The Dealer Playbook

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 TrustThe 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 2023In 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 VegasThe 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 CirilloConnect with Michael on LinkedInMore Dealers Are Choosing To Partner with FlexDealerLooking for a reliable, high-performance dealership marketing partner? Visit https://www.flexdealer.com to discover why more and more dealers are choosing them over big-box providers.Join Michael Cirill

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?Uncover the personal journey of WB Cavender and the Cavender Auto Group's legacy, engaging listeners with a captivating family business story.Gain insight into the operational focus of a successful dealership, showcasing the drive for continuous improvement and customer-centricity.Explore how Cavender Auto Group goes beyond selling cars, focusing on providing exceptional service and support to customers.Discover the value of thinking like an owner and empowering every team member, regardless of their position, to make a difference.Be inspired by the impact of Cavender Cares, the dealership's philanthropic arm, and their commitment to giving back to the community.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 WB Cavender on LinkedInConnect with Michael CirilloConnect with Michael on LinkedInMore Dealers Are Choosing To Partner with FlexDealerLooking for a reliable, high-performance dealership marketing partner? Visit https://www.flexdealer.com to discover why more and more dealers are choosing them over big-box providers.

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 CommunityLou  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 TransformationLou 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 MinistryMichael 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 GoodnessMichael 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 Lou Ramirez on LinkedInConnect with Michael CirilloConnect with Michael on LinkedInMore Dealers Are Choosing To Partner with FlexDealerLooking for a reliable, high-performance dealership marketing partner? Visit https://www.flexdealer.com to discover why more and more dealers are choosing them over big-box providers.

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 Matt Jones  on LinkedInConnect with Michael CirilloConnect with Michael on LinkedInMore Dealers Are Choosing To Partner with FlexDealerLooking for a reliable, high-performance dealership marketing partner? Visit https://www.flexdealer.com to discover why more and more dealers are choosing them over big-box providers.

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 UniquenessMichael 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 KeyMichael 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 CampaignsThe 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 CustomersMichael 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 BrandThe 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 Whitney Norrad on LinkedInConnect with Michael CirilloConnect with Michael on LinkedInMore Dealers Are Choosing To Partner with FlexDealerLooking for a reliable, high-performance dealership marketing partner? Visit https://www.flexdealer.com to discover why more and more dealers are choosing them over big-box providers.

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 Ann-Marie Johnson on LinkedInConnect with Michael CirilloConnect with Michael on LinkedInMore Dealers Are Choosing To Partner with FlexDealerLooking for a reliable, high-performance dealership marketing partner? Visit https://www.flexdealer.com to discover why more and more dealers are choosing them over big-box providers.

Eric Barbosa is the newly appointed Vice President of Variable Operations at Cavender Auto Group. Eric has over two decades of experience in the Auto Industry. Starting as a teenage car detailer, Eric climbed the ranks to become one of the youngest GMs and Operating Partners in the industry. His passion for marketing led him to dominate Spanish media with infomercials and later, to conquer social media, earning the title of the #1 Viewed Social Media Dealer in the nation. With unparalleled dedication, he now mentors dealers across the country on social media mastery.In this episode, he joins us to discuss leadership, communication, and the importance of understanding different perspectives in the automotive industry.Eric's journey in the industry began with washing cars at 16, which eventually led him to a sales role at a dealership in Southern California. Since then, he has worked his way up and now oversees eight stores within the well-established Cavender Auto Group, a fourth-generation family-owned business in Texas.When discussing the transition into his new role, Eric emphasized the importance of focusing on what the organization is doing right, rather than merely searching for problems. This mindset allows him to identify opportunities for growth and improvement within the company. One key aspect of Cavender Auto Group's success is its strong culture, which Eric says is genuinely "lived" by the employees.As a leader, Eric acknowledges that he is both a leader and a student. He believes in humility, confidence, and exposure to create wisdom and foster continuous learning. He emphasizes the importance of communication and comprehension, both of which are essential for effective leadership.Social media and marketingSocial media and marketing play a crucial role in today's automotive industry. Dealerships must encourage their staff to use social media platforms to build rapport with potential customers and promote their brand. Eric's passion for social media was evident, and he shared how easy it is to reach millions of people with just a single post.Eric Barbosa's insights into leadership and communication within the automotive industry serve as a valuable reminder of the importance of understanding different perspectives, fostering a strong culture, and continually learning and growing as a leader. His approach to leadership, with a focus on humility, confidence, and exposure, is an inspiring example of what effective leadership can look like in today's fast-paced and ever-changing business landscape.Listen to the full episode for insights and context from Eric Barbosa! ⭐️ 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, Eric Barbosa!If you enjoyed this episode featuring Eric Barbosa, support us by clicking the links! Connect with Eric Barbosa on LinkedInConnect with Michael CirilloConnect with Michael on LinkedInMore Dealers Are Choosing To Partner with FlexDealerLooking for a reliable, high-performance dealership marketing partner? Visit https://www.flexdealer.com to discover why more and more dealers are choosing them over big-box providers.

