The Dealer Playbook (business, sales, training, automotive)

In the retail automotive industry, we often speak about leads as if they are hard to get. It turns out, with some humanity, common sense and a reasonable sequence of actions, they may be easier to acquire now than ever before. Pete Peterson, CEO of Dealers United shares unique and straightforward ways that dealerships can generate 1st-party VIN leads for under $20, plus the secret hidden feature on Facebook that produces them for free.

Direct download: DPB139_mixdown.mp3
Category:business, sales, Training, Automotive -- posted at: 4:00am PST

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

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

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

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

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

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

The Math and Science of Becoming a Top Car Sales Pro

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

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

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

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

Follow the Car Sales Recipe

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

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

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

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

Connect with Nathan Hays Here:

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

Connect with Michael Cirillo Here:

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

Connect with Team DPB Here:

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

Write a Review of DPB on iTunes:

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

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

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

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

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

Leaders Must Show Interest and LEAD!

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

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

Connect with Mat Koenig:

Connect with Michael Cirillo:

Connect with Team DPB!:

 

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

What does it take to build more trust through your marketing? Join us as Greg Rollett from Celebrity Marketing shares insights into how you can get the most out of your dealership marketing and build more trust with your target audience.

Greg has a client list that is likely unrivaled, boasting a list of clients from Brian Tracy and Tom Hopkins to Coca-Cola and Miller Lite. He spends his time helping companies achieve higher results through their marketing efforts. 

When you listen to the show, it's very clear that how passionate he is and that's for good reason. What he talks about works! It works extremely well!

Many dealerships are struggling to get more from their marketing efforts, and that's likely because there isn't enough trust between your business and the public. That's why Greg suggests that through your marketing you can convey a message to the public that will change their perception of your store and bring greater results.

Connect with Greg:

  • www.celebrityexpertmarketing.com
  • Twitter: @gregrollett

 

Direct download: DPB_40_mix.mp3
Category:business, sales, Training, Automotive -- posted at: 12:01am PST

Our Guest:

In session 31 of The Dealer Playbook Podcast, we sat down with Joe Cala. Joe is currently the General Manager of Dealer Synergy, and is one of the most inspirational, motivating individuals within the car business.

We invited Joe Cala to be on the show to explain how you can transform your car sales training by taking massive action. The automotive industry has no shortage of training resources. From conferences and summits to in-store consulting and webinars. But with all of the training resources out there, the missing ingredient to enjoying a more successful career within the automotive industry (and every other industry) is the action that you take.

Preview of this Session:

  • How you can take your career to the next level
  • How to get more from your dealership training
  • The common mistakes that dealers make that limit their success
  • Tips to being successful and transform your career

Links and Resources:

 

About Joe Cala:

Joe has a total of 14 years in the automotive industry, holding positions from Sales Person to Used Car Manager, New Car Manager to Internet Sales Manager, and eventually Internet Director. During his time as Internet Director, he was influential in increasing business from 7 units to 80 units at Nelson Mazda in Tulsa, OK and from growing Gateway Toyota in Toms River, NJ (Penske Automotive Group Dealership) from 40 units to 150 units. After his time in the dealership, he spent a year as an Advertising Consultant in the New York/New Jersey Metro Area for Auto Trader. Joe is currently the General Manager for Dealer Synergy and has been a featured Internet Sales 20 Group Speaker, NADA convention speaker, author and contributor to multiple nationally recognized personal & professional development magazines.

Direct download: DPB_31_JoeCala_mix.mp3
Category:business, sales, Training, Automotive -- posted at: 4:30am PST

Here we are at DPB podcast episode 14, and it has been all the back to episode 1 since we have just heard from Michael and Robert. 

 

 So in that case we present to you "The Dealer Playbook" podcast episode 14 "The Difference Between Advertising & Marketing For Your Dealership" featuring Michael Cirillo & Robert Wiesman. 

 

 Michael Cirillo and Robert Wiesman are two professionals who are obsessed about content! Online and offline they both love it all! 

 

 The misconception of things "moving fast" when it comes to the web for a lot of dealers is intimidating as well as overwhelming for most. 

 

 As stated above that is a "misconception". When it comes down to it the good news is it is really not that hard for a dealership to push through the clutter and make noise online in their market. 

 

 Make sure you download this episode now, and hear Michael Cirillo and Robert Wiesman talk more about.

 

Here is some of what you will learn today:

 

 - How to make your dealership unique online

 

 - What is marketing?

 

 - What is advertising? 

 

 - Creating a story for your dealership that people can buy into. 

 

 - How to leverage your OEMs marketing and advertising, 

 

 All of that plus so much more! 

 

Now it is your turn!

 

 Write your comment below and let Michael and Robert know your questions and they will do their best to respond to them all. 

 

 Make sure if you have not to subscribe to "The Dealer Playbook" podcast on iTunes or Stitcher and to please leave your feedback and comments below. 

 

 

Direct download: DPB-Selfie.mp3
Category:business, sales, Training, Automotive -- posted at: 5:09am PST

 

"You get no where sitting still but left behind".

 

 - Cory Mosley

 

You ever hear someone say "It's time to go back to the basics"? What does that mean exactly? Do we really think that just going back to the basics is the solution for growth in business? 

 

In this episode of "The Dealer Playbook" podcast we welcome sales trainer Cory Mosley who is talking about how auto dealers need to think forward and outside the box in todays market for growth in their business. 

