The Dealer Playbook (Business, Management & Marketing)

Welcome to the finale of season 9 of The Dealer Playbook Podcast. The past 62 episodes of the podcast have included brilliant topics about retail car sales, marketing, leadership, and a prominent topic -- business culture. 

Thank you so much for joining Michael and his guests for season 9. We can't wait to bring you even more fresh content in season 10 that will help you experience accelerated growth in your career as an automotive professional. 

Over the next 4 weeks (December 2019) we're going to re-release episodes from the past season (Michael's Pick!) with Michael's additional commentary.

Also, be sure to check out Michael's brand new podcast, After The Grind, with co-host Glenn Lundy. After The Grind is a fun-filled, inspiring look at every day life and is for all audiences from all walks of life and professions. There is something there for everyone (non-automotive topics). 

Direct download: 193_mixdown2.mp3
Category:Business, Management & Marketing -- posted at: 8:19am PST

Creating a fresh social platform marketing approach can seem daunting, especially if you're starting over or want to try something new. In this powerbomb episode, social media marketing expert, Sarah McIntyre provides an inside glimpse into how she helps her global clients get started.

Direct download: DPB192-MINI_mixdown.mp3
Category:Business, Management & Marketing -- posted at: 4:00am PST

Sarah is a leading Australian social media practitioner who works for global brands and small startups to develop and deploy tactical social media strategies. In this episode of The Dealer Playbook, Sarah shares creative ways that retail car dealers can leverage social media with limited resources.

Direct download: DPB192_mixdown.mp3
Category:Business, Management & Marketing -- posted at: 4:00am PST

Evolution isn't something you should fear, it's something you should and must embrace. Over the last 30 years, Danny has experienced many shifts in the business which have caused him to grow -- the ultimate goal. Rather than being fearful of change, seek small ways to embrace it each day, week, and year.

Direct download: 191MINI_mixdown.mp3
Category:Business, Management & Marketing -- posted at: 6:19am PST

Danny Blanchard is no stranger to the retail car business. Since his start as a teenager, he has worked every position within the dealership from the lube pit to ownership. Today, Danny is the Dealer Principal and GM of two stores in Alberta Canada and shares his wisdom about creating a growth culture as a new leader.

Direct download: 191_mixdown.mp3
Category:Business, Management & Marketing -- posted at: 4:00am PST

Leadership is much more than a title or rank. It is the embodiment of character traits, behaviors, and mindset to serve others and produce results. While an increase in pay may seem appealing, it's more important to acquire the skills and mindset necessary for leadership, which ultimately starts with your ability to lead and discipline yourself.

Direct download: MINI190_mixdown.mp3
Category:Business, Management & Marketing -- posted at: 4:00am PST

Dr. Nathan Mellor shares valuable stories and insights from his upbringing that will help you understand the power of your mindset. In today's workforce, some may be surprised that they have more control than they think.

Direct download: DPB190_mixdown.mp3
Category:Business, Management & Marketing -- posted at: 4:00am PST

For those stuck in job preservation mode, this sage wisdom about the difference between being replaceable and getting replaced will help you clarify where your mindset should be.

Direct download: 189MINI_mixdown.mp3
Category:Business, Management & Marketing -- posted at: 4:00am PST

An unfortunate illness led Ari Meisel down a path of finding efficiencies in every day life. As a Best-selling author and executive coach, Ari teaches corporations how to spend more time doing less. Listen and take notes during this compelling and extremely practical episode of The Dealer Playbook Podcast.

Direct download: 189_mixdown.mp3
Category:Business, Management & Marketing -- posted at: 4:00am PST

When it comes to branding, being authentic is key. Too often, many feel the need to brag or embellish the work they are doing because they feel that it won’t stand out in the cluttered social media landscape. Kristen Hinman shares simple, yet practical ways to introduce more authenticity in your branding efforts.

