are on the rise, consumer expectations are evolving, and dealerships need to adapt to stay ahead of the curve. Today, I'm thrilled to be joined by James Ricci, President of Roy Foss Automotive Group, a leading dealership group consistently recognized for its innovation and customer focus. As President of Roy Foss Automotive Group, he oversees a network of dealerships known for their commitment to providing exceptional customer experiences and embracing cutting-edge technologies. What We Discuss in This Episode
This is just a taste of the insightful conversation we had with James Ricci. There are so many more nuggets of wisdom and practical advice waiting for you in the full episode. Thanks, James Ricci! If you enjoyed this episode featuring Steven Posner, support us by clicking the links! Listen to the full episode for insights and context from James Ricci! ⭐️ 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! Connect with Michael Cirillo CLICK HERE to learn more about The Dealer Playbook! More Dealers Are Choosing To Partner 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. - - - | |||
| 23 May 2024 | The Growth-Mindset Advantage: How Tustin Ulrich Leads His Dealership to Record Performance | 00:28:17 | |
Tustin Ulrich is the General Sales Manager at Roper Kia. In this episode, we discuss his inspiring journey of self-improvement, leadership, and maintaining balance in a demanding industry. Tustin’s personal journey is equally compelling—he has successfully managed a significant weight loss, focused on personal growth, and developed a mindset that prioritizes grace and intention. What We Discuss in This Episode Before we begin, I want you to self-reflect on these 3 questions...
In this episode, we discuss just that: Tustin shares his strategies for managing his responsibilities as a general sales manager, entrepreneur, investor, and dedicated family man. He emphasizes the importance of living intentionally and cultivating a forward-thinking mindset. This mindset, he explains, has been crucial in helping him manage the various aspects of his life without feeling overwhelmed. Tustin’s journey is a powerful reminder that success isn’t just about professional achievements but also about personal growth, intentional living, and leading with grace. Tune in to this insightful conversation to gain valuable perspectives that can help you navigate your own challenges with a renewed sense of purpose. Thanks, Tustin Ulrich! If you enjoyed this episode featuring Tustin Ulrich, support us by clicking the links! Listen to the full episode for insights and context from Tustin Ulrich! ⭐️ 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! Connect with Michael Cirillo CLICK HERE to learn more about The Dealer Playbook! More Dealers Are Choosing To Partner 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. - - - | |||
| 30 May 2024 | Forget the Gimmicks: How to Win Customers for Life with Hank Ebeling | 00:25:40 | |
Hank Ebeling is the Owner and Lead Coach at H4 Training. With a background in the fitness industry and a deep understanding of hospitality, Hank has honed his skills in delivering exceptional customer experiences. His expertise has helped numerous small businesses differentiate themselves through superior service, making him a sought-after consultant and author of "Crushing the Competition with Service." What We Discuss in This Episode: In this episode I sit down with Hank Ebeling to uncover the secrets of turning customer service into a formidable competitive advantage. Hank passionately discusses why exceptional customer service is the best marketing strategy a business can have. He argues that many business owners underestimate the power of outstanding service as a competitive advantage. Good customer service is not enough; it must be exceptional to create "walking billboards" for your business. Hank shares insights on how businesses can invest in their teams, hire the right people, and provide proper training to ensure that customer service becomes a true differentiator. We explore the idea that hospitality and genuine customer care are teachable skills. Hank shares his belief that many businesses become tone-deaf to customers' needs because they are too focused on their own objectives. He stresses the importance of shifting from an ego-driven mindset to one that prioritizes serving customers. This shift not only enhances customer satisfaction but also drives long-term business growth. Tune in as we discuss the critical mindset shifts needed to prioritize customer service, the tangible benefits it brings, and practical steps to implement these strategies effectively. Thanks, Hank Ebeling! If you enjoyed this episode featuring Hank Ebeling, support us by clicking the links! Listen to the full episode for insights and context from Hank Ebeling! ⭐️ 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! Connect with Michael Cirillo CLICK HERE to learn more about The Dealer Playbook! More Dealers Are Choosing To Partner 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. - - - | |||
| 06 Jun 2024 | The End of the Dealer Playbook? | 00:22:15 | |
