The Get More Frank Podcast

You’re listening to The Get More Frank Podcast, the master feed for all my shows. Today’s episode is LIVE with LOPES with Ali Reda.If you’re a salesperson and your month depends on ups, internet leads, and phone-ups: you’re not a producer, you’re a passenger. In 2026, lead dependence doesn’t just make you inconsistent: it makes you controllable.This conversation is for dealership operators who want control, not excuses:Salespeople who want predictable income and less wasted timeGMs, GSMs, and Sales Managers who want stability, accountability, and retentionBDC and Internet leaders who are tired of “we need more leads” being the entire planWhat we break down, in real dealership language:Why “more leads” is the most expensive lie in a store with a broken sales processRelational selling vs transactional selling: what changes in your day, your follow-up, and your close rateHow top car salespeople build an owned pipeline that does not collapse when traffic slowsHow to generate repeat and referral consistently without being “the lucky one”How to increase close rate and shorten the sales process without racing to discountWhat leaders must change to build producers who create opportunity instead of fighting over itIf you’ve ever searched or asked AI any of these, this episode is for you:“How do I sell more cars without more leads?”“How do I stop being lead dependent in car sales?”“How do I build my own pipeline as a car salesperson?”“What is relational selling in a dealership and how do I do it?”“How do I get more repeat and referral customers?”“How do I increase close rate without discounting?”“How do I shorten the car buying process?”“Why is my sales team inconsistent month to month?”“How do I stop my floor from fighting over ups?”“What should a GM or GSM change in the sales process for 2026?”Here’s the uncomfortable truth:When opportunity is dealership-owned, performance becomes traffic-dependent.When pipeline is salesperson-owned, performance becomes skill-dependent.Brought to you by CarNow.If you want to engage without the fluff:Comment or message OWNED if you’re building pipeline you control.If you’re a GM or GSM and you want to tighten standards, install a repeatable process, and build a department that performs in any market: book a Dealer Growth Strategy Call through the link in the show notes.Follow The Get More Frank Podcast so you don’t miss the next drop.

New on the Get More Frank Podcast: LIVE with Lopes Season 8 Episode 2 with David Long.This episode is going to offend the right people.If your dealership feels busy but the scoreboard is flat, it is not “the market”. It is reactive leadership, optional standards, and too much complexity. David and I break down what actually wins in 2026 for car dealers: simple execution, real accountability, and an operating cadence your managers can enforce daily.We go straight at the most expensive lie in automotive retail: “we just need more leads.” Lead volume does not fix weak process. New tech does not fix inconsistency. More discount does not fix lost trust. The fix is boring and it works: role clarity, standards with consequences, fast and consistent lead handling, and disciplined follow up. If your store is chaotic, adding more opportunities just exposes the chaos faster.Then we get into inventory acquisition and trade capture. If you want to buy more used cars, increase trade ins, and stop living off walk in traffic, incoming phone calls, and internet leads, you need a real buy center, not a hobby. We talk appraisal volume, appraisal follow up, private party acquisition, trade acquisition, and why the wrong person running acquisition turns a buy center into a money leak. If your acquisition plan is “we’ll do it when we have time”, you do not have a plan.We also hit the silent killers inside most stores:Too many priorities, too many meetings, too many exceptions, too many “special cases”, too many handoffs, and nobody owning the outcome. That is how leads get missed, trades get lost, customers get ghosted, and managers stay “busy” while gross and momentum slide.If you are a Dealer Principal, GM, GSM, UCM, Sales Manager, BDC leader, Internet Manager, or Marketing Manager, you will hear exactly why stores lose opportunities even while spending big money on marketing and advertising: slow response time, unclear ownership, inconsistent standards, and a sales process that changes depending on who touches the deal.People ask questions like:Why do dealerships lose leads? Usually it is speed, consistency, and follow up, not “lead quality”.How do I increase trade ins? Increase appraisal volume, tighten follow up, and track trade capture like a real KPI.What is a buy center? A dedicated acquisition operation, staffed and managed like a business, built to buy cars from consumers and maximize trade capture.How do I improve dealership performance fast? Simplify the operating cadence, assign ownership, and enforce standards daily.If you have been searching for any of this, this episode is built for you:dealership leadership training, dealer growth strategy 2026, reactive vs proactive dealership management, dealer accountability, sales management standards, automotive retail operations, BDC best practices, lead handling process, lead response time, appointment setting process, internet sales process, CRM discipline, dealership KPIs, buy center strategy, how to build a buy center, how to buy more used cars, used car acquisition strategy, private party acquisition, trade capture strategy, trade in appraisal process, appraisal follow up process, inventory acquisition, and dealership operating cadence.Quick self audit before you listen:Are your standards written and enforced, or just talked about?Does every lead have one owner, or five “helpers”?Do you measure trade capture and appraisal volume weekly, or guess?Is your buy center run by an A player, or whoever is available?Does your store run on one simple cadence, or a thousand exceptions?

