The Dealer Playbook

Dealership's with full service departments have a unique opportunity to maximize on customer retention, loyalty, and sales with a few tweaks to their process. 

In episode 180, Owen Moon, Founder of Fixed-Ops Digital shares some common sense ways you can get more from your service department regardless of the competition in your market.

Direct download: DPB180_mixdown.mp3
Category:Business, Management & Marketing -- posted at: 4:00am PDT

Howard Berg (the world's fastest reader) shares some cool experiences that demonstrate how powerful the mind truly is, and what's possible when you learn to maximize its potential.

Direct download: 179MINI.mp3
Category:Business, Management & Marketing -- posted at: 4:00am PDT

Howard Berg is the fastest reader in the world and joins Michael for the most hands-on learning experience ever produced in The Dealer Playbook history. For Howard, it's not just about reading. It's about acquiring new knowledge, and perhaps more importantly, retaining and comprehending it.

In this episode of The Dealer Playbook, Howard shares some incredible exercises that will help you read, retain, and comprehend any information 20 - 40% faster just by the time you're finished listening to this episode.

Special Offer:

Get access to Howard's entire course material with a special offer exclusive to DPB listeners. Listen to the episode to find out how to claim the offer!

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Direct download: DPB179-V1_mixdown.mp3
Category:Business, Management & Marketing -- posted at: 4:00am PDT

Social media expert, Mark Shaw, explains that there are a variety of more productive activities that car dealers and car sales people can do to grow the business prior to wasting energy on social media. 

Direct download: 178MINI_mixdown.mp3
Category:Business, Management & Marketing -- posted at: 4:00am PDT

As one of the UK's most trusted social media advisors, Mark Shaw developed a name for himself by being a regular on the BBC and Skynews. 

In episode 178, Mark explains why social media has become the kiss of death for many car dealerships - more importantly, this episode is full of his experience and advice about how to turn things around and grow to levels you probably never imagined were possible.

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Direct download: DPB178_mixdown.mp3
Category:Business, Management & Marketing -- posted at: 4:00am PDT

What's the point in analyzing data if you're not going to use it to enhance the consumer's path to purchase? Every day, customers are looking for information that will help them make an educated car buying decision. It's that knowledge that helps Lindsey Shaker win with content. 

By analyzing the data, she's able to understand what customers care about and then produces relationship-worthy content that addresses their questions, feedback, and concerns.

Direct download: 177MINI_mixdown.mp3
Category:Business, Management & Marketing -- posted at: 8:49am PDT

Lindsey BOOM Shaker, a digital marketer for Shaker Auto Group in New England knows a thing or two about creating content that generates new, repeat, and referral business. Shaker Auto Group is a staple in New England with 7 dealerships and a history spanning eight decades. 

In episode 177, Lindsey shares her process for research, development, and optimization of content that helps Shaker's dealerships rank higher in search engine than the OEMs for which they franchise. 

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Direct download: DPB177_mixdown.mp3
Category:Business, Management & Marketing -- posted at: 4:00am PDT

Ryan Cote shares how something as simple as a morning routine can help your business grow to levels you never imagined were possible.

The real question is this: How many more thought leaders who share the power of their morning routine will it take for you to implement a solid morning routine for yourself?

Don't wait. Dominate!

Direct download: 176MINI_mixdown.mp3
Category:Business, Management & Marketing -- posted at: 4:00am PDT

Remember those Columbia-House mailers that you used to get as a kid? Ryan Cote is a VP of the company that was responsible for those! As a third-generation family business, Ballentine specializes in traditional media, but has also evolved into a successful digital shop. 

From his unique perspective you'll learn about how to unify your traditional and digital marketing efforts in order to achieve higher success in your marketing. 

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Direct download: DPB176_mixdown.mp3
Category:Business, Management & Marketing -- posted at: 4:00am PDT

Imagine having a word track so "air tight" that it would work in business, life, and even with terrorists?!?

In this powerbomb episode of The Dealer Playbook, former international FBI hostage negotiator, Chris Voss, reveals a strategic word track to help build a trusting relationship.

Direct download: 175MINI.mp3
Category:Business, Management & Marketing -- posted at: 4:00am PDT

Chris Voss is the bestselling author of "Never Split The Difference: Negotiating As If Your Life Depended On It."

As a former International FBI Hostage Negotiator, Chris shares proven negotiation techniques that allow you to build trust, while advancing the sale. 

His matter-of-fact wisdom about high stakes negotiation make this episode of the podcast a must listen for anyone in sales.

