The Dealer Playbook

It's safe to say that Mark Jennison has experienced enough to have lived three lifetimes by now. From a blossoming drug and alchohol addiction starting at the age of 14, waking up to see his best friend dead, to making millions and losing it all, Mark takes you on his comeback journey.

In episode 105 you're going to learn about how to leverage your life's challenges and turn them into strengths. Listening to Mark share his story, you'll be inspired to identify ways that you can live the best version of your life as possible.

Getting value out of The Dealer Playbook Podcast? We'd love an honest review here: http://www.thedealerplaybook.com/itunes/

We're on a mission to empower automotive professionals around the world. It's about Thriving, not just surviving. Help us spread the word - SHARE SHARE SHARE!

DOMINATE!

MC

Direct download: DPB_S6_MarkJennison_mixdown.mp3
Category:Business, Management & Marketing -- posted at: 1:00am PST

Amy Bannor (aka #JustAGirlSellingCars) cut her teeth providing an exceptional customer experience as a sales consultant at David's Bridal, one of the largest bridal dress chains in the world.

When she transitioned to the automotive industry over 7 years ago, she realized that many of the principals that worked extremely well in the bridal industry were missing from the car buying experience. It lacked transparency and a fun atmosphere.

In episode 104 of the show, Amy is going to take you on her journey from newbie to seasoned sales professional and let you in on the lessons she's learned in between.

Get the full scoop here: http://www.thedealerplaybook.com/104

If you're getting value out of the DPB, we'd love an honest review of the show here: http://www.thedealerplaybook.com/itunes/

We'd also love your help spreading the word. We're on a mission to empower automotive professionals around the world to rise above the clutter and THRIVE!

Dominate!

MC

Direct download: DPB_S6_AmyBannor_mixdown.mp3
Category:Business, Management & Marketing -- posted at: 10:36am PST

In Episode 103, I'm joined by my good friend, Yuliya Chernykhovskaya, a health and wellness coach who is helping people live the best version of life as possible. 

Yuliya shares some powerful insights into the importance of healthy living and what role that plays in dominating your career.

Sadly, healthy living isn't something that often gets associated with career, but Yuliya shares her insights into how they are one in the same. Your health is as much a part of the job as everything else you're pursuing.

Get the full scoop here: http://www.thedealerplaybook.com/103

If you're getting value out of The DPB, we'd love an honest review of the show here: http://www.thedealerplaybook.com/itunes

We'd also love your help spreading the word. We're on a mission to empower automotive professionals around the world!

DOMINATE!

MC

Direct download: DPB_S6_Yulia_mixdown_version1.mp3
Category:Business, Management & Marketing -- posted at: 12:00am PST

Rand Fishkin is the world's leading SEO strategist, consultant, and speaker. His company MOZ develops a top-rated SEO platform that has helped thousands of companies improve their search rankings and search engine performance.

In episode 102, Michael and Rand talk about the SEO techniques that will better position your company for a successful future. As part of the conversation, Rand offers some predictions about the future of SEO and what you can do to be prepared.

To get the full scoop, visit: http://www.thedealerplaybook.com/102

If you're getting value from DPB, we'd LOVE an honest review here: http://www.thedealerplaybook.com/itunes

We're on a mission to empower automotive professionals around the world. We can't do it without your help. SHARE SHARE SHARE!

Love you guys!

DOMINATE!

MC

Direct download: DPB_S6_RandFishkin_mixdown.mp3
Category:Business, Management & Marketing -- posted at: 1:14pm PST

Elise Kephart has quickly become the go-to resource for dealership phone training and follow up, but she made her name "The YouTube Diva" by producing sales and follow-up videos while working on the front lines.

In episode 101, Elise walks you through the ins and outs of using video as a sales and follow up strategy to win more deals and provide an exceptional customer experience.

To get the full scoop, visit: http://www.thedealerplaybook.com/101

If you're getting value from DPB, we'd LOVE an honest review here: http://www.thedealerplaybook.com/tunes

We're on a mission to empower automotive professionals around the world. We can't do it without your help. SHARE SHARE SHARE!

Love you guys!

DOMINATE!

MC

Direct download: DPB100_mix.mp3
Category:Business, Management & Marketing -- posted at: 1:16pm PST

Marcus Sheridan is no stranger to marketing. By following his famous, "They Ask, You Answer" methodology, Marcus helped his pool installation company go from 'regular Joe' to international acclaim. 

In this episode of DPB, you'll hear Marcus share some fascinating insights into how you can market your dealership in the 21st century.

To get the full scoop, visit: http://www.thedealerplaybook.com/100

If you're getting value from DPB, we'd LOVE an honest review on iTunes here: http://www.thedealerplaybook.com/tunes

We're on a mission to empower automotive professionals around the world. We can't do it without your help. SHARE SHARE SHARE!

Love you guys!

DOMINATE!

Direct download: DPB-Marcus-mix_v1.mp3
Category:Business, Management & Marketing -- posted at: 9:48am PST

Patrice Banks is on a mission to empower female drivers all over the world. A Dupont engineer turned auto-mechanic, Patrice is educating women (and men) about vehicle repairs and maintenance so that they can enjoy a transparent visit to the shop and not get taken advantage of.

In episode 99, you'll learn some creative ways to make your dealership service center more transparent. You'll also get some ideas about how to make the customer experience more enjoyable and stress-free.

Get the full story over at http://www.thedealerplaybook.com/99

If you're getting value out of the show, we'd love your help spreading the word with an honest iTunes review here: http://www.thedealerplaybook.com/dpb-itunes

DOMINATE!

Direct download: DPB99_mix.mp3
Category:Business, Management & Marketing -- posted at: 10:45am PST

Aside from being a Nobel Prize Nominee, Lon Safko is the bestselling author of the Social Media Bible. 

Check out http://www.thedealerplaybook.com/98 to get access to Lon Safko's social media selling tips.

In this episode, you're going to hear Lon talk about the best way to increase sales using social media. You'll also hear Lon and Michael walk through a winning social media sales funnel that works.

Getting value from DPB? We'd love your help spreading the word with a review on iTunes here: http://www.thedealerplaybook.com/dpb-itunes/

DOMINATE!