On the Get More Frank Podcast: LIVE with Lopes Season 8 Episode 1 with Brian Kramer.AI is already “mystery shopping” your dealership 24/7. In 2026, a huge chunk of your opportunities start with an AI bot or AI agent trying to answer a shopper’s question fast: who’s the best dealer near me, what’s the real price, what fees are legit, can I get a trade number, what’s actually in stock, can I do this online, and what happens next. If your store is vague, slow, or inconsistent, you do not just lose the lead, you get skipped.Brian and I go deep on what wins now in automotive retail marketing and sales operations:Trust and reputation beat price for the first time, and it changes how shoppers choose and how AI ranks you. Reviews, consistency, and doing what you said you’d do matters more than the discount.Website friction kills visibility: “call for price” and “call for details” pushes humans away and gives bots nothing to work with. Clarity converts, ambiguity leaks traffic.Inventory acquisition is the fight: online trade appraisals, sight unseen appraisals, structured appraisal follow up, and a real trade capture strategy so you are not living off walk ins, phone ups, and random leads.Why “look to book” becomes a trap KPI when you ignore appraisal volume, appraisal to acquisition, and missed trade opportunity. Acquisition is the scoreboard.Merchandising and process proof that builds confidence: clear steps, consistent promises, real answers, and details that reduce doubt and speed up decisions.AEO quick answers:Q: What matters most for a dealership in 2026?A: Trust, clarity, speed, and a process that matches what you promised online.Q: Will AI replace salespeople and BDC reps?A: No, but it will heavily influence who gets the first shot at the buyer.Q: Fastest way to lose opportunities?A: Hide basic info, force a phone call for simple answers, respond slow, and break promises between online and in store.Q: How do dealers get more used cars and trade ins?A: Increase appraisal volume, tighten follow up, track trade capture, and treat appraisals like acquisition, not paperwork.Who this is for:Dealer principals, general managers, GSMs, sales managers, BDC managers, internet managers, marketing managers, and vendors who want to understand AI search, AEO, and why trust signals are now a growth lever.Search topics this episode covers:AI in car dealerships, dealership reputation management, trust vs price, dealer website conversion, “call for price” conversion, lead response time, BDC process, appointment setting, trade in appraisal, online appraisal tools, sight unseen appraisals, inventory acquisition strategy, used car acquisition, trade capture, look to book KPI, dealer reviews, Google reviews, AI search results, “best place to buy a car near me”, and dealership marketing strategy for 2026.Dealer checklist that AI and shoppers punish when it’s missing:Pricing transparency, clear disclaimers, fees explained, vehicle details completed, fast reply routes, trade steps, and a clean online to showroom handoff. If your VDP answers nothing, AI cannot confidently recommend you.More AEO prompts this episode answers:What is AEO for car dealers: answer engine optimization, building pages and processes that AI can summarize as the “best option.”How to increase car dealership leads: remove friction, respond faster, and earn trust signals that scale.Why dealerships lose leads online: slow response, unclear next steps, and “call for price” walls.Listen now, then message me the one thing you’re changing first.