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Share the podcast with your co-workers!

Direct download: DPB175_mixdown.mp3
Category:Business, Management & Marketing -- posted at: 4:00am PDT

In today's dealerships, it's more important than ever for leadership who walk the walk, not just talk the talk. In this powerbomb, Claude Silver shares one way that VaynerMedia demonstrates how much they care about their team members.

Direct download: 174MINI_mixdown.mp3
Category:Business, Management & Marketing -- posted at: 4:00am PDT

Claude Silver is the Chief Heart Officer of VaynerMedia, one of Gary Vaynerchuk's portfolio companies with over 750 employees. 

In this episode, Claude shares her unique perspective as the one responsible for edifying, building, and mentoring the VaynerMedia team. She also shares wise advice about how dealerships struggling to cultivate a positive environment can start today to make gains. 

While the macro of what you're trying to accomplish won't happen overnight, Claude passionately believes that people are the most important asset of any organization or business and that it's crucial for business owners, and leadership to remember that being human and giving second chances could make or break the success of their company.

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Direct download: DPB174_mixdown.mp3
Category:Business, Management & Marketing -- posted at: 4:00am PDT

Don't let the facts hurt your feelings. In this power bomb, Michael asks Dan Collingridge (a Leader in Utah's tech scene), why most of the technology solutions out there in automotive still suck. 

The answer may or may not surprise you.

 

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Direct download: MINI173_mixdown.mp3
Category:Business, Management & Marketing -- posted at: 4:00am PDT

Dan Collingridge is a leader in the Utah tech scene with a deep knowledge of marketing technology and its applications for business. As the CTO of several tech startups, Dan utilizes the skills acquired from when he managed global teams for a multi-billion dollar tech company. 

In this episode you'll discover how to make the most of the technology in your store as well as Dan's wisdom about A.I. and how it is being used to maximize business growth. 

--

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Have a question for Michael?

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Direct download: DPB173_mixdown.mp3
Category:Business, Management & Marketing -- posted at: 4:00am PDT

There is a myth about knowledge. Growing up we were taught that knowledge is power, but what if that's only one part of the equation?

In this Powerbomb, Joe Cala shares the missing piece which turns myth into reality.

Direct download: 172MINI_mixdown.mp3
Category:Business, Management & Marketing -- posted at: 9:40am PDT

Joe Cala is on a mission to help others get the most out of every day. For Joe, his belief in God is a major contributor to what motivates him to do more, be more, and achieve more. 

The purpose of this episode is to help you discover your purpose. What motivates you to think bigger, reach higher, and live happier? Whether you believe in God or not, having a purpose will help you make the most of each day as you rise toward your definition of success.

Don't forget to subscribe!

Dominate!

Direct download: DPB172_mixdown.mp3
Category:Business, Management & Marketing -- posted at: 4:00am PDT

Do you have ideas that you believe will be awesome, but you've struggled to get buy-in from your staff or leadership? In this episode, Michael shares some ideas about how to get buy-in from your team so that you can achieve your definition of success within the dealership. 

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If you're getting value from the DPB, share it with someone else who will benefit! That's the mission of the podcast, to enrich and empower retail automotive professionals around the world!

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Direct download: DPB171_mixdown.mp3
Category:Business, Management & Marketing -- posted at: 4:00am PDT

It's no secret that in order to achieve success in your dealership, you need to identify ways to fulfill your customers' expectations. In this powerbomb, David Kelleher and Angie Cucco share a practical and statistical way to do just that.

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If you're getting value from the DPB, share the love! Together we can make a positive impact on the automotive industry, one person at a time.

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Leave an audio message for Michael over on the Facebook page or a DM on LinkedIn and you could be featured in an upcoming episode!

Direct download: DPB170_MINI_mixdown.mp3
Category:Business, Management & Marketing -- posted at: 4:00am PDT

David Kelleher, Dealer Principal of David Auto CDJR and Angie Cucco, Automotive Account Manager at Google Detroit, share how you can brand your way to market domination, and increase business by 30% or more.

David shares his insights, wisdom and experience operating a successful dealership in the Philly region, while Angie supports the conversation with her research, and insights about car shopper behaviors.

Show your support for the DPB in three ways!

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Direct download: DPB170_mixdown.mp3
Category:Business, Management & Marketing -- posted at: 4:00am PDT

There is a difference between having phone skills and managing a phone process. In this powerbomb, Mike Haeg briefly explains the difference between the two and why both must work hand in hand to garner the best results for dealers.