Welcome to this special solo episode, as I celebrate ten years of unforgettable moments; I can't thank you enough for always being here with me every Thursday. Ten years ago, I took a leap of faith and launched the Dealer Playbook Podcast. From the nerve-wracking moment of hitting "publish" to the surreal experience of seeing our show hit "New and Noteworthy" on iTunes within 48 hours, it's been an incredible journey. We've hosted industry giants like Dr. Willie Jolly, Gary Vaynerchuk, and Grant Cardone, and we've been honored with global recognition, listing among the top 300 podcasts in the world. But amid the success and milestones, there came a time when I felt the initial spark fading. Producing the show started to feel routine, and I found myself getting bored. The excitement that once fueled my passion for creating meaningful content seemed to dwindle. We've all been there before right? As I reflect on this journey, I've realized how crucial it is for all of us to take a step back and reevaluate after every significant milestone. Whether you're running a podcast, managing a business, or pursuing personal goals, it's essential to pause and assess where you are and where you're headed. This period of introspection allows us to realign our efforts with our core values and passions, ensuring that we continue to grow and evolve in meaningful ways. But this brings us to a pivotal question: Is this the end of the Dealer Playbook Podcast? As we celebrate a decade of incredible moments, the uncertainty of the future looms large. The industry is evolving, and so must we. Will the Dealer Playbook continue to be a beacon of practical wisdom, or is this the final chapter? Join me in this episode as I unveil the next steps and share my vision for the future. The answers lie ahead, and I promise it's a journey worth taking. Connect with Michael Cirillo CLICK HERE to learn more about The Dealer Playbook! - - - | |||
| 13 Jun 2024 | Evan Walters: How to make $3000 per copy In Automotive Finance | 00:22:41 | |
Evan Walters is a powerhouse in the automotive finance industry. With a career that started at the age of 17, detailing cars, Evan quickly rose through the ranks, mastering sales, management, and finance. He has now contracted over 8,000 deals in less than five years, averaging $3,000 per car. As the Finance Director at 800% Elite Automotive Club, Evan brings unparalleled expertise and insight into what it takes to achieve extraordinary success in the automotive finance world. What We Discuss In This Episode Evan’s shares his journey in the automotive industry, starting from a humble beginning at 17 years old, detailing cars, and rising to become a top finance director. We delve into his incredible path to success, exploring how he managed to sell 25-30 cars a month early in his career and transitioned into finance, where he truly made his mark. One of the main themes of our discussion is the power of volume in the automotive finance industry. Evan shares how his dealership’s approach to high volume allowed him to learn and adapt at an accelerated pace. Handling 150-200 deals a month per finance manager, compared to the industry standard of 60-70, provided Evan with a unique perspective and a wealth of experience. This episode is a goldmine for anyone in the automotive finance industry looking to elevate their game. Whether you're new to the field or a seasoned professional, Evan's His insights are not only valuable but also actionable, providing a roadmap for anyone looking to elevate their performance in automotive finance. This conversation is a must-listen for those aiming to break boundaries and achieve remarkable success in their careers. Thanks, Evan Walters! If you enjoyed this episode featuring Evan Walters, support us by clicking the links! Listen to the full episode for insights and context from Evan Walters! 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! Connect with Michael Cirillo Sell Smarter, Not Harder AutoFi helps progressive dealers like you sell smarter, not harder—on your dealership website and, now, in your showroom, too. AutoFi solves the everyday problems dealers actually face: like bottlenecks at the sales desk, customer distrust, and decision overload. And their all-new showroom solution includes deal estimation, desking, lender routing, and an F&I menu – all in one powerful platform that bridges the gap between the CRM and DMS. Go to AutoFi.com/dealerplaybook to learn more. And start selling smarter, today. - - - | |||
| 20 Jun 2024 | Colby Joyner: 3 Ways to Increase Operational Efficiency Using Your CRM | 00:38:26 | |
In today's episode, I sit down with my good friend Colby Joyner, a renowned expert in the automotive industry, to discuss "Three Ways to Increase Operational Efficiency Using Your Existing CRM." With years of experience in dealer groups and a keen understanding of CRM optimization, Colby helps dealerships streamline operations and maximize efficiency. What We Discuss in This Episode:
But that's not all. Colby and I dive deep into:
Colby emphasizes the critical role a CRM plays as the foundational operating system of a dealership. He highlights the gap between merely using a CRM and actively managing it to achieve optimal results. Colby stresses the importance of viewing the CRM not just as a tool for daily operations but as a dynamic system that needs active management. "It's like receiving a vehicle that has zero accessories," he explains. "You need to tune and build it to suit your dealership's unique needs." We also dive into the reasons why many dealerships fail to utilize their CRMs effectively. Thanks, Colby Joyner! If you enjoyed this episode featuring Colby Joyner, support us by clicking the links! Listen to the full episode for insights and context from Colby Joyner! ⭐️ 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! Connect with Michael Cirillo CLICK HERE to learn more about The Dealer Playbook! More Dealers Are Choosing To Partner 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. - - - | |||
| 27 Jun 2024 | Jonathan Sewell: Top Tips for selling more cars with Youtube | 00:32:26 | |