 

If you are not familiar with Cory Mosley he is the founder of Mosley Automotive a sales training company headquartered in Richmond VA. Cory also is the creator of Mosley 24/7 a video on demand training solution for next level automotive professionals. 

 

In this session you will learn more about: 

 

- FMA " First Mover Advantage" 

 

- Not following the pack and doing what your competitors are not

 

- How to not have a "back to the basics" mentality 

 

- Looking outside the auto industry for inspiration 

 

- Adding new skills to your people that they have never had before

 

- The break down in your training process

 

All that and so much more are packed into this episode with Cory Mosley. 

 

We all know by now that the "basics" are still important for any business or industry but are not the formula for massive growth in your business. 

 

Where to get more of Mr. Cory Mosley:

 

Cory Mosley's Website - http://www.mosleyautomotive.com 

 

Cory's Twitter - https://twitter.com/CoryMosleyWay

 

Make sure to comment first below on your thoughts about this session and you might be the lucky one to get a signed copy of his new book " The Way I See It". 

 

Now it's your turn

 

 

Sound off below and tell us what you think of this session of "The Dealer Playbook". Make sure to subscribe if you have not already and share with a friend that might like what we are doing. Thanks again!"You get no where sitting still but left behind".

 

 - Cory Mosley

 

You ever hear someone say "It's time to go back to the basics"? What does that mean exactly? Do we really think that just going back to the basics is the solution for growth in business? 

 

In this episode of "The Dealer Playbook" podcast we welcome sales trainer Cory Mosley who is talking about how auto dealers need to think forward and outside the box in todays market for growth in their business. 

 

If you are not familiar with Cory Mosley he is the founder of Mosley Automotive a sales training company headquartered in Richmond VA. Cory also is the creator of Mosley 24/7 a video on demand training solution for next level automotive professionals. 

 

In this session you will learn more about: 

 

- FMA " First Mover Advantage" 

 

- Not following the pack and doing what your competitors are not

 

- How to not have a "back to the basics" mentality 

 

- Looking outside the auto industry for inspiration 

 

- Adding new skills to your people that they have never had before

 

- The break down in your training process

 

All that and so much more are packed into this episode with Cory Mosley. 

 

We all know by now that the "basics" are still important for any business or industry but are not the formula for massive growth in your business. 

 

Where to get more of Mr. Cory Mosley:

 

Cory Mosley's Website - http://www.mosleyautomotive.com 

 

Cory's Twitter - https://twitter.com/CoryMosleyWay

 

Make sure to comment first below on your thoughts about this session and you might be the lucky one to get a signed copy of his new book " The Way I See It". 

 

Now it's your turn

 

Sound off below and tell us what you think of this session of "The Dealer Playbook". Make sure to subscribe if you have not already and share with a friend that might like what we are doing. Thanks again!

Direct download: Cory_Mosley_mixdown.mp3
Category:business, sales, Training, Automotive -- posted at: 3:30am PST

" When you try to be everything to everybody, you end up being nothing to nobody " 

 

Mark Tewart 

 

Welcome to the latest session of "The Dealer Playbook" podcast where best selling author and automotive sales trainer Mark Tewart sits down with the DPB team.

Mark is the founder and CEO of Tewart Enterprises, a sales training company and author of the best selling book " How To Be A Sales Superstar".

We are so excited to have had the opportunity to sit down with Mark Tewart. He has spent decades in and around the automotive industry and has helped thousands of automotive professionals take their dealerships to whole new levels. This guy is the real deal.

In dealerships across the country even in todays market there is still talk can you make gross profit in a digital age? Well Mark Tewart says absolutely, and this session of "The Dealer Playbook" we discuss just that.

 

"How To Increase Gross Profit Doing Business On The Internet"

 

In this episode you will learn:

- Getting away from the "price" is all that matters mindset

- Proper engagement of online shoppers on the internet, phone and in person

- How to attract online shoppers without focusing on PRICE

- Tips on merchandising your vehicles online

- "TLC" Thinking Like a Customer

All of that plus so much more! This is a powerful episode covering a topic that the majority of auto dealerships struggle with. Mark Tewart is a true expert in the automotive industry and works with dealers across the country to help increase sales.

Links and resources mentioned in this episode:

 

Reach out and call Mark :

888-2TEWART

Mark's Twitter

Get Mark's best selling book "How To Be A Sales Superstar" or get a download of a free chapter from his book:

Mark Tewart's Website

Your turn to sound off

Did you enjoy this episode of 'The Dealer Playbook"?

Leave us your comments and feedback. We want to hear from you!

Be sure to subscribe to "The Dealer Playbook" and get the latest episodes delivered to your inbox every week.

 

Direct download: DPB-MarkTewart_mixdown1.mp3
Category:business, sales, Training, Automotive -- posted at: 3:30am PST

 

" Just because your pumped up about something, doesn't mean you know what your doing".

  David Bradley 

 

Sales Manager for "Cardone Training Technologies" David Bradley sits down with " The Dealer Playbook" to talk about "How To Build A Winning Sales Team" in todays dealerships. 

Dave is a long time friend who knows inside and out how to build a powerful sales team that will deliver winning results. 