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3.) Leave an honest review on iTunes! Help spread the word!

Direct download: DPB_MINI_169_mixdown.mp3
Category:Business, Management & Marketing -- posted at: 9:14pm PDT

Mike Haeg, VP of Automotive at Car Wars, shares his best advice about how to land more opportunities over the phone. In this episode of the podcast, Michael and Mike explore the differences between having phone skills and a phone management process, as well as the impact leveraging both could have on your sales outcomes.

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Direct download: DPB169_mixdown.mp3
Category:Business, Management & Marketing -- posted at: 4:00am PDT

Put your actions where your mouth is. In this week's powerbomb episode, Dr. Winegard shares a few simple truths that will help car sales professionals demonstrate that they are different rather than feeling the need to say it all the time.

Direct download: 168_MINI_mixdown.mp3
Category:Business, Management & Marketing -- posted at: 4:00am PDT

Once you've learned all of the word tracks and sales tactics, where do you go? What can you do? Dr. Brynn Winegard, and award-winning professor, speaker, and expert in business brain sciences, knows why your customers do what they do, and why they make the decisions they make.

As a consultant to companies like Pfizer, Nestle, and Johson and Johnson, Dr. Winegard shares her best advice for thos in the car business wanting to take their influence and persuasive abilities to the next level.

Are you getting value from The Dealer Playbook Podcast with Michael Cirillo?

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Direct download: DPB168_mixdown_v1.mp3
Category:Business, Management & Marketing -- posted at: 8:05am PDT

Be patient. 

That's what we've all been told since any of us can remember. Patience is a virtue. 

And while there are a great deal of things in life that require patience, Brad Lea shares his perspective on when it's okay to throw patience out the window.

Direct download: 167_Powerbomb_mixdown.mp3
Category:Business, Management & Marketing -- posted at: 4:00am PDT

They say that wise people learn from experience, while super-wise people learn from others experiences. Brad Lea, founder of LightspeedVT is no exception.

In this episode of the podcast, Brad shares his common sense wisdom about the simple rules of success. There's no BS in what Brad has to say, so this should serve as a reminder of what you need to be doing if you want to succeed in your career and in life.

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https://www.linkedin.com/in/michaelcirillo

Direct download: DPB167_REAL_mixdown.mp3
Category:Business, Management & Marketing -- posted at: 4:00am PDT

Shay Rowbottom explains that one of the best ways to develop your content strategy on LinkedIn is to observe what other successful creators are doing. Discover what it is about their content that is hitting the mark and then experiment by publishing similar topics, laced with your unique attributes.

Direct download: DPB166_MINI.mp3
Category:Business, Management & Marketing -- posted at: 4:00am PDT

The rise in popularity of LinkedIn presents a massive opportunity for those who are willing to put themselves out there and leverage the social platform for personal branding. Shay Rowbottom, one of LinkedIn's prominent content creators joins Michael to share her process for creating content on LinkedIn as well as the importance of vulnerability, transparency, and honesty when developing your brand.

Direct download: DPB166_mixdown_v1.mp3
Category:Business, Management & Marketing -- posted at: 4:00am PDT

Getting MORE leads may actually not solve your real problems. In this week's Powerbomb, Shaun Raines shares something that is vital for any dealership to master.

Direct download: DPB165_MINI_mixdown.mp3
Category:Business, Management & Marketing -- posted at: 4:00am PDT

Few in the auto industry possess the innate ability to throw down some hard truth while simultaneously making you love them. Shaun Raines is one of those people. As an industry veteran, Shaun delivers keen insights about how to improve your digital retailing so that it satisfies the demands of the market and increasing advancements in technology.

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Direct download: DPB165_mixdown.mp3
Category:Business, Management & Marketing -- posted at: 4:00am PDT

In episode 164 Michael shared the inspiring story of John Stephen Ahkwari, a 1968 Olympian who demonstrated the power of the human spirit. 

In this powerbomb, hear Michael's recap about why it's important to have a playbook that strategically outlines what you want to achieve and what it will take to get you there.

For the full episode, download episode #164 on your favourite podcast app.

Direct download: DPB164_MINI_mixdown.mp3
Category:Business, Management & Marketing -- posted at: 4:00am PDT

Losing might just tell you more about yourself than you could ever imagine. In today's rat race, our sights are so focused on the win that we beat ourselves up when we lose. Without losing, however, winning wouldn't feel like winning. In this episode of the DPB, you'll hear the story of John Stephen Akhwari, a 1968 Olympic marathon runner who lost the race, but won the history books.