Direct download: DPB98_mix.mp3
Category:Business, Management & Marketing -- posted at: 1:45pm PST

When it comes to getting things done, there is no one else on the planet better equipped to share insights than David Allen.

David Allen is the New York Times Bestselling author of "Getting Things Done: The Art of Stress-free productivity."

Productivity is something that either makes you feel accomplished or completely overwhelmed.

Many people struggle with achieving their goals because they aren't sure where to start. With the GTD methodology, you'll be able to identify what matters most to you and how to organize all the 'to-do's' in a way that will help you feel more in control than ever before.

The Five phases of the GTD (Getting Things Done) Methodology:

  1. Capture
  2. Clarify
  3. Organize
  4. Reflect
  5. Engage

According to David's website, "The heartbeat of GTD is five simple steps that apply order to chaos and provide you the space and structure to be more creative, strategic, and focused.

Whether in your automotive career, or personal life, the GTD methodology is a perfect way to get control and live a more fulfilled life than you've ever thought you could live.

Connect with David Allen:

Connect with Michael Cirillo:

 

If you're getting value from DPB, we'd love a review on iTunes here.

 

DOMINATE!

 

Direct download: DPB97_mix.mp3
Category:Business, Management & Marketing -- posted at: 12:41pm PST

Instagram is a powerful marketing tool for building your personal brand.

On this episode of Minisode Monday #3, we're exploring a snippet from a past show of the podcast featuring the one and only Sue B. Zimmerman.

Sue is a power player when it comes to Instagram Marketing. Her Instagram profiles average 100 new targeted followers per day, with hundreds of new leads for her business each week. 

If you're dabbling on Instragram, this minisode is for you.

If you're getting any value out of the show, we'd love your help spreading the word. Leave an honest review on iTunes here: http://www.thedealerplaybook.com/dpb-itunes

 

Connect with Michael:

http://www.clyxo.com/michaelcirillo

 

DOMINATE!

Direct download: minisode3.mp3
Category:general -- posted at: 10:11am PST

You can't talk about marketing a local business without addressing direct mail marketing tips in 2016.

In Episode 96, David Villa from Imperial Press Direct shares some of his best insights about direct mail and the important role it plays in your advertising and marketing mix.

Key Takeaways:

1.) Direct Mail Marketing best works when you target a relevant audience and make an appropriate offer. Don't Spray and Pray.

2.) With advancements in technology, it's easier to track the effectiveness of your direct mail campaign. It's important to track results so that you know where to adjust your marketing efforts moving forward.

3.) Direct Mail Marketing works best with shot-to-the-arm offers. While you could use it to drive awareness, David Villa suggests that the cost of direct mail may detour people from using it strictly as an awareness play.

If you received value from this session, don't forget to share, subscribe, or leave a review on iTunes!!! http://thedealerplaybook.com/dpb-itunes

Connect with Michael Cirillo:
http://clyxo.com/michaelcirillo

DOMINATE!

 

Direct download: DPB96_mix.mp3
Category:Business, Management & Marketing -- posted at: 9:08am PST

You've probably noticed how much content we're pumping out about Facebook. That's because we've been getting a TON of questions about how to get the most out of the social network.

Molly Pittman, VP of Digital Marketer, is one of the world's leading experts when it comes to Facebook ads and Facebook marketing strategy.

In episode 95 of The Dealer Playbook, Molly shares ideas about how you can 10x your Facebook ads ROI, ramp up your dealership business, and dominate in your market.

Key Facebook Ads Takeaways:

Facebook ads are different than Google ads and should not be treated the same.

On Google, people are searching for answers to their questions, or solutions to problems.

On Facebook, people are there to connect with friends and family, or keep in touch with associates. As such, your ads need to feel like they organically fit into the news feed rather than blatantly disturbing the flow that people have come to enjoy.

Deliver Value at varying stages of the buying funnel.

Most dealership advertising focuses on low funnel, ready-to-show-intent shoppers. Sadly, this is some of the most expensive advertising that can be done on PPC platforms like Google of Facebook because the competition is so high.

And with every dealer pretty much broadcasting the same message, capturing the attention of qualified buyers is more difficult.

But advertising to low funnel shoppers is still essential to winning business. It's just not the only advertising you should do. 

Molly Pittman suggests adding more strategy on-top of your existing ads for those that are higher up in the funnel. For example, produce and promote content about the best places to take your kids on a Sunday drive, or the top burger joints in town is content that is share-worthy to the majority of people.

The goal is to get as many eyes on you as possible. That way, when they are ready to start car shopping, they will remember your dealership first.

To learn more about Molly Pittman and her company Digital Marketer, visit http://www.digitalmarketer.com

If you're getting value out of DPB, don't forget to like, subscribe and share. Your reviews on iTunes mean the world to us. 

Leave an honest review here: http://www.thedealerplaybook.com/dpb-itunes

 

Connect with Michael:

http://clyxo.com/michaelcirillo

DOMINATE!

Direct download: DPB_MollyPittman_audio_mixdown.mp3
Category:Business, Management & Marketing -- posted at: 11:25am PST

Welcome to episode 2 of Minisode Monday. 

In this episode we're going to explore the difference between Facebook business pages and Facebook profiles. More importanatly, we're going to look at the pros and cons of each, to help you decide where to focus your brand building energy.

Though there isn't a right or wrong here, this post will hopefully provide you information about what it will take to brand yourself using Facebook as a distribution method.

Pros and Cons of a Facebook Business Page

Pros:

  • Build an audience of targeted, interested followers
  • More brand building/engagement tools (e.g., notes, polls, etc.)
  • Advertising options
  • Audience insights

Cons:

  • Building an audience takes time (PATIENCE!)
  • It's another channel to mange
  • Needs to be consistent

Pros and Cons of using Your Facebook Profile for Business

Pros:

  • You're already using it and have a built in friend-base
  • Friends may be more supportive and willing to help you share

Cons:

  • Facebook doesn't really like personal pages being used for business purposes
  • Not a targeted following (e.g., parents, friends who may not be interested in what you're talking about / possibility of unfollow/hide/spam etc.)
  • No options to advertise/boost posts etc.

 

Whatever you choose to do, be consistent. Have a strategy and see it through to the end!