In session 11 of "The Dealer Playbook" David Bradley talks about how vital a good attitude is from leadership on down. The leadership in the dealership needs to be inspiring to pump the time up and keep them pumped up. 

 David is a very smart guy that has been able to keep his position with serial hustler Grant Cardone for several years now, so believe me this guy knows what he is talking about. 

 In this session David delivers some free and easy ways to get your team fired up, ready to learn and go out and sell cars! 

 

In this episode you will learn more about: 

- Tightening up you and your teams attitude

- Narrowing in on the right approach 

- The actions that leaders can take to prepare their people

- Tips on role playing with your people 

 

This and so much more are packed into this 30 minute sit down with again David Bradley from Cardone Training Technologies, one of the nations top sales training companies. 

 

Hook it up with David and keep the conversation rolling:

David's Twitter - https://twitter.com/StopDontQuitCom

 

David's Facebook - https://www.facebook.com/david.r.bradley.3?fref=ts

Check out some of David's powerful articles:

http://davidrbradley.hubpages.com/hub/Sales-Success-Tips-How-To-Close-Yourself-First 

 

http://davidrbradley.hubpages.com/hub/Four-Social-Media-Secrets-Exposed-Hiding-In-Plain-Sight

 

Now it's your turn

 

Sound off in the comments section and let us know what you like and don't like about "The Dealer Playbook". We are here for you!

 

Direct download: DPB-DavidBradley_mixdown.mp3
Category:business, sales, Training, Automotive -- posted at: 6:09am PST

"Nobody here is Mother Teresa; we're trying to sell stuff" 

   - Gary Vaynerchuk

   

 

Unless you’re not familiar with this thing called “the internet," you probably know who Gary Vaynerchuk is. 

 

Gary Vaynerchuk is the author of the NY Times best seller, "Jab, Jab, Jab, Right Hook" which has been making a lot of noise in the auto industry since its release. 

 

Gary is co-founder of VaynerMedia, a social media agency. With offices in New York and San Francisco, his company manages some seriously powerful brands on social media and online content strategies, like the NFL, NHL and Campbell's Soup.

 

In April, Gary spoke at the Driving Sales Presidents Club in New York City, where he was dropping knowledge bombs left and right, helping auto dealers with their social media strategies and determining ROI. 

 

His guest ‘appearance’ on The Dealer Playbook was just as epic!

 

In the DPB podcast this week, Gary talks about:

 

   - How there’s no Facebook without investing in paid ads

 

   - The truth about Facebook ads (& "dark posts")

 

   - How to do a Facebook ad campaign or unpublished post 

 

   - A step-by-step rundown on how to build a successful Facebook ad strategy

  

   - Creating content that appeals to your audience’s interests based on what’s trending 

 

Gary is definitely the guy to be listening to when it comes to building a bigger social presence. His tactics on Facebook are -without a doubt- proven tried & true strategies worth exploring and incorporating into your own business.

 

Get more Gary (read up - this guy knows what he’s talking about!):

 

Gary's Website: http://www.garyvaynerchuk.com 

 

Gary's Facebook: https://www.facebook.com/gary

 

Gary's Twitter: https://twitter.com/garyvee

 

Gary's YouTube: https://www.youtube.com/user/GaryVaynerchuk

 

Get your FREE copy of Gary V's latest book!

 

The first comment with what they liked best about this session with Gary gets their own free copy of his latest best seller, "Jab, Jab, Jab, Right Hook"!

 

Good luck! 

 

And check out all of Gary Vaynerchuk's books:

 

"Crush It"

http://www.amazon.ca/gp/product/0062295020/ref=as_li_qf_sp_asin_il_tl?ie=UTF8&camp=15121&creative=330641&creativeASIN=0062295020&linkCode=as2&tag=flexd-20

"The Thank You Economy" 

http://www.amazon.ca/gp/product/0061914185/ref=as_li_qf_sp_asin_il_tl?ie=UTF8&camp=15121&creative=330641&creativeASIN=0061914185&linkCode=as2&tag=flexd-20

"Jab, Jab, Jab, Right Hook"

 http://www.amazon.ca/gp/product/006227306X/ref=as_li_qf_sp_asin_il_tl?ie=UTF8&camp=15121&creative=330641&creativeASIN=006227306X&linkCode=as2&tag=flexd-20

 

Ok, Now It’s Your Turn: 

 

Did this episode give you any insight or some ideas for your Facebook marketing structure? Leave us your comments and keep the conversation going. We love it!

 

Direct download: GaryVaynerchuck_mixdown.mp3
Category:business, sales, Training, Automotive -- posted at: 3:30am PST

"Most dealers are using their CRM to manage customers and leads, while the more progressive dealers are using it to manage the relationship" 

Hunter Swift

 

Are you and your dealership unlocking the true power of your CRM software? A CRM is so much more then a tool to enter customer information or remind a sales person to make a follow up call. Your CRM has the potential to be a marketing monster for your dealerships sales and fixed ops departments. 

 

 In this session of "The Dealer Playbook" we sit down with our friend and industry thought leader Hunter Swift. Hunter is not just a expert on auto dealer CRM best practices, he is the Director of Sales Development at DealerSocket. In case you do not know who DealerSocket is, they are one of the auto industries leading CRM providers. 