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 Paul Daly on LinkedInConnect with Kyle Mountsier on LinkedInConnect with Michael CirilloConnect with Michael on LinkedInMore Dealers Are Choosing To Partner with FlexDealerLooking for a reliable, high-performance dealership marketing partner? Visit https://www.flexdealer.com to discover why more and more dealers are choosing them over big-box providers.

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 TrustDavid 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-CentricityDavid 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 SynergyCollaboration 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 MindsetDavid 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 David Kain on LinkedInConnect with Michael CirilloConnect with Michael on LinkedInMore Dealers Are Choosing To Partner with FlexDealerLooking for a reliable, high-performance dealership marketing partner? Visit https://www.flexdealer.com to discover why more and more dealers are choosing them over big-box providers.

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 Joshua Negron on LinkedInConnect with Michael CirilloConnect with Michael on LinkedInMore Dealers Are Choosing To Partner with FlexDealerLooking for a reliable, high-performance dealership marketing partner? Visit https://www.flexdealer.com to discover why more and more dealers are choosing them over big-box providers.

🎧 Subscribe on Apple: https://dpb.fm/apple🔊 Subscribe on Spotify: https://dpb.fm/spotify🔗 All our links: https://dpb.fm/playIn 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:Grant Cardone is a man with an insatiable appetite to give before he takes. He understands that to take care of his family, he must take care of his customers. He goes on to mention the importance of investing in education and not relying solely on what the school system teaches us.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 Grant Cardone on LinkedInConnect with Michael CirilloConnect with Michael on LinkedInMore Dealers Are Choosing To Partner with FlexDealerLooking for a reliable, high-performance dealership marketing partner? Visit https://www.flexdealer.com to discover why more and more dealers are choosing them over big-box providers.

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 Weldon Long on LinkedInConnect with Michael CirilloConnect with Michael on LinkedInMore Dealers Are Choosing To Partner with FlexDealerLooking for a reliable, high-performance dealership marketing partner? Visit https://www.flexdealer.com to discover why more and more dealers are choosing them over big-box providers.

🎧 Subscribe on Apple: https://dpb.fm/apple🔊 Subscribe on Spotify: https://dpb.fm/spotify🔗 All our links: https://dpb.fm/playSandy 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 RatesRead MoreSandy 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 Sandy Zaninno on LinkedInConnect with Michael CirilloConnect with Michael on LinkedInMore Dealers Are Choosing To Partner with FlexDealerLooking for a reliable, high-performance dealership marketing partner? Visit https://www.flexdealer.com to discover why more and more dealers are choosing them over big-box providers.

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.Aaron shares his own experiences of leaving the Navy and finding his way into the automotive space, where he fell in love with the salespeople, problem solvers, and go-getters who make things happen in the industry. He describes the importance of discipline and violent forward motion in achieving success, rather than relying on a façade of grinding or motivation.He shares his philosophy that "discipline equals freedom," and how this mindset has given him the freedom to think critically, solve problems, and live life on his own terms. He also emphasizes the importance of knowing your definition of success and how building a successful business is about convincing others to join you on your journey. Most people associate freedom with the ability to do whatever they want, whenever they want. However, for Sheeks, freedom is a state of mind that comes with discipline and the ability to solve problems. He discovered that taking care of those around him and being disciplined with his time and resources allowed him to have a great deal of freedom in his life.He envisions himself as a 65-year-old who travels around the world, helping small business owners and people find their greatness. He doesn't want to stop working entirely, but he wants to be able to do mission work while his company continues to pay him. He believes that he has received a glimpse of what it means to be free, and he wouldn't trade the last 10-15 years of discipline for anything.Aaron Sheeks believes that running a company for 20 years to be financially independent and free at the age of 40 while still being an amazing dad is success. It's not about being acquired or having a specific amount of revenue. It's about having the freedom to choose how you want to live your life and to spend time with the people you care about.This episode takes a deep dive into what it takes to create a thriving life and how to leverage the automotive industry to help you do that. Apart from the episode being informative and insightful,  it also provides valuable lessons for anyone looking to build a successful business or achieve success in any aspect of life.Listen to the full episode for insights and context from Aaron Sheeks! ⭐️ 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 Aaron Sheeks on LinkedInConnect with Michael CirilloConnect with Michael on LinkedInMore Dealers Are Choosing To Partner with FlexDealerLooking for a reliable, high-performance dealership marketing partner? Visit https://www.flexdealer.com to discover why more and more dealers are choosing them over big-box providers.