Direct download: 188MINI_mixdown.mp3
Category:Business, Management & Marketing -- posted at: 4:00am PST

With a background in PR and landing her clients interviews with the likes of Barbara Walters and Anderson Cooper, Kristen Hinman shares valuable insights about how car dealers can get the right exposure for their dealerships.

Direct download: 188_mixdown.mp3
Category:Business, Management & Marketing -- posted at: 4:00am PST

Dealers around the world are struggling to implement a lead handling process that sticks. In this powerbomb episode, Paul de Vries shares his wisdom about establishing a process that your team can adopt and implement.

Direct download: 187_MINI_mixdown.mp3
Category:Business, Management & Marketing -- posted at: 4:00am PST

There is more than enough statistical data to validate the fact that dealers don't need more leads. They need people who are trained and efficient at handling the leads. In this insightful episode, resident leads expert, Paul DeVries shares his advice about how dealers can stop being lead zombies and start booking more appointments quickly.

Direct download: 187_mixdown_01.mp3
Category:Business, Management & Marketing -- posted at: 4:00am PST

It's not about how much time you put into a project -- it's about the project getting done. In this powerbomb, Adrian explains why being busy isn't enough to accomplish your definition of success in the retail automotive industry.

Direct download: 186MINI_mixdown2.mp3
Category:Business, Management & Marketing -- posted at: 4:00am PST

Adrian Shepherd, founder of the revolutionary one-bite time management and productivity system shares his wisdom about how car dealers can get more accomplished throughout the day. Praised for it's refreshing approach to time management by the likes of Brian Tracy, Adrian's advice is something listeners can immediately apply to their lives each day.

Direct download: 186_mixdown.mp3
Category:Business, Management & Marketing -- posted at: 4:00am PST

Getting rejected for the sake of it isn't the purpose of proactively seeking rejection. In this week's powerbomb, Leo Quinn shares the purpose of getting comfortable with rejection as someone responsible for generating revenue.

Direct download: DPB185-MINI_mixdown.mp3
Category:Business, Management & Marketing -- posted at: 4:00am PST

Leo Quinn knew that rejection was something he feared, so he decided to do something about it. If you're in sales, marketing, or any form of customer service, you can probably relate. 

In this episode of The Dealer Playbook podcast, Leo shares his compelling story about proactively seeking out 1000 rejections during the summer of 2019, including the lessons he's learned as a result. 

Direct download: DPB185_mixdown.mp3
Category:Business, Management & Marketing -- posted at: 4:00am PST

There are many things leaders at car dealerships COULD do, but Ben Baker really challenges the concept of what SHOULD they do. Through this context, we hope you'll enjoy this week's powerbomb episode.

Direct download: DPB184_MINI_mixdown.mp3
Category:Business, Management & Marketing -- posted at: 4:00am PST

What is the financial return on investment on happy employees? Ben Baker, founder of "Your Brand Marketing" shares the shocking value that happiness can bring to your dealership. 

He also shares the difference between managers and leaders, and the negative impact that high turnover is having on dealers all over the world. 

Direct download: DPB184_mixdown.mp3
Category:Business, Management & Marketing -- posted at: 4:00am PST

People matter. In this powerbomb, Alex Swire-Clark explains how you can get the most from your people in a way that encourages growth and productivity.

Direct download: DPB183_MINI_mixdown.mp3
Category:Business, Management & Marketing -- posted at: 4:00am PST

Ok, so what's the deal with emotional intelligence? Why do business leaders like Gary Vaynerchuk talk so much about it? Alex Swire-Clark, host of the rapport advantage podcast and CEO of Solar Inc., shares his best advice about why it's important and how it can positively impact your dealership.

 

Direct download: DPB183_mixdown.mp3
Category:Business, Management & Marketing -- posted at: 4:00am PST

Sometimes you need to take a triage approach with your digital marketing to get it back to a place that's healthy and producing results. Triage doesn't mean overhauling everything, it means carefully assessing needs and prioritizing actions in a strategic way. In this powerbomb, Alexi Venneri explains.