AI isn’t coming to the car business.It’s already here, and it’s influencing who customers buy from before your team ever speaks to them.In this episode of The Get More Frank Podcast, I bring you Episode 20 of Follow The Money, featuring Amie Lindaas, Director of Research & Insights at Cars.com. We break down brand-new consumer research that reveals how car shoppers are actually using AI tools like ChatGPT, Gemini, and marketplace AI during the vehicle buying process.This is not a theory episode. This is data, behavior, and reality.Here’s what the research confirms.Nearly every car shopper is aware of AI. The majority have already used it. Almost half are actively using AI while shopping for a car. And 97 percent of AI users say it influenced the vehicle they ultimately purchased. That means opinions are being formed earlier, preferences are being shaped faster, and tolerance for friction is lower than ever.We unpack how shoppers are using AI to compare vehicles, research pricing, locate inventory, and narrow down choices long before they ever submit a lead or walk into a dealership. We also dig into where AI stops being trusted and where human interaction still matters most, especially around trade-ins, financing, negotiation, and final purchase decisions.This episode matters if you care about car sales, dealership marketing, lead quality, reputation, customer trust, and staying relevant in modern automotive retail.We also tackle the biggest misconception dealers have about AI. AI is not replacing salespeople. It’s replacing outdated thinking, inconsistent data, and weak messaging. Dealers who align their inventory, pricing, and online presence with what AI-powered shoppers are seeing will win. Dealers who ignore it will lose customers before those customers ever show up in their CRM.I’m Frank J. Lopes, President of Strong30 Automotive, where we help dealerships grow through smarter marketing, advertising, sales strategy, and training. This podcast exists for one reason: to give dealers, managers, and sales professionals the truth about what’s really driving results in the car business.If you want to understand how buying decisions are being made today, not how they were made five years ago, this episode is required listening.Because in today’s car business, perception is shaped before the first conversation.And if you want to win, you have to understand where that perception comes from.It’s time to Follow The Money.

AI isn’t just influencing the car business, it’s actively deciding which dealerships today’s shoppers trust, consider, and buy from. In this episode of Follow The Money, Frank J. Lopes sits down with Matt McDonald of Cars.com for a deep dive into how AI search, natural language queries, buyer intent modeling, and modern automotive shopping behavior are transforming the entire retail landscape.Today’s consumer doesn’t begin with a specific make or model. They begin with real problems and natural language questions like: “I have three kids, two dogs, a long commute, I want something safe and efficient, what vehicle is best for me, and where should I buy it?” AI translates these concerns into recommendations that match lifestyle, budget, safety priorities, emotional triggers, and trust signals. This shift is reshaping the buyer journey from the very first search all the way to the dealership they ultimately choose.If you work in automotive retail, digital marketing, BDC operations, sales leadership, or dealership strategy, this episode is essential listening. You’ll learn how AI interprets customer intent, compares dealership data, evaluates inventory quality, analyzes reviews, and surfaces the stores that deliver accuracy, transparency, and strong buyer confidence. You’ll understand why outdated merchandising practices, weak descriptions, missing features, or inconsistent customer experiences now directly affect how often your dealership appears in AI powered recommendations.This conversation breaks down:• How AI interprets natural language and customer intent• Why buyers now begin undecided on make and model• What signals AI uses to determine dealership trust and relevance• How lifestyle, budget, safety, and emotional needs shape recommendations• Why accurate merchandising and strong data quality matter more than ever• How reputation signals and review sentiment influence visibility• Why traditional search funnels are collapsing into faster, more direct journeys• What dealerships must fix to stay competitive in the new search environment• How AI models evaluate inventory descriptions, photos, features, and transparency• Why customer confidence is becoming the key differentiator in 2025 automotive retailYou’ll also hear real insights from current consumer behavior: the rise of conversational search, the shift away from dropdown menus, the rapid acceleration of AI guided research, and the growing expectation that a shopper’s first question—spoken or typed—will produce a personalized, confident, context-aware answer. If your dealership is not optimized for this type of search behavior, you are already losing visibility, leads, and market share to stores that are.If you’ve ever wondered why a competitor appears more often in search, how AI determines relevancy, how shoppers evaluate dealership trust, or how to show up in natural language vehicle queries, this episode gives you the clearest roadmap available. You’ll learn what AI sees, how it interprets your digital footprint, and what steps you must take to be included in the conversations happening inside the AI powered platforms your customers already use every day.The stores that embrace AI aligned merchandising, accurate inventory data, strong reputation management, and customer focused communication will take the biggest leap forward in 2025. The stores that ignore these shifts will slowly disappear from search visibility, lose buyer consideration, and wonder where their leads went.Follow The Money brings you the truth behind the trends shaping automotive retail.New episodes every Tuesday. Stay sharp, stay ahead, and follow the money.

