The Dealer Playbook

Car dealerships that want to help their people grow must look for some critical attributes before handing out more money or promotions.

Louie Herron explains that it's essential for business owners to look for the level of willingness, desire, and aptitude that each employee has. After all, what's the point in investing your energy into someone that honestly doesn't want to grow?

That's not to suggest that the individual might never have the desire, but leaders must observe where their energy will go the furthest.

Access the full show notes, timestamps, resources and more at http://www.thedealerplaybook.com/louie-herron

Have questions, comments, or feedback? Drop us a line at michael@thedealerplaybook.com!

Connect with Michael Cirillo on LinkedIn: https://www.linkedin.com/in/michaelcirillo

Apply to the exclusive DPB PRO Facebook group where you'll get access to live mastermind calls, training, collaboration, and accountability that will take your career to the next level: https://www.facebook.com/groups/dpbpro

Sick of not know whether your marketing strategy is working or not? Learn more about Michael's creative dealership marketing company: https://www.flexdealer.com/

Direct download: HerronMini_mixdown.mp3
Category:Business, Management & Marketing -- posted at: 3:07pm PST

Louie Herron, a 25+ year veteran of the retail auto industry, shares valuable insights about what you can do to help people grow their careers to the next level in the car business.

One of the reasons why employee attrition is so high in the auto industry is the employees' inability to see career growth opportunities.

Louie started in the car business as a front-line sales professionals. Within 15 years, he owned his first franchise store and went on to own two more franchises.

His mission today, through Sales To CEO University, is to help car sales professionals go from sales to management, management to GM, and GM to partner/dealer principal. He is empowering retail auto professionals to learn the skills they need to go from one phase of their career to the next.

Access the full show notes, timestamps, resources and more at http://www.thedealerplaybook.com/louie-herron

Have questions, comments, or feedback? Drop us a line at michael@thedealerplaybook.com!

Connect with Michael Cirillo on LinkedIn: https://www.linkedin.com/in/michaelcirillo

Apply to the exclusive DPB PRO Facebook group where you'll get access to live mastermind calls, training, collaboration, and accountability that will take your career to the next level: https://www.facebook.com/groups/dpbpro

Sick of not know whether your marketing strategy is working or not? Learn more about Michael's creative dealership marketing company: https://www.flexdealer.com/

Direct download: Herron_mixdown.mp3
Category:Business, Management & Marketing -- posted at: 10:34am PST

Do all customers want a digital retail option? Michelle Denogean explains that it's important to offer flexible options that match the expectations of various customers.

More importantly, Michelle encourages that the digital experience and in-store experience must align. There is nothing worse than putting a message out online that you can't deliver in person.

Access the full show notes, timestamps, resources and more at http://www.thedealerplaybook.com/michelle-denogean

Have questions, comments, or feedback? Drop us a line at michael@thedealerplaybook.com!

Connect with Michael Cirillo on LinkedIn: https://www.linkedin.com/in/michaelcirillo

Apply to the exclusive DPB PRO Facebook group where you'll get access to live mastermind calls, training, collaboration, and accountability that will take your career to the next level: https://www.facebook.com/groups/dpbpro

Sick of not know whether your marketing strategy is working or not? Learn more about Michael's creative dealership marketing company: https://www.flexdealer.com/

Direct download: Michelle_Mini_mixdown.mp3
Category:Business, Management & Marketing -- posted at: 6:33am PST

Michelle Denogean, CMO at Roadster, is no stranger to the tech industry. From working with popular online dating platforms to real estate and now automotive, Michelle's understanding of what moves consumers to action helps thousands of retail auto dealers across the USA and Canada.

During our conversation, Michelle provides practical ways that car dealers can leverage technology to increase productivity and profitability. We explore how dealers can implement technology solutions more effectively and how to measure the results.

In our exclusive DPB PRO segment, available to my private FB group (https://www.facebook.com/groups/dpbpro) - I ask Michelle how to justify more technology in an already tech-heavy industry. Be sure to join the group to get that answer!

Access the full show notes, timestamps, resources and more at http://www.thedealerplaybook.com/michelle-denogean

Have questions, comments, or feedback? Drop us a line at michael@thedealerplaybook.com!

Connect with Michael Cirillo on LinkedIn: https://www.linkedin.com/in/michaelcirillo

Apply to the exclusive DPB PRO Facebook group where you'll get access to live mastermind calls, training, collaboration, and accountability that will take your career to the next level: https://www.facebook.com/groups/dpbpro

Sick of not know whether your marketing strategy is working or not? Learn more about Michael's creative dealership marketing company: https://www.flexdealer.com/

 

Direct download: Michelle_mixdown2.mp3
Category:Business, Management & Marketing -- posted at: 10:28am PST

When you're not the majority, you have to think about altering your perspective to fit into the widely adopted norm.

While seeing things from another person's point of view is a valuable business trait, it also represents a significant setback regarding diversity and inclusion in the workplace.

Open conversations about diversity and inclusion in the workplace can help heal generations-old wounds while creating a culture that allows all to achieve success.

Listen as Michael and Kerri Wise from TrueCar discuss diversity and inclusion in the workplace in an open, caring, and honest way. Examine ways to have the same level of tender conversation with those in your circle of influence.

Access the full show notes, timestamps, resources and more at http://www.thedealerplaybook.com/kerri-wise

Have questions, comments, or feedback? Drop us a line at michael@thedealerplaybook.com!

Connect with Michael Cirillo on on LinkedIn: https://www.linkedin.com/in/michaelcirillo

Apply to the exclusive DPB PRO Facebook group where you'll get access to live mastermind calls, training, collaboration, and accountability that will take your career to the next level: https://www.facebook.com/groups/dpbpro

Sick of not know whether your marketing strategy is working or not? Learn more about Michael's creative dealership marketing company: https://www.flexdealer.com/

Direct download: KerryMini.mp3
Category:Business, Management & Marketing -- posted at: 12:00pm PST

2020 has been a year of civil unrest. We've witnessed protests and riots, all of which stem from a lack of empathy and understanding. The unfortunate side effect is the barrier of ignorance and not knowing how to approach diversity and inclusion at home, at work, and play.

Kerri Wise, the VP of communications at TrueCar and Cofounder of WOCAN (Women of Color Automotive Network), is a tremendous advocate for helping the retail car industry understand this sensitive topic.

In this episode, Kerri and Michael tackle some sensitive topics to break down the stigmas associated with diversity and inclusion. They demonstrate that you can have a productive, constructive, and fun conversation that lifts and illuminates, rather than divides and fuels anger and hate. Pay close attention to Kerri's wisdom about leadership, diversity in the workplace, and what you can do to be more inclusive at your dealership and in your community.

Access the full show notes, timestamps, resources and more at http://www.thedealerplaybook.com/kerri-wise

Have questions, comments, or feedback? Drop us a line at michael@thedealerplaybook.com!

Connect with Michael Cirillo on LinkedIn: https://www.linkedin.com/in/michaelcirillo

Apply to the exclusive DPB PRO Facebook group where you'll get access to live mastermind calls, training, collaboration, and accountability that will take your career to the next level: https://www.facebook.com/groups/dpbpro

Sick of not know whether your marketing strategy is working or not? Learn more about Michael's creative dealership marketing company: https://www.flexdealer.com/

 

Direct download: Kerry_mixdown.mp3
Category:Business, Management & Marketing -- posted at: 10:26am PST

In this episode, Michael provides a logical and straightforward breakdown of attracting more of what you want in life.

Whether it's better relationships, money, love, happiness or fulfillment, the secret to getting more of what you want is in your proximity to those things.

Generally speaking, car dealers or car salespeople are looking for quick tactics to help them get more sold units. This episode is about thinking through the actions required to make that happen - it's about bringing oneself into proximity with the things they want.

If you're wondering what you can do to accelerate the growth of your career in the car business, listen to this episode of The Dealer Playbook podcast.

Access the full show notes, timestamps, resources and more at http://www.thedealerplaybook.com/proximity

Have questions, comments, or feedback? Drop us a line at michael@thedealerplaybook.com!

Connect with Michael Cirillo on LinkedIn: https://www.linkedin.com/in/michaelcirillo

Apply to the exclusive DPB PRO Facebook group where you'll get access to live mastermind calls, training, collaboration, and accountability that will take your career to the next level: https://www.facebook.com/groups/dpbpro

Sick of not know whether your marketing strategy is working or not? Learn more about Michael's creative dealership marketing company: https://www.flexdealer.com/

Direct download: Oct_29_mixdown.mp3
Category:Business, Management & Marketing -- posted at: 9:08am PST

Keeping projects and tasks organized is a key to moving the ball forward. It's also an easy way to recognize an immediate boost in productivity. Car dealers today have staff who rarely communicate effectively on all the work that needs completing.