We'd love to hear from you!!!

If you like the content, we'd love an honest review on iTunes here: http://www.thedealerplaybook.com/dpb-itunes

Your feedback is our oxygen!!!

We're on YouTube:

Did you know you can watch full episodes on YouTube? Check it out here:

https://www.youtube.com/c/thedealerplaybook

 

Direct download: Minisode-2-audio_01.mp3
Category:Business, Management & Marketing -- posted at: 8:37am PST

 

Kathi Kruse (@KathiKruse) is a social media consultant and marketing strategist. Who newly revised book, "Automotive Social Business" brings you a deeper understanding of how to captivate your customers, sell more cars, and be generally remarkable on social media.

Episode 94 of The Dealer Playbook dives into how you can get more out of your Facebook Marketing, and what KPIs you should be tracking for digital success.

Key Takeaways:

  • Have a clearly defined goal or objective. It's not enough to just say you want leads. You need to go deeper than that.
  • Define your audience. Who are you speaking to?
  • Audit performance (remember that performance is hinged upon your objective)
  • Use Data to make adjustments
  • Repeat

You can find the shownotes at http://www.thedealerplaybook.com/94

HELP US SPREAD THE WORD!

If you're getting any value out of the show, we'd love an honest review on iTunes! This is what helps us stand out from the crowd and helps others connect with the value you've received here.

Review the show here: http://www.thedealerplaybook.com/dpb-itunes

Dominate!

Direct download: DPB_KathiKruse_v1_mixdown.mp3
Category:Business, Management & Marketing -- posted at: 10:52am PST

Welcome to the first episode of Minisode Monday!

Have you ever felt like you're just spinning your wheels and not getting any closer to achieving your goals?

In this Minisode, Michael shares some insights into how you can get more focussed on achieving results at lightning speed.

Here's what's up:

1. It doesn't matter what you're aiming at, it only matters what you hit

2. Stop spreading yourself so thin. Stay focused on the path you need to take to get to your goal

3. Be clear that the goal is actually what you want to achieve.

HELP US SPREAD THE WORD! If you're getting value out of DPB, please subscribe and write us a review! This is what helps us stand out from the crowd and helps other automotive professionals get the credible advice they need. Review the show on iTunes! We rely on it!

http://thedealerplaybook.com/dpb-itunes

Dominate!

Direct download: DPB_minisode_1.mp3
Category:Business, Management & Marketing -- posted at: 12:00am PST

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 Episode 93 of The Dealer Playbook, 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.

Understand the common phrases that car shoppers use

From "just looking" to "what's the best price you can give me", understanding why car buyers use these phrases is essential to working through the sales process.

"They've been taught to say those things from their parents, and their parents, and their parents and on and on..." It's all they know how to say when placed in that situation.

The sooner you can get over the fact that most car shoppers will repeat the same phrases, the better off you'll be.

Rather than complaining that all of them say the exact things or have the same objections, leverage those phrases to come up will killer solutions. Each customer provides you with one more opportunity to get your work tracks right.

Learn the word tracks

It's no secret that certain word combinations work better than others. Ryan Stewman shares some valuable word tracks that can break the ice and seal the deal.

Ask questions

When asked about the most valuable sales lesson he's learned was, Ryan responded, "Ask questions."

This is a practice that comes preloaded in every sales training course there is. Sadly, very few adopt the practice into their routine.

A significant element of asking is listening. If you ask questions, you have to be willing to genuinely take an interest in what the other person is saying. Once you do, it may surprise you how much information they volunteer that will help you advance the sale even further.

Insist on the business

If you've gone out of your way to answer questions, convey value and provide an enjoyable experience, don't be afraid to insist on the business. If the customer is asking about the lowest price you can offer, consider the vehicle sold. Ryan Stewman submits that when customers ask for a price, they've already agreed to buy the vehicle, they're just kicking off the negotiation.

Play the game

Not only is it vital to know the game you're playing, but you need to be willing to play it.

It's crazy how many car pros complain about the negotiation process when working a car deal, but that's just part of the game. If you take the time needed to know how to navigate the game, your chances of winning increase exponentially.

Connect with the Hardcore Closer:

http://www.clyxo.com/closer

Connect with DPB:

http://www.clyxo.com/dpb

Connect with Michael:

http://www.clyxo.com/michaelcirillo

 

 

Direct download: DPB93_mix.mp3
Category:general, business -- posted at: 3:23pm PST

When Nathan Hays got his start in the car business six years ago, he knew that in order to achieve the success he wanted, would require him to put in the effort.

Not just any effort, though. Nathan was on a mission to completely OWN his community. With a vision in mind, he got to work.

In episode 92 of The Dealer Playbook, Car Dealer Nathan Hays takes you on his journey from being a greenie in the car biz, to being nick-named, "Mayor of Carville" by his colleagues.

When you listen to Nathan's story, you might be thinking, "Okay, but where's the meat?" or "Where's the fancy strategy that will just get me fast results?"

For those that want the fancy shotgun approach to success, you'll feel nothing but disappointment. There is nothing fancy about what Nathan talks about here. But is there meat? Absolutely!

Everything that Nathan Hays is doing comes from a long history of success. The success that others have experienced and shared. He is following a very strategic recipe, and if anything, you should realize that the sooner you start following the recipe, the better off you'll be.

The Math and Science of Becoming a Top Car Sales Pro

It's a numbers game. If you take the time to identify how many people you know, the more you should start to see how many acres of diamonds are sitting in your prospect pool.

If you know 100 people and each of them knows 100 people you already have the ability to impact 10,000 people in your community. The numbers add up quickly.

The simple science of this is that you need to make yourself known. If those 100 people don't remember you or know that you exist, it's impossible to do business with them. People can't give their money to someone they don't think about.

Your objective is pretty straight forward. Network until you're blue in the face. Focus on getting to know people in your community. Get involved. Show interest in others, and they will reciprocate by showing interest in you.

Follow the Car Sales Recipe

You've probably heard that success is a recipe. Well, when it comes to selling cars and becoming the "Mayor" of your community, it's the truth!
One of the most important aspects of a recipe is that you apply the ingredients in the right sequence.

Often, when it comes to achieving success, people want results quickly and end up taking steps out of sequence. They're looking for a shortcut to success. Shortcuts always turn into long cuts.