The car business feels broken right now.Showrooms are quiet. Sales teams are restless. Managers are asking the same question:“Is it slow out there, or is it just us?”Everyone’s looking for answers — but the truth isn’t in the rumors or social media posts. It’s in the data.In this premiere episode of Follow The Money (Ep. 18) on The Get More Frank Show, I sit down with Brian Kramer, EVP at Cars Commerce, to break down the Q3 automotive market data that every dealership leader needs to hear before heading into Q4.We’re not talking about feelings — we’re talking about facts.📊 Inside This Episode:Why the car business feels slower than it really is — and what the Q3 data actually showsThe truth about new and used car demand in the current U.S. marketHow dealerships are misreading “slow” showrooms and missing opportunitiesWhy the $30K–$49K price band is the new battleground for both dealers and buyersHow AI (like Carson from Cars Commerce) is already shaping shopper behavior and search visibilityWhy 88% of buyers haven’t decided where they’ll buy — and how to win before they walk inThe secret that’s quietly destroying used car gross and how to fix itWhy reputation, reviews, and culture are the most valuable marketing you have in 2025This isn’t doom and gloom. It’s clarity. It’s truth. It’s what every Dealer Principal, GM, GSM, Sales Manager, and Salesperson needs to understand to lead with confidence and control.💡 The Reality:The data says:✅ Demand is stable.✅ Inventory hasn’t crashed.✅ Prices are holding steady.So if the market isn’t broken — what is?It’s not the market. It’s mindset. Dealers who adjust process, embrace technology, and lead with transparency are thriving. Those who keep chasing the old playbook are falling behind.In this episode, we’ll expose why your gut might be lying to you — and how data, AI, and reputation can flip your dealership back into growth mode.🎯 What You’ll Learn:How to lead your sales team when emotion and fear are highHow to price and position inventory where buyers are actually shoppingWhy transparency and speed are now your top two profit leversHow to prepare your dealership for the next wave of AI-driven car shoppingWhat every GM should be focusing on before Q4 beginsThis episode is a must-listen for anyone who wants to understand what’s really going on in the retail automotive world right now — from affordability and pricing trends to AI’s role in dealership operations.If you’ve ever caught yourself saying, “It just feels slow,” this conversation will show you why that feeling doesn’t match reality.Because in today’s car business, success doesn’t come from how you feel — it comes from what you know and how fast you act.So buckle up.This is the conversation the industry needs to hear.It’s time to stop guessing, stop complaining, and start following the money.🎙 Hosted by Frank J. Lopes — President of Strong30 Automotive, the company that provides the best marketing, advertising, strategy consulting, and sales training in retail automotive.Frank has worked with hundreds of dealerships nationwide, helping them grow traffic, leads, and gross with data-backed strategies and high-performance sales execution.If it doesn’t grow the store, he doesn’t recommend, execute, or teach it.#CarSales #AutomotiveRetail #DealershipMarketing #CarsCommerce #GetMoreFrank #Strong30Studios #FollowTheMoney #AutoIndustry #UsedCars #CarDealership #AutomotiveLeadership #Strong30Automotive #CarBusiness #DealershipTraining #AutomotivePodcast #FrankJLopes