Jonathan Sewell, affectionately known as "Jonathan Sewell Sells," has spent two decades in the car industry, transforming from a sales rookie to a YouTube sensation. His deep understanding of automotive sales and his innovative approach to digital marketing have made him a standout figure at Mitchell Mazda and beyond. With a knack for creating engaging video content, Jonathan has built a loyal following and significantly boosted his dealership's visibility. What We Discuss in This Episode: In recent years, car dealership videos have become an essential marketing tool for dealerships. These videos showcase a dealership’s inventory, highlight special offers, and promote its brand. With the rise of digital marketing, car dealerships should invest in video production to keep up with the competition. A well-produced car dealership video can capture the attention of potential customers and help establish the dealership as a trusted source of quality vehicles. Car dealer video marketing is more effective than images and texts in creating powerful content and promoting your car dealership inventory video. In this episode, Jonathan discusses the impact of video content on his career and sales performance. He highlights the significance of creating informative and engaging videos that address common customer queries. Jonathan's videos have become a valuable resource for car buyers, from explaining car features to demonstrating how to use specific functionalities. Drawing from his experience, Jonathan emphasizes the importance of SEO in video marketing. He shares how strategically titled videos and relevant content can enhance visibility and attract a larger audience. His advice on optimizing video descriptions, tags, and keywords is a goldmine for anyone looking to improve their online presence. Thanks, Jonathan Sewell! If you enjoyed this episode featuring Jonathan Sewell, support us by clicking the links! Listen to the full episode for insights and context from Jonathan Sewell ⭐️ 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! Connect with Michael Cirillo CLICK HERE to learn more about The Dealer Playbook! More Dealers Are Choosing To Partner 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. - - - | |||
| 04 Jul 2024 | Anthony Alagona: Proven Strategies That Can Help You Increase Appointment Show Rates | 00:38:28 | |
Are you ready to revolutionize your approach to Business Development Centers (BDC) and transform your dealership's operations? What We Discuss in This Episode: We dive deep into the core principles that drive BDC success. You'll discover the importance of persistence and consistency, both in personal fitness and professional endeavors. Anthony's daily fitness routines serve as a powerful metaphor for the kind of discipline required to excel in BDC operations. Learn how to create a culture of accountability, set and achieve daily, weekly, and monthly benchmarks, and enhance your customer experience through effective communication and CRM optimization. A few takeaways
Anthony’s insights are not just theoretical—they’re proven strategies that can help you increase appointment show rates and boost overall customer satisfaction. Thanks, Anthony Alagona! If you enjoyed this episode featuring Anthony Alagona, support us by clicking the links! Listen to the full episode for insights and context from Anthony Alagona ⭐️ 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! Connect with Michael Cirillo CLICK HERE to learn more about The Dealer Playbook! More Dealers Are Choosing To Partner 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. - - - | |||
| 11 Jul 2024 | We're Building a New Dealership from the Ground Up! | 00:30:05 | |
So a month and a half ago, Glenn Lundy, President of 800% Elite Automotive Club, called me. He said "Michael, I have the opportunity to build a dealership from the ground up, but I want it to be different. I want it to be a leadership training company that just so happens to sell cars." A few days later, he calls me back. He says. "It's happening, Do you want to be involved?" My immediate response? Heck yes! There I said it, we're building a dealership from scratch! For those who may not know, Glenn was the general manager of the highest-volume Chevy store in America. He grew that store's sales by 800% in just five years, selling thousands of vehicles per month in a small town. When Glenn left the dealership, he founded the 800% Elite Automotive Club, teaching others how to achieve similar success. This episode is packed with insights on how we're transforming the dealership model. We're rethinking everything about how a dealership operates. We’re embracing the mess, finding innovative solutions, and redefining what a dealership can and should be. This episode will give you a sneak peek into our thought process, challenges, and the exciting journey ahead. If you’re in the automotive industry or just love a good underdog story, this is a must-listen. Thanks, For tuning in! If you enjoyed this episode, support us by clicking the links! Connect with Michael Cirillo ⭐️ 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! CLICK HERE to learn more about The Dealer Playbook! Sell Smarter, Not Harder AutoFi helps progressive dealers like you sell smarter, not harder—on your dealership website and, now, in your showroom, too. AutoFi solves the everyday problems dealers actually face: like bottlenecks at the sales desk, customer distrust, and decision overload. And their all-new showroom solution includes deal estimation, desking, lender routing, and an F&I menu – all in one powerful platform that bridges the gap between the CRM and DMS. Go to AutoFi.com/dealerplaybook to learn more. And start selling smarter, today. - - - | |||
| 18 Jul 2024 | Glenn Lundy’s Blueprint for Dealership Success | 00:41:37 | |
Hey gang, welcome to this episode! Today, we’re not just in any studio – we’re recording right from inside the new 800% Elite Auto dealership with none other than Glenn Lundy himself. We also discuss why the podcast studio was the first priority in the dealership, while also discussing the key habits that help him recognize and seize opportunities, the importance of a morning routine, acting with urgency, and assessing opportunities quickly. If you enjoyed this episode featuring Glenn Lundy, support us by clicking the links! Listen to the full episode for insights and context from Glenn Lundy ⭐️ 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! Connect with Michael Cirillo CLICK HERE to learn more about The Dealer Playbook! More Dealers Are Choosing To Partner 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. - - - | |||