With a simple software like Asana (or similar), you'll have the ability to make sure all team members are in the loop with all the work and tasks that need to be completed, including the timeframes for completion.

Need help getting project and task management installed in your store? It doesn't have to cost an arm and leg. Reach out - I'm here to help you. michael@thedealerplaybook.com

Access the full show notes, timestamps, resources and more at http://www.thedealerplaybook.com/remote-tools Have questions, comments, or feedback? Drop us a line at michael@thedealerplaybook.com!

Connect with Michael Cirillo on LinkedIn: https://www.linkedin.com/in/michaelcirillo

Apply to the exclusive DPB PRO Facebook group where you'll get access to live mastermind calls, training, collaboration, and accountability that will take your career to the next level: https://www.facebook.com/groups/dpbpro

Sick of not know whether your marketing strategy is working or not? Learn more about Michael's creative dealership marketing company: https://www.flexdealer.com/

 

Direct download: Oct22Mini_mixdown.mp3
Category:Business, Management & Marketing -- posted at: 12:00pm PST

There is a lot of conversation about the technology and services that help car dealers sell more cars, but what about software that can help streamline productivity within the dealership?

There are many reasons why a dealership owner or manager should consider improving productivity, including the dealership's ability to scale with speed. Every dealer that I've had a conversation with shares a similar goal: Increase sales, decrease turnover, capture more market share.

In this episode, Michael Cirillo shares four tools (+ one bonus) that his agency, FlexDealer.com, uses to increase productivity across the entire organization. Each tool will help solve the business's critical foundational areas, from enhanced communication to project and task management.

Access the full show notes, timestamps, resources and more at http://www.thedealerplaybook.com/remote-tools

Have questions, comments, or feedback? Drop us a line at michael@thedealerplaybook.com!

Connect with Michael Cirillo on LinkedIn: https://www.linkedin.com/in/michaelcirillo

Apply to the exclusive DPB PRO Facebook group where you'll get access to live mastermind calls, training, collaboration, and accountability that will take your career to the next level: https://www.facebook.com/groups/dpbpro

Sick of not know whether your marketing strategy is working or not? Learn more about Michael's creative dealership marketing company: https://www.flexdealer.com/

 

Direct download: Oct22_mixdown.mp3
Category:Business, Management & Marketing -- posted at: 8:33am PST

Fear holds many people back from stepping into their greatness. Many have convinced themselves that there is a dependency on others to make the business environment work properly.

Paul Long shares how important it is to push beyond your comfort zone so that you can accelerate your personal development and growth in the car sales industry.

Access the full show notes, timestamps, resources and more at http://www.thedealerplaybook.com/paul-long

Have questions, comments, or feedback? Drop us a line at michael@thedealerplaybook.com!

Connect with Michael Cirillo on LinkedIn: https://www.linkedin.com/in/michaelcirillo

Apply to the exclusive DPB PRO Facebook group where you'll get access to live mastermind calls, training, collaboration, and accountability that will take your career to the next level: https://www.facebook.com/groups/dpbpro

Sick of not know whether your marketing strategy is working or not? Learn more about Michael's creative dealership marketing company: https://www.flexdealer.com/

 

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

Paul "The Dodgefather" Long didn't waste any time making a name for himself in the retail auto industry. He has proven that being a "rookie" in years doesn't mean you have to be a rookie in action.

In this episode, Paul shares his mindset and the behaviors that have helped him build a following and personal brand quickly. He is living proof that it doesn't matter how long you've been playing the game; instead, the intensity at which you play it.

Access the full show notes, timestamps, resources and more at http://www.thedealerplaybook.com/paul-long

Have questions, comments, or feedback? Drop us a line at michael@thedealerplaybook.com!

Connect with Michael Cirillo on LinkedIn: https://www.linkedin.com/in/michaelcirillo

Apply to the exclusive DPB PRO Facebook group where you'll get access to live mastermind calls, training, collaboration, and accountability that will take your career to the next level: https://www.facebook.com/groups/dpbpro

Sick of not know whether your marketing strategy is working or not? Learn more about Michael's creative dealership marketing company: https://www.flexdealer.com/

 

Direct download: Paul_Long_mixdown.mp3
Category:Business, Management & Marketing -- posted at: 8:25am PST

Matt Lasher is the Marketing Director for the West Herr Auto Group in New York. Spanning 26 rooftops and counting, Matt provides unique insights into OEM programs, COOP initiatives, and what retail car dealers can do to balance internal marketing efforts with OEM and government regulations.

This episode could very well be a digital marketing masterclass. Matt certainly has the insights, experience, and foresight about what dealers can do to remain ahead of the curve while embracing what makes them unique in their markets.

Access the full show notes, timestamps, resources and more at http://www.thedealerplaybook.com/matt-lasher

Have questions, comments, or feedback? Drop us a line at michael@thedealerplaybook.com!

Connect with Michael Cirillo on LinkedIn: https://www.linkedin.com/in/michaelcirillo

Apply to the exclusive DPB PRO Facebook group where you'll get access to live mastermind calls, training, collaboration, and accountability that will take your career to the next level: https://www.facebook.com/groups/dpbpro

Sick of not know whether your marketing strategy is working or not? Learn more about Michael's creative dealership marketing company: https://www.flexdealer.com/

Direct download: Matt_Lasher_mixdown.mp3
Category:Business, Management & Marketing -- posted at: 7:28am PST

Peter Leto's experience at Google helped him see retail car dealers' opportunities to maximize their marketing efficiency.

In this powerbomb episode, Peter lays out some ways that you can save money on your marketing budget while getting even better results from it.

Access the full show notes, timestamps, resources and more at http://www.thedealerplaybook.com/peter-leto

Have questions, comments, or feedback? Drop us a line at michael@thedealerplaybook.com!

Connect with Michael Cirillo on LinkedIn: https://www.linkedin.com/in/michaelcirillo

Apply to the exclusive DPB PRO Facebook group where you'll get access to live mastermind calls, training, collaboration, and accountability that will take your career to the next level: https://www.facebook.com/groups/dpbpro

Sick of not know whether your marketing strategy is working or not? Learn more about Michael's creative dealership marketing company: https://www.flexdealer.com/

Direct download: LetoMini_mixdown.mp3
Category:Business, Management & Marketing -- posted at: 7:52am PST

Peter Leto, former Director of Automotive at Google in the United States joins the show to share valuable insights and tips that will help dealers get better control of their digital marketing efforts.

His unique vantage point spans the entire US automotive industry, and has helped him understand the challenges that retail dealers face with their advertising efforts.

In this episode of The Dealer Playbook, Peter shares his best advice about what dealers can do to unify their message, brand, and advertising so that they can get the best benefit.

Access the full show notes, timestamps, resources and more at http://www.thedealerplaybook.com/peter-leto

Have questions, comments, or feedback? Drop us a line at michael@thedealerplaybook.com!

Connect with Michael Cirillo on LinkedIn: https://www.linkedin.com/in/michaelcirillo

Apply to the exclusive DPB PRO Facebook group where you'll get access to live mastermind calls, training, collaboration, and accountability that will take your career to the next level: https://www.facebook.com/groups/dpbpro

Sick of not know whether your marketing strategy is working or not? Learn more about Michael's creative dealership marketing company: https://www.flexdealer.com/

Direct download: PeterLeto_mixdown.mp3
Category:Business, Management & Marketing -- posted at: 7:56am PST

When it comes to disruption, retail dealers worry that Carvana's business model will continue to capture market share.

While it has proven to show signs of viability, recording over 200,000 units sold in 2019, there are many things car dealers can do to provide fantastic service and disruptive customer experience.

Direct download: Marco_Mini_mixdown.mp3
Category:Business, Management & Marketing -- posted at: 5:14am PST

Marco Mentenuto is an Audi Brand Specialist with an inspiring story about crushing it as a car salesperson. His journey in the car industry started like many others, with no onboarding or car sales training.

That didn't stop Marco, though. He used it as fuel to power an impressive career as a car sales professional that has helped him build lasting relationships in his community and a book of business to match.

In this episode of The Dealer Playbook, listen carefully as Marco shares what you can do to crush it as a car salesperson and build a lifestyle, culture, and work environment that facilitates perpetual growth.

Access the full show notes, timestamps, resources and more at http://www.thedealerplaybook.com/marco-mantenuto

Have questions, comments, or feedback? Drop us a line at michael@thedealerplaybook.com!