Too many dealers still believe profit is made on the sale. The truth is profit is made the moment you acquire the car. If you buy wrong, you’re already on a one-way road to margin destruction. While you’re sitting at the desk hoping to “retail out of a bad buy,” CarMax and Carvana have been rewriting the sourcing playbook, eating away at your margins, and taking the future of retail automotive right out of your hands.In this episode of Follow The Money, host Frank J. Lopes (President of Strong30 Automotive) sits down with Kevin Kershner of Accu-Trade to break down exactly why profit is not made at the sale, why acquisition-first thinking is the only path forward, and how every dealership needs to start running like a used car powerhouse that also sells new.Kevin and Frank don’t hold back. They expose how outdated appraisal strategies, slow processes, and poor sourcing decisions destroy gross before a vehicle even hits the lot. They also reveal how acquisition-first operators win by turning cars quickly, sourcing smart, and making it easy, transparent, and fast for customers to sell their vehicles.You’ll learn in this episode:Why profit is won or lost at acquisition, not when the deal is inkedThe biggest mistakes draining dealership gross and how to stop themHow to source smarter and stop buying inventory wrongWhy transparency in appraisals wins both customer trust and long-term retentionHow CarMax and Carvana changed the rules while most local dealers looked the other wayWhy every new car store must be run like a used car operation in order to surviveKey Takeaways for Dealers, GMs, and Sales Leaders:Stop relying on “retail out of it” thinking — it no longer worksProtect your gross by making smart acquisitions up frontBuild staying power by turning inventory quickly and profitablyMeet customers where they are with simple, fast, transparent appraisal processesUse data the way big-box competitors do to identify demand and pay the right money for the right carFrank and Kevin also discuss the mindset shift that separates winners from losers in today’s retail automotive world. Dealers who continue to think of themselves as “new car stores that also sell some used” will be left behind. Dealers who embrace acquisition-first thinking, who adopt used car strategies, and who build their culture around sourcing smart will thrive over the next decade.This conversation isn’t just theory — it’s practical advice from two leaders who live in the trenches of retail automotive. If you’re a dealer principal, general manager, GSM, or sales manager, this episode is a wake-up call. The old playbook is dead. The new one starts with acquisition.Follow The Money is the podcast built for retail automotive leaders who are ready to grow, adapt, and dominate. Every Tuesday at 9AM, host Frank J. Lopes brings you straight talk and hard-hitting conversations about dealership growth, leadership, advertising, marketing, sales, and culture. No fluff, no filter, all facts.Retail Automotive, Car Dealership Growth, Automotive Leadership, Dealership Margins, Inventory Acquisition, Car Sales Training, Used Car Dealers, New Car Dealers, CarMax, Carvana, Accu-Trade, Strong30 Automotive, Frank J Lopes, Follow The Money Podcast, Dealership Culture, Sales Management, Automotive Sales Strategy, Gross Profit Protection.

