The Dealer Playbook

As it turns out, working toward your legacy is the best way to yield massive gains as a General Manager in any business, but specifically in a car dealership.

In episode 126 I'm joined by Car Veteran, Jim "Alpha Dawg" Ziegler who shares the activities that a General Manager should be doing each week in order to promote positive growth in the store. 

"Success isn't about the money you make, it's about the legacy you leave."

But why is that so important to understand? Well, working towards your legacy provides purpose to your day-to-day efforts. The vision of your legacy determines how you interact with and lead your people. Your legacy outlines the criteria for holding your vendors accountable - all factors that contribute to the general success of your dealership.

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Season 8 Sponsor

My friends over at Kelley Blue Book are transforming the car buying process with their Instant Cash Offer program. Do me a favour and go check it out here: b2b.kbb.com/gettoyes

 

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Join the DPB Family

Getting value from the podcast? Smash that subscribe button so that you can get notified when we drop new content! 

DOMINATE!

MC

 

Direct download: DPB126_mixdown.mp3
Category:Business, Management & Marketing -- posted at: 4:30am PST

Hey oh, what’s going on? Thanks for joining me here for season 8 minisode 2 - I’ve got some nuggets for you coming up in a minute, but first, listen… if you haven’t subscribed to the DPB yet go ahead and smash the subscribe button wherever you are listening… and also, join me over on the DPB facebook page where you’ll get even more powerbombs, nuggets and keep up with all stuff we’ve got going on over here.

 

Also before we jump in here I want to give a shout out to some of the DPB gang… My fellow countrymen, Kyle Costa, Adam Abel, Camden McInnis and let’s not forget Trent Tate from Alabama, my pal Hans from Norway (who I think has been here since day 1) and last, but not least for this round of shout outs: Fanie Scholtz representing’ all the way over in South Africa and Laura Meagher my fellow commonwealth down under in Melbourne Australia. Guys thank you so much for your support - you are the reason DPB is a success and it just goes to show that our mission to enrich and empower is slowly becoming a global deal.

 

As you know, season 8 is brought to you by my pals over at Kelley Blue Book who are doing some pretty cool stuff with their Instant Cash Offer Program. They’ve found a way to streamline the car buying process for your customers, helping them get to yes much quicker. Do me a favor and get more information by visiting b2b.kbb.com/gettoyes



So I found this kind of interesting, recently I spoke at the Canadian Dealer Day at Driving Sales in Vegas - they asked me to share some nuggets that I’ve learned during the interviews with my guests here on the show, and I picked up on something interested while doing my research.

 

I found that over 60% of the guests on the show address a very specific topic while the other 40% of guests speak to the practical applications that topic - in other words, 60% of guests share a common theme while the remaining guests share ways to apply processes, experiences, practices that make the common theme happen…

 

Any idea what that topic is? If you guessed Building Relationships of Trust, you are deep in the DPB gang my friend.

 

I found it so fascinating that pretty much every episode of the show in some way, shape, or form speaks to the importance of building trusting relationships. Listen, I’ve interviewed some of the biggest players in the game and even they are saying the magic sauce is in how effectively you can connect on a human level with somebody else and build relationships.

 

We get so caught up talking about money and moving metal, reaching gross, hitting those targets, that we forget all about the people behind the money. There’s always chatter going on about where car dealerships will be in the next 10 and 20 years… when the truth of the matter is that you should stop focusing on that crap and start focusing on what you can do to build lasting relationships with the people in your community. Those topics are nothing more than distractions designed to overwhelm you and shift your focus on things that really matter.

 

I know many dealers who are heavily invested in their community. Shout out to Jim Williamson, a Chrysler, Dodge, Jeep Dealer in Ontario who has the Care-a-van… an initiative to help make christmas a little better for those that are less fortunate.

 

When you pause the noise, and step away from the desk and consider ways that you can build relationships of trust you will hopefully begin to identify small things that you can do that will have a big impact on the future of your business. I wholeheartedly believe that by small and simple things, great things will come to pass.

 

Building relationships of trust is a lasting business principle that has reigned since the dawn of mankind. It is not only scientifically proven that it’s easier to work with someone that you trust, it’s just good old fashioned common sense. So the only question becomes one of identifying what more you can do to convey and follow through on trustworthiness rather than waiting for the universe to act upon you as if you’re some powerless creature that only survives by virtue of luck.