Direct download: DPB164_mixdown.mp3
Category:Business, Management & Marketing -- posted at: 4:00am PDT

You need new staff, and you need them now! That's one of the most common challenges dealers face, but there is a simple way to avoid the immediate and rushed need to find more people. 

Direct download: DPB163_MINI_mixdown.mp3
Category:Business, Management & Marketing -- posted at: 4:00am PDT

With over 17,000 successful hiring campaigns under his belt, Craig Lockerd shares powerful advice about what it takes to find, hire, and retain top talent for your dealership. Buckle up–this one's a doozy. 

Direct download: DPB163_mixdown.mp3
Category:Business, Management & Marketing -- posted at: 4:00am PDT

Walking the walk isn't easy. That's why so few do it. That's why those that do experience accelerated growth. This week's powerbomb is all about the importance of putting in the work and doing what others aren't willing to do in the name of achieving your personal definition of success. 

I believe you have what it takes to make it rain!

Gotta question for me? Hit me up on the DPB Facebook page!

If you're getting value from the show, share it with your co-workers, leaders, team and associates!

Direct download: 162MINI_mixdown.mp3
Category:Business, Management & Marketing -- posted at: 4:00am PDT

In addition to being a model, actress, musician, and mother; Heather Ballentine is a very successful Super Lux automotive sales professionals. Get a glimpse into how Heather manages her portfolio of over 700 repeat customers, and what it takes to be a top 1%'er. 

Got a question for Michael? Drop us a line over on the DPB Facebook page!

For more from The Dealer Playbook Podcast, visit thedealerplaybook.com

 

Direct download: DPB162_mixdown.mp3
Category:Business, Management & Marketing -- posted at: 4:00am PDT

Glenn Lundy is on a mission to help others improve the way they start their day. In this powerbomb, you'll hear Glenn talk about why your morning routine can make or break ones ability to achieve success in life.

Enjoying the DPB Podcast? Subscribe using your favourite podcast app! 

Interested in bringing Michael to your event or seminar? Drop Michael a line: michael@thedealerplaybook.com

Direct download: 161MINI_mixdown.mp3
Category:Business, Management & Marketing -- posted at: 4:00am PDT

Glenn Lundy is the host of the hit Facebook Live show, Rise and Grind which airs every weekday morning at 5:30am. His mission is to help inspire others to achieve success and believes it's all in how they start each day. Discover what you can do to get over slumps, learn, and grow at an accelerated rate. 

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Have a question?

Michael would love to hear from you. Connect with him on LinkedIn or over on the DPB Facebook Page!

Direct download: DPB161_mixdown.mp3
Category:Business, Management & Marketing -- posted at: 4:00am PDT

Jason Harris shares his perspective about what he's looking for in an automotive sales professional. The brand equity of your dealership could already be a lot higher than you think. Now it's time to leverage that fact.

Direct download: 160MINI_mixdown.mp3
Category:Business, Management & Marketing -- posted at: 4:00am PDT

Jason Harris is a former dealer turned consultant who joins Michael to share his advice about dealership operations–more importantly the operational elements that dealers should focus their time and energy on. No amount of great marketing will compensate for poor operations. 

Subscribe! C'mon man! Do it man! :) If you're getting value from the podcast, go ahead and click the subscribe button wherever you're listening! 

Super fans - Join Michael over on the DPB Facebook Page to get the latest news, tips, tricks, and behind the scenes looks at the show! 

Direct download: DPB160_mixdown.mp3
Category:Business, Management & Marketing -- posted at: 4:00am PDT

If you've ever used Amazon (or Facebook for that matter), you've experienced a major contributor to their success. In reference to an article published on LinkedIn, Ian Coburn shares how sites like Amazon grew as quickly as they did (and continue to grow).

Direct download: DPB159_MINI_mixdown.mp3
Category:Business, Management & Marketing -- posted at: 4:00am PDT

Former stand-up comedian turned author, Ian Coburn, joins Michael to share why soft-selling is crucial to winning stronger relationships and more sales. In episode 159, you'll learn the right questions to ask during the sales process that not only advance the sale but trigger voluntary sharing! 

Subscribe to the DPB on your podcast app to get notified when new episodes go live! 

Have a question for Michael? Head over to The Dealer Playbook Facebook Page and send him a direct message!