Connect with Michael Cirillo on LinkedIn: https://www.linkedin.com/in/michaelcirillo

Apply to the exclusive DPB PRO Facebook group where you'll get access to live mastermind calls, training, collaboration, and accountability that will take your career to the next level: https://www.facebook.com/groups/dpbpro

Sick of not know whether your dealership marketing strategy is working or not? Learn more about Michael's creative dealership marketing company: https://www.flexdealer.com/

Direct download: Marco_mixdown.mp3
Category:Business, Management & Marketing -- posted at: 8:38am PST

Car salespeople who create videos have a massive opportunity to stand out in their market. In this powerbomb episode, Jason Price shares some simple ways to overcome the fear of creating videos to dominate your career in the retail car business.

Direct download: Jason_Price_Mini_mixdown.mp3
Category:Business, Management & Marketing -- posted at: 5:00am PST

Dealers worldwide see a significant uptick in appointments, shows, and closed deals because they stood out during the relationship-building process. The easiest way to stand out is by personalizing your communication with video.

In this episode, Jason Price, CEO of COVIDEO, joins Michael to share how you can leverage personalized video messages to stand out and make a lasting impression with your customers.

You'll learn simple ways to overcome early anxiety about appearing on video and creative ways to implement video in your sales, education, and relationship process.

Jason also shares practical advice about how dealers can improve their communication; to ensure customers are cared for appropriately.

Access the full show notes from this episode: http://www.thedealerplaybook.com/jason-price

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

Automation can be both a blessing and a curse in the business environment without proper implementation. Car dealers that rely heavily upon automation lack the human element of communication. Those that don't find themselves buried in manual work.

In this week's powerbomb episode, Marc Lavoie shares practical advice to help balance manual work and automation when it comes to sending emails.

Also, he shares how to increase your emails' open rate and ensure they don't get lost in your customer's inbox.

Access the full show notes, timestamps, resources and more at http://www.thedealerplaybook.com/marc-lavoie

Have questions, comments, or feedback? Drop us a line at michael@thedealerplaybook.com!

Connect with Michael Cirillo on LinkedIn: https://www.linkedin.com/in/michaelcirillo

Apply to the exclusive DPB PRO Facebook group where you'll get access to live mastermind calls, training, collaboration, and accountability that will take your career to the next level: https://www.facebook.com/groups/dpbpro

Sick of not know whether your marketing strategy is working or not? Learn more about Michael's creative dealership marketing company: https://www.flexdealer.com

 

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

Car sales professionals are missing out on deals because of poor follow up. That's the mission Marc Lavoie, founder of the Autobahn Academy, is on.

Mastering the follow-up process takes commitment and practice. Marc shares his best advice about what dealers can do today to improve their follow-up skills and win more residual business opportunities.

Access the full show notes, timestamps, resources and more at http://www.thedealerplaybook.com/marc-lavoie

Have questions, comments, or feedback? Drop us a line at michael@thedealerplaybook.com!

Connect with Michael Cirillo on LinkedIn: https://www.linkedin.com/in/michaelcirillo

Apply to the exclusive DPB PRO Facebook group where you'll get access to live mastermind calls, training, collaboration, and accountability that will take your career to the next level: https://www.facebook.com/groups/dpbpro

Sick of not know whether your marketing strategy is working or not? Learn more about Michael's creative dealership marketing company: https://www.flexdealer.com/

Direct download: Marc_mixdown.mp3
Category:Business, Management & Marketing -- posted at: 10:52am PST

There is a fixed belief in the retail car business that one must be active on all social platforms. In this episode, Audi Brand Specialist, Jennifer Worsley reveals why she chooses only to use Instagram, and how you can leverage the platform to grow your brand in car sales.

Among some of her best advice, selecting the platform that most interests you is far more critical than aimlessly trying to be present on them all. Also, finding your audience and making it about them is vital for growth.

Listen as Jennifer breaks down her best advice. Discover how simple and fun Instagram can be for growing your presence in the market. More importantly, be open to the ideas that come to your mind as you listen so that you can implement a strategy that works best for you.

From there, just go for it! Have fun and dominate!

Access the full show notes, timestamps, resources and more at http://www.thedealerplaybook.com/jennifer-worsley Have questions, comments, or feedback?

Drop us a line at michael@thedealerplaybook.com!

Connect with Michael Cirillo on LinkedIn: https://www.linkedin.com/in/michaelcirillo

Apply to the exclusive DPB PRO Facebook group where you'll get access to live mastermind calls, training, collaboration, and accountability that will take your career to the next level: https://www.facebook.com/groups/dpbpro

Sick of not know whether your marketing strategy is working or not? Learn more about Michael's creative dealership marketing company.

Direct download: Jennifer_mixdown.mp3
Category:Business, Management & Marketing -- posted at: 6:10am PST

During this rollercoaster of a year, car dealers have proven that they have what it takes to adapt and evolve.

Bill Zadeits shares that people (dealership employees) are why the market can recover from the pandemic-induced lockdowns of 2020.

That begs to ask an important question: What is your dealership doing today that will assist in the market recovery of buying and selling vehicles? What is one small change that will assist in explosive growth beyond this crushing year?

Access the full show notes, timestamps, resources and more at http://www.thedealerplaybook.com/bill-zadeits

Have questions, comments, or feedback? Drop us a line at michael@thedealerplaybook.com!

Connect with Michael Cirillo on on LinkedIn: https://www.linkedin.com/in/michaelcirillo

Apply to the exclusive DPB PRO Facebook group where you'll get access to live mastermind calls, training, collaboration, and accountability that will take your career to the next level: https://www.facebook.com/groups/dpbpro

Sick of not know whether your marketing strategy is working or not? Learn more about Michael's creative dealership marketing company.

Direct download: BillMini_mixdown.mp3
Category:Business, Management & Marketing -- posted at: 9:32am PST

2020 has undoubtedly been a year that the retail automobile industry will never forget. Our sector faced a lot of uncertainty early on in the year and demonstrated how quickly we could adapt when faced with pressure.

This year serves as a testament to our resilience and perseverance as a whole. We've shown that we have what it takes to change.

Bill Zadeits, President of Cherokee Media Group (the publisher of the popular Auto Remarketing magazine and conference), explains that used vehicle sales, in particular, have helped stabilize the industry.

Retail prices for used vehicles have only deviated slightly from seasonal expectations, and many consumers are opting to purchase used cars over new. The demand appears to be quite stable amidst all of the instability we've faced due to the pandemic.

As you listen to this episode of The Dealer Playbook, consider how your store can leverage your used vehicle sales to help guide your market to a full recovery. Think about ways in which you can help fulfill customer expectations while also developing a relationship by which they become loyal and raving advocates of you and your process.

Access the full show notes, timestamps, resources and more at http://www.thedealerplaybook.com/bill-zadeits

Have questions, comments, or feedback? Drop us a line at michael@thedealerplaybook.com!

Connect with Michael Cirillo on LinkedIn: https://www.linkedin.com/in/michaelcirillo

Apply to the exclusive DPB PRO Facebook group where you'll get access to live mastermind calls, training, collaboration, and accountability that will take your career to the next level: https://www.facebook.com/groups/dpbpro

Sick of not know whether your marketing strategy is working or not? Learn more about Michael's creative dealership marketing company.

Direct download: Bill_Z_mixdown.mp3
Category:Business, Management & Marketing -- posted at: 6:38am PST

Customers aren't going to put up with a lot of friction, especially as they seek to navigate the impact of COVID-19. In this episode, Herbert Anderson shares his best advice about how dealers can make their service departments more flexible while addressing the demands of the market.

Direct download: Herbert_Andreson_MINI_mixdown.mp3
Category:Business, Management & Marketing -- posted at: 7:36am PST

Herb R. Anderson, CEO of DT Vendor Management, sees a massive opportunity for dealers worldwide. While many have either scaled back their marketing for new and used vehicles, Herb explains that there is much more predictability within the fixed operations.

Discover some creative ideas that you can implement to leverage the necessity of your fixed ops to generate recurring revenue for your store.

Access the full show notes, timestamps, resources and more at http://www.thedealerplaybook.com/dean-smith

Have questions, comments, or feedback? Drop us a line at michael@thedealerplaybook.com!

Connect with Michael Cirillo on on LinkedIn: https://www.linkedin.com/in/michaelcirillo

Apply to the exclusive DPB PRO Facebook group where you'll get access to live mastermind calls, training, collaboration, and accountability that will take your career to the next level: https://www.facebook.com/groups/dpbpro

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

Is it possible to get results from social media branding? In this week's minisode, Jeff Hunter shares what it takes to put in an honest effort and see results.