| 25 Jul 2024 | Ryan Stewman: How to Negotiate and Close a Car Deal | 00:41:40 | |
Ryan Stewman (a.k.a Hardcore Closer) has never had a salaried job in his life. He has a real 'eat-what-you-hunt' mentality which fosters his consistent entrepreneurial approach to sales. Ryan doesn’t pull any punches when it comes to the stereotypes that plague our industry. He talks about how to rise above the negative perceptions and build genuine trust with your customers. His approach is all about honesty and transparency—being real with people so they can be real with you. One of the standout moments in our chat is when Ryan breaks down the art of persistence. He shares some killer examples of how sticking to your guns can turn a no into a yes. This is about mastering those tough conversations and never shying away from asking for the business. Play the game Not only is it vital to know the game you're playing, but you need to be willing to play it. It's crazy how many car pros complain about the negotiation process when working a car deal, but that's just part of the game. If you take the time needed to know how to navigate the game, your chances of winning increase exponentially. If you enjoyed this episode featuring Ryan Stewman, support us by clicking the links! Listen to the full episode for insights and context from Ryan Stewman ⭐️ 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! Connect with Michael Cirillo CLICK HERE to learn more about The Dealer Playbook! More Dealers Are Choosing To Partner 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. - - - | |||
| 01 Aug 2024 | Greg Gifford: Why Your SEO Strategy is Failing | 00:38:51 | |
There’s a good reason that many companies have SEO experts on their teams and spend resources and money on using the tactic in marketing activities. Well, in this episode Greg Gifford is here to help us understand why that is and why we should too. Greg Gifford is not just a name in the SEO world; he’s a force to be reckoned with. As the COO of Search Lab Digital, Greg has shared his expertise globally, helping businesses enhance their online presence. Known for his engaging and practical approach to local SEO, Greg is the go-to guy for anyone serious about mastering the art of search engine optimization. What We Discuss In This Episode: In this episode, Greg Gifford and I dive into the ever-changing world of SEO. We kick things off by talking about the evolution of SEO and how it's been as unpredictable as the Marvel Universe, emphasizing the importance of staying agile and innovative to keep up with Google's algorithm updates. While there's a lot of buzz about AI's impact on SEO. Greg demystifies these claims, explaining why AI tools are not the ultimate game-changers some believe them to be. "AI isn't the magic bullet for SEO. It's a tool that needs careful handling and human oversight to ensure quality." Content is king, but context is the emperor. Greg stresses the necessity of creating valuable, relevant content that answers your customers' questions. "Anticipating customer questions and providing those answers is crucial," he says. We explore beyond keyword stuffing to a more holistic approach, aiming to help your business stand out and foster deeper engagement with your audience. Thanks, Greg Gifford! If you enjoyed this episode featuring Greg Gifford, support us by clicking the links! Listen to the full episode for insights and context from Greg Gifford! ⭐️ 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! Connect with Michael Cirillo CLICK HERE to learn more about The Dealer Playbook! Sell Smarter, Not Harder AutoFi helps progressive dealers like you sell smarter, not harder—on your dealership website and, now, in your showroom, too. AutoFi solves the everyday problems dealers actually face: like bottlenecks at the sales desk, customer distrust, and decision overload. And their all-new showroom solution includes deal estimation, desking, lender routing, and an F&I menu – all in one powerful platform that bridges the gap between the CRM and DMS. Go to AutoFi.com/dealerplaybook to learn more. And start selling smarter, today. - - - | |||
| 08 Aug 2024 | Top Tip For Getting More Attention Than Your Competitors | 00:21:37 | |
Hey there, DPB gang! Welcome to episode 2 of MCEEEE on the MIC! Today, I’m peeling back the curtain on a tool that’s been right under our noses, totally free, and shockingly underutilized—Google Business Profile. If you’ve been with me for a while, you know I'm all about cutting through the noise to bring you tactics that are not just buzzworthy, but actually deliver. And let me tell you, today’s episode is a real treasure trove. We’re diving deep into how to harness the full potential of Google Business Profile to skyrocket your local marketing—without spending a single dime. “Being half Italian, half Portuguese, there’s an inner battle happening all the time. The Italian in me wants the best money can buy; the Portuguese in me wants it for free.” Join me as I break down why this isn't just another tech tip but a major game changer for boosting your local visibility. I’ll be sharing some personal stories about how simple strategies turned into big wins and why I think you’re going to love experimenting with these tactics just as much as I have. What you’ll learn:
And hey, because I value our time together, I promise to keep it snappy, practical, and as always, full of the energy you’ve come to expect. Grab your coffee, and let’s make some magic happen. Thanks, For tuning in! If you enjoyed this episode, support us by clicking the links! Connect with Michael Cirillo ⭐️ 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! CLICK HERE to learn more about The Dealer Playbook! More Dealers Are Choosing To Partner 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. - - - | |||
| 15 Aug 2024 | Ep. 624 - Your Dealership’s Success Desperately Depends On Business DNA, With Tim Hayden | 00:29:35 | |
This week's episode is one of those conversations that gets you thinking on a deeper level about your business and where it’s headed. I had the pleasure of sitting down with my good friend Tim Hayden, the CEO of Braintrust Partners, and let me tell you, this is one you don’t want to miss. You know how we always talk about growth and pushing the boundaries? Well, Tim takes that to a whole new level by diving into what he calls your business’s DNA. We’re not talking about generic best practices here—this is about understanding the unique factors that make your dealership tick. Think of it like getting under the hood of your business and fine-tuning it for maximum performance. Tim’s got some serious chops in the world of data and AI, and he’s all about using that to help businesses like yours transform and thrive. We dig into the nuts and bolts of how to leverage your data, not just to survive, but to absolutely crush it in today’s market. And trust me, if you’ve ever felt that initial sticker shock when thinking about investing in new technology, Tim’s got some solid advice on how to get past that and see the bigger picture. - - - More Dealers Are Choosing To Partner 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. - - - | |||
| 22 Aug 2024 | Ep. 625 - Every Car Dealer Needs This One Marketing Strategy, With Charles Cannon | 00:34:39 | |
In this episode my guest is Charles Cannon, General Manager of BMW of West Houston, to unpack the strategies that have kept him at the top of his game for over a decade. Charles shares his journey from seeing car sales as just a job to embracing it as a lifelong career, offering insights that are as relevant today as ever. We also discuss how to overcome the fear of video marketing, the importance of treating customers like guests, and how to navigate the current economic challenges with integrity and professionalism. Key Takeaways:
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| 29 Aug 2024 | Ep. 626 - How To Sell More EV's In 2024, With Moose Pohyar | 00:32:21 | |
In this episode my guest is Moose Pohyar, the General Manager at Lithia Hyundai of Fresno, who’s been making serious waves in the EV space. What I love about this conversation is how Moose doesn’t shy away from the real challenges dealers face today, especially when it comes to selling EVs in rural markets. We’re talking about a guy who’s increased his EV sales by 300% in just over a year—no small feat, especially when you consider the skepticism that still exists around electric vehicles. Moose also shares his thoughts on the future of the automotive industry, and let’s just say, if you’re wondering what the next big thing in car sales is, this episode is for you. Plus, we get into some real talk about what it takes to stay ahead in this business, especially when the landscape is changing faster than ever. - - - | |||
| 05 Sep 2024 | Ep. 627 - Promote Your Dealership Employees From Within, With Sam D’Arc. | 00:34:32 | |
In this episode, my guest is the COO of Ziegler Auto Group, Sam D’Arc, and trust me when I say this is not your typical conversation about selling cars. In fact, we’re not talking about selling cars at all. Sam and I dive deep into what really makes a dealership thrive—and spoiler alert—it’s not just about inventory or car payments. But here’s the deal: Sam and I go beyond the sales floor and get into what really makes an auto group thrive. We’re talking culture, passion, and what it means to create a lifelong love affair with your people. Imagine walking into a dealership where the focus is on celebrating employees living their best lives, not just pushing numbers. We dig into how Ziegler is making that happen across 41 rooftops and what it means to foster an environment where people can grow, evolve, and find their calling—whether it’s turning a wrench or syncing someone’s Bluetooth. But more than that, this episode is about breaking the mold—how treating your employees right leads to treating your customers right, and why chasing a journey with no end might just be the key to lasting success. You’ll walk away from this one inspired, with a fresh perspective on leadership, culture, and the power of doing business differently. Plus, I threw in a couple of listener questions, including one about Sam’s favorite failure that will hit home for anyone who's ever faced a setback. - - - Sell Smarter, Not Harder AutoFi helps progressive dealers like you sell smarter, not harder—on your dealership website and, now, in your showroom, too. AutoFi solves the everyday problems dealers actually face: like bottlenecks at the sales desk, customer distrust, and decision overload. And their all-new showroom solution includes deal estimation, desking, lender routing, and an F&I menu – all in one powerful platform that bridges the gap between the CRM and DMS. Go to AutoFi.com/dealerplaybook to learn more. And start selling smarter, today. - - - | |||
| 12 Sep 2024 | Ep. 628 - How Car Dealers Create Unreasonable Hospitality, With Michael L. Wood | 00:28:43 | |