Direct download: DPB_MINI182_mixdown.mp3
Category:Business, Management & Marketing -- posted at: 4:00am PST

Alexi Venneri, founder and CEO of Digital Air Strike, shares her experience about why first impressions matter online. From the first ad consumers see and the first result the interact with on Google to the first time they land on your website or first interaction with your team. 

In this episode of The Dealer Playbook, Alexi shares her best advice for dealers looking to improve their digital first impression including quick tips and strategies to make it happen. 

Direct download: DPB_182_mixdown.mp3
Category:Business, Management & Marketing -- posted at: 4:00am PST

There is much more to language than the words we speak, or the way we move our body - and that's where John Klymshyn comes in. Author of 11 books on the topic, John teaches that the power of language can truly inspire those around us to create massive gains in life.

In episode 181, you'll hear John share his best advice for car sales people, and dealership managers about how to effectively use language to inspire growth and forward momentum. 

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Direct download: DPB181_mixdown.mp3
Category:Business, Management & Marketing -- posted at: 4:00am PST

There is so much opportunity for car dealers to drive more attention and traffic to the service department online, which begs to ask: Do you feel like you need a dedicated service website? Owen Moon, CEO of Fixed-Ops Digital, has the answer.

Direct download: 180MINI.mp3
Category:Business, Management & Marketing -- posted at: 4:00am PST

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 PST

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 PST

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 PST

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 PST

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 PST

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 PST

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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  1. Leave an honest review on Apple podcasts!
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Direct download: DPB177_mixdown.mp3
Category:Business, Management & Marketing -- posted at: 4:00am PST

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 PST

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 PST

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 PST

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 PST

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 PST

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 PST

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 PST

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

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 PST

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 PST

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. 

Share the love!

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 PST

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

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.

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

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 PST

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 PST

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 PST

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 PST

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 PST

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 PST

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 PST

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 PST

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 PST

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 PST

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 PST

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 PST

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 PST

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 PST

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 PST

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 PST

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 PST

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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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 PST

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 PST

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! 

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

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 PST

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 PST

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 PST

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 PST

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 PST

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 PST

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 PST

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 PST

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 PST

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 PST

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 PST

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 PST

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 PST

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 PST

David Kain has one of the most impressive resumes in the automotive industry today. In episode 151 he shares wise advice about how to improve your personal business development opportunities as well as lessons he's learned throughout his career in automotive. 

For those attending NADA2019, be sure to visit the eBay booth where David and I will both be hanging out during the show.

Don't forget to subscribe to The Dealer Playbook so that you get notified when new episodes go live each week. 

 

Direct download: DPB151_mixdown.mp3
Category:Business, Management & Marketing -- posted at: 4:00am PST

Disruption seems to be a topic that we've latched on to in the retail automotive industry. In this minisode Michael shares some insights about disruption, and more importantly, what you can do to take control and achieve your definition of success.

Don't forget to share, and tap the subscribe button wherever you're listening right now!

Direct download: DPB150_mixdown.mp3
Category:Business, Management & Marketing -- posted at: 4:00am PST

Coach Jamy Bechler shares his best advice about how to maximize success in your role at the dealership and in your daily life. As an executive coach for NBA teams and some of  the Top Ten companies on planet earth, you don't want to miss this conversation with Coach Bechler. 

Direct download: DPB149_mixdown.mp3
Category:Business, Management & Marketing -- posted at: 4:00am PST

Stacey Hanke shares what influence is and how you can become a person of influence. She mentions that your name is on everything you do. You get to decide how people perceive you and build your own reputation and influence. If you're wondering how you can become a better leader or professional, this episode is a must listen.

Direct download: 148_mixdown.mp3
Category:Business, Management & Marketing -- posted at: 4:00am PST

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. 

--

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.

--

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