Direct download: JeffHunter-MINI_mixdown.mp3
Category:Business, Management & Marketing -- posted at: 12:00pm PST

Jeff Hunter, aka, “General Motors Jeff” has been gaining a lot of momentum with his personal branding efforts. As an active car sales professional at Prouse Chevrolet, Jeff has fully embraced the power of social media and video creation to help skyrocket his personal brand within the community of Sault Ste. Marie, Canada, and beyond.

In this episode, Jeff shares his experience and tips working with social media and video to build his personal brand and what you can do as well.

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

Consumers are more comfortable making big purchases online. It’s the next step toward an evolved and modern online car shopping experience. 

While many car dealers are focused on giants like Vroom and Carvana, others realize that they have an even greater capability to own the market. As a local business, dealers have an advantage in building relationships and providing after-sales service and support. 

Listen to the full episode: http://www.thedealerplaybook.com/max-zanan

Direct download: MaxMINI_mixdown.mp3
Category:Business, Management & Marketing -- posted at: 8:15am PST

When it comes to buying a car, consumers have specific expectations. It's important now, in a post COVID world that car dealers pay special attention to the ways in which consumers which to purchase vehicles.

Max Zanan, founder of Max Zanan Dealer Services shares his wisdom about what dealers can do to sell cars the way consumers want to buy them. His vast experience in the retail auto industry as well as his work as a consultant and best selling author have contributed to a breadth of knowledge that retail dealerships can apply and thrive in a rapidly evolving marketplace.

Direct download: Max_Zaran_mixdown.mp3
Category:Business, Management & Marketing -- posted at: 12:19pm PST

It's time to start building out the tech behind the lead submission forms. Up to this point, digital retailing has been a clickbait title for a very disconnected process.

In this powerbomb, Andrew Lemoine shares why now is the time to adapt and evolve. Dealers need to innovate, and pay attention to car shopper wants and needs.

Direct download: DPB_Andrew_LemoineMINI-mixdown.mp3
Category:Business, Management & Marketing -- posted at: 11:53am PST

Andrew Lemoine knows what it takes to climb the ladder in the retail car business. He's done it, and is proof that others can do it as well. He's worked as a sales professional, and worked his way to becoming a General Sales Manager, General Manager and now, Technology Founder.

Case in point: If you're struggling to know what you can do to grow in your career in the retail auto industry, Andrew's story will highlight some things you can do to climb the ladder.

Direct download: DPB_Andrew_Lemoine-mixdown.mp3
Category:Business, Management & Marketing -- posted at: 6:26am PST

A big challenge in the retail auto industry is that we tend to look elsewhere for answers that are right in front of us. Sean Welsh explains how you can practicaly observe your current car buying process through the customer's eyes, in an effort to improve the experience they receive from digital to physical.

Direct download: DPB_-_Sean_Welsh_MINImixdown.mp3
Category:Business, Management & Marketing -- posted at: 9:10am PST

The Digital Retail conversation is getting heavier and heavier.

More dealers are wondering if they should jump on the bandwagon, or if the COVID pandemic has truly shifted us to a fully online model.

In today's episode, Sean Welsh, founder of Carbiz Done Better, shares the most important elements of selling cars that ring even more true in today's modern car shopping experience than ever before.

Access the full show notes, timestamps, resources and more at http://www.thedealerplaybook.com/sean-welsh

Have questions, comments, or feedback? Drop us a line at michael@thedealerplaybook.com!

Connect with Michael Cirillo on LinkedIn: https://www.linkedin.com/in/michaelcirillo

Apply to the exclusive DPB PRO Facebook group where you'll get access to live mastermind calls, training, collaboration, and accountability that will take your career to the next level: https://www.facebook.com/groups/dpbpro

Direct download: DPB_-_Sean_Welsh_mixdown.mp3
Category:Business, Management & Marketing -- posted at: 6:00am PST

Are you struggling because you know you're meant to achieve more in life, but can't seem to break through? It's like you feel that fire in your belly because you know that you can do so much more, but are somehow feeling held back?

Learn how Dean Smith recommends achieving your higher potential, and experiencing the satisfaction of living a fulfilled life and career!

Direct download: Dean_Smith_MINImixdown.mp3
Category:Business, Management & Marketing -- posted at: 12:00pm PST

Hear the compelling story about how Dean Smith was able to forgive the man who murdered his mother.

In this episode, Michael interviews Dean to learn about the importance of forgiveness and how it translates to your career in the retail auto industry.

As it turns out, each of us is being held back because of scenarios, circumstances, people, and emotions that we can't let go. The retail auto industry isn't for the faint of heart, but you might be surprised at how much farther you can grow when you learn to let go of the people or things that have been hindering your potential.

Access the full show notes, timestamps, resources and more at http://www.thedealerplaybook.com/dean-smith

Have questions, comments, or feedback? Drop us a line at michael@thedealerplaybook.com!

Connect with Michael Cirillo on LinkedIn: https://www.linkedin.com/in/michaelcirillo

Apply to the exclusive DPB PRO Facebook group where you'll get access to live mastermind calls, training, collaboration, and accountability that will take your career to the next level: https://www.facebook.com/groups/dpbpro

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

There are still many dealerships throughout the world that do not have business development centers. In this week's powerbomb, Michael asks Shawn Armorer why that is, and what dealers should consider when implementing a BDC at their store.

Direct download: ShawnMini_mixdown.mp3
Category:Business, Management & Marketing -- posted at: 7:53am PST

Shawn Armorer has committed his career's work to building BDC (business development) departments that function like a well-oiled machine. The result: a master at his craft - someone who knows exactly what it takes to make a BDC sing and generate millions of dollars in revenue.

Since his process is well-documented and clearly defined, Shawn is able to replicate it and has proven it's possible by doing so for one of the largest dealer groups in Canada, as well as other large dealership operations.

In this week's episode, Michael and Shawn discuss his process and what it takes to build a BDC that generates revenue and exceptional customer experiences.

Direct download: Shawn_Armorer_mixdown.mp3
Category:Business, Management & Marketing -- posted at: 10:16am PST

Dean Evans shares his experience working through various phases of economic struggles, and shares what car dealers can do when that happens.

Direct download: DeanMini_mixdown.mp3
Category:Business, Management & Marketing -- posted at: 7:00am PST

Dean Evans is the CMO of Cars and has an impressive resume filled with vast marketing experience. In particular, Dean shares his digital marketing success recipe, aka "bottom-up performance marketing," which includes 5 steps that car dealers can take in a post-COVID retail environment.

Direct download: Dean_Evans_mixdown.mp3
Category:Business, Management & Marketing -- posted at: 7:56am PST

The retail automotive industry is adapting and evolving at an accelerated rate. What would have, perhaps, taken several years to theorize, implement, iterate, and polish, happened within a matter of months during the COVID-19 pandemic. Dealers have demonstrated that they have what it takes to adapt to the demands of the market by pursuing virtual alternatives to a traditional in-person process.

Others have struggled to adapt. They struggle with the discomfort associated with trying something new and failing. In this powerbomb, David Kain and Michael Cirillo discuss the importance of getting started, and gaining clarity on the move, rather than waiting for the perfect climate to get started.

Direct download: KainMini_mixdown.mp3
Category:Business, Management & Marketing -- posted at: 12:59pm PST

David Kain's experience in the retail automotive industry speaks for itself. As the co-founder of Forddirect.com, David has been both a general manager and managing partner of the Kain family, Jack Kain Ford. With the shift in business process post-COVID, David joins the show to share some creative ways that dealers can embrace remote retailing, and leverage existing technology to provide a seamless "touchless" vehicle retail experience.

Direct download: David_Kain_mixdown.mp3
Category:Business, Management & Marketing -- posted at: 7:25am PST

Scott Simons, Dealer Principal at CMA Valley Dealerships has a contagious optimism that acts as the foundation for how his dealerships serve in the community. In this episode, listen to Scott's story, and how it has played a role in helping him develop who he is today.

The big question from this episode has to do with exploring your past to identify the lessons that have helped or can help you become who you want to be in life, and in your career in the retail auto industry.

Direct download: ScottMini_mixdown.mp3
Category:Business, Management & Marketing -- posted at: 12:15pm PST

Dealer Principal, Scott Simons, shares his inspiring story and how car dealers can make the best of any circumstance. While the COVID-19 pandemic forced them to alter their operations dramatically, Scott and his team at CMA Valley's dealerships continued to innovate and discover new ways of serving the community.

Direct download: Scott_Simons_mixdown.mp3
Category:Business, Management & Marketing -- posted at: 9:42am PST

If the obsession is always monetary, the fulfillment will never come. Why? When you're optimizing for something that, if not managed properly, can be a big stress and distraction, you won't get the feeling of fulfillment which serves as a larger measuring stick for success.