If you want long-term sustainable results, it's important that you follow the recipe to a 'T.'

Get the 10-step Car Sales Pro Action Plan to Dominating your Market here

Connect with Nathan Hays Here:

Facebook: https://www.facebook.com/askfornate
Twitter: http://www.twitter.com/askfornate
WWW: http://www.askfornate.com

Connect with Michael Cirillo Here:

WWW: http://www.michaelacirillo.com
Twitter: http://www.twitter.com/michaelacirillo
Facebook: https://www.facebook.com/MichaelAdamCirillo
Instagram: http://www.instagram.com/michaelcirillo

Connect with Team DPB Here:

http://www.thedealerplaybook.com
https://www.facebook.com/dealerplaybook

Write a Review of DPB on iTunes:

http://www.thedealerplaybook.com/dpb-itunes

Direct download: DPB92_NathanHays_mixdown.mp3
Category:business, sales, Training, Automotive -- posted at: 11:35am PST

Gary Vaynerchuk is one of the most prominent Entrepreneurs of the 21st century. As the founder and CEO of VaynerMedia, a 700+ person digital marketing agency, Gary has learned a thing or two about starting and growing a business.

He is now on a mission to share what he's learned with other business owners and entrepreneurs. His motivation is to leave a legacy; an imprint on future generations about what it looks like to be a leader and entrepreneur.

In episode 91 of The Dealer Playbook, Michael sits down with Gary to discuss his new book, #Ask GaryVee and have a few questions answered about how to succeed in car sales in a cluttered market.

No Excuses, No Perfect Conditions

Have you ever found yourself waiting for the conditions to be just right before you act? How has that worked out for you? The shortest answer of this episode came when Michael asked, "Do you ever wait for perfect conditions before making a move?"

Gary's answer: "NO!"

Of course most listening or watching already knew the answer. But Michael asked it for less than obvious reasons. It's one thing to know the answer; it's another to take action on it.

One of the reasons most people leave their dreams, goals or ambitions behind is because they secretly believe the perfect conditions are right around the corner.

If Gary Vaynerchuk Sold Cars

Let's face it, we all want to know what moves Gary would make if he were selling cars. Well, now you finally get the answer from the horses mouth.

If Gary Vaynerchuk became a car salesperson, he would execute a hyper-local strategy. The goal: Become what he called the "social mayor" of the community.

Using social media, he would build his audience by being the go-to local resource for anything and everything in the community. From talking about that "pothole" that everyone is complaining about to engaging in community events and fundraisers.

The challenge is that most salespeople think of what they do as a J.O.B. Gary apparently thinks and sees the future as an entrepreneur. His thought process immediately took him to a place where he captured control and took action to make himself omnipresent in his local community.

If Gary Vaynerchuk sold cars, you wouldn't be able to escape him online. He would be everywhere. He would be involved. He'd run it as if it were his own business.

Get a copy of Gary's New book "#AskGaryVee"

Getting your hands on Gary Vaynerchuk's new book #AskGaryVee is pretty simple. Here's what you need to do to claim your free copy:

  1. Write an honest review of The Dealer Playbook on itunes here: http://www.thedealerplaybook.com/dpb-itunes
  2. Screengrab your review and send email it to Michael with your mailing address
  3. That's it. Easy Peezy!

Connect with Michael

Direct download: DPB91_GaryVee_mixdown.mp3
Category:general, business -- posted at: 11:18am PST

Mat Koenig, CEO of Buscador de Auto, is no stranger to creating winning culture and helping teams achieve their potential. From his days managing sales teams in the dealership to his current role as CEO, Mat shares some valid points about what it will take for you to reconnect with your team members and leverage their strengths.

As the digital age has unfolded, and with the increase in technology usage for communication, many leaders are struggling to find the balance between the digital and real world. 

In episode 90 of The Dealer Playbook Podcast, Michael Cirillo and Mat Koenig discuss how you can lead human beings in the digital age so that it's a win/win for everyone.

Leaders Must Show Interest and LEAD!

As the leader of a team, it's important for you to know what makes your team members tick. It's about shifting your paradigm from being "the boss" and managing people to being a leader and strengthening people. 

Leaders lead from the side. They don't need to display their dominance over anyone. They have stewardship for (not over) the people on the team. They recognize that they are also a part of the team and it's in their best interest to encourage and empower their people to succeed.

Connect with Mat Koenig:

Connect with Michael Cirillo:

Connect with Team DPB!:

 

Direct download: DPB90_MatKeonig_mixdown.mp3
Category:business, sales, Training, Automotive -- posted at: 9:31am PST

The digital age has brought about significant shifts in how consumers research and purchase vehicles. But that's where most of the focus has been about the sales process.

According to our guest, Jim De Luca, Vice President of The Digital Road to a Sale, the sales, and finance processes are very siloed and don't work well together. Most dealerships are focused primarily on creating a streamlined sales process but leave F&I to sit in the shadows.

Is your F&I Process stuck in the 80's?

It's not 1984, and there is a need for dealers to shift their F&I processes so that they adapt and fit in with consumer behavior in the 21st century.

In episode 89 of The Dealer Playbook, Jim De Luca provides insights into how dealers can provide a streamlined and efficient F&I process in a transparent way.

Transparent F&I Processes are a Must

Transparency, he mentions, is a key to having an efficient finance and insurance process in your store. When you consider the fact that consumers are asked to give private information to an individual that they've never met before is a pretty significant thing. It doesn't make much sense.

The best way to counter that gap in the process is by having a fully-featured F&I menu available during the sales process. That way you'll be able to provide the transparency and information that the customer is interested in.

Have a question for Jim? Connect with him here:

 

Connect with Michael!

 

Direct download: DPB89_JimDeLuca_v1.mp3
Category:general, business, automotive -- posted at: 12:00am PST

DPB 088: How to Create a Culture of Belief and Drive Big Results w/ Lisa Copeland

Creating a positive culture is something that we've discussed before on The Dealer Playbook, but session 88 of the show brings the culture topic to a new level.

Lisa Copeland, Head of Automotive Retail Strategies at the Culture Works, joins Michael as a guest to discuss culture specifically from the leadership point of view.

