The Dealer Playbook (business, management & marketing)

Facebook Canada Autos Team covers a lot of ground helping retail car dealers get the most out of the platform and all of its features. Joining Michael is Brian Sencich from Facebook Canada Autos team to share ways that dealers can make the most out of the tools and resources available. They also discuss best practices and ways that you probably haven't yet leveraged the Facebook platform.

Here are some of the resources mentioned in this episode:

Follow Michael Cirillo:

Direct download: DPB143_mixdown.mp3
Category:Business, Management & Marketing -- posted at: 4:00am PST

Rand Fishkin is no stranger to building a business. As the founder of Moz, Rand led the company from mounds of debt to $50mm in revenue. Recently he launched his book titled, "Lost and Founder" which sheds some light on business and how startups (or if you're reading between the lines, automotivepreneurs) can step up their game, get better at business and marketing and grow. Of course, you can't have a conversation with Rand without digging into some SEO best practices. 

Direct download: DPB142_RandFishkin_mixdown.mp3
Category:Business, Management & Marketing -- posted at: 4:00am PST

Michael Phillips developed a passion for helping others in a very organic way when he served as a hockey coach to over 6,000 kids. As a coach, he learned valuable skills that have helped him as a business owner and as a dealership employee. Unlike others, Mike has had the unique opportunity to work in nearly every facet of the modern dealership which has given him perspective on the top character traits of successful leaders and sales professionals alike.

Direct download: DPB138_mixdown.mp3
Category:Business, Management & Marketing -- posted at: 4:00am PST

Listening is a dying art form. In the digital age where so many people are only interested in what info they output, those that learn to listen achieve higher levels of success in all facets of life. Kit Pang, founder of Boston Speaks joins Michael to share listening tips that top negotiators and therapists use every day. 

Direct download: DPB137_mixdown.mp3
Category:Business, Management & Marketing -- posted at: 4:29pm PST

Michael sits down with members of the global eBay Classifieds team to learn about their observations on the future of automotive. From the United States, to Canada and Germany, you'll hear ideas about where things are headed, perhaps in a way that will spark some ideas about how to evolve and adapt to future consumer demands. This episode is brought to you by eBay Classifieds Group. 

Direct download: DPB_136_mixdown.mp3
Category:Business, Management & Marketing -- posted at: 4:00am PST

When somebody speaks at Hubspot's marketing conference about how to increase inbound leads by 200% without a marketing budget, you pay attention. Ryan MacInnis is the director of Marketing at Voysis, a voice AI platform. In this episode, you'll learn what's needed to increase inbound organic leads for your dealership and how to establish a process that will help you generate more organic leads into the future.

Direct download: DPB_135_mixdown.mp3
Category:Business, Management & Marketing -- posted at: 4:00am PST

Mark Irvine, the senior data scientist at Wordstream shares with Michael his advice about how dealers can get the most out of their Google Ads and Facebook advertising. Having access to thousands of different ad accounts, Mark has the unique privilege of being able to observe and recognize PPC best practices at scale, covering a variety of industries. Whether you're running your own ads in-house or outsourcing management to a 3rd party, Mark and Michael get to the bottom of it in this episode.

Direct download: DPB_134mixdown.mp3
Category:Business, Management & Marketing -- posted at: 4:00am PST

Kim MacPherson is the founder of Sell it Smart and Buy it Smart Automotive and shares how you can attract more non-prime customers to your dealership. Traditionally speaking, dealers have kept their distance from less-than-perfect credit customers because of the perceived challenge they bring to making a deal happen. Today, non-prime customers provide a lucrative and highly profitable opportunity for dealers willing to embrace them. They are the fastest way to increase your bottom line, build relationships of trust, and gain repeat and referral business.

Direct download: DPB_133_mixdown.mp3
Category:Business, Management & Marketing -- posted at: 4:00am PST

LinkedIn's popularity continues to rise amongst business professionals, but not just as a place to connect with people you've never met. There is a real opportunity to leverage the platform in a way that will grow your dealership and personal brand. AJ Wilcox is listed as one of 2018's most influential PPC experts and is the founder of B2Linked.com. He joins me to share 3 ways you can use LinkedIn to grow your dealership presence online.

Direct download: DPB_S9E2_mixdown.mp3
Category:Business, Management & Marketing -- posted at: 4:00am PST

In the digital age, it's common understanding that digital advertising is much more cost effective than traditional - at least, that's what the common perception is.

Today I'm joined by Aimee and Daniel Webb of Autoking 360. They share some creative ways to use digital signage (yes traditional advertising) in a cost effective way that helps drive more foot traffic into the dealership. 