We hear it time and again from industry leaders. We learn from their experience that when they finally achieved the number they thought would change their life, that their life hadn't really changed the way they thought.

Don't misunderstand, money is not evil, and, as a business, there needs to be a healthy focus on it. If it's all your obsessed about, then you might find it becomes a hindrance to your overall organizational progress.

Direct download: MollyMINI_mixdown.mp3
Category:Business, Management & Marketing -- posted at: 7:55am PST

One of the most influential minds of our time, Elon Musk is responsible for much of the technology, software, and companies that are at the forefront of evolution. It's with that perspective that Elon has garnered the wisdom that leads us to today's Friday Fire episode of the show. Michael shares a quote by Elon Musk that, when applied to the context of your situation, will help you get to the next level in your career. Think about what's in your control, and what you can do to take bigger, bolder, and more calculated actions as you fight to achieve your definition of success. Whatever you do, be the actor - not acted upon.

Direct download: June_5_mixdown.mp3
Category:Business, Management & Marketing -- posted at: 5:15am PST

When it comes to creating, optimizing, and managing Facebook ads, Molly Pittman is at the top of the game. In fact, many of the world's top ad buyers and strategists have likely learned from her. But today's episode of The Dealer Playbook is not what you'd expect. It's not about Facebook ads for car dealers at all. Rather, it's an enriching conversation that explores the importance of focusing on your mission.

Each dealership on the planet is unique. No two are alike, not even if you're in the same dealer group. There is a real pulse (or lack of one) that runs deep in a dealership and that determines how scalable, and how impactful the business can be. Why do some dealerships make more money? Why are some able to whether uncertainty better than others? All of these topics and more are discussed in this conversation with Molly Pittman, the CEO of Smart Marketer.

Access the full show notes, timestamps, resources and more at http://www.thedealerplaybook.com/episodes

Have questions, comments, or feedback? Drop us a line at michael@thedealerplaybook.com!

Connect with Michael Cirillo on LinkedIn: https://www.linkedin.com/in/michaelcirillo

Apply to the exclusive DPB PRO Facebook group where you'll get access to live mastermind calls, training, collaboration, and accountability that will take your career to the next level: https://www.facebook.com/groups/dpbpro

Direct download: Molly_Pittman_mixdown.mp3
Category:Business, Management & Marketing -- posted at: 10:58am PST

When it comes to the word "attraction" and business, many immediately think of the famous "law of attraction." In today's episode of the show, Michael Cirillo and David Bradley investigate how you can grasp the deeper meaning of the word attraction, and how you can apply it to your career in the retail auto industry.

Direct download: Next_Wed_mixdown.mp3
Category:Business, Management & Marketing -- posted at: 5:55am PST

There's a lot of talk about how dealerships will evolve in a post COVID world. As economies are slowly opening, and consumers return to purchase vehicles, there are many struggling to figure out what path they should take in order to really dominate. Michael shares advice written in his #1 best-selling book, "Don't Wait, DOMINATE!" which are as relevant (if not more) today as when the book was first published. If your dealership wants to stand out rather than get lost in the mix, it's important to make sure you evolve with the demands of the market, not necessarily other competing dealerships.

Direct download: June_2_mixdown.mp3
Category:Business, Management & Marketing -- posted at: 6:16am PST

Is your profit and loss statement telling you the whole story about the true costs of running your dealership? Often when dealerships struggle to track profit, they forget about ancilliary expenses that add up and stifle growth. In today's powerbomb episode, Michael and Juan explore what expenses should be tracked in order to get a clearer picture about profitability and expenses.

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

How many times have you written off a deal because it was too easy to blame the deal going south on a grumpy customer? What about a "tire kicker", "know-it-all", or the miscellany of nicknames we assign those that don't see very interested in working a deal?

What if there was a way to switch things around so that you had the control you needed in order to build a relationship and determine the legit possibility of doing business?

American businessman and philanthropist, William Clement Stone knew a thing or two about sales but also about the power of having a positive mental attitude. He co-authored a book with Napoleon Hill titled, "Success Through A Positive Mental Attitude," so the quote Michael Cirillo shares today should come as no suprise.

"Sales are contingent upon the attitude of the sales[person], not the attitude of the prospect."

Access the full show notes, timestamps, resources and more at http://www.thedealerplaybook.com/episodes

Have questions, comments, or feedback? Drop us a line at michael@thedealerplaybook.com!

Connect with Michael Cirillo on LinkedIn: https://www.linkedin.com/in/michaelcirillo

Apply to the exclusive DPB PRO Facebook group where you'll get access to live mastermind calls, training, collaboration, and accountability that will take your career to the next level: https://www.facebook.com/groups/dpbpro

Direct download: May_29_mixdown.mp3
Category:Business, Management & Marketing -- posted at: 6:24am PST

You've heard the old saying about the few things that are certain in life, taxes being one of them. In this episode, Michael is joined by Juan Pena from MBAF who shares a load of dealership accounting best practices.

Got a question for Michael? Call our voicemail: (780) 306-2021 for a chance to be featured on the show.

Enjoying the podcast? Be sure to click that subscribe button and leave an honest review! Want even more free tools and resources, head over to http://www.thedealerplaybook.com/ and sign up for our newsletter to get Michael's latest free tools and resources.

Direct download: DPB_Juan_Pena_mixdown.mp3
Category:Business, Management & Marketing -- posted at: 1:06pm PST

Something that you have more of than you realize. Have you ever felt like you were running out of energy, only to find that a change in circumstances revitalized you? In today's episode of The Wednesday Word, Michael Cirillo and David Bradley discuss the importance of energy and how you kind tap into unlimited amounts of it.

Access the full show notes, timestamps, resources and more at http://www.thedealerplaybook.com/episodes

Have questions, comments, or feedback? Drop us a line at michael@thedealerplaybook.com!

Connect with Michael Cirillo on LinkedIn: https://www.linkedin.com/in/michaelcirillo

Apply to the exclusive DPB PRO Facebook group where you'll get access to live mastermind calls, training, collaboration, and accountability that will take your career to the next level: https://www.facebook.com/groups/dpbpro

Direct download: May_27_mixdown.mp3
Category:Business, Management & Marketing -- posted at: 9:52am PST

Sure, talking about the importance of a corporate mission isn't as sexy sounding as the silver bullet promise of instant results, but there's a reason why some dealers make big money for longer while others seem to struggle month after month.

With a massive curve ball thrown at car dealers around the world in 2020, many are starting to focus on the business items that matter most. In today's episode we're exploring why having a mission for your dealership will help you stay focused, have clarity, and eliminate the competitive landscape from what you're aiming to achieve.

Does your dealership have a mission? Is it something everyone on the team understands, enjoys, and is passionate about? If not, you could be doing serious damage to your bottom line. Luckily, you can turn things around.

Access the full show notes, timestamps, resources and more at http://www.thedealerplaybook.com/episodes

Have questions, comments, or feedback? Drop us a line at michael@thedealerplaybook.com!

Connect with Michael Cirillo on LinkedIn: https://www.linkedin.com/in/michaelcirillo

Apply to the exclusive DPB PRO Facebook group where you'll get access to live mastermind calls, training, collaboration, and accountability that will take your career to the next level: https://www.facebook.com/groups/dpbpro

Direct download: May_26_mixdown.mp3
Category:Business, Management & Marketing -- posted at: 5:16am PST

Certified pre-owned vehicles can solve a lot of problems in the retail auto industry post COVID-19. While OEMs have released many enticing new vehicle programs, CPO vehicles can help with the supply and demand issues the OEMs face with production delays or closed facilities for new vehicles. Jasen Rice, from Lotpop Inc. shares that if OEMs released incentives for CPO vehicles, there would be a residual positive impact on the market by helping car shoppers get good vehicles for less, while also help dealers cycle their inventory.

What do you think? Should the OEMs release incentives to make purchasing CPO vehicles more enticing to car shoppers? Would it help your dealership?

Access the full show notes, timestamps, resources and more at http://www.thedealerplaybook.com/episodes

Have questions, comments, or feedback? Drop us a line at michael@thedealerplaybook.com!

Connect with Michael Cirillo on LinkedIn: https://www.linkedin.com/in/michaelcirillo

Apply to the exclusive DPB PRO Facebook group where you'll get access to live mastermind calls, training, collaboration, and accountability that will take your career to the next level: https://www.facebook.com/groups/dpbpro

Direct download: MiniMay25_mixdown.mp3
Category:Business, Management & Marketing -- posted at: 10:09am PST

Tiffani Bova is the Global Customer Growth and Innovation Evangelist at Salesforce. She has led massive revenue-producing divisions for startups and Fortune 500 companies which is why car sales people around the world need to pay attention to her wisdom.

