The Dealer Playbook

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:



Join the DPB Family

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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

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:


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!


Direct download: DPB125_mixdown.mp3
Category:Business, Management & Marketing -- posted at: 12:21pm PST

Frank J. Lopes cuts to the chase and shares the top three things you can do to filter out all of the noise in the retail car business and build a juggernaut dealership.

Let's face it, there is a lot of information out there. At best, much of it conflicts. It can be difficult to know what you can do to not only manage the affairs of your dealership but see substantial growth.

In episode 124, we're going to get to the bottom of it. Frank shares a foolproof method to figuring out the best things to focus your energy on, that will help you achieve the biggest gains.

Season 8 Sponsor

So glad to be joined by my friends at Kelley Blue Book - they have an awesome way to reduce transaction times while enhancing the customer experience. Find out how by visiting

Review the DPB

If you're getting value from the show, I would love your help with an honest review on iTunes OR share it with your leaders and associates.

Lastly, don't forget to keep the playbook open and DOMINATE!



Direct download: DPB124_mixdown.mp3
Category:Business, Management & Marketing -- posted at: 4:30am PST

Michaela Alexis, President of Grade A Digital, is a marketing influencer who has cracked the LinkedIn code by bringing her audience along for her journey climbing the corporate ladder. 

In episode 123, Michaela shares her top 5 tips to building a mega social media presence on a mini-budget. You'll love how simple, human, and common sense her approach to audience engagement, growth, and advocacy is - the best part; you'll be able to take what you learn and start applying it immediately. 

Season 8 Sponsor

My friends over at Kelley Blue Book have an amazing way to reduce transaction time while enhancing the customer experience. Find out how by visiting

I'd LOVE a review! 

If you're getting value from The Dealer Playbook, I would love your help with an honest review on iTunes: OR share with your co-workers and leadership! 

Keep The Playbook open and DOMINATE!


Direct download: DPB123_mixdown.mp3
Category:Business, Management & Marketing -- posted at: 8:24am PST