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Season 8 Sponsor

This Season of the DPB is brought to you by my friends over at Kelley Blue Book. They 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

--

Join the DPB Family

Getting value from the podcast? Smash that subscribe button so that you can get notified when we drop new content! Also, you can join us over on Facebook here!

Direct download: DPB130_mixdown.mp3
Category:Business, Management & Marketing -- posted at: 11:14am PST

Today I'm joined by Juan Flores, Senior Director of KBB Product over at Kelley Blue Book. In this episode Juan is sharing valuable information about how you can streamline your customers' path to purchase.

Friction during the sales process has long been a challenge for car dealers - one that hasn't been easy to overcome. While there are many powerful, transparent, and customer-centric dealers out there; the mass media perpetuates only the negative experiences that customers have.

The objective, then, is one of providing a better experience - a streamline experience. One that gives the customer more control and transparency.

--

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

--

Join the DPB Family

Getting value from the podcast? Smash that subscribe button so that you can get notified when we drop new content! Also, you can join us over on Facebook here!

Direct download: DPB129_mixdown.mp3
Category:Business, Management & Marketing -- posted at: 12:03pm PST

It's time to kill some myths in this week's minisode. I really struggled with whether or not I should post this, but hopefully you understand that my intent is to help. 

The other day I received an email that was forwarded to my from a client. It was from a self-proclaimed marketing "Wizard." He made 9 points about what's happening in the marketing world in 2018. 

My client asked that I read the email and provide honest feedback. All I can say is, "Holy Cow!"

Though the email has nine points, I'm going to draw attention to 7 of them. I'm doing this because auto dealers (and other businesses) don't deserve to be led astray. You don't deserve to have your entire career sidetracked because of compelling, but completely absurd information.

To see the email in it's entirety, go check out the show notes at thedealerplaybook.com/bad-email along with links to resources that prove their inaccuracy. 

I believe that the first step to achieving success is knowing who to listen to. Listening to the wrong people could cause a world of hurt. 

 

-- Season 8 Sponsor --

I'm grateful for my friends over at Kelley Blue Book for putting together an interesting program that delivers a better customer experience. Go check out their instant cash offer program by visiting b2b.kbb.com/gettoyes

 

-- Join the DPB Family --

 

If you're getting value from the show, come join me over on Facebook. Write a comment, leave a review, or send me a message directly! (I read them all!)

Direct download: DPB_S8_Minisode-3_mixdown.mp3
Category:Business, Management & Marketing -- posted at: 5:08pm PST

Jim Harshaw Jr. is on a mission to reveal how failure is actually the best pathway to success. In fact, as you you'll hear in Episode 128 of the DPB, every success story includes crushing failure. Steve Jobs, Michael Jordan, Phil Knight, Elon Musk have all failed.

When you realize that failure is essential to success, you'll stop viewing it as its opposite. As Jim points out, it's a necessary step on the path to success.

--

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

-- 

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: DPB128_mixdown.mp3
Category:Business, Management & Marketing -- posted at: 2:30am PST

This week I'm joined by my pal, Subi Ghosh, Senior Director of Dealer Strategy at Stream Companies to pick up a conversation that we've been having for the last few years.

Who has a continuous conversation for YEARS, you might ask? We do! Why? Because it's something that we're passionate about and wholeheartedly believe needs to happen in automotive retail.

It's time for leaders and employees (team members) to unite around a single purpose in an effort to fail proof the business. 

In episode 127 Subi shares examples that will help unify your team, rally the wagons, and dominate in your market. 

--

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

--

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: DPB127_mixdown.mp3
Category:Business, Management & Marketing -- posted at: 1:34pm PST

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

 

--

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. 

--

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

--

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

Jill Konrath is a sales strategist, speaker, and the bestselling author of sales books "Selling to Big Companies", "SNAP Selling", and "Sell More, Less Time."

In episode 119, you'll learn some fundamental sales techniques that will help change the way you think about the sales process. 

Loving this episode?

Thank you so much for joining me! I would be honoured if you'd write an honest review of the show here: http://www.thedealerplaybook.com/itunes

Also, don't forget to connect with me on Facebook and drop me a line. I love hearing from you. 

DOMINATE!

MC

Direct download: DPB_119_JillK_mixdown_v1.mp3
Category:Business, Management & Marketing -- posted at: 12:30am PST

Glenn Pasch is the CEO of PCG Digital Marketing. He has more than 20 years of experience in training, leadership, and managing individuals. 

In this episode, Glenn shares the blueprint for helping inspire, grow, manage and train a fail-proof team. 