In this episode of Friday Fire, Michael shares his commentary about Tiffani's famous quote, "How you sell matters. What your process is, matters. But how your customers feel when they engage with you matters more."

Think about how you can apply this to your career in the car business, and how it applies to increasing the lifetime value of your customer base. As a car sales professional, you're able to do more than just spew off features and benefits. You can build real relationships that span generations.

Access the full show notes, timestamps, resources and more at http://www.thedealerplaybook.com/episodes

Have questions, comments, or feedback? Drop us a line at michael@thedealerplaybook.com!

Connect with Michael Cirillo on LinkedIn: https://www.linkedin.com/in/michaelcirillo

Apply to the exclusive DPB PRO Facebook group where you'll get access to live mastermind calls, training, collaboration, and accountability that will take your career to the next level: https://www.facebook.com/groups/dpbpro

Direct download: May_22_mixdown.mp3
Category:Business, Management & Marketing -- posted at: 12:00pm PST

When it comes to moving pre-owned inventory and running a lean and mean car operation, no better name comes to mind than Jasen Rice from Lotpop Auto. Jasen is a master at helping dealers move more used vehicle inventory, preserving profits, and maintaining the right level of inventory.

In today's episode of The Dealer Playbook podcast, Jasen and Michael talk about the reality that the used car market may just be the saving grace the retail auto industry needs to recover from the COVID-19 pandemic.

Access the full show notes, timestamps, resources and more at http://www.thedealerplaybook.com/episodes

Have questions, comments, or feedback? Drop us a line at michael@thedealerplaybook.com!

Connect with Michael Cirillo on LinkedIn: https://www.linkedin.com/in/michaelcirillo

Apply to the exclusive DPB PRO Facebook group where you'll get access to live mastermind calls, training, collaboration, and accountability that will take your career to the next level: https://www.facebook.com/groups/dpbpro

Direct download: May_21_mixdown.mp3
Category:Business, Management & Marketing -- posted at: 5:15am PST

Whether you are new to selling cars or are a seasoned vet of the retail automotive industry, there is one thing that is certain. Each of us need to constantly level up our skill in order to stay ahead of the curve. In today's Wednesday Word, Michael Cirillo and David Bradley discuss the meaning of the word "Skill" and how you can apply to your career in the car business.

The COVID-19 pandemic provided an amazing opportunity for car dealers to acquire new education and hone their skills in order to match the ever-evolving demands of the market. Those that chose to sit idly, waiting for "normal" to return will be sadly left behind from those that took the opportunity to learn, practice, and grow.

Access the full show notes, timestamps, resources and more at http://www.thedealerplaybook.com/episodes

Have questions, comments, or feedback? Drop us a line at michael@thedealerplaybook.com!

Connect with Michael Cirillo on LinkedIn: https://www.linkedin.com/in/michaelcirillo

Apply to the exclusive DPB PRO Facebook group where you'll get access to live mastermind calls, training, collaboration, and accountability that will take your career to the next level: https://www.facebook.com/groups/dpbpro

Direct download: May_20_mixdown.mp3
Category:Business, Management & Marketing -- posted at: 8:45am PST

The retail automotive industry is filled with buzzwords and buzz-topics. Just a year ago (at time of recording this), the topic of disruption was the craze. Today, it's digital retailing. If you're listening to this at time of publish or some time in the future, it's almost certain that there will be many more buzz topics to digest. Having said that, the dealers who get scrappy and who get creative by leveraging existing resources in a new way will always stand out in front for consumers, as long as they are keenly interested in fulfilling the car shoppers desires.

Robert Karbaum from Kijiji Autos Canada shares his vantage point about how some dealers are choosing to get creative, while building momentum in their business.

Ask yourself: What resources do I already have in my possession that can be leveraged in a different way? Am I leveraging my website, Google My Business, and social platforms to demonstrate our post COVID-19 process? Am I shifting my message to align with what consumers care about today?

Whatever you do, don't sit idle hoping that things will return to pre-COVID normal. Get creative and innovate with resources in your control.

Access the full show notes, timestamps, resources and more at http://www.thedealerplaybook.com/episodes

Have questions, comments, or feedback? Drop us a line at michael@thedealerplaybook.com!

Connect with Michael Cirillo on LinkedIn: https://www.linkedin.com/in/michaelcirillo

Apply to the exclusive DPB PRO Facebook group where you'll get access to live mastermind calls, training, collaboration, and accountability that will take your career to the next level: https://www.facebook.com/groups/dpbpro

Direct download: My_18_MINI_mixdown-2.mp3
Category:Business, Management & Marketing -- posted at: 4:00am PST

Oprah Winfrey is one of the most iconic female business leaders and media magnates of all time. Her empire is vast, her influence; profound. She has impacted millions of men, women, and children many times over and continues to spread her positive message.

But what can car dealers learn from Oprah? That's the topic of today's Friday Fire episode of The Dealer Playbook. Michael Cirillo shares a quote by Oprah Winfrey that will help shape the actions you take at your dealership, with your people, and amongst your co-workers.

Access the full show notes, timestamps, resources and more at http://www.thedealerplaybook.com/episodes

Have questions, comments, or feedback? Drop us a line at michael@thedealerplaybook.com!

Connect with Michael Cirillon on LinkedIn: https://www.linkedin.com/in/michaelcirillo

Apply to the exclusive DPB PRO Facebook group where you'll get access to live mastermind calls, training, collaboration, and accountability that will take your career to the next level: https://www.facebook.com/groups/dpbpro

Direct download: May_15_mixdown.mp3
Category:Business, Management & Marketing -- posted at: 5:48am PST

The team at Kijiji Autos has a long-standing tradition of showing support for the retail dealership community, not just when times are good, but also when challenging times arise. In today's episode of The Dealer Playbook, Michael sits down with Robert Karbaum (yes that's his real name!) to discuss creative ways that dealers in Canada have shown support for their communities while also getting creative with their business efforts.

If there is one thing that's clear, it's that the retail automotive community is tough. They are resilient. They help drive the economy forward, keep it stable through volatility, and have demonstrated time and time again that they have what it takes to not just survive, but thrive!

Simple ideas like showing a badge on your vehicles that lets customers know you are taking all safety precautions can go a long way to creating peace of mind. Car shoppers are still in the market, and dealers that demonstrate their process will leap forward ahead of the competition.

Access the full show notes, timestamps, resources and more at http://www.thedealerplaybook.com/episodes

Have questions, comments, or feedback? Drop us a line at michael@thedealerplaybook.com!

Connect with Michael Cirillo on LinkedIn: https://www.linkedin.com/in/michaelcirillo

Apply to the exclusive DPB PRO Facebook group where you'll get access to live mastermind calls, training, collaboration, and accountability that will take your career to the next level: https://www.facebook.com/groups/dpbpro

Direct download: Robert_Karbaum_mixdown.mp3
Category:Business, Management & Marketing -- posted at: 9:19am PST

There's a reason why some car sales professionals were able to keep building their business during COVID-19 while others struggled to figure things out. There's a reason why some, even though they were furloughed maintained an optimistic and hopeful outlook that helped them, their family, and their dealership. Mindset is the focus of today's Wednesday Word because it truly is the difference between surviving and thriving in the automotive industry.

In this episode of The Dealer Playbook, you'll learn why the word "Mindset" is so important, and how you can shift your mindset to produce amazing results in your career and life.

Have questions, comments, or feedback? Drop us a line at michael@thedealerplaybook.com!

Connect with Michael Cirillon on LinkedIn: https://www.linkedin.com/in/michaelcirillo

Direct download: May_13_mixdown.mp3
Category:Business, Management & Marketing -- posted at: 10:37am PST

Maybe you're new to the car business or are just looking for new ways to grow in your position within the dealership. In today's episode, Michael breaks down a concept that will help you grow your car sales like crazy while also building relationships of trust. When it comes to perpetual growth, VAFU will help create an endless stream of repeat and referral business while making you the trusted brand of choice in your community.

Value Added Follow Up means that you're reaching beyond the canned emails, messenger and chat bots, and other forms of automated follow up. It means that you are thinking more about individuals needs and following up with more meaningful messages and actions. In today's episode, Michael gives examples of how you can achieve this in your car sales business.

Full show notes and resources can be found here: http://www.thedealerplaybook.com/episodes

Have questions, comments, or feedback? Drop us a line at michael@thedealerplaybook.com!