Those who hold a leadership position in a dealership are responsible for how that dealership operates. In fact, much of the performance of the team as a whole is dependent on the atmosphere that the leader creates.

Sadly, most dealerships are struggling to create an environment that positions its team members for growth.

In Episode 88, Lisa Copeland reveals some of the things that she did as a dealer to leverage the strengths of her team.

Guidelines aren't limitations

Lisa explains that it's important to have guidelines for your team to follow. In most cases, guidelines are thought of as constraints - things that you cannot do. In Lisa's stores, guidelines were a series of things that could be done, and by so doing, would empower each team member to perform at the highest degree possible.

It's about shifting your paradigm and understanding that the best way to have your team succeed is to outline what it will take to make it happen.

Leadership isn't Friendship

A well-respected leader is better than a good friend. That's not to suggest that you shouldn't be friendly with your team, but earning and keeping their trust as a leader will do more for your culture than trying to be buddy-buddy with them.

Know what drives your team members as individuals

Lisa mentions that understanding what motivates you is a powerful way to keep your team progressing. In previous episodes of the show, others have added their opinion about keeping motivated and the best way to do that.

As a leader, it's part of your job to motivate and inspire the team. One of the easiest ways to make that happen is by knowing what makes them tick.

Knowing what motivates you is something that Lisa is very passionate about which is why she is offering a complimentary motivators assessment to those that want it. The assessment is an exclusive offer to listeners of The Dealer Playbook, something that is normally worth $100.

If you want to take advantage of the offer, all you need to do is email Lisa Copeland here.

You can also follow Lisa Copeland on social media here:

Connect with Michael Cirillo on Social Media and say 'Hi!':

Or

Direct download: DPB_88_LisaCopeland_mixdown_final.mp3
Category:general, business, automotive -- posted at: 11:38pm PST

Marketing is not about dumping more money into advertising so that you can get more clicks to your website. It's not about buying a full page ad in the local newspaper or airtime on the radio.

Though there are dozens of outlets to broadcast your business, many dealers are struggling to generate real results.

On episode 87 of DPB, Glenn Pasch, Troy Spring, and Tracy Myers talk about their new book, "The Power of Connected Marketing" by sharing strategies from the book that will help you unify your marketing and see great gains.

The problem with most dealer marketing and advertising today is that it's siloed. Radio ads aren't connecting to website pages, newspaper or social media. Social media ads aren't connected to any specific campaign or purpose. In so doing, dealers are wasting more money on marketing then needed.

It's not about what platform works better, either. Too often (especially in the digital age), dealers and vendors debate that radio and television are still effective while others place all their chips on digital.

Troy Spring explains that even online businesses are using television and radio to draw attention. That's because they are working a complete strategy from start to finish.

Tracy Myers shares that you have to be intentional with your marketing. It needs to align with a genuine business model for it to stick.

Glenn Pasch teaches that you should perform an audit of all your vendors and the services they provide to get a pulse on what you're spending money on.

On May 13th, 2016 The Power of Connected Marketing is available for sale on Amazon. But Glenn, Troy, and Tracy share another reason why they wanted to talk about the book on DPB.

"We're up to $4 from each book sale being donated to the #PaulieStrong foundation."

A good friend, and industry Vet, Paul Jimenez and his family started the #PaulieStrong foundation in honor of their son/brother Paulie who passed on earlier this year from rhabdomyosarcoma - a rare form of childhood cancer. All money donated to the foundation goes towards helping find a cure for pediatric cancer in memory of Paul Ulysses Jimenez.

Buy The Power of Connected Marketing Here

Get a Free Copy of The Book

In this episode of DPB, Michael talks about how you can get your hands on a free copy of The Power of Connected Marketing. Here's what you have to do:

1.) Write an honest review of The Dealer Playbook Podcast on iTunes: http://www.thedealerplaybook.com/dpb-itunes

2.) Screenshot your review and send it to michael@thedealerplaybook.com along with your name and mailing address.

3.) That's it. Wait for the book to arrive!

Do it now before the free copies run out!

Direct download: DPB_87_mixdown.mp3
Category:general, business -- posted at: 2:00am PST

Grant Cardone is no stranger to doing whatever it takes to create success. In fact, for many of his followers, the terms 'hustle' or '10X' have become synonyms for his name. 

In this episode of The Dealer Playbook Podcast, Michael Cirillo sits down with Grant Cardone to dissect what being obsessed looks like and how you can use it to gain more balance in your life than ever before.

Grant's journey toward what he has become today started when he was 25 years old and recovering from a drug addiction. He found a car dealership that was willing to take a chance on him. That dealership is where he became obsessed with creating a bigger life for himself than he could have ever dreamt of. 

Today, Grant is perhaps the poster boy for what possibilities can come from having a career in automotive. He now owns one of the most successful sales training companies on planet earth and a real estate portfolio that keeps growing.

Grant Cardone on being Obsessed

But with his 'in-your-face', do whatever it takes, persona, have come some misconceptions about the sales tycoon. First, that he never stops working.

In this episode, you'll hear Grant mention that he spends more time with his family than most people and that he never compromises on sleep. He even takes a nap every now and again.

So how is it that he can be as obsessed as his persona exemplifies while maintaining a healthy work-life balance? The simple answer: He's obsessed with everything in his life.

He's obsessed with his career, his family and his spirituality. In so doing, he finds the ultimate balance and fulfillment in his life. 

The challenge for most people today is that they are only obsessed about one or two things. They either only want to work and as a result, they miss out on their family, or they only want to play and have fun, and therefore miss out on what a diligent work life has to offer.

The bottom line: By becoming obsessed with the various elements of your life (whether career, family, spirituality, play), you can find greater balance, more fulfillment, and big successes.

If you enjoyed this episode of DPB, do us a favor and write a review on iTunes here.

Also, don't forget to subscribe to our YouTube channel where there is a growing library of video content.

Lastly, we'd love to connect with you on Facebook here!

 

Direct download: DPB_86_GrantCardone.mp3
Category:general, business -- posted at: 9:15am PST

After a brief hiatus, new episodes of The Dealer Playbook Podcast are around the corner starting on May 5, 2016. 