Loving this episode?

Thank you so much for joining me! I would be honoured if you'd write an honest review of the show here: http://www.thedealerplaybook.com/itunes

Also, don't forget to connect with me on Facebook and drop me a line. I love hearing from you. 

DOMINATE!

MC

Direct download: DPB_118_GlennP_mixdown.mp3
Category:Business, Management & Marketing -- posted at: 12:28am PST

Hustle, 10x, Grind, Whatever you want to call it. Everyone is talking about it, and chances are you've probably been chasing someone else' perceived expectations of you. 

Here's my two cents on the whole deal, PLUS something else you should consider as you pursue YOUR definition of success.

 

Direct download: DPB_Minisode_4_mixdown.mp3
Category:Business, Management & Marketing -- posted at: 12:26am PST

Jamie Shanks is a world-leading Social Selling expert, responsible for pioneering the space. He's trained 1000's of sales professionals all over the world to sell more using social media. 

In episode 117, you'll hear first hand what you can do to generate leads and business opportunities by leveraging social media.

Loving this episode?

Thank you so much for joining me! I would be honoured if you'd write an honest review of the show here: http://www.thedealerplaybook.com/itunes

Also, don't forget to connect with me on Facebook and drop me a line. I love hearing from you. 

DOMINATE!

MC

Direct download: DPB_117_JamieS_mixdown.mp3
Category:Business, Management & Marketing -- posted at: 12:24am PST

There is a never-ending sea of information online about sales and marketing. In this episode, I share some of the best places to get sales and marketing information online. Share your favorites over on the DPB Facebook page

Did you enjoy this episode?

Thank you so much for joining me! I would be honoured if you'd write an honest review of the show here: http://www.thedealerplaybook.com/itunes

Also, don't forget to connect with me on Facebook and drop me a line. I love hearing from you. 

DOMINATE!

Direct download: DPB_Minisode_3_mixdown.mp3
Category:Business, Management & Marketing -- posted at: 12:20am PST

Mike Lieberman is the Chief Inbound Scientist at Square 2 Marketing, a premier Hubspot agency. 

In episode 115, you'll learn about inbound marketing and how to use it to attract your ideal audience like a magnet. 

Getting value from The DPB?

Thank you so much for joining me! I would be honoured if you'd write an honest review of the show here: http://www.thedealerplaybook.com/itunes

Also, don't forget to connect with me on Facebook and drop me a line. I love hearing from you. 

DOMINATE!

Michael

Direct download: DPB_115_MikeL_mixdown.mp3
Category:Business, Management & Marketing -- posted at: 12:18am PST

Blair Enns is a 25-year veteran of the business side of creative professions. In 2002, he launched Win Without Pitching. In this episode, you're going to learn exactly that.

Have questions or comments for me? Drop me a line on our Facebook page. 

DOMINATE!

MC

Direct download: DPB_114_BlairE_mixdown.mp3
Category:Business, Management & Marketing -- posted at: 12:16am PST

You guys have been awesome in sending me messages every day on Facebook, Twitter, and LinkedIn looking for help with your website. In this minisode, I've compiled your questions by a common theme and have done my best to answer them for you. 

Don't stop sending me your comments and questions over on The Dealer Playbook Facebook Page, I love hearing from you! 

Don't forget to like, subscribe and share the DPB love with your co-workers, leaders, and anyone else you think would find benefit. 

DOMINATE!

MC

Direct download: DPB_Minisode_2_mixdown.mp3
Category:Business, Management & Marketing -- posted at: 12:14am PST

Jordan Harbinger is the host of The Art of Charm podcast and joins me to talk about how to win more business by building and strengthening relationships of trust with anyone. 

In episode 113 you'll hear Jordan share some hands-on and practical ways to meet more people, build meaningful relationships with them - and more importantly, how that ties into winning more business.

Loving the DPB?

Thank you so much for joining me - I'm honored! I would LOVE LOVE LOVE if you'd share the show with anyone that you think would benefit. They will thank you forever! 

DOMINATE!

MC

Direct download: DPB_113_JordanH_mixdown.mp3
Category:Business, Management & Marketing -- posted at: 12:12am PST

Social Media expert, Shama Hyder is an entrepreneur, author, an international keynote speaker, and a web and television personality. She also knows how to use social media to make big things happen. 

In episode 112, you're going to learn how to build momentum on social media and successfully market your business or brand in the digital age. You won't believe how practical this is! 

Getting value from The Dealer Playbook?

I am so grateful for your attention and that you've chosen to spend some time with me today. I'd absolutely love if you'd consider writing an honest review on iTunes here: http://www.thedealerplaybook.com/itunes

DOMINATE!