Connect with Michael Cirillo on LinkedIn @michaelcirillo

Direct download: May_12_mixdown.mp3
Category:Business, Management & Marketing -- posted at: 9:32am PST

Ever wonder why some retail professionals always seem to win while others are stuck in a rut? As much as we'd like to believe that tactics alone will help car dealers succeed, there is so much to be said of consistency in following a strategy. In this episode of The Dealer Playbook, Michael Cirillo and Frank J. Lopes explore what the power of consistency, if following a strategy, can do for your dealership, especially as we seek to rebuild from the COVID-19 pandemic.

Got a question for Michael Cirillo? Call our voicemail: (780)306-2021 for a chance to be featured on the show.

Enjoying the podcast? Be sure to click that subscribe button and leave an honest review. Visit thedealerplaybook.com for even more free resources and tips to help grow your career in the retail automotive industry.

Direct download: May_11_MINI_mixdown.mp3
Category:Business, Management & Marketing -- posted at: 6:23am PST

President Barrack Obama has a famous quote that speaks to the simplicity and effectiveness of building hope, and building a legacy. Retail car dealers have an amazing opportunity within their community to reach out and exemplify the power of service, building hope, and building relationships of trust through serving others.

Got a question for Michael? Call our voicemail: (780) 306-2021 for a chance to be featured on the show.

Enjoying the podcast? Be sure to click that subscribe button and leave an honest review! Want even more free tools and resources, head over to http://www.thedealerplaybook.com/ and sign up for our newsletter to get Michael's latest free tools and resources.

Direct download: May_8_mixdown.mp3
Category:Business, Management & Marketing -- posted at: 5:52am PST

Frank J Lopes is known for his straight-shooter, no-nonsence approach to organizational achievement. In this episode of the podcast, Frank and Michael discuss concepts that he shares in his new book, "The 7 Minute Setup" and how dealerships can use this time (during COVID-19) to focus on what matters most.

Got a question for Michael? Call our voicemail: (780) 306-2021 for a chance to be featured on the show.

Enjoying the podcast? Be sure to click that subscribe button and leave an honest review! Want even more free tools and resources, head over to http://www.thedealerplaybook.com/ and sign up for our newsletter to get Michael's latest free tools and resources.

Direct download: Frank_Lopes_mixdown.mp3
Category:Business, Management & Marketing -- posted at: 8:04am PST

The biggest difference between those that succeed and those that remain still is the topic of today's Wednesday Word. When you look at GOAT athletes like Michael Jordan or Wayne Gretzky, they tend to have one thing in common - discipline. They are disciplined in their mindset, their training, their practice, their game. Compare that to the most successful business leaders, sales professionals, or anyone that has achieved something spectacular and you quickly realize that discipline is the key.

Enjoying the podcast? Be sure to click that subscribe button and leave an honest review! Want even more free tools and resources, head over to http://www.thedealerplaybook.com/ and sign up for our newsletter to get Michael's latest free tools and resources.

Direct download: May_6_Ep_mixdown.mp3
Category:Business, Management & Marketing -- posted at: 9:42am PST

Now that we've had a solid 50 - 60 days of COVID-19 discussions under our belts, it's time to move on. As human beings, we are built to move forward, not back. In today's episode, Michael shares his ideas about what dealerships should be doing now; where they should focus their marketing attention, and what makes sense now that dealerships around the world are opening their sales departments post COVID.

Enjoying the podcast? Be sure to click that subscribe button and leave an honest review! Want even more free tools and resources, head over to http://www.thedealerplaybook.com/ and sign up for our newsletter to get Michael's latest free tools and resources.

Direct download: May_5_mixdown.mp3
Category:Business, Management & Marketing -- posted at: 1:17pm PST

Enjoying the podcast? Be sure to click that subscribe button and leave an honest review! Want even more free tools and resources, head over to http://www.thedealerplaybook.com/ and sign up for our newsletter to get Michael's latest free tools and resources.

Direct download: May_1_mixdown.mp3
Category:Business, Management & Marketing -- posted at: 8:40am PST

You're thinking about the movie Braveheart, arent you? Knew it!

But how does the word "freedom" apply to the retail auto industry? When facing the challenge of an uncertain market, or when government regulations have us on lockdown or laid off, it's easy to believe that we've had our freedom taken from us.

Two definitions of the word freedom accurately convey the mindset that is vital to thriving, not merely surviving during these crazy times.

"The power of self-determination attributed to the will; the quality of being independent of fate or necessity."

"The state of not being subject to or affected by (a particular undesirable thing)."

If you've been struggling to recognize the abundance in opportunities during this global pandemic, it's time to start thinking in terms of freedom. Will you be affected by it, or will you adjust your actions to deflect "a particular undesirable thing continually?"

Enjoying the podcast? Be sure to click that subscribe button and leave an honest review! Want even more free tools and resources, head over to http://www.thedealerplaybook.com/ and sign up for our newsletter to get Michael's latest free tools and resources.

Direct download: Apr_29_mixdown.mp3
Category:Business, Management & Marketing -- posted at: 5:52am PST

Enjoying the podcast? Be sure to click that subscribe button and leave an honest review! Want even more free tools and resources, head over to http://www.thedealerplaybook.com/ and sign up for our newsletter to get Michael's latest free tools and resources.

Direct download: April_28_mixdown.mp3
Category:Business, Management & Marketing -- posted at: 6:10am PST

There's no doubt that COVID-19 has had a tremendous impact on retail dealers' ability to sell vehicles. Having said that, there are still activities with which you can engage in order to keep potential and current customers engaged, and fortify the relationship. That's the approach that Greg Churchill is taking at his three dealerships, among other things.

Enjoying the podcast? Be sure to click that subscribe button and leave an honest review! Want even more free tools and resources, head over to http://www.thedealerplaybook.com/ and sign up for our newsletter to get Michael's latest free tools and resources.

Direct download: MINIApr_27_mixdown.mp3
Category:Business, Management & Marketing -- posted at: 11:42am PST

Even when you feel like everything has been taken away from you; that you've lost control, it's important to remember that there is still MUCH that you can do. In today's Friday Fire, Michael shares an inspirational quote from Martin Luther King Jr. which accurately depicts how much control you maintain if you're able to shift your perspective. Car dealers have seen a drop in sales over the past few months due to COVID-19, but that doesn't mean there isn't a lot you can still do to gain an advantage during these times.

Enjoying the podcast? Be sure to click that subscribe button and leave an honest review! Want even more free tools and resources, head over to http://www.thedealerplaybook.com/ and sign up for our newsletter to get Michael's latest free tools and resources.

Direct download: April_24_mixdown.mp3
Category:Business, Management & Marketing -- posted at: 4:52am PST

Greg Churchill has the unique vantage point of operating dealerships in the United States and Canada. Three different regions, with three different regulatory responses to the COVID-19 pandemic. With magnetizing positivity and optimism, Greg shares his wisdom and perspective about what his operation is doing to adapt, evolve and innovate during the downtime.

Remaining calm and leveraging what matters most is the key to weathering the storm. During this time, dealership owners and leaders need to have a clear vision about what they can do to continue building momentum even when the analysts and gurus say it's impossible.

Are you ready to get creative during these uncertain times? Looking for activities that will help you build momentum even if your dealership is on lockdown? Download Michael's free eBook, ""March Forward,"" which provides tangible ways you can do just that even in volatile markets.

Direct download: Greg_Churchill_mixdown.mp3
Category:Business, Management & Marketing -- posted at: 5:38am PST

What is your dealership doing to gain an advantage during times of uncertainty? Sure, COVID-19 rocked our industry, but there are still actions you can take each day to ensure that your rebound is strong and innovative. Defined as "a condition or circumstance that puts one in a favorable or superior position," the word advantage perfectly explains the opportunity that today's scenario has provided each of us in the car industry.

Direct download: DPBApr22_mixdown.mp3
Category:Business, Management & Marketing -- posted at: 6:26am PST

The retail auto industry has no shortage of opinions, gurus and anti-gurus; all with competing opinions. The news is blasting out doom and gloom messaging 24/7, and social media is like a truck stop bathroom stall. Many dealers are struggling to know how to manage the information overload, and more importantly, what they can do to move forward. Michael shares his top three tips that can help anyone deal with information overload, get more clarity, and move forward with intention.

Direct download: April_21_mixdown.mp3
Category:Business, Management & Marketing -- posted at: 7:27am PST

While content creation can be time consuming, it still proves to be one of the best ways to move customers through the value journey to a purchase decision. In this week's powerbomb, Robert Wiesman shares his advice about how to balance quality vs. quantity and how to save time by repurposing your old content to maintain omnipresent for your audience.

Direct download: MINI_APR_20_mixdown.mp3
Category:Business, Management & Marketing -- posted at: 9:49am PST

Former Disney CEO, Bob Iger is arguably one of the most intelligent and forward thinking business leaders of our day. He's largely responsible for the massive Diseny expansion in the Marvel and Star Wars universe as well as expanding the companies operations around the world. In today's Friday Fire episode, Michael Cirillo shares a quote that is especially applicable to retail auto dealers during the uncertain market conditions related to COVID-19.