We've been working on some really cool things that we can't way to share with you when the new episodes start back up!

If you're new to the show, this is a great chance to get caught up on the last 85 episodes!

Join us on Facebook: https://www.facebook.com/thedealerplaybook

Direct download: April21_2016.mp3
Category:general, business -- posted at: 12:11pm PST

Trevor Turnbull is one of the foremost experts when it comes to leveraging the power of LinkedIn to grow your business.

In this episode of The Dealer Playbook Podcast, Michael and Robert are joined by Trevor to discover the exact process he uses to optimize, grow, and leverage his LinkedIn profile.

You're going to learn what you can do to expand your community and grow your social influence. You'll also get access to Trevor Turnbull's LinkedIn strategy that will help you grow your customer base and sell more cars.

LinkedIn is about people

It's important to remember that social media is about networking with real people. Whatever wouldn't be acceptable to do in real life, should definitely not happen on LinkedIn or any social network, for that matter.

For example, when joining groups on LinkedIn, it's best to focus on building relationships rather than trying to jump into the conversation by promoting what you do. It's important to grow your network and circle of influence naturally.

 

Connect with Trevor Turnbull

If you'd like to get in touch with Trevor, connect with him on LinkedIn here.

 

Connect with Team DPB

Direct download: DPB85_mix.mp3
Category:general, business -- posted at: 1:00am PST

The automotive industries most electrifying podcast is back for session 84 with some creative strategies for today’s automotive professional.

We have a return guest that we have to go back 82 episodes to his first appearance on DPB the founder and president of the auto industries largest recruiting organization AutoMax Recruiting & Training Mr. Craig Lockered.

Craig Lockerd is a 43 year automotive green pea .

Starting in the early 70's Craig has been able to see many interesting changes in our business , some good, some not so good.

Has held ALL the positions in a store, consulting in the late 80's and started AutoMax Recruiting the premier automotive recruitment company in the country over 17 years ago.

Constantly staying ahead of recruiting trends and technology AutoMax is in the midst of a huge growth spurt.

Craig joins team DPB again to discuss how you can take control and create your own culture as a sales professional in your dealership.

Here are the cliff notes of this episode:

It Is Not Always A Management Thing 

The finger seems to always get pointed at management when it comes to a dealerships culture.

Craig debunks this age old myth and drops some power bombs on how you can start to control your own culture at your dealership.

Checking Your Problems At The Door

Nothing hurts your car sales worse then a bad attitude and nothing hurts your attitude more then bringing your problems with you to work.

Craig reveals his top tips that will help you check your personal life problems and drama at the door so you can be successful selling cars.

It Only Takes One

One positive, hardworking and focused car sales professional can single handedly shift the entire dealerships culture.

Craig gives some real life examples of this and how you can be that sales professional that gets the ball rolling on changing your dealerships culture for the better.

Craig Lockerd is a great guest and this is just a quick preview of what you can expect to learn about in this episode.

Connect With Craig Lockerd

You Know The Drill, Now It's Your Turn

The whole team at DPB can not thank you enough for all the support and love you have been giving us.

Whether you loved it, hated it, want more of it, or want something different , we want to hear your voice.

Sound off below with your thoughts, opinions, suggestions, questions, etc. and lets keep this conversation going.

See you next time ; 

Have You Checked Out Michael Cirillo's Best Selling Book "Don't Wait Dominate? 

  • Get Michael's book here.

Connect With Team DPB

  • Connect with The Dealer Playbook on Twitter here.
  • Check out Michael Cirillo's blog here.
  • Check out Robert Wiesman's blog here.
  • Connect with Michael Cirillo on Twitter here.
  • Connect with Robert Wiesman on Twitter here. 

 

Direct download: DPB84_mix.mp3
Category:career -- posted at: 3:30am PST

Welcome to session 83 of the automotive industries most electrifying podcast The Dealer Playbook.

In session 83 we are talking shop with the former director of social media for Ford Motor Company and the current founder/CEO of Scott Monty Strategies Mr. Scott Monty himself.

Scott Monty is a corporate executive steeped in digital. Scott was ranked by The Economist as number one atop the list 25 Social Business Leaders and by Forbes as one of the top 10 influencers in social media, Alan Mulally, the CEO of Ford Motor Company, called him “a visionary."

From 2008-2014, Scott was the head of social media at Ford Motor Company and held the title Global Digital and Multimedia Communications Manager. He advised on social media activities across the company, from influencer relations to marketing support, customer service to internal communications and more.

Before joining Ford, Scott was part of a strategic consultancy specializing in digital and social media and an advertising and marketing firm focused on technology and health sciences.

Scott has been featured in hundreds of news and business publications in print and on the web, in dozens of books, and on a variety of mainstream media, including Bloomberg, NBC, NPR, CNN, Fox Business, The Wall Street Journal and more. Scott is a recognized thought leader in the communications and marketing industry and frequently speaks at events around the world.

Scott sits down with team DPB and drops some powerful tips and strategies to help you build relationships of trust with your prospects so you can win in business.

Here is a quick preview of some of the information Scott covers in this session:

How To Deliver Value To Your Customers

“It is all about the customer," Scott says in this episode. We always hear people talking about providing value for your customer and in this session Scott goes into how to accomplish just that.

Building Your Process Around The Customer

With the rise of the millennial generation, it is critical to audit your processes and tweak them to be appealing as well as accommodating for them. Scott talks about creating a culture and customer experience that adapts to the customers needs not the dealerships.

The Art Of Building Trust

People want to do business with people like themselves, with people they trust. Learn some of Scott’s best practices when it comes to building trust with prospects and customers in your market place.

That is just a small preview of what you can expect to learn in this session.

Get Connected With Scott Monty

You Know The Drill, Now It's Your Turn

The whole team at DPB can not thank you enough for all the support and love you have been giving us.

Whether you loved it, hated it, want more of it, or want something different , we want to hear your voice.

Sound off below with your thoughts, opinions, suggestions, questions, etc. and lets keep this conversation going.

See you next time ; 

Have You Checked Out Michael Cirillo's Best Selling Book "Don't Wait Dominate? 

  • Get Michael's book here.