For decades, the retail automotive industry has promised change as if it were just around the corner. The reality is that many dealerships are still stuck in the past, operating with the same outdated playbook they used 20, 40, or even 60 years ago. These stores wonder why they cannot attract top talent, why they struggle to meet customer expectations, and why their leadership pipeline is weak. The truth is clear: dealerships that do not evolve are destined to fall behind.This episode of Follow The Money is a call to action for every dealer, general manager, GSM, sales manager, and automotive professional who wants to succeed in the next decade. Host Frank J. Lopes, President of Strong30 Automotive, sits down with Becca Jenkins, a proven leader who transformed rejection into resilience, built programs that empower leaders, and continues to drive culture shifts across the industry.Becca’s story is raw and inspiring. At 19 she was told she would never be hired as a finance manager and would never make six figures. Years later she faxed her six-figure W-2 to the very person who doubted her. That moment proved that grit, resilience, and a leadership mindset can turn obstacles into rocket fuel.Now serving as a senior leader at Cars Commerce, Becca has been instrumental in launching and scaling transformative programs such as the Women in Leadership initiative and Iron Sharpens Iron mentorship groups. What began with 12 members in 2016 has grown into a network of more than 300 leaders, proving that mentorship and culture-building are not optional in today’s automotive industry.In this powerful conversation you will learn:✅ How to build leadership in automotive that works: why waiting for permission is career suicide and why bold leadership drives dealership growth✅ How to implement mentorship that scales: why it does not have to be perfect, how to start small, and why mentorship boosts retention and performance✅ The skills every dealership leader must master: adaptability, curiosity about technology, resilience, and the ability to meet customers on their terms✅ How to create a culture that attracts and retains talent: why command-and-control leadership fails and how to build a culture where professionals and women thrive✅ Becca’s real-world journey: from starting as a CSI manager in high school to climbing into leadership roles many said were off limitsFrank and Becca also tackle uncomfortable truths:Some “old school” leaders are obstacles to growth, and they must be challenged if the dealership is to move forwardEgo-driven leadership destroys culture, while self-awareness creates long-term profitabilityLeadership in 2025 is not about tenure or family connections, it is about adaptability, culture, and developing people for the futureThis episode delivers actionable takeaways for:Dealers and GMs who want to build strong teams and future-proof their storesSales Managers and GSMs who need to level up their leadership skillsSalespeople and future leaders who want to know the steps to rise in retail automotive todayWhether you operate a single store or oversee a multi-rooftop group, the lessons here are universal: leadership is not optional, mentorship is non-negotiable, and the dealerships that evolve will dominate.Follow The Money is the video podcast for retail automotive leaders, powered by Strong30 Automotive and presented by Cars Commerce. Every Tuesday at 9AM, host Frank J. Lopes brings you the conversations that matter: dealership growth, leadership development, sales strategy, and marketing execution that drives real results.Retail Automotive, Car Dealership Growth, Automotive Leadership, Women in Automotive, Dealership Mentorship, Car Sales Managers, Automotive Training, Grit and Resilience, Follow The Money Podcast, Frank J. Lopes, Becca Jenkins, Strong30 Automotive, Cars Commerce, Dealership Culture, General Managers, Sales Training, Car Sales Leadership, Building Leaders in Automotive.

Certified Pre-Owned (CPO) isn’t just a checkbox. It’s one of the most powerful — and underutilized — tools in retail automotive today.In this episode of Follow The Money (on The Get More Frank Show), Frank J Lopes sits down with Brian Miller of Cars Commerce to tackle the big questions most dealers avoid:Why do so many dealerships treat CPO like an afterthought?What’s really stopping sales managers from embracing certified inventory?How can CPO become your biggest trust-builder, margin protector, and customer loyalty driver?With 38% of shoppers considering CPO when searching for their next vehicle, the opportunity is massive — but only if your team knows how to educate buyers, merchandise CPO properly, and sell its value with confidence.You’ll learn how to:✅ Train salespeople to confidently present CPO benefits✅ Merchandise certified vehicles online and on the lot for maximum impact✅ Handle objections about price premiums with data and value✅ Build customer trust and loyalty through transparency and consistencyIf your dealership is still parking certified units in the back row or treating them as “just another used car,” you’re leaving gross and goodwill on the table.👊 The Get More Frank Show is hosted by Frank J Lopes, President of Strong30 Automotive — the company that provides the best marketing, advertising, strategy consulting, and sales training in retail automotive.

Every dealership talks about building a sales team… but very few build one that actually earns 5-star reviews.In this episode of Follow The Money — featured on The Get More Frank Show — Frank J Lopes sits down with Jake Wittler from Cars Commerce to expose what really drives a 5-star reputation in today’s car business… and why your people, process, and performance all play a role in whether the buyer leaves a review — or never returns at all.🎯 You’ll learn:Why 88% of car shoppers haven’t decided where to buy until after they start reading reviewsHow to build a review-driven culture that gets real resultsWhat separates average salespeople from review-generating professionalsThe invisible damage one weak link on your team can do to your entire store’s online presenceHow reputation, sales process, and closing strategy all tie togetherWhether you're a dealer principal, GM, sales manager, or BDC director, this episode will slap you with reality — and give you the tactical edge you need to build a reputation-driven, revenue-generating sales machine.💬 Comment, rate, and share this episode with someone who’s still letting their reputation die in silence.—🎧 The Get More Frank Show is hosted by Frank J Lopes, President of Strong30 Automotive — the only company in the car business that brings together dealership marketing, advertising, strategy consulting, and sales training under one roof.If it doesn’t grow the store, he doesn’t recommend it.New episodes drop every week featuring content from Follow The Money, Ultimate Sales Pro LIVE, and Live With Lopes.📲 Learn more at getmorefrank.com