 

This works on so many levels too. Leaders should be asking themselves what more they can do to BRT with their employees. Employees should be asking what more they can do to BRT with their co-workers and with customers. You see, we’re so focused on all the could do’s like updating tech, ranking higher, getting more people to see our ads, listening to vendor pitches, etc. that we completely lose sight of the things we SHOULD do. Could do and should do are dramatically different conversations. One will spin you in circles, the other will propel you forward.

 

My point is that BRT’ing has always been the best way to build a fail proof business and it will continue to be the way regardless of what’s happening out there. Regardless of the advancements in technology or how fast you perceive the industry is changing. Those that focus competent energy on relationships will win and continue to win.

 

Alright, winding this minisode down I hope you’re getting value from the DPB I love hearing from you over on our facebook page. Keep asking questions, keep leaving your feedback. I’m so pumped that you’ve chosen to join me on the mission of enriching and empowering automotive professionals around the world.

 

Like I said, if you haven’t yet subscribed to the DPB do that now and DUDE if you’re ready to start representing the DPB cause, you can pick up some of the coolest, softest, bestest merch in the game… the link will be in the shownotes so definitely check that out.

 

And you know how it goes, my friend… until next time, keep the playbook open and DOMINATE!!!  

Direct download: DPBS8_2_mixdown_NEW.mp3
Category:Business, Management & Marketing -- posted at: 11:55am PST

Kris and Michael jam on what you can do to create an extraordinary workplace culture. Kris Boesch is the founder of Choose People and the author of "Culture Works: How to Create Happiness in the Workplace."

You've heard it before and it's time to do something about it. The happiness of your team, and the culture at your store has a tremendous impact on profits. Now is the time to enhance your workplace, elevate your team, and build an evergreen dealership.

In episode 125 we dig deep to learn about how to unleash to full potential of each of your team members and what leaders can do to improve the workplace environment. 

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Season 8 Sponsor

My friends over at Kelley Blue Book are transforming the car buying process with their Instant Cash Offer program. Do me a favour and go check it out here: b2b.kbb.com/gettoyes

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Join the family!

Getting value from the show? Do me a favour and slam that subscribe button! And don't forget to keep the playbook open and DOMINATE!

MC

Direct download: DPB125_mixdown.mp3
Category:Business, Management & Marketing -- posted at: 12:21pm PST

Frank J. Lopes cuts to the chase and shares the top three things you can do to filter out all of the noise in the retail car business and build a juggernaut dealership.

Let's face it, there is a lot of information out there. At best, much of it conflicts. It can be difficult to know what you can do to not only manage the affairs of your dealership but see substantial growth.

In episode 124, we're going to get to the bottom of it. Frank shares a foolproof method to figuring out the best things to focus your energy on, that will help you achieve the biggest gains.

Season 8 Sponsor

So glad to be joined by my friends at Kelley Blue Book - they have an awesome way to reduce transaction times while enhancing the customer experience. Find out how by visiting b2b.kbb.com/gettoyes

Review the DPB

If you're getting value from the show, I would love your help with an honest review on iTunes OR share it with your leaders and associates.

Lastly, don't forget to keep the playbook open and DOMINATE!

Love, 

MC

Direct download: DPB124_mixdown.mp3
Category:Business, Management & Marketing -- posted at: 4:30am PST

Michaela Alexis, President of Grade A Digital, is a marketing influencer who has cracked the LinkedIn code by bringing her audience along for her journey climbing the corporate ladder. 

In episode 123, Michaela shares her top 5 tips to building a mega social media presence on a mini-budget. You'll love how simple, human, and common sense her approach to audience engagement, growth, and advocacy is - the best part; you'll be able to take what you learn and start applying it immediately. 

Season 8 Sponsor

My friends over at Kelley Blue Book have an amazing way to reduce transaction time while enhancing the customer experience. Find out how by visiting b2b.kbb.com/gettoyes

I'd LOVE a review! 

If you're getting value from The Dealer Playbook, I would love your help with an honest review on iTunes: http://www.thedealerplaybook.com/itunes OR share with your co-workers and leadership! 

Keep The Playbook open and DOMINATE!