 

Hunter dives right in with some easy no cost strategies and tactics dealers can execute to drive more sales and keep your service techs turning wrenches. He also discusses in detail the email  campaigns that his company's clients are getting the best results from plus some other creative yet easy ways you can pump a lot of business out of your current CRM. You have to check this out because Hunter knows his stuff!!! 

 

The information in this episode will sell you more cars!

 

 

In this episode you will learn more about:

 

-Successful email campaigns

 

-Shifting sales peoples mindsets when it comes to your CRM

 

-How to use your CRM for branding

 

-How to use your CRM to build relationships 

 

-Freshening up email templates

 

-Creating automated campaigns that convert

 

-Mining for customers in your CRM

 

All that plus more that will help you not just get more out of your CRM tool but sell more cars, make more gross, get great CSI and build long lasting relationships with your customers. 

 

Links and Resources mentioned in this episode:

 

Follow Hunter Swift on Twitter for more great content to help you unlock the power of your CRM tool

https://twitter.com/HunterSwift 

 

Hunter's powerful article from Driving Sales Innovation Guide:

http://drivingsalesinnovationguide.com/2014/04/crm-and-your-brand/

 

Great video from Hunter on database mining discussed in the episode:

https://www.youtube.com/watch?v=5-nK8jO0Wa4

 

We had a great time with Hunter Swift on this episode and hope you did as well. 

 

Now it is your turn, leave us some feedback and let us know your thoughts or if Hunter missed anything. 

 

Thank you again for dialing into the DPB podcast and we will see you next time! 

 

 

Direct download: DPB_HunterSwift_mixdown-1.mp3
Category:business, sales, Training, Automotive -- posted at: 3:30am PST

“When it comes to traditional offline advertising, enough reach, enough frequency and a strong compelling message, it will produce results/ROI immediately.”
- Troy “Turbo” Spring

Different marketing and advertising tactics work better than others. Period.

In the automotive space, when you go to workshops or webinars about marketing, they typically lean towards digital strategies.

With so much focus on the internet, and automotive dealers trying to figure out exactly how that works, the good old traditional media, or offline marketing outlets, tend to take a back seat. With the right recipe in today’s market, dealers can and are reporting solid ROI from lets call it “offline media.” That is exactly the reason why when it came to the topic of Dominating traditional media in a digital world, we knew that Troy “Turbo” Spring was just the expert to teach us.

The best selling author of “Turbo Charge Your Life”  as well as the co-founder (with Tracy Myers) of the “Unfair Advantage Automotive Mastermind,” Troy “Turbo” Spring has a unique position in the automotive industry. Troy is the owner and founder of Dealer World Advertising – a full service advertising company for auto dealers.

Troy is also the manager of a Lehighton Ford in Lehighton, PA – a Ford dealership minutes from his home. Here’s where he gets even more unique. Troy manages this dealership…are you ready for it?… PART TIME! Yup, you heard it right. Part time. According to Troy, he not only loves being on both the vendor and dealer sides, but it gives him two different ends of the spectrum.

The specific topics we cover in this session address how dealers can tap into & really maximize what’s now (in most cases) inexpensive traditional offline media resources. These topics not only will require some work but also creativity. Lucky for us, Troy lays out some step-by-step strategies that will allow you to start seeing ROI with traditional advertising.

We want you to sell more cars!

More Specifically, You’ll Learn About:

- How to audit and break down your advertising budget

- How to determine which advertising outlets to focus on

- The recipe for a creative message in your ads / messaging that converts

- Sure fire ways to create direct mail that sells more cars FAST

- How to make a stamp on any group and stay top-of-mind in your market

All that and some other super valuable strategies and tips you can put into actionimmediately to sell more cars.

Important Links From This Episode 

To have Troy send you examples of traditional media campaigns that are converting, or to send him yours for a free analysis, email him at:
troyspring@mac.com  or  troyspring@mydealerworld.com

Check out the “LF Boss” the Ford dealership he manages part time mascots Facebook page:

 LF Boss Facebook Page

Hook up with Troy Spring on Facebook:

Troy “Turbo” Spring Facebook 

 Call Troy “Turbo” Spring on his cell:
610-570-3022

Check out Troy’s company Dealer World’s website:

 Dealer World

Check out the auto industry’s exclusive master mind right here:

Unfair Advantage Automotive Mastermind Group (UAAMG) 

Get Troy Spring’s best-selling book here:

 ”Turbo Charge Your Life”

 

Ok, Now It’s Your Turn:

Did this episode give you any insight or some ideas for your traditional media marketing structure? Leave us your comments and keep the conversation going. We love it!“When it comes to traditional offline advertising, enough reach, enough frequency and a strong compelling message, it will produce results/ROI immediately.”

- Troy “Turbo” Spring

Different marketing and advertising tactics work better than others. Period.

In the automotive space, when you go to workshops or webinars about marketing, they typically lean towards digital strategies.

With so much focus on the internet, and automotive dealers trying to figure out exactly how that works, the good old traditional media, or offline marketing outlets, tend to take a back seat. With the right recipe in today’s market, dealers can and are reporting solid ROI from lets call it “offline media.” That is exactly the reason why when it came to the topic of Dominating traditional media in a digital world, we knew that Troy “Turbo” Spring was just the expert to teach us.

The best selling author of “Turbo Charge Your Life”  as well as the co-founder (with Tracy Myers) of the “Unfair Advantage Automotive Mastermind,” Troy “Turbo” Spring has a unique position in the automotive industry. Troy is the owner and founder of Dealer World Advertising – a full service advertising company for auto dealers.