Direct download: DPB159_mixdown.mp3
Category:Business, Management & Marketing -- posted at: 4:00am PDT

Over the last 20 years, Christine Mitchell has demonstrated how impactful hosting ladies' nights can be for any dealership. In this powerbomb, you'll discover why that is. 

For the full episode, check out episode 158 or visit thedealerplaybook.com/episodes

Subscribe to The Dealer Playbook today to get notified when new episodes go live! 

MC

Direct download: DPB158_Mini.mp3
Category:Business, Management & Marketing -- posted at: 4:00am PDT

Christine Mitchell, a.k.a, The Car Lady is known for filling dealerships with loyal repeat and referral customers by hosting "Know Your Car Nights" within the dealership. In episode 158, you'll learn how her strategy is responsible for enhancing the customer experience, drives business, and creates an atmosphere that shatters common industry perceptions. 

Subscribe to the DPB on your podcast app to get notified every time a new episode goes live! 

Have a question for Michael? Head over to The Dealer Playbook Facebook Page and send him a DM!

Direct download: DPB158_mixdown.mp3
Category:Business, Management & Marketing -- posted at: 4:00am PDT

Michael shares 4 website tips that will help you wrangle more control of your digital presence. 

Direct download: DPB157_mini.mp3
Category:Business, Management & Marketing -- posted at: 4:00am PDT

Michael shares his interview on the AutoRemarketing podcast and then morphs the remainder of episode 157 into a helpful rant about what you should consider before overhauling your website. Learn 4 helpful tips that will help prepare you to improve website performance.

Direct download: DPB157_v1_mixdown.mp3
Category:Business, Management & Marketing -- posted at: 4:00am PDT

In episode 156, Anthony Alagona shared what can have the biggest impact on your career in sales and business development. Michael comedically explained why you have to actually talk to people, especially in a world where so much is left to instant messaging.

Direct download: 156MINI_mixdown.mp3
Category:Business, Management & Marketing -- posted at: 7:02am PDT

Business Development centers(res) are popping up in dealerships across the world with the sole purpose of booking more appointments and selling more products and services. Anthony Alagona shares his best advice about how to develop more business by understanding that business development is not a department, it's a mindset.

Subscribe to the podcast to get notified when new episodes are live!

 

Direct download: DPB156_mixdown.mp3
Category:Business, Management & Marketing -- posted at: 4:00am PDT

Listen to the full episode here: http://www.thedealerplaybook.com/dave-benson

In episode 155, Michael asks, "What's one thing sales professionals should focus on in 2019?" In this nugget-packed minisode, Dave Benson provides the answer. 

Don't forget to subscribe AND if you're getting value from the show, leave a review on iTunes or the Facebook Page

Direct download: 155MINI_mixdown.mp3
Category:Business, Management & Marketing -- posted at: 7:11am PDT

Discover the best way to increase exposure and build your brand using social media. Dave Benson joins Michael to share his best advice about being everywhere on social media without sacrificing your time. 

Direct download: DPB_155_mixdown.mp3
Category:Business, Management & Marketing -- posted at: 4:00am PDT

Brian Benstock is the Vice President and General Manager of Paragon Honda–the #1 Honda store in the world. From personal experience, Brian shares valuable insights into how dealers can adapt and evolve in the digital age. Rather than trying to keep up, dealers can get a head and dominate.

Direct download: DPB154_BrianBenstock_mixdown.mp3
Category:Business, Management & Marketing -- posted at: 4:00am PDT

Elise Kephart Adame is back and shares her latest wisdom about phone and video. This showdown of sorts will help you determine what skillset is higher priority between phone and video, and simple ways you can leverage them both to book more appointments and sell more vehicles.

Direct download: DPB153_Elise_mixdown.mp3
Category:Business, Management & Marketing -- posted at: 4:00am PDT

Darren Shaw, founder of White Spark, is a leader in the Local SEO arena. Michael and Darren share ideas, along with tactical strategies that dealerships can deploy to increase rankings and local search prominence. Darren lists 5 high priority things dealers can do immediately to help dominate the web.

Direct download: DPB_152_mixdown.mp3
Category:Business, Management & Marketing -- posted at: 4:00am PDT

Kicking off the new year, Michael shares a daily activity that will help you gain clarity, focus, and the ability to achieve what you want. Don't be the statistic that gives up too soon. Rise above the clutter and DOMINATE!

Direct download: DPB_Jan10_2019_Minisode_mixdown.mp3
Category:Business, Management & Marketing -- posted at: 4:00am PDT

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