The Dealer Playbook

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

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

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

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

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

Transparent F&I Processes are a Must

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

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

Have a question for Jim? Connect with him here:


Connect with Michael!


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

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

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

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

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

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

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

Guidelines aren't limitations

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

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

Leadership isn't Friendship

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

Know what drives your team members as individuals

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

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

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

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

You can also follow Lisa Copeland on social media here:

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


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

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

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

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

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

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

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

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

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

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

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

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

Buy The Power of Connected Marketing Here

Get a Free Copy of The Book

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

1.) Write an honest review of The Dealer Playbook Podcast on iTunes:

2.) Screenshot your review and send it to along with your name and mailing address.

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

Do it now before the free copies run out!

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

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

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

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

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

Grant Cardone on being Obsessed

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

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

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

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

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

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

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

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

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


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