Troy is also the manager of a Lehighton Ford in Lehighton, PA – a Ford dealership minutes from his home. Here’s where he gets even more unique. Troy manages this dealership…are you ready for it?… PART TIME! Yup, you heard it right. Part time. According to Troy, he not only loves being on both the vendor and dealer sides, but it gives him two different ends of the spectrum.

The specific topics we cover in this session address how dealers can tap into & really maximize what’s now (in most cases) inexpensive traditional offline media resources. These topics not only will require some work but also creativity. Lucky for us, Troy lays out some step-by-step strategies that will allow you to start seeing ROI with traditional advertising.

We want you to sell more cars!

More Specifically, You’ll Learn About:

- How to audit and break down your advertising budget

- How to determine which advertising outlets to focus on

- The recipe for a creative message in your ads / messaging that converts

- Sure fire ways to create direct mail that sells more cars FAST

- How to make a stamp on any group and stay top-of-mind in your market

All that and some other super valuable strategies and tips you can put into actionimmediately to sell more cars.

Important Links From This Episode 

To have Troy send you examples of traditional media campaigns that are converting, or to send him yours for a free analysis, email him at:
troyspring@mac.com  or  troyspring@mydealerworld.com

Check out the “LF Boss” the Ford dealership he manages part time mascots Facebook page:

 LF Boss Facebook Page

Hook up with Troy Spring on Facebook:

Troy “Turbo” Spring Facebook 

 Call Troy “Turbo” Spring on his cell:
610-570-3022

Check out Troy’s company Dealer World’s website:

 Dealer World

Check out the auto industry’s exclusive master mind right here:

Unfair Advantage Automotive Mastermind Group (UAAMG) 

Get Troy Spring’s best-selling book here:

 ”Turbo Charge Your Life”

 

Ok, Now It’s Your Turn:

Did this episode give you any insight or some ideas for your traditional media marketing structure? Leave us your comments and keep the conversation going. We love it!“When it comes to traditional offline advertising, enough reach, enough frequency and a strong compelling message, it will produce results/ROI immediately.”

- Troy “Turbo” Spring

Different marketing and advertising tactics work better than others. Period.

In the automotive space, when you go to workshops or webinars about marketing, they typically lean towards digital strategies.

With so much focus on the internet, and automotive dealers trying to figure out exactly how that works, the good old traditional media, or offline marketing outlets, tend to take a back seat. With the right recipe in today’s market, dealers can and are reporting solid ROI from lets call it “offline media.” That is exactly the reason why when it came to the topic of Dominating traditional media in a digital world, we knew that Troy “Turbo” Spring was just the expert to teach us.

The best selling author of “Turbo Charge Your Life”  as well as the co-founder (with Tracy Myers) of the “Unfair Advantage Automotive Mastermind,” Troy “Turbo” Spring has a unique position in the automotive industry. Troy is the owner and founder of Dealer World Advertising – a full service advertising company for auto dealers.

Troy is also the manager of a Lehighton Ford in Lehighton, PA – a Ford dealership minutes from his home. Here’s where he gets even more unique. Troy manages this dealership…are you ready for it?… PART TIME! Yup, you heard it right. Part time. According to Troy, he not only loves being on both the vendor and dealer sides, but it gives him two different ends of the spectrum.

The specific topics we cover in this session address how dealers can tap into & really maximize what’s now (in most cases) inexpensive traditional offline media resources. These topics not only will require some work but also creativity. Lucky for us, Troy lays out some step-by-step strategies that will allow you to start seeing ROI with traditional advertising.

We want you to sell more cars!

More Specifically, You’ll Learn About:

- How to audit and break down your advertising budget

- How to determine which advertising outlets to focus on

- The recipe for a creative message in your ads / messaging that converts

- Sure fire ways to create direct mail that sells more cars FAST

- How to make a stamp on any group and stay top-of-mind in your market

All that and some other super valuable strategies and tips you can put into actionimmediately to sell more cars.

Important Links From This Episode 

To have Troy send you examples of traditional media campaigns that are converting, or to send him yours for a free analysis, email him at:
troyspring@mac.com  or  troyspring@mydealerworld.com

Check out the “LF Boss” the Ford dealership he manages part time mascots Facebook page:

 LF Boss Facebook Page

Hook up with Troy Spring on Facebook:

Troy “Turbo” Spring Facebook 

 Call Troy “Turbo” Spring on his cell:
610-570-3022

Check out Troy’s company Dealer World’s website:

 Dealer World

Check out the auto industry’s exclusive master mind right here:

Unfair Advantage Automotive Mastermind Group (UAAMG) 

Get Troy Spring’s best-selling book here:

 ”Turbo Charge Your Life”

 

Ok, Now It’s Your Turn:

Did this episode give you any insight or some ideas for your traditional media marketing structure? Leave us your comments and keep the conversation going. We love it!“When it comes to traditional offline advertising, enough reach, enough frequency and a strong compelling message, it will produce results/ROI immediately.”

- Troy “Turbo” Spring

Different marketing and advertising tactics work better than others. Period.

In the automotive space, when you go to workshops or webinars about marketing, they typically lean towards digital strategies.