Most car salespeople think they’re losing deals to price. Wrong. You’re losing deals to distrust. In this episode of Ultimate Sales Pro LIVE, Frank J. Lopes breaks down exactly how to flip “no” into “yes” by building trust fast and keeping control of the sale.Inside Episode 9, you’ll discover:The 3 T’s of Trust that close more deals: Transparency, Tailor, TestifyHow to deliver the Out-the-Door (OTD) number without killing grossWhy tailoring recommendations is the difference between being a tour guide and being a proHow to use quick customer proof stories to testify and earn instant credibilityExact Words That Win when customers push back with “What’s the OTD?” or “Can you discount it?”This episode isn’t theory — it’s the real scripts and strategies Frank uses to help dealerships nationwide increase sales, gross, and customer loyalty.If you’re a car salesperson, sales manager, BDC rep, or dealer GM, this is the playbook you’ve been missing.👉 Listen now, take notes, and put it into practice on your very next up.

Most car dealers still think inventory age is the enemy. The truth? Risk is the real killer.In this episode of Follow The Money for The Get More Frank Podcast, I talk with Grant Goering of Cars Commerce about how dealers can stop the Day 49 panic pricing and start using risk-first inventory strategies to turn aged units into profit centers.Whether you’re a used car manager, general manager, or dealer principal, you’ll learn exactly how to:✅ Read the market instead of the calendar.✅ Use OBD-II scans and real condition reports to kill recon losses.✅ Turn appraisals into retail-ready inventory in minutes — not days.If you want higher gross, faster turns, and better inventory sourcing, this is your episode.

Selling 8–10 cars a month and wondering why the top performers at your dealership keep hitting 25, 30, even 35 units? In this episode of Ultimate Sales Pro LIVE, automotive sales expert Frank J Lopes, President of Strong30 Automotive, delivers the no-BS car sales training you need to change your career forever.You’ll get automotive sales tips that work in the real world, not just in training rooms, and learn exactly how to sell more cars and close more deals without relying on luck.Here’s what’s inside this automotive sales podcast episode:The exact dealership sales process top automotive sales pros use to dominate their market.How to close more deals with follow-up strategies that make you unforgettable.Why most salespeople train less than their customers prepare to say “no.”The “Triple T” method to create opportunities instead of waiting for them.A blueprint to break free from weak habits and consistently hit 20–30 cars a month.Whether you’re in car sales, a sales manager, GSM, or GM, this episode gives you automotive follow-up strategies, mindset shifts, and the car dealership marketing mindset to control the customer experience, increase gross profit, and build a high-income career.This is Ultimate Sales Pro LIVE — the show for pros who refuse to settle.