Direct download: April17_mixdown.mp3
Category:Business, Management & Marketing -- posted at: 1:21pm PST

For all of the OG Dealer Playbook listeners, today's guest is a blast from the past. Former co-host, producer, and one of my best friends, Robert Wiesman (formerly "Your Hyundai Guy"), joins the show to talk about everything going on around COVID-19 and what dealers can do from a content marketing perspective to stay ahead of the curve.

Since co-hosting The Dealer Playbook, Robert has gone on to help dozens of business owners develop and produce content strategies that get attention, and drive business opportunities. Most notably, his work with Ryan Stewman, AKA "The Hardcore Closer," has helped the brand fortify and grow a substantial audience.

Retail vehicle dealers need to attract and keep the attention of their target audience. Content marketing for car dealers is still one of the most proven and effective ways to do just that.

Know you need a content strategy, but don't have the time or complete knowledge to put it into action? Michael's agency, FlexDealer, helps dealerships around the world strategize, create, and implement content that brings a continuous flow of fresh eye-balls, leads, and sales opportunities.

Direct download: DPB_RobertWiesman_mixdown.mp3
Category:Business, Management & Marketing -- posted at: 10:43am PST

Vision is more than just being able to see. It's the ability to think about and plan the future with imagination or wisdom, and in this episode of The Wednesday Word, that's precisely the topic of conversation.

In today's uncertain economy, it's more important than ever to be able to think clearly; to pause when needed to make sure that you can leverage your wisdom. The wisdom you have gained from experience; past downturns in the market can help you formulate the precise actions you must take to not only get through today's challenges but thrive on the other side.

Direct download: Apr_15_mixdown.mp3
Category:Business, Management & Marketing -- posted at: 7:28am PST

Are you feeling stressed because you're not quite sure how to promote your dealership during these crazy times? The DPB community has been pouring over their quesitons, and it today's episode Michael Cirillo shares three steps you can take to attract, engage, and convert vehicle buyers at lightning speed.

Direct download: DPB_April14_mixdown.mp3
Category:Business, Management & Marketing -- posted at: 5:27am PST

What should dealers be doing to build relationships with their customers even when things have slowed down? In this week's powerbomb, Andrew Rains from AutomotiveMastermind shares his perspective about some of the best ways to continue moving forward even during a global pandemic.

Direct download: DPBMiniApr13_mixdown.mp3
Category:Business, Management & Marketing -- posted at: 7:15am PST

In this episode of Friday Fire, Michael reads excerpts from an article written by Carolyn Centeno Milton titled, "Fear Shrinks Your Brain and Makes You Less Creative."

Direct download: DPB_April10_mixdown.mp3
Category:Business, Management & Marketing -- posted at: 6:15am PST

Andrew Rains is the Chief Commercial Officer of Automotive Mastermind, and shares data from their research about how to best help customers during the COVID-19 health crisis.

Direct download: DPB_AndrewRains_mixdown.mp3
Category:Business, Management & Marketing -- posted at: 8:08am PST

Ever heard the saying, "Never waste a good recession?" - In today's Wednesday Word David Bradley and Michael Cirillo deconstruct the mean and application of the word MASTER and how it can help you make the most out of the market as we know it today.

Direct download: Apr_8_mixdown.mp3
Category:Business, Management & Marketing -- posted at: 9:32am PST

Never waste a good recession. Think about it. You're probably accomplishing more now under pressure then you thought you were capable of. In today's episode, Michael shares his proven process for achieving more at an accelerated rate.

Direct download: DPB_April7_mixdown.mp3
Category:Business, Management & Marketing -- posted at: 9:07am PST

What would you do if you had to start all over? Today's powerbomb is directly applicable to today's circumstances. Many professionals are finding that they need to start over or reinvent themselves during the COVID-19 pandemic. Regardless of what the news or other media outlets suggest, there acres of diamonds (opportunities) within your field of view.

Direct download: Apr_6_Mini_mixdown_01.mp3
Category:Business, Management & Marketing -- posted at: 12:43pm PST

Fran Taylor is the Godfather of creative car selling and prospecting. He joins Michael, but this time, they're talking about how to make $200,000/k per year your first year in the industry.

Direct download: DPB_Fran_Taylor_mixdown.mp3
Category:Business, Management & Marketing -- posted at: 8:10am PST

Today's Wednesday Word is very timely as we are each faced with circumstances that will either propel us forward or bring us to a screeching halt. COVID-19 has leveled the playing field in many ways, especially because every person on the planet is impacted in some way or another.

Direct download: Apr1_mixdown.mp3
Category:Business, Management & Marketing -- posted at: 7:04am PST

Opportunity follows attention, and when times are tough, it can be more difficult to capture the attention of your ideal audience. In today's episode, we're going to explore 10 ways you can get creative, and capture attention when your customers need it most.

Direct download: DPBMar31.mp3
Category:Business, Management & Marketing -- posted at: 7:00am PST

The most important thing you can do is control your thinking, your mindset, and where you focus your attention. During these unprecedented times, it's more vital than ever to control your response. Will you adapt and evolve or will you get stuck spinning your wheels? Luckily, there are so many solutions that you can implement that will help you experience growth.

Direct download: Mar_30_Mini_mixdown.mp3
Category:Business, Management & Marketing -- posted at: 6:03am PST

Tim Storey is an incredible motivation speaker who has helped thousands of people around the world discover their inner power. In today's Friday Fire, you'll hear something Tim said that can help you see straight and DOMINATE!

Direct download: Mar_27_mixdown.mp3
Category:Business, Management & Marketing -- posted at: 7:07am PST

Jeff Bounds, Director of Automotive at Grant Cardone, shares timely and relevant insights about what your dealership should do during a market contraction. There are many unknowns when it comes to COVID-19, however, Jeff explains that there are specific actions that must be on your radar if you want to not only make it through but THRIVE on the other end.

Direct download: DPB_Mar_26_mixdown.mp3
Category:Business, Management & Marketing -- posted at: 10:30am PST

Tough times have a unique way of helping us demonstrate our resilience, and today's Wednesday Word: GRIT.

Direct download: Mar_25_mixdown.mp3
Category:Business, Management & Marketing -- posted at: 4:00am PST

Turn uncertainty and panic into clarity and focus. In today's episode, Michael shares three lessons that he learned during the economic crash of 2008 that helped his company THRIVE, not just survive.

Direct download: DPB_March24_mixdown.mp3
Category:Business, Management & Marketing -- posted at: 4:00am PST

There are specific actions you can take that will help you dominate not only when things are good, but during times of crisis. Listen to Tim Kintz best advice for car dealers when they need to increase their activity levels.

Direct download: Mar_23_mixdown.mp3
Category:Business, Management & Marketing -- posted at: 6:02pm PST

DPB Gang, I hope you're staying safe and that your attitude is optimistic. During times of uncertainty, panic can often set in. My goal today is to share some hope and spark some creativity to help you build momentum and stay active during these crazy times. Today I'm sharing 5 ways to keep the momentum going during a crisis. Stay well!

Direct download: March_20_mixdown.mp3
Category:Business, Management & Marketing -- posted at: 4:00am PST

The car buying process can be simple, friendly, and enjoyable. Author, Tim Kintz shares his best advice about how to close and negotiate car deals in a way that is better for your customer.

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

The first rule of selling is to maintain a positive attitude. This week we're digging in to what happens as a result. With mass panic being perpetuated by the media amidst the coronavirus outbreak, one thing is for certain. Many will contract while those with a positive attitude can reach new ALTITUDE through strategic expansion.

Direct download: March_18_mixdown.mp3
Category:Business, Management & Marketing -- posted at: 6:24pm PST

There are a lot of questions about how to face uncertainty in the retail car industry. As countries work around the clock to contain and limit the spread of COVID-19, lockdowns are beginning to worry many dealers. In this episode, we talk about the importance of taking actions that will help fortify your dealership against uncertainty.

Direct download: DPB_March_17_mixdown.mp3
Category:Business, Management & Marketing -- posted at: 5:28am PST

With the recent outbreak of the coronavirus, this episode couldn't be more timely. Customers are going to be spending more time at home, which will highlight their preferred way to shop for a vehicle. Having said that, there are certain ways that doubt is introduced to the buying process once they start working with us. Find out how to eliminate customer doubt and provide a frictionless car buying experience.

Direct download: M16_mixdown.mp3
Category:Business, Management & Marketing -- posted at: 11:31am PST