With so much focus on the internet, and automotive dealers trying to figure out exactly how that works, the good old traditional media, or offline marketing outlets, tend to take a back seat. With the right recipe in today’s market, dealers can and are reporting solid ROI from lets call it “offline media.” That is exactly the reason why when it came to the topic of Dominating traditional media in a digital world, we knew that Troy “Turbo” Spring was just the expert to teach us.

The best selling author of “Turbo Charge Your Life”  as well as the co-founder (with Tracy Myers) of the “Unfair Advantage Automotive Mastermind,” Troy “Turbo” Spring has a unique position in the automotive industry. Troy is the owner and founder of Dealer World Advertising – a full service advertising company for auto dealers.

Troy is also the manager of a Lehighton Ford in Lehighton, PA – a Ford dealership minutes from his home. Here’s where he gets even more unique. Troy manages this dealership…are you ready for it?… PART TIME! Yup, you heard it right. Part time. According to Troy, he not only loves being on both the vendor and dealer sides, but it gives him two different ends of the spectrum.

The specific topics we cover in this session address how dealers can tap into & really maximize what’s now (in most cases) inexpensive traditional offline media resources. These topics not only will require some work but also creativity. Lucky for us, Troy lays out some step-by-step strategies that will allow you to start seeing ROI with traditional advertising.

We want you to sell more cars!

More Specifically, You’ll Learn About:

- How to audit and break down your advertising budget

- How to determine which advertising outlets to focus on

- The recipe for a creative message in your ads / messaging that converts

- Sure fire ways to create direct mail that sells more cars FAST

- How to make a stamp on any group and stay top-of-mind in your market

All that and some other super valuable strategies and tips you can put into actionimmediately to sell more cars.

Important Links From This Episode 

To have Troy send you examples of traditional media campaigns that are converting, or to send him yours for a free analysis, email him at:
troyspring@mac.com  or  troyspring@mydealerworld.com

Check out the “LF Boss” the Ford dealership he manages part time mascots Facebook page:

 LF Boss Facebook Page

Hook up with Troy Spring on Facebook:

Troy “Turbo” Spring Facebook 

 Call Troy “Turbo” Spring on his cell:
610-570-3022

Check out Troy’s company Dealer World’s website:

 Dealer World

Check out the auto industry’s exclusive master mind right here:

Unfair Advantage Automotive Mastermind Group (UAAMG) 

Get Troy Spring’s best-selling book here:

 ”Turbo Charge Your Life”

 

Ok, Now It’s Your Turn:

Did this episode give you any insight or some ideas for your traditional media marketing structure? Leave us your comments and keep the conversation going. We love it!

Direct download: DP8_copy.mp3
Category:business, sales, Training, Automotive -- posted at: 3:30am PST

Your greatest asset are the people you just sold. People like to do business with an "expert", and will pay more to do so. 

 

20 year automotive vet, International Sales Expert and host of nationally syndicated radio show " The Sean Moffett Show" Sean Moffett himself sits down with Robert and Michael to chat it up about " Turning Your Current Customers Into Raving Fans"! Advocates of your dealership and your brand. Even in today's advanced market there is nothing stronger than the relationship with your store and its customers. Past, Present and future. 

 

 In this awesome new episode, Sean talks about how just in how the way a sales person greets a customer, that customer knows if they are dealing with a professional expert or not. '"The best place to close your deal, is with the first impression". 

 

Sean is going to show us exactly how to do just that in this session.   

 

Sean Moffett gives a few easy word tracks sales people can use to sound like a expert. A professional. Check them out and practice with your team or whoever is down. Why not pick up something new that is without a doubt different than what the sales team is currently doing. 

 

What if just something that simple as how the customer is being greeted is what is holding back sales explosion in a dealership?

 

 

 

This is session is packing some powerful information!!! 

 

Sean is a professional broadcaster and great speaker so nobody minded that " The Dealer Playbook" turned into "The Sean Moffett Show". Starting with authentically greeting someone with a caring disposition, to how to finesse and keep the " wow factor" rolling after they make it purchase. 

 

It is all in this session!

 

 

You in this session you will learn more about 

 

- How to greet the customer like a professional expert

 

- Focusing on the customer’s experience genuinely 

 

- Is management in need of leadership training (it is more than penciling deals)

 

- Being an expert on your product

 

- Communicating with customers & allowing them to shop with you 

 

- Finding training material you can relate with (so much online for free) 

 

- Different markets require different tactics 

 

- Watching out for listening to the wrong "guru's" information. 

 

All that plus so much more! 

 

 

Here are the links mentioned in this episode 

 

 

 

 

 

Sean's Website: 

http://www.themoffettcompany.com/

 

 

Facebook:

https://www.facebook.com/profile.php?id=100001592899984&fref=ts

 

Twitter:

https://twitter.com/TheSeanMoffett

 

 

Sean Moffett's " Wow Factor Sales Success Training":

https://www.udemy.com/wow-factor-sales-success-training/?sl=E0Ibc1tTQxMALBoeCRAcKBM%3D&dtcode=qqmla8hp 

 

Sean's killer YouTube Channel Lots of good stuff:

https://www.youtube.com/channel/UC1XW7Dmi_6v6hr-RA1gGC8g

 

Sean's syndicated radio show on iTunes

https://itunes.apple.com/us/podcast/the-sean-moffett-show/id631875767?mt=2 

 

Get his free audio book email here:

info@themoffettcompany.com (put "The Dealer Playbook" in the subject)

 

The Dealer Playbook - 

http://www.thedealerplaybook.com 

 

 

 

 

Direct download: DPB_SeanMoffat.mp3
Category:business, sales, Training, Automotive -- posted at: 3:00am PST

When it comes to running and or owning a automotive dealership, monitoring your ROI is crucial to a successful operation. When you are buying more internet leads, doing a direct mail campaign, or switching website providers ROI always comes up in the conversation. Ever notice that? Where you do not hear a lot of “ROI” talk though is when you hear about the workshops, 20 Groups, seminars, trade shows etc.