Connect With Team DPB

  • Connect with The Dealer Playbook on Twitter here.
  • Check out Michael Cirillo's blog here.
  • Check out Robert Wiesman's blog here.
  • Connect with Michael Cirillo on Twitter here.
  • Connect with Robert Wiesman on Twitter here. 

 

Direct download: DPB83_mix.mp3
Category:career -- posted at: 7:49am PST

In this power packed session we are sitting down with our friend and automotive sales expert Mr. Fran Taylor the founder of Taylor Techniques sales training company. 

You might remember Fran from episode 29 where he talked about sales prospecting for car sales professionals and in this session he sits down with us to talk about “How To Sell A Car Per Day.

Here is a quick preview of this session with Fran Taylor:

Steps a car sales professional needs to take to sell a car per day.

Fran breaks down the activities and strategies todays car sales professionals need to be taking daily in order to sell a car per day.

Setting your goals.

Fran chats about the power of goal setting and how you should be setting yourself goals that money can by.

Investing in yourself.

Fran always says invest in yourself and you will make money, invest zero in yourself and receive zero in return. Learn what a car sales professional should be investing in and how to leverage those investments.

That is just a small sample of the valuable information Fran Taylor drops in this session.

Connect with Fran Taylor

You Know The Drill, Now It's Your Turn

The whole team at DPB can not thank you enough for all the support and love you have been giving us.

Whether you loved it, hated it, want more of it, or want something different , we want to hear your voice.

Sound off below with your thoughts, opinions, suggestions, questions, etc. and lets keep this conversation going.

See you next time ; 

Have You Checked Out Michael Cirillo's Best Selling Book "Don't Wait Dominate? 

  • Get Michael's book here.

Connect With Team DPB

  • Connect with The Dealer Playbook on Twitter here.
  • Check out Michael Cirillo's blog here.
  • Check out Robert Wiesman's blog here.
  • Connect with Michael Cirillo on Twitter here.
  • Connect with Robert Wiesman on Twitter here. 

 

Direct download: DPB82_mix.mp3
Category:career -- posted at: 4:50am PST

Welcome to session 81 of “The Dealer Playbook” the most electrifying podcast in the automotive industry. We are so glad you are here.

In this session we are talking shop with someone we have not had on the show since way back to episode 23, a longtime confidant of team DPB “The YouTube Diva” Mrs. Elise Kephart-Adame.

In case by some freak chance you’re not familiar with Elise:

Elise is the founder of The Elise Kephart Experience, a company focused on helping dealerships strengthen their process, sales teams and lead handling utilizing tactics with a emphasis on improving phone skills and utilizing video email.

An international sales/marketing phenomenon in the auto industry, Elise is nationally recognized as “The YouTube Diva” for her persuasive personalized video greetings. 

Since 2007 she sold countless vehicles to clients by creating a strong bond with her customers through the power of unique video messages.

Among her high volume sales, she has also earned top performing CSI.

With her unique approach to videos, her phone skills and selling background, Elise has visited dealerships across the country teaching her one of a kind method.

This time around for episode 81 our discussion with Elise is all about the inbound phone up.

How To Handle A Phone Up Like A Boss

Elise shares with DPB her top three power moves to handling phone up’s like a pro… Like a BOSS!

1. The first impression

We have all heard the saying “first impressions are everything” but yet why does the majority of car sales people answer a sales call like it’s a massive inconvenience?

The quality of your greeting sets the tone for the entire call.

Elise drops some great incite and examples to help you make a first impression like a BOSS with phone up’s.

2. Get that contact info

There is no excuse for not getting a phone up’s contact info. That is the first step to getting a sale.

Elise shares her top secrets to getting the contact info like a BOSS.

3. Ask For The Appointment (More than once)

The objective of a inbound phone up is to set an appointment. It is unlikely you will sell them the vehicle over the phone and even so they will have to come into the dealership at some point so no better time then now.

Elise delivers her best strategies and techniques to setting more appointments with phone up’s.

This session is a little longer then most but that is because it is jam packed with valuable content. What you see above is just a small glimpse at the value that is packed into session 81.

Get connected with Elise:

You Know The Drill, Now It's Your Turn

The whole team at DPB can not thank you enough for all the support and love you have been giving us.

Whether you loved it, hated it, want more of it, or want something different , we want to hear your voice.

Sound off below with your thoughts, opinions, suggestions, questions, etc. and lets keep this conversation going.

See you next time ; 

Have You Checked Out Michael Cirillo's Best Selling Book "Don't Wait Dominate? 

  • Get Michael's book here.

Connect With Team DPB

  • Connect with The Dealer Playbook on Twitter here.
  • Check out Michael Cirillo's blog here.
  • Check out Robert Wiesman's blog here.
  • Connect with Michael Cirillo on Twitter here.
  • Connect with Robert Wiesman on Twitter here. 

 

Direct download: DPB81_mix.mp3
Category:career -- posted at: 3:30am PST

We are back from a two week hiatus with session number 80 and the team is fired up for this one.

In this power packed session we are sitting down with one of the most respected local see minds in the game DealerOn’s Greg Gifford.

Greg Gifford is the Director of Search and Social at DealerOn, a software company that provides websites and online marketing to new car dealers all over the country.

He's got over 16 years of online marketing and web design experience, and he speaks internationally at both automotive and SEO conferences, teaching thousands of small business owners and marketers how to get their sites to show up higher in local search rankings.

Greg also spends his time doing freelance website design and SEO for local businesses. He graduated from Southern Methodist University with a BA in Cinema and Communications, and has an obscure movie quote for just about any situation

In this session team DPB and Greg go into debunking some of the biggest local see myths in the automotive industry.

Here is a a quick preview of what you can expect in this session:

Understanding Local SEO

Greg starts from square one and explains the importance and relevance of a local SEO strategy and where most automotive professionals are missing the boat.

Local SEO Mistakes

There is a lot of misinformation out there in the auto industry when it comes to local SEO. Greg dives deep into debunking some of the biggest and oldest myths in the automotive industry when it comes to local SEO.

3 Tips To Get More From Local SEO

Greg delivers on a silver platter the top 3 changes you need to make and focus on when it comes to your local SEO strategy. These 3 tips are easy to implement and anyone can put these into action now.

This session was a great time and Greg Gifford brings the thunder with loads of super valuable content.