🎧 Subscribe on Apple: https://dpb.fm/apple🔊 Subscribe on Spotify: https://dpb.fm/spotify 🔗 All our links: https://dpb.fm/playIs Your Dealership's Marketing Strategy Failing? Tune in as Stream Companies EVP Reveals the Key to Thriving in a Challenging Market.Subi Ghosh is the Executive Vice President of Strategic Partnerships and Marketing at Stream Companies. In this episode Ghosh shares her insights on the current state of the automotive industry from a marketing perspective. She notes that many dealerships tend to cut marketing spend during times of instability, but those that focused on branding and positioning during the pandemic were the ones that thrived. In light of rising interest rates, financing difficulties, inflation, and a softening market, Ghosh believes that dealerships should focus on brand, positioning, and messaging to attract customers. She emphasizes the need to develop unique selling propositions that go beyond logos and help customers see the value in doing business with a particular dealership.Many dealerships have a short-term mentality when it comes to marketing, focusing on the next 30 days rather than long-term goals for the year or quarter. She encourages dealerships to think beyond immediate sales goals and consider what will help them achieve their long-term objectives. She stresses that it's essential to have long-term conversations with clients, plan for goals for the year and quarter, and work backwards to fill in the gaps to achieve them. She also suggests doing the thumbprint test on a dealership website, covering the logo to see if there is anything outstanding that convinces people to do business with them. Ghosh explains that focusing on your brand is a longer-term play, and it can be difficult to reconcile in an industry that traditionally focuses on short-term wins. Your brand is a crucial element in this strategy because it helps customers see the value of doing business with a particular dealership.We also discuss how companies can use the internet to reach their target audience and the various ways that companies can track their customers' behaviour and preferences and use this information to influence their purchasing decisions. One example is using geo-addressable displays to target households and how to use platforms like TikTok to run effective advertising campaigns. We also discuss the changing attitudes of younger generations towards targeted advertising and how companies can take advantage of this shift.By developing unique selling propositions (USPs) and thinking about long-term goals, dealerships can attract customers and build strong relationships that will help them weather any challenges that come their way.Listen to the full episode for insights and context from Subi Ghosh! ⭐️ 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 Subi Ghosh on LinkedInConnect with Michael CirilloConnect with Michael on LinkedInMore Dealers Are Choosing To Partner with FlexDealerLooking for a reliable, high-performance dealership marketing partner? Visit https://www.flexdealer.com to discover why more and more dealers are choosing them over big-box providers.

Are you ready to get more leads with an improved ad strategy? Then this episode is for you!Lisa Gener is a Chief Revenue Officer (CRO) at Dealer Alchemist and a seasoned expert in the world of digital advertising with 17 years of experience in the automotive industry. Lisa's passion lies in utilizing cutting-edge digital technologies and e-commerce solutions to drive success for dealerships.She is dedicated to educating dealers on the ins and outs of digital advertising, equipping them with the knowledge and best practices needed to succeed in a constantly evolving industry. Lisa's unwavering commitment to transparency and her focus on understanding the impact of advertising make her a valuable asset to any team.In this episode we recorded during NADA 2023 in Dallas, we talk about the importance of digital advertising in the automotive industry and how technology can be leveraged to make it more effective. She suggests that product-focused ads are more effective than branded commercial ads, as they are tailored to the consumer's specific search interests. She also emphasizes the importance of customization in advertising campaigns, taking into consideration the dealership's market, consumer demographics, and transactional data to create a more effective strategy.In the current marketplace, there is a shift in inventory awareness and the adjustment of pricing. Lisa stresses the importance of spending money wisely and avoiding waste, as consumers have changed the way they buy products, now focusing on searching for a specific product, similar to shopping on Amazon. Lisa also emphasizes the need for better quality leads rather than more leads, and the importance of focusing on the conversion of buyers when spending money on paid search and social media.As the digital landscape evolves, it is increasingly important for businesses to have a comprehensive digital marketing strategy that effectively reaches their target audience. One aspect of this strategy is Over-the-Top (OTT) advertising, which is focused on delivering product-specific advertisements to targeted audiences. While Over-the-Top (OTT) advertising can be a part of a successful strategy, search-based advertising should be the primary focus, as consumers who engage in search-based advertising have a higher level of intent to purchase. Customization is key to a successful strategy, taking into account the dealer's market, goals, and transactional data. Additionally, it's important for businesses to stay up-to-date on the latest changes and best practices in SEO, now focusing on technical and off-page factors, with content SEO being secondary.Thank you for tuning in to the Dealer Playbook Podcast and until next time, keep playing and keep winning!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 Lisa Gener on LinkedInConnect with Michael CirilloConnect with Michael on LinkedInMore Dealers Are Choosing To Partner with FlexDealerLooking for a reliable, high-performance dealership marketing partner? Visit https://www.flexdealer.com to discover why more and more dealers are choosing them over big-box providers.