 

In this episode of The Dealer Playbook the boys sit down with funny man and 30 year plus automotive industry veteren, Danny Benites. Danny is the General Manager of Greg Lair Buick GMC of Amarillo Texas, and he has created some resources and techniques to get the most out of the automotive workshops, seminars, etc. You know, track an ROI?

 

A dealer will spend 2-5 thousand on attending or sending a team member to a automotive conference. Do you ever track the ROI of that investment, because it is not cheap. Combine the money for travel, hotel, tickets to the workshop, food, etc. plus the time away from the dealership to attend, you end up with a lot of “skin in the game” to much in fact to not have a plan.  

 

In this episode you will learn more about:

 

  • How to choose the right team member to attend educational events

  • Choosing the right automotive event to attend

  • Narrowing in on what parts of your operation your looking to bring home “nuggets for”

  • How to retain the “ideas” you get at the workshop, and how to structure your idea lists/notes

  • How to take your ideas back to the dealership and get buy in whether your the top dog decision maker and you need to get your team on board or a sales manager, GM, etc and need to get your dealer to buy in



That and much more Danny talks about that will get you and your the team the most out automotive educational events. This guy knows what he is talking about.

 

Here are the links for the work sheets Danny refers to that lay out the plan for you: Danny's Worksheets

 

Keep up with Danny Bientes he has some great content:

 

Check out his website here: Danny B website

 

Follow him on Twitter here: Danny Twitter

 

We had a blast having Danny Bientes on the show and really hoped you enjoyed it as well. Your feedback and comments mean the world to the DPB team, so please drop a line below. As always thank you for listening to The Dealer Playbook, make sure you get subscribed so you get notified when we release new episodes.

 

Much love-



Direct download: DPB_DannyBenites_mixdown.mp3
Category:business, sales, Training, Automotive -- posted at: 3:00am PST

While I was attending the Internet Sales 20 Group in Atlantic City a few weeks ago, I had the incredible privilege of listening to, and eventually interviewing Dr. Willie Jolley. While I do admit to not knowing who he was previous to the conference, I was completely blown away by his message; something that resonated deep within me. He spoke about how to do more, be more and achieve more.

 

After his keynote address at the conference, I had to go and shake his hand and express appreciation for the message he shared. It was refreshing and motivating; something that I think we need to hear more of in the auto industry.

 

I asked him if he’d be willing to join me for an interview and without hesitation, he agreed.

 

If you still haven’t “Googled” him, here is a brief introduction: Dr. Willie Jolley is an international motivational speaker who has been named as one of the top 5 outstanding speakers in the world, alongside heavyweights like Margaret Thatcher and Nelson Mandela. He has written 4 best-selling books which I think you should definitely check out:

 

A Setback is a Setup for a Comeback

An Attitude of Excellence

It Only Takes A Minute to Change Your Life

Turn Setbacks into Greenbacks

In addition to his outstanding books, Dr. Willie Jolley is credited as the reason that the Ford Motor Company never accepted a government bailout. After reading his book, “A Setback is a Setup for a Comeback”, Alan Mulally, Ford CEO, hired Dr. Jolley to come and help them scale the business, refine process and help Ford’s employees build their dreams.

 

In this episode you’ll learn more about:

 

How doing something ridiculous may just be what’s needed to advance and conquer

How to get started when setting out on your success journey

How to look at your current situation differently and capitalize on the assets and opportunities available to you right now

We have a connection to Dr. Willie Jolley now and we know he’d love hearing your feedback and questions. Hit us up in the comments below and as always, thank you for listening to The Dealer Playbook.

Direct download: Dr.Willie_Jolley_mixdown.mp3
Category:business, sales, Training, Automotive -- posted at: 3:00am PST

“In order for training to work properly inside of the dealership, there need to be two things. Consistency and volume.” - Jarrod Glandt

Building a successful business (or business inside of a business) doesn’t happen overnight. It takes following a strategic recipe in order to get the desired end result.

Whether you’re just starting in the automotive industry, or consider yourself a veteran, a best practice in being successful is to always be learning and then apply the things that you learn. That’s why when it came to the topic of automotive training, we couldn’t think of anyone better to teach us than Jarrod Glandt. Jarrod is currently the Vice President of Sales at Cardone Training.

Jarrod has a pretty fascinating story about starting out in the car business. After much struggling and sacrifice, he decided that there was more to having a career than what he was experiencing at the time. By taking a risk, Jarrod took a job with Grant Cardone, barely making ends meet. During his early days with Grant Cardone, Jarrod learned how crucial a role effective training plays in achieving success and look at him now! He’s made it to the top and he’s confident you can too.