If you have not yet connected with Greg Gifford, catch up with him on any of these channels:

Greg Gifford’s Twitter

DealerOn Blog

You Know The Drill, Now It's Your Turn

The whole team at DPB can not thank you enough for all the support and love you have been giving us.

Whether you loved it, hated it, want more of it, or want something different , we want to hear your voice.

Sound off below with your thoughts, opinions, suggestions, questions, etc. and lets keep this conversation going.

See you next time ; 

Have You Checked Out Michael Cirillo's Best Selling Book "Don't Wait Dominate? 

  • Get Michael's book here.

Connect With Team DPB

  • Connect with The Dealer Playbook on Twitter here.
  • Check out Michael Cirillo's blog here.
  • Check out Robert Wiesman's blog here.
  • Connect with Michael Cirillo on Twitter here.
  • Connect with Robert Wiesman on Twitter here. 

 

Direct download: DPB80_mix.mp3
Category:career -- posted at: 3:30am PST

 

Team DPB is back with session 79!

 

If you have been tuning into any of the past DPB episodes you know we love to chat it up about marketing and other creative avenues to grow your dealership and brand but in this session we take another approach.

 

No matter how great your marketing is you still need to back that up with a great experience for the customer.

 

In this session we are talking about      with the VP of Forrest & Blake Advertising out of New Jersey.

 

The ”Marketing Guy For Car Guys” Frank J Lopes is Vice President of Forrest & Blake Marketing/Advertising in New Jersey.

 

Professionally he leads and guides the marketing efforts of some of the largest and fastest growing dealerships in the country.

 

He is also prolific presence on Social Media spreading a message of Positivity and Growth to all his followers. He speaks out on controversial issues facing the automobile industry and is an evangelist for positive change and the customer experience.

 

Here is a quick preview of DPB’s conversation with Frank:

 

Beatdown Sales Meetings

 

The Glenn Gary, Glenn Ross massive beatdown sales meetings is not going to motivate salespeople to sell more or provide a memorable experience for customers.

 

In this session Frank discusses how to bring a different approach to the table.

 

Self Awareness

 

The key to kicking off the change in culture in your dealership is being “self aware”. Whether you are in management or the frontline in a dealership this is a crucial step.

 

How Should A Salesperson Handle This Kind Of Environment

 

So many amazing salespeople are stuck in these kind of environments. Frank drops some insight and tips on how a salesperson can push through this kinda negative energy and still be super successful selling cars.

 

There is a quick taste of team DPB’s chat with Mr. Frank Lopes.

Frank Lopes Facebook

Frank Lopes Twitter

 

You Know The Drill, Now It's Your Turn

The whole team at DPB can not thank you enough for all the support and love you have been giving us.

Whether you loved it, hated it, want more of it, or want something different , we want to hear your voice.

Sound off below with your thoughts, opinions, suggestions, questions, etc. and lets keep this conversation going.

See you next time ; 

Have You Checked Out Michael Cirillo's Best Selling Book "Don't Wait Dominate? 

  • Get Michael's book here.

Connect With Team DPB

  • Connect with The Dealer Playbook on Twitter here.
  • Check out Michael Cirillo's blog here.
  • Check out Robert Wiesman's blog here.
  • Connect with Michael Cirillo on Twitter here.
  • Connect with Robert Wiesman on Twitter here. 

 

Direct download: DPB_79_FrankLopes_mixdown.mp3
Category:career -- posted at: 3:30am PST

Session 78 of DPB is up for your listening pleasure!

 

In this latest power packed session of DPB Michael Cirillo and Robert Wiesman are flying solo but don’t think for a second you’re not going to get immense value none the less.

 

At the time of this podcast episodes release it is DPB’s first new session of 2016 and we couldn’t be anymore excited.

 

To help you kick off the New Year (or whenever you are tuning in) in the right direction Michael and Robert review five strategies that you need to have in action if you want to reach massive success in automotive sales.

 

Whether you are a frontline sales pro, sales manager, F&I manager, GM or dealer principal this session pertains to you.

 

Here is a sneak peek of the five strategies & tips to help you reach massive success sell cars:

 

1.Your Website

 

Having a quality website with a user friendly experience is an obvious must for a dealer, the same goes for anyone in automotive sales. Websites are the new blacktops and showrooms.

 

Learn how you can make a dent in your market with your website.

 

2.Start Publishing Content

 

Publishing quality content that answers the questions your target market is asking Google, is a one way ticket to becoming the credible expert in your marketplace. When that happens, prospects start lining up to work with you.

 

Learn how to start leveraging content (that’s easy to create) to grow your brand and business.

 

3. Think About Relationship, Not Transaction

 

Start chasing the relationship not the transaction when it comes to your encounters and engagement with prospects.

 

Learn more about how being a good person with genuine concerns will generate you more sales in the long run.

 

4. Offline Prospecting and Marketing Tools

 

It is time to step up your offline brand identity with high quality items.

 

Getting creative with your identity items like business cards, personal brochures, etc automatically set you apart in the marketplace.

 

Learn some creative ideas to help step up your offline identity tools.

 

5. Skill Up

 

Whether you are a seasoned pro or a green pea in the car business you always need to be developing your skills.

 

There is so much more to being successful selling cars than just sales techniques.

 

Get some tips in this session pointing you in the right direction to help you skill up big time this year.

 

That is a quick sample of what you can expect in this episode.

 

You Know The Drill, Now It's Your Turn

The whole team at DPB can not thank you enough for all the support and love you have been giving us.

Whether you loved it, hated it, want more of it, or want something different , we want to hear your voice.

Sound off below with your thoughts, opinions, suggestions, questions, etc. and lets keep this conversation going.

See you next time ; 

Have You Checked Out Michael Cirillo's Best Selling Book "Don't Wait Dominate? 

  • Get Michael's book here.

Connect With Team DPB

  • Connect with The Dealer Playbook on Twitter here.
  • Check out Michael Cirillo's blog here.
  • Check out Robert Wiesman's blog here.
  • Connect with Michael Cirillo on Twitter here.
  • Connect with Robert Wiesman on Twitter here. 

 

Direct download: DPB78_mix.mp3
Category:career -- posted at: 3:30am PST

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