In this episode my guest is, Michael L. Wood, General Manager at Checkered Flag Jaguar Land Rover VW, to unpack something that I think everybody in business should be paying attention to: unreasonable hospitality. What does that even mean, right? Well, think about it this way: How often do you leave a place (whether it’s a restaurant, a store, or even a dealership) feeling like they actually cared about you, like they went beyond the sale to make your experience truly unforgettable? Probably not often enough. But Michael’s figured it out, and let me tell you, it’s changing the game in the auto industry. In this episode, Michael shares how he’s using small, thoughtful actions to create a lasting impression on his customers—and how it’s leading to loyalty and referrals like you wouldn’t believe. We talk about everything from using social media to better understand clients before they even walk through the door, to the importance of leadership that empowers your team to think for themselves. - - - Get Your Vehicles Moving Faster Plus it’s simple, transparent, and totally free to list. Want faster, smarter shipping? Head over to Autohaulerexchange.com to learn more and get your vehicles moving. - - - | |||
| 19 Sep 2024 | The Secret Car Sales Strategy Your Competitors Don't Know About | 00:22:40 | |
Hey gang, welcome to another episode of MC on the MIC—and trust me, this one’s gonna blow the lid off your sales and service game. We’re diving into a strategy that’s so simple, you’re going to wonder why you haven’t been doing it all along. No fluff, just straight talk. Look, we’ve all been there. Overcomplicating things, chasing the next shiny object, wondering how much more we need to throw at ads just to stay in the game. But here’s the truth: the competitive advantage you’ve been looking for is already in your backyard. Literally. In this episode, I’m breaking down how you can leverage something as simple as Facebook groups (yes, Facebook) to build real, meaningful connections with people in your community—without ever coming across like that pushy salesperson. And guess what? Your competitors aren’t doing this, which makes it all the more powerful. It’s hand-to-hand combat, human-to-human interaction, and I’m walking you through every step. By the end of this, you’ll see how this ridiculously easy strategy can position you as the go-to person in your market. - - - - - - | |||
| 26 Sep 2024 | Ep. 629 - How to Sell More Cars Without the Pressure, With Vinnie Moya | 00:31:57 | |
You know those stories that start with, "I never thought in a million years I'd end up here?" That’s exactly how my conversation with Vinnie Moya kicks off, or as the world knows him—Vinnie the Car Guru. Now, let me tell you, this guy's story is wild. We’re talking about a guy who went from trucking to top-performing automotive sales pro in a matter of years, and he’s dropping knowledge bombs left, right, and center. Vinnie’s got this knack for spotting opportunity where others see roadblocks, and honestly, his journey is packed with lessons for anyone looking to build a personal brand that stands out in today’s automotive landscape. We get real about everything from creating a no-pressure sales environment to the power of embracing new trends (spoiler: he’s a big believer in EVs). If you've ever wondered how to genuinely connect with customers, turn social media into a powerhouse for sales, or leverage your strengths to carve out your unique space in a crowded industry, this episode is your guidebook. But what really stood out to me—and I think you’ll appreciate this—is how Vinnie talks about creating a no-pressure environment for his clients. In an industry that’s often stereotyped as pushy, his approach is a breath of fresh air. His approach to sales isn’t about pressure—it’s about providing an experience that makes people feel good about their decisions. And trust me, there are gems in this episode that you’ll be able to apply the next time you’re on the lot or connecting with a customer. FlexDealer Need Better Quality Leads? FLX helps car dealers generate better quality leads through localized organic search and highly-targeted ads that convert. They also help integrate marketing with internal operations for optimal results, and unparalleled growth. - - - | |||
| 03 Oct 2024 | Ep. 630 - The Truth About Vehicle Logistics, With Royce Neubauer | 00:22:00 | |
In this episode, I’m discussing a topic that’s rarely on the surface of our minds but impacts every single part of the car business—vehicle logistics. I had the chance to sit down with Royce Neubauer, the brilliant founder of Auto Hauler Exchange, to uncover some real truths about how the logistics world operates (or, in many cases, doesn’t). "The problem in vehicle logistics is the broker—we're the ones blocking collaboration." We’re talking about the Amazon effect, how dealers can expand beyond state lines with ease, and why now—more than ever—the car business needs to rethink how we ship vehicles. You’ll hear how Royce’s platform is helping dealers save 15-20% on logistics costs while allowing carriers to fill up their trucks and boost their revenue. This episode is packed with insights you won’t hear anywhere else. If you’ve ever waited weeks for a car to be delivered or felt frustrated by the inefficiencies of moving vehicles around the country, this conversation is going to open your eyes. "We need to eliminate ourselves from the equation so that dealers and carriers can collaborate directly. That’s the only way forward." The best part? Royce is building a system that doesn’t just fix today’s problems—it’s preparing dealers and carriers for the future of logistics. Think of this as a behind-the-scenes look at how the vehicles we buy and sell actually get to their destination. If you want to know how you can save big, move faster, and work smarter, this is the episode for you. Get Your Vehicles Moving Faster Plus it’s simple, transparent, and totally free to list. Want faster, smarter shipping? Head over to Autohaulerexchange.com to learn more and get your vehicles moving. - - - | |||
| 10 Oct 2024 | Ep. 631 - How to Turn Your F&I Department Into a Profit Powerhouse, With Dave Perriton | 00:28:09 | |