The specific topics that we cover in this episode address how to implement consistent training so that automotive sales professionals can be more and do more. These topics all require work, and that’s likely why many people give up on them and never reach their potential in the car business.

We want you to achieve more!

More Specifically, You’ll Hear About:

  • How to properly do training inside the dealership

  • How to hold your team accountable

  • Why turnover can be a good thing

  • Why most people won’t achieve their definition of success inside the car business

  • How to achieve your goals and dreams

  • How to increase your willingness to do whatever it takes

Click here subscribe to this episode on iTunes or Stitcher Radio.

Don’t forget to follow @JarrodGlandt and @GrantCardone on Twitter. Also, be sure to check out #YoungHustlers airing every Thursday at 1pm EST.

Your Turn…

 

Did this episode help you understand the importance of consistent training inside of the dealership? How do you currently handle training? Let us know in the comments below. We’d love to hear about what’s working well for you!

Direct download: dpb004_1.mp3
Category:business, sales, Training, Automotive -- posted at: 3:22pm PST

The Dealer Playbook Episode 2

 

If you want to pack your dealership with elite professionals, there’s no way to cut corners on building a disciplined recruitment strategy. Hiring someone who doesn’t fit your dealership culture or who isn’t qualified hurts your team. You’re only as strong as your weakest player.

 

Craig Lockerd is a top expert when it comes to automotive recruiting. His professional recruiting company, Automax Recruiting, is the industry's number one source for finding and hiring quality people to add to your dealership team.

 

In this dose of the Dealer Playbook, recruiting expert Craig Lockerd reveals some key recruiting strategies. Craig discusses every step of the recruiting process, from the interview, right down to actionable tips on how to sift out the good applicants from the bad ones.

 

In Craig’s 15+ years of recruiting experience, he’s seen way too many auto dealers tailoring the interview process around their applicants, instead of creating a rigid interview process that’s right for their dealership and sticking to it.

 

But before the interview can happen, you need to know how to get qualified resumes in your hand. Craig discusses some universal “super strategies” that any dealership could start implementing to increase ROI on their recruiting efforts, including shaping your initial ‘help wanted’ ad to bring in more motivated individuals.

 

For more on how to turn up the volume on your hiring efforts, check out Craig’s Automax Recruiting website.

 

Check Out Automax Recruiting on Facebook

http://www.facebook.com/automaxtrainingandrecruiting

 

Craig's Personal Facebook

http://www.facebook.com/craiglockered

 

Craig's Cell Phone

609-571-1152

 

Automax Recruiting and Training Office

 

800-878-5090  

 

Direct download: final_CraigL.mp3
Category:business, sales, Training, Automotive -- posted at: 3:54pm PST

Dealer Playbook Episode 1

 

It’s no secret that in today's automotive market, providing a "Wow Experience" for shoppers is an absolute must. Car dealers all over the world invest tons of money and time in making sure customers are taken care of and are getting a top-notch shopping experience.

 

We try so hard to provide the ultimate shopping experience for our customers, but let’s switch our thought process. What are we doing to create an incredible dealership culture that inspires and energizes our internal team? Keeping your people motivated, engaged and happy all ties back to the dealership’s internal culture. Every dealership has a culture - it’s the way your employees feel when they come to work, good, bad or indifferent. What is your dealership’s culture like? If you don’t know, it’s probably not a good.

 

It’s a simple, yet powerful, concept - if your team is happy and each member feels a sense of satisfaction in their individual roles, they’ll perform better. Yet so many employers, especially in the automotive industry, aren’t putting energy and resources into into creating that ideal positive, motivating environment.

 

Keys to building a dynamic dealer culture

  • Personnel, from top to bottom, shares the same goal. There is team “buy in” and everyone supports the underlying message and objectives.

 

  • A recruitment strategy that targets premium, dynamic team members

 

  • Education. Empower your team with resources and knowledge. Ongoing education is an important part of any career growth and individual development.

 

  • Collaborate with your entire team. Encourage creativity and idea sharing. Create an environment where your team feels comfortable and safe sharing their thoughts and opinions.

 

Buy in is key. From the dealer principal to the clean up crew, everyone has to be onboard with your message and goals. Without buy in, employees will never become brand evangelists, sharing the message and inspiring others. Once you have the workplace culture ‘recipe’ complete, your team will be the greatest form of marketing you have. They will proudly, with no hesitation, spread the message of your dealership’s greatness.

 

Recruitment is a significant process. The automotive industry notoriously has struggled with this part of the business. Many dealers recruit with the mentality, "a body is better than no body." Are you breathing? Do you have a heartbeat? You’re hired! Dealers spend tremendous amounts of money on bringing customers through the showroom doors, but all of that cash and those efforts get flushed down the toilet when those same customers are mishandled by a unprofessional, unqualified salespeople.

 

Ongoing team education is an important aspect of most successful, long-term businesses. Think about your current staff, especially individuals you think could be doing better. Have you provided them with right tools and resources needed for them to reach the next level in their position? While poor job performance doesn’t fall entirely on the employer’s shoulders (individuals need a certain amount of internal drive), it can’t be argued that a happy employee who feels job satisfaction will outperform their unhappy coworkers. And when we’re good at things, we tend to like doing them more (like selling cars).

Direct download: dpb001.mp3
Category:business, sales, Training, Automotive -- posted at: 3:50pm PST

1