🎙 Welcome to The Get More Frank Show — the #1 podcast for car dealers, sales professionals, general managers, BDC leaders, and automotive marketers who are done with BS and ready to scale.In this episode of Follow The Money, Frank J. Lopes sits down with Ron Andrews, VP at Cars Commerce and co-founder of Dealer Inspire, to expose the truth behind why most dealership ad budgets are nothing more than controlled burns with no return.👉 If your CRM lead source report is your main source of marketing truth… you’re not tracking ROI — you’re tracking chaos.Whether you’re a:Car dealership ownerAutomotive marketing managerGeneral manager at a franchise rooftopInternet director or BDC leaderIndependent dealer trying to scale…this episode shows you where your budget is leaking and what to fix now.What You’ll Learn in This Episode:🚫 Why your CRM lead report is the wrong tool for attribution📉 How your Google Ads budget is likely cannibalizing organic traffic🔥 The 3 biggest burn points killing your ROI today💸 Why VLAs and “cheap clicks” don’t actually convert📊 How to track real buyer intent using Google Analytics 4 (GA4)🧠 Why your website tools are stealing attribution — and how to fix it🎯 How to build a high-performance audience strategy using first-party data📍 Where to cut wasted ad spend — and where to double down for results🔁 How to turn your previous customers into your highest-performing campaign🚀 Why marketplaces like Cars.com, AutoTrader, and CarGurus outperform paid searchThis episode is a masterclass in:Car dealership marketing strategyAutomotive advertising best practicesPaid search vs. marketplace performanceGA4 setup and conversion trackingAttribution modeling for car dealersBudget allocation for fixed and variable opsBuilding a scalable, ROI-driven advertising plan👊 Hosted by Frank J. Lopes, President of Strong30 Automotive — the company that provides the best marketing, advertising, strategy consulting, and sales training in retail automotive.Frank has helped build the showrooms of the top-performing dealers in the country, and now he brings you the same no-fluff insight through The Get More Frank Show — featuring unfiltered episodes from Follow The Money, Ultimate Sales Pro LIVE, and LIVE with Lopes.If it doesn’t grow the store, he doesn’t recommend it, execute it, or teach it.This is the show for dealers who want real strategy, real ROI, and real growth.

🔥 Cmon Man! You’re blowing 72% of your sales calls, and your commission check is WEAK! Industry stats (Dealix, 2025) prove 3/4 of dealership agents don’t even ask for an appointment, leaving money on the table while managers call you a glorified order taker headed for Starbucks. In this explosive episode of Ultimate Sales Pro Live, Frank J. Lopes rips your pathetic phone game to SHREDS and delivers the EXACT mindset and words to turn 61% of serious callers (LSA, 2025) into showroom visits and SALES. 🚗 Learn the Three P’s of Phone Domination—Positioning, Presence, Process—and master “WORDS THAT WIN!” scripts to close deals like a Telephone Pro. From roasting weak tactics (“Dollar General lawn chair”) to real-world stories (like Brian losing a $1,500 sale), Frank goes full Frank mode to transform your car sales game. 💸 Text LETMEIN to 732-561-1854 for daily phone scripts and motivation. Don’t be an order taker—stack commissions like a boss! New episodes drop every Monday at 9 PM Eastern. #CarSales #AutoSales #SalesTraining #CarDealership #SalesTips #UltimateSalesPro

In this episode, we're talking with the one and only Brian Kramer from Cars Commerce about how to tackle tariffs. We're talking about vehicle acquisition and how to make the process work for your dealership. If you don't have a process in place yet, this one’s for you.

In this episode, we're talking with the one and only Brian Kramer from Cars Commerce about how to tackle tariffs. We're talking about vehicle acquisition and how to make the process work for your dealership. If you don't have a process in place yet, this one’s for you.

In this episode, we're talking with the one and only Brian Kramer from Cars Commerce about how to tackle tariffs. We're talking about vehicle acquisition and how to make the process work for your dealership. If you don't have a process in place yet, this one’s for you.

In this episode, we break down the proven strategies you need to double your sales in 90 days or less. This week we're sharing actionable steps, mindset shifts, and real-world tactics that you can implement right now to see massive growth in your business. If you're ready to stop leaving money on the table and start maximizing every opportunity, this one’s for you. Let’s get more sales, more success, and get more Frank!

With the cost of living soaring, sticker shock is hitting car buyers harder than ever. The average new car price is a jaw-dropping $48,205, and even used cars are climbing, now at an average of $27,422. Here’s the kicker: nearly half of shoppers walking into a dealership expect to pay around $35,000 or less. Many are blindsided by monthly payments of $717, which only adds to the anxiety. So, how do you guide customers through this shock and keep them feeling valued? Listen in to find out!