In this episode, my guest is Dave Perriton, Regional Vice President at RoadVantage, to dive deep into one of the most misunderstood parts of the car-buying experience—F&I (Finance & Insurance). Now, I know, the moment customers hit the finance office, things can get a little... disconnected. But what if I told you there’s a way to turn that final step into the most seamless, trust-building moment of the entire process? Here’s what you’ll learn:
This isn’t just theory—these are real, actionable strategies that can make your F&I office the most powerful tool in your dealership’s arsenal. And trust me, you won’t find this stuff in textbooks. So if you’re looking to level up your dealership’s F&I game and turn your finance department into a customer magnet, this one’s for you. Buckle up, because we’re not just talking business—we’re talking about transforming the way you connect with your customers. FlexDealer Need Better Quality Leads? FLX helps car dealers generate better quality leads through localized organic search and highly-targeted ads that convert. They also help integrate marketing with internal operations for optimal results, and unparalleled growth. - - - | |||
| 17 Oct 2024 | Ep. 632 - How to Cultivate a High-Performing Dealership Team, With Ryan Rohrman | 00:42:50 | |
What does it truly mean to build a legacy, and how do you balance that legacy with modern-day leadership challenges? Can tradition and innovation coexist in a way that fuels success? In this episode of The Dealer Playbook, I sit down with Ryan Rohrman, CEO of Rohrman Automotive Group, a third generation leader to unpack the strategies behind leading one of the most successful family-owned automotive groups in the country. What We Discuss in This Episode: Here’s the thing: Ryan didn’t just inherit his leadership role—he earned it by working his way up from the ground floor. Now, he’s running a 177,000 square-foot Honda store that’s breaking records. In our conversation, we dive into what it really takes to combine the power of legacy with a modern approach to leadership, hiring, and team culture. Curious about how to create a team that’s not only loyal but also highly motivated to grow your business? Ryan shares insights that will completely shift the way you think about your people and how to unlock their potential. You’ll learn how Ryan transitioned from being hands-on in every aspect of the business to empowering 1,500 employees to operate at their best. And trust me, it’s not about micromanaging—it’s about leading by example, with purpose and authenticity. Oh, and you’ll hear the incredible story of how Ryan finished a project his grandfather started—a massive Honda dealership that’s now the largest in the world. It's a lesson in vision, perseverance, and how to honor the past while building the future. Sell Smarter, Not Harder AutoFi helps progressive dealers like you sell smarter, not harder—on your dealership website and, now, in your showroom, too. AutoFi solves the everyday problems dealers actually face: like bottlenecks at the sales desk, customer distrust, and decision overload. And their all-new showroom solution includes deal estimation, desking, lender routing, and an F&I menu – all in one powerful platform that bridges the gap between the CRM and DMS. Go to AutoFi.com/dealerplaybook to learn more. And start selling smarter, today. - - - | |||
| 24 Oct 2024 | Ep. 633 - Complacency is Killing Dealerships, With Todd Caputo | 00:33:47 | |
In this episode my guest is Todd Caputo—President of Todd Caputo Consulting and a guy who’s been in the trenches of this industry for decades. We dive deep into the state of the wholesale and retail markets, touching on everything from global politics to the looming used car shortage (spoiler alert: it’s coming, and you’ll want to be ready). Todd shares his no-nonsense take on what’s affecting our industry right now—like skyrocketing gas prices, the impact of natural disasters, and the financial squeeze on consumers. But this episode isn’t just about market analysis. We also get real about something that doesn’t get talked about enough: complacency. Todd breaks down how post-COVID, many dealerships have fallen back into lazy habits—and how that’s costing them big time. We talk about the importance of emotional intelligence, hustle, and why listening to your customers might just be your secret weapon in an AI-driven world. Here’s the thing, folks—if you’re not thinking about where your business is vulnerable, you’re already behind. Todd drops some serious knowledge bombs on how to run a lean, mean operation and why leadership starts with holding yourself accountable before you can lead anyone else. You won’t want to miss Todd’s perspective on where the industry is headed and how to stay one step ahead. This is an episode full of wisdom, humor, and some hard-hitting truths that will leave you thinking long after it’s over. More Dealers Are Choosing To Partner with FlexDealer They help car dealers get better quality leads through localized organic search and highly-targeted ads that convert. - - - | |||
| 31 Oct 2024 | When A.I. Gets Scary Good | 00:23:20 | |