MC

Direct download: DPB_112_Shama_mixdown.mp3
Category:Business, Management & Marketing -- posted at: 12:10am PST

Here's a simple process that you can follow to find out what your audience is interested in, schmooze the Googs, and increase conversions. Don't just listen, try it. It works. Let me know what you think over on The DPB Facebook Page

MC

Direct download: DPB_Minisode_1_mixdown.mp3
Category:Business, Management & Marketing -- posted at: 12:08am PST

Monique Blokzyl is the founder of the Business Launch Portal, which actively supports founders around the world turn their idea into a successful company. In this episode, you're going to learn how to convince anyone of anything (almost) every time. 

Episode 111 is loaded with practical ways to shift your paradigm and build relationships of trust that grow the business!

Review the DPB here: http://www.thedealerplaybook.com/itunes

Direct download: DPB_111_Monique_mixdown.mp3
Category:Business, Management & Marketing -- posted at: 12:06am PST

Joanna Wiebe is a conversion copywriter and the founder of Copy Hackers. When it comes to using words to get people to say "YES!", Joanna is the who's who. 

http://www.copyhackers.com

In Episode 110, you'll learn how to increase website conversions with simple adjustments to the words on the pages of your site.

Loving the DPB? I would be honoured if you'd consider leaving an honest review here: http://www.thedealerplaybook.com/itunes - or SHARE with your co-workers and leaders!

DOMINATE!

MC

Direct download: DPB_110_JoannaWiebe_mixdown.mp3
Category:Business, Management & Marketing -- posted at: 12:04am PST

Hey hey hey! We're gearing up to drop all-new episodes of the DPB very soon. We're going to try something new and release all the episodes at once, Netflix-style.

Stay tuned. They are on their way!

MC

Direct download: DPB_MAY_ANNOUNCEMENT_01.mp3
Category:Business, Management & Marketing -- posted at: 11:34am PST

Grant Cardone is joining me back on the Dealer Playbook for episode 109, and he doesn't disappoint.

In this episode you're going to learn about concepts from Grant's new book, "Be Obsessed or Be Average" - more importantly, we're going to dig deep into what it takes to be successful, and how to apply the principles from the book.

Thank you so much for joining me again this week. Have some feedback? I’d love to hear it in the comments section below.

If you enjoyed this episode, please share it using the social media links provided.

Also, I would be deeply honored if you would leave an honest review of The Dealer Playbook Podcast on iTunes. Ratings and reviews are super valuable and greatly appreciated. They matter in the ranking of the show, and I read each and every one of them.

I’m on a mission to enrich and empower automotive professionals all over the world. Don’t forget to subscribe on iTunes or Stitcher Radio or you can visit the DPB channel on YouTube to watch the full video of this interview!

Finally, special thanks to Grant Cardone for joining me this week. Until next time, keep the Playbook open and DOMINATE!

 

MC

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

Making his DPB Debut, Bill Playford brings the right balance of humor, and extreme intelligence to this episode of the show.

Bill is a partner at Dealer Knows Consulting. In episode 108, we're talking about how to disrupt the automotive industry and bring about massive positive change.

If you're getting value from the DPB, I'd love an honest review on iTunes here: http://www.thedealerplaybook.com/itunes

I'm on a mission to enrich and empower automotive professionals all over the world. I'd be honored if you would help spread the word!

DOMINATE!

MC

Direct download: DPB_-_Bill_Playford_mixdown.mp3
Category:Business, Management & Marketing -- posted at: 2:00am PST

Alan Schaefer (Five Star Iris) is not only one of the coolest guys you'll ever meet, his wisdom about collaboration and leadership are second to none. 

In episode 107, you'll learn how to achieve success faster by governing yourself and controlling your thoughts and outputs.

Alan helps shift the paradigm about what you need to do to get to the next level without killing yourself mentally or physically.

If you're getting value from the DPB, I'd love an honest review on iTunes: http://www.thedealerplaybook.com/itunes

I'm on a mission to enrich and empower automotive professionals around the world. I'd be honoured if you would help spread the word!

Dominate!

MC

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

 

Back for the second time, Coach Micheal Burt is never short on delivering power. 

In episode 106 you'll discover how to find a mentor and what impact having a mentor will have on your career, no matter what industry you're in.

So many people seek the money first, when Coach Burt suggest that needs to be flipped around. Find the mentor before the money. 

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_CoachBurt_mixdown.mp3
Category:Business, Management & Marketing -- posted at: 12:30am PST

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

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

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