MC

Direct download: DPB123_mixdown.mp3
Category:Business, Management & Marketing -- posted at: 8:24am PST

In this minisode, you're going to learn about how to dramatically enhance your life, your spirituality, and your career by overcoming negativity bias. I'm calling you out (but I'm calling myself out as well). 

Season 8 Sponsor

The fine folks over at Kelley Blue Book have put together a cool program with Instant Cash Offer. It's a simple way to get your customers to yes, while improving the shopping experience. Go check it out at b2b.kbb.com/gettoyes

Getting value from the DPB?

I am so grateful you're here. I'd love an honest review on iTunes here: http://www.thedealerplaybook.com/itunes

DOMINATE!

MC

Direct download: DPB_S8_Minisode-1_mixdown.mp3
Category:Business, Management & Marketing -- posted at: 5:00am PST

Danny Benites has seen it all. From working as a lot boy and sales professional to eventual general manager and owner, Danny's years of experience have helped him find ways to achieve success in the retail automotive industry.

For Danny it's all about shifting your perspective, getting clear on your goals and working toward them with passion, vision, and fun! 

In episode 122, you're going to hear two friends crack some jokes, have a good time, and get serious about how to achieve success in your career in the car business.

Season 8 Sponsor

We're grateful to have Kelley Blue Book join us this season to share value through their Instant Cash Offer program. You can learn about it here: http://b2b.kbb.com/gettoyes -- I'd love if you would check it out! 

Share to love!

If you're getting value out of The Dealer Playbook, I would greatly appreciate a share! Also, if you're up to it, I would really appreciate an honest review on iTunes here: http://thedealerplaybook.com/itunes

DOMINATE!

MC

Direct download: DPB122_mixdown.mp3
Category:Business, Management & Marketing -- posted at: 5:00am PST

Fellow Canadian, Duane Marino from Duane EN Marino Automotive Solutions joins me today on the show to share the most practical way to decrease transaction times for retail automotive dealers. 

It's no secret that car shoppers dread the car buying process. From sitting in the dealership for several hours, to hunkering down on the other side of the desk from the business manager - dealers wonder what they can do to improve the overall experience. 

In episode 121, Duane reveals 15 tips that will help you reduce your overall transaction time. Doing so will create a much stronger customer experience, which will lead to more sales. Afterall, if you can decrease transaction time, you increase the number of vehicles you can sell in that same period of time.

Listen to get the full details. 

If you're getting value from The Dealer Playbook, I would love an honest review on iTunes: http://www.thedealerplaybook.com/itunes OR a share with your co-workers and leadership would be power! 

Keep The Playbook open and DOMINATE!

MC

Direct download: DPB121_mixdown.mp3
Category:Business, Management & Marketing -- posted at: 4:00am PST

Maureen Berkner Boyt knows what it takes to grow a business. As a 5x business launcher, Maureen is currently the founder of the Moxie Exchange - an organization that helps companies create inclusive workplaces, be innovative, and make more money. 

On episode 120, you're going to hear Maureen's best advice for shattering negative stigmas in the workplace and how to elevate your entire team to be more productive and thrive.

Having an inclusive dealership means that you also need to stop focusing attention on gender or pay gaps. It means that you treat all people with equality and respect, and position each team member to succeed. 

If you're getting value from the DPB I would love if you'd share this episode with someone that will get value as well. 

Thank you for being here with me! 

Don't forget to connect with me on Facebook or Instagram @dealer_playbook...

As always, keep the playbook open and DOMINATE!

MC

Direct download: DPB120_mixdown_v1.mp3
Category:general, business -- posted at: 1:00am PST

It is SO good to be back behind the microphone for Season 8 of the DPB. Thank you to everyone who continues to listen, subscribe and share the show.Thank you for joining me on my mission to enrich and empower automotive professionals all over the world! 

Season 8 is going to be awesome. You'll hear some familiar voices as well as new subject-matter leaders who are dominating in their space. 

In season 7, we tried something new. We released all episodes at once, Netflix style. In Season 8, we're going back to weekly releases to keep you fired up and rolling through the end of the year.

I hope you enjoy. As always, thank you for your attention and time. It means the world to me.

DOMINATE!

MC

Direct download: DPB_S8_Intro.mp3
Category:general, business -- posted at: 3:08pm PST