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The car business is rapidly changing and modern car dealers are meeting the demand. Join Michael Cirillo on The Dealer Playbook podcast which features expert interviews, actionable advice, and insights that will help you create a thriving career and life within the retail automotive industry.
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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 ...
You know how much I love diving deep into the real stuff—the kind of conversations that leave you thinking long after they’re over. Well, today’s episode is one of those. I sat down with my good friend, 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...
Hey, DPB gang! You’re in for a real treat today. I’m sitting down with my good friend and 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 grou...
Hey DPB gang, in today's episode I’ve got something special lined up for you. I’m sitting down with Moose Pohyar, the General Manager at Lithia Hyundai of Fresno, who’s been making serious waves in the EV space. Now, if you’ve been with me on this journey for a while, you know I love diving into the stories of folks who’ve turned what some might call just a job into a fulfilling career. Moose is one of those people. What I love about this conversation is how Moose doesn’t shy away from t...
In this episode of The Dealer Playbook, I’m sitting down with automotive industry veteran Charles Cannon to unpack the strategies that have kept him at the top of his game for over a decade. Charles is the kind of guy who’s not just in the car business; he’s mastered the art of it. We’re talking about how to truly dominate your local market, not with the latest fads, but with tried-and-true strategies that have stood the test of time.Charles shares his journey from seeing car sales as just a ...
Hey DPB gang! 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 b...
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 Goog...
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 appr...
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. In this special rewind episode, we revisit a timeless conversation with Ryan Stewman. Ryan walks through the best way to navigate negotiating and closing a car deal. Using real examples from his life as a car sales professional, he shares a unique way of viewing everyday challenges that every car pro faces. &...
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.Glenn Lundy is a trailblazer in the automotive industry with a refreshingly unconventional approach to running dealerships. As the founder of 800% Elite Auto, he has pioneered a unique integration of leadership development and media into his business model. Glenn’s mission is clear: to transform the car buying ex...
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 ...
Are you ready to revolutionize your approach to Business Development Centers (BDC) and transform your dealership's operations? In this episode I sit down with Anthony Alagona, the founder of Appointments That Show and a true BDC master. Anthony's innovative strategies and relentless discipline have made him a leading expert in the industry, and he's here to share his secrets with you.What We Discuss in This Episode:We dive deep into the core principles that drive BDC success. You'll disc...
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 r...
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:The Key to Proper CRM Management: Understand the critical role your CRM plays and why managing it effectively ca...
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 ...
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, a...
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 th...
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 EpisodeBefore we begin, I want you to self-reflect on these 3 questions...How often do you ta...
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 c...
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 ar...
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