Hey, DPB gang – buckle up for a spooky one because this episode is about to blow your mind. Ever felt like tech was moving so fast it was downright freaky? Well, I just stumbled onto something that left me feeling like my grandpa the first time he saw a cell phone. I’m talking about Google’s Notebook LM, an AI tool that’s honestly one step away from holding full-blown conversations like your favorite talk show hosts. Yeah, I threw my Don't Wait, Dominate book into this thing and hit play...and what came out? Pure gold. It was like listening to two people banter back and forth about my own words with humor, depth, and all the personality in the world. In this episode, I’m pulling back the curtain on AI and its jaw-dropping capabilities for dealerships, marketers, and pretty much anyone ready to dominate in a digital world. Imagine a tool that doesn’t just spit back information but can generate full-on conversations based on the sources you give it. It’s spooky cool—especially if you’re an early tech adopter like me. But here’s the real kicker: the more we dig into AI, the more we see how critical it is to stay human in our approach. Think of it this way: while AI might be the powerful tool we need to cut through today’s noise, it’s still you that customers want to trust. So, if you’re worried about where this all leaves us as humans in the car biz, don’t be. There’s a way forward that lets us own the tech without losing the soul. Hit play for my deep dive into Notebook LM, wild stories about customer connection, and a few secrets on how to start creating lasting value in today’s world—using tech that’s anything but boring. Happy (AI) Halloween, my friends! If you enjoyed this episode, support us by clicking the links! Connect with Michael Cirillo ⭐️ 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! CLICK HERE to learn more about The Dealer Playbook! More Dealers Are Choosing To Partner 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. - - - | |||
| 07 Nov 2024 | Ep. 634 - Fixed Ops Is The Key to Higher Dealership Profits With Ed Pizzigati | 00:31:21 | |
This week, I sit down with Ed Pizzigati, Parts and Service Director at Johnson Automotive Group, to unpack why fixed ops often takes a backseat to sales—and why that could be costing dealerships big time. Ed reveals the hidden potential of fixed ops, from boosting profits to increasing customer retention. We explore:
If you’re ready to make fixed ops your dealership’s secret weapon, this episode is a must-listen! - - - | |||
| 14 Nov 2024 | Ep. 635 - Turn Setbacks into Success With Adam Marburger | 00:32:57 | |
Have you ever looked in the mirror and thought, “Am I the problem?” Or perhaps you've felt that inner urge to redefine what success means for you, but didn’t know where to start. In this episode of The Dealer Playbook, I sit down with Adam Marburger—CEO at Ascent Dealer Services-Co founder at Dental Protection Group-Best Selling Author-Brazilian Jiu Jitsu Black Belt. He’s here to talk about something we all face but rarely admit: sometimes, we’re our own worst enemy. Adam’s journey from self-destruction to success is nothing short of a playbook for breaking through your own barriers. In this episode, Adam pulls back the curtain on what it took for him to stare in the mirror and say, “You’re the effing problem.” And trust me, it’s not the kind of conversation that ends there. This is about taking radical ownership, redefining success, and letting go of the toxic voices in our lives. This one’s raw, unfiltered, and straight from the heart. If you’re feeling stuck or just need a reminder that setbacks don’t define you, this is your episode. Sell Smarter, Not Harder AutoFi helps progressive dealers like you sell smarter, not harder—on your dealership website and, now, in your showroom, too. AutoFi solves the everyday problems dealers actually face: like bottlenecks at the sales desk, customer distrust, and decision overload. And their all-new showroom solution includes deal estimation, desking, lender routing, and an F&I menu – all in one powerful platform that bridges the gap between the CRM and DMS. Go to AutoFi.com/dealerplaybook to learn more. And start selling smarter, today. - - - | |||
| 21 Nov 2024 | Ep. 636 - Dealership Growth Hacks: Beyond ‘Sell More Cars’ With Louie Herron | 00:43:05 | |
What does it really take to turn a struggling dealership into a thriving success? Is it strategy? Leadership? Or something deeper, like belief systems? In this episode, Louie Herron, a seasoned dealership operator and trainer, breaks down the Success Wheel—a leadership framework that shifts mindsets, inspires teams, and creates measurable growth. Louie shares transformative insights into building sustainable success while addressing the industry's toughest challenges. Louie isn’t just a dealership veteran; he’s a transformational leader who has turned struggling stores into thriving operations. He’s walked the walk—from owning and operating dealerships to consulting leaders on how to drive real, sustainable results. “If your team doesn’t believe in the vision, no amount of process or strategy is going to save you.” – Louie Herron
Get Your Vehicles Moving Faster Plus it’s simple, transparent, and totally free to list. Want faster, smarter shipping? Head over to Autohaulerexchange.com to learn more and get your vehicles moving. - - - | |||
| 28 Nov 2024 | What Gratitude Taught Me About Life, Business, and Big Wins | 00:17:58 | |
Hey hey, what’s up, DPB Gang? It’s Thanksgiving Day, and I’ve got a little something special for you. First of all, happy Thanksgiving! Can you believe we’ve been on this Dealer Playbook ride together for almost 11 years now? Eleven years! That’s wild. And I just wanna say—I’m so grateful for you. Whether you’ve been here since episode one or you’re jumping in today, you mean the world to me. Now, let me tell you why you this episode is special to me. This isn’t your typical “here’s what I’m thankful for” chat. Nope. Today, I’m unpacking something that’s become a game-changer for me: gratitude. But wait—don’t roll your eyes yet, okay? I’m not talking about fluffy, feel-good platitudes. I’m talking about how practicing gratitude every day has made me more efficient, more focused, and way more clear on what actually matters. So grab a coffee, a turkey leg, or whatever you’re doing today, and let’s hang out for a bit. If you enjoyed this episode, support us by clicking the links! Connect with Michael Cirillo ⭐️ 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! CLICK HERE to learn more about The Dealer Playbook! More Dealers Are Choosing To Partner 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. - - - | |||