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!Michael also touches on the buzzwords that are present during the NADA event, such as conversations around Google Analytics Four and returning back to auto industry basics.While there are many factors contributing to the shift in market conditions, Michael highlights the importance of moving beyond the "returning to basics" sentiment into a place of tangible action. Building relationships, having a service mindset, and going above and beyond are key elements of the basics in the auto industry. What are you actively doing to achieve these things and make them work for your dealership?Returning to Basics in Car SalesOne of the key challenges with returning to basics in car sales is that people may have different interpretations of what these basics are. To some, it might mean building relationships of trust, whereas for others it might be about maximizing profits. However, the reality is that building relationships of trust should be the foundation of car sales. This means having a service mindset over a profit mindset, and going above and beyond to provide great service to customers. If you do this, the profits will follow.Despite the challenges, returning to basics is an important consideration in our current market conditions. Inflation rates are up, interest rates are up, and people are paying more for basic necessities than ever before. This means that people are starting to shift their focus to preservation mode and pay more attention to their expenses.Supply chain shortages and price drops are also making it a competitive market for dealers. This is why it is now more important than ever to focus on the basics and differentiate yourself from the competition. One way to do this is to offer great service, doing things that no other sales professional or car dealership is willing to do.Sure, some people may be handcuffed by regulations and other factors that prevent them from offering the level of service they would like. Nevertheless, it is important to strive for excellence in all areas, including building relationships of trust and providing great service to customers.While returning to the basics of car sales might have its challenges, it will be an important thing to keep in mind moving forward. Whether it means building relationships of trust, offering great service, or simply focusing on the basics, dealers should strive to differentiate themselves from the competition and provide the best possible customer experience.This episode provides a comprehensive recap of the NADA 2023 event and sets the stage for the next several episodes of the podcast - you don't want to miss it!Listen to the full episode for insights and context from Michael Cirillo himself! ⭐️ 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 CirilloConnect with Michael on LinkedInMore Dealers Are Choosing To Partner with FlexDealerLooking for a reliable, high-performance dealership marketing partner? Visit https://www.flexdealer.com to discover why more and more dealers are choosing them over big-box providers.

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 Ali Reda on LinkedInConnect with Michael CirilloConnect with Michael on LinkedInMore Dealers Are Choosing To Partner with FlexDealerLooking for a reliable, high-performance dealership marketing partner? Visit https://www.flexdealer.com to discover why more and more dealers are choosing them over big-box providers.

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 Ted Lam on LinkedInConnect with Michael CirilloConnect with Michael on LinkedInMore Dealers Are Choosing To Partner with FlexDealerLooking for a reliable, high-performance dealership marketing partner? Visit https://www.flexdealer.com to discover why more and more dealers are choosing them over big-box providers.

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.In today’s episode we discuss the buzz around artificial intelligence and its potential impact on the job market. Elise believes that AI should be seen as an enhancement rather than a replacement for human labor. She notes that while machines can perform certain tasks faster and more efficiently, they will never be able to replace the personal touch and emotional intelligence of a human being, particularly in sales transactions. Elise also points out that people should be aware of the importance of providing value to customers and being motivated in their work, as customers will be able to sense when a salesperson or BDC rep is not genuinely interested in helping them.In today's digital age, technology has transformed the way we analyze data and make decisions. In the past, teams of people were required to analyze data and make decisions, but now with the advancements in technology, it's possible for a computer to ingest all of the data and make decisions in a matter of seconds. But the power of technology doesn't stop there. In the world of customer service, technology can also be used to enhance and streamline conversations between customers and agents.By using pre-written responses, agents can engage customers in a more natural way, without the customer realizing that the responses are pre-written. This can save time and reduce the busy work that agents often have to do. However, it's important to note that technology should not be used to replace the need for human agents. Instead, it should be used to enhance their skills and make them more efficient at solving problems.As we've seen with some AI and chatbot systems, there are still kinks to work out in order for the conversations to feel more natural. At the end of the day, technology can be a superpower when used correctly. It can eliminate the grind of the job, and allow agents to focus on what they do best: solving problems. With the help of technology, it's possible to become the best, most skilled, trained, and exercised agent there is.Overall, Elise emphasizes the need to strike a balance between utilizing AI for its benefits while also valuing the contributions of human employees. It's important to embrace technology as a tool to enhance and streamline customer service, but not at the cost of losing the personal touch and emotional intelligence of human agents.Listen to the full episode for insights and context from Elise Kephart!  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 Elise Kephart on LinkedInConnect with Michael CirilloConnect with Michael on LinkedInMore Dealers Are Choosing To Partner with FlexDealerLooking for a reliable, high-performance dealership marketing partner? Visit https://www.flexdealer.com to discover why more and more dealers are choosing them over big-box providers.