Shows
The Dealer PlaybookWe're Building a New Dealership from the Ground Up!So a month and a half ago, Glenn Lundy, President of 800% Elite Automotive Club, called me. He said "Michael, I have the opportunity to build a dealership from the ground up, but I want it to be different. I want it to be a leadership training company that just so happens to sell cars." A few days later, he calls me back. He says. "It's happening, Do you want to be involved?" My immediate response? Heck yes! There I said it, we're building a dealership from scratch!For those who may not know, Glenn was t...2024-07-1130 minThe Dealer PlaybookMerry Christmas, Auto Industry Pros Share Their Predictions About 2024 | Michael CirilloEver get caught in the hustle, only to realize Christmas is knocking on the door? Yeah, I've been there, too, and what a year. I recently took to LinkedIn and Facebook to satisfy my curiosity about people's thoughts and predictions about what's coming in 2024 for us in the retail automotive realm.I will be straight up with you.—it's a fascinating mix of outlooks. There are some doom and gloom thoughts, and there are then some positive thoughts. What caught my attention, though, was the disparity in responses between LinkedIn and Facebook.Stick around as we...2023-12-2120 minThe Dealer PlaybookMike Draper: Social Media Secrets For Automotive ProfessionalsMike Draper, the former SWAT police officer and Air Force vet is making waves as a viral content creator and social strategy expert. His MBA mind, coupled with experience in real estate and mortgages, has enabled him to decode the secrets of social media success. Building a social channel with over 1.3 million organic followers, Mike’s unique approach proves that growing on Social Media is not a matter of luck but a result of strategic thinking.Mike shares his journey from the military to creating engaging content on social media. He discusses how he got started in co...2023-11-2336 minThe Dealer PlaybookHarness Data for Marketing SuccessIn this episode I had the opportunity to sit down and chat with Michael Heidner, who holds the position of Vice President of Analytics and Business Intelligence at Foundation Direct as well as Ben Yehle, who is the Measurement Lead at the Foundation.During our discussion we delved into the intricacies of analytics and explored how data driven decision making is shaping the evolving landscape.What We Discuss In The Episode:1. Have you ever pondered how success in the industry goes beyond car sales?2. Are you curious about the...2023-09-2826 minThe Dealer PlaybookKyler Kropf: What It Takes To Build a Successful BusinessKyler Kropf is the founder of SaddleBrooke Life , a business specializing in building beautiful and spacious tiny homes. In this episode we delve into Kyler's incredible journey from growing up Amish to becoming a successful entrepreneur in the real estate industry and the essential elements required to build a thriving businessWhat We Discuss In This Episode:The Power of the Gift of WorkThe episode begins by discussing Kyler's upbringing in an Amish community, where technology was non-existent. Despite these limitations, Kyler's father instilled a...2023-08-0332 minThe Dealer PlaybookDylan Vanas: Modern Marketing - Is It All Hype Or Is It Real?Dylan Vanas is the CEO and founder of AgencyBox and Mindful Agency, a whitelabel platform that has helped more than 3,500 agencies run profitable businesses, and co-founder of Monopolize, an agency that works with some of the top personalities and brands in the world, helping them dominate their online presence.In this episode we dive into the fascinating world of AI and its potential impact on marketing. Discover how you can adapt to and leverage AI in your marketing efforts while staying true to your brand's message and value. Dylan shares valuable insights on harnessing AI tools, staying...2023-07-2727 minThe Dealer PlaybookEd Roberts: Breaking The Status Quo As A Car DealerEd Roberts is the Chief Operating Officer at Bozard Ford Lincoln and is breaking the conventional way of running a car dealership by constantly seeking to push beyond the status quo.In this episode, Ed shares his journey in the auto industry, starting from being homeless to becoming a successful leader. Ed shares how his experiences shaped his leadership style and how he focuses on developing people and challenging the status quo.In this episode, you'll gain valuable insights into:The evolution of Ed Roberts' impressions of the auto industry and how...2023-07-2033 minThe Dealer PlaybookAllie Peters: The Power of Servant Leadership in Fixed OperationsIn this episode Michael Cirillo sits down with Allie Peters, the newly appointed Vice President of Service Operations at Cavender Auto Group. Join Michael and Allie as they delve into the surprising twists and turns of her career in the automotive industry. Discover how Allie's ambition led her from a service advisor to her current role, defying traditional career expectations. You'll be intrigued by her initial aspiration to become a general manager, her detour into sales, and her ultimate realization that her true passion lay in service operations.Throughout the episode, Michael and Allie discuss t...2023-07-1329 minThe Dealer PlaybookDan Collingridge: Unveiling the Power of Inventory In The Auto IndustryIn this episode of the Dealer Playbook podcast, host Michael Cirillo engages in a dynamic conversation with Dan Collingridge, the CTO & Co-Founder of FlexDealer. Together, they delve into the realm of automotive inventory and unveil the pivotal role it plays in shaping the success of dealerships.The episode kicks off with a humorous trip down memory lane, where Michael and Dan reminisce about their teenage years and their unique approach to a memorable date that involved a car filled with automotive magazines and a driving billboard. The anecdote sets the stage for an exploration of their enduring...2023-07-0625 minThe Dealer PlaybookDanny Zaslavsky: Innovation, Partnerships, and Breaking the MoldDanny Zaslavsky is a successful business and community leader within the Greater Kansas City area. As General Manager/Dealer Partner at Country Hill Motors, he has helped grow and evolve his family's business into one of the region's most successful independent auto dealerships – while also investing heavily in the community as the President of the Mid-America LGBT Chamber of Commerce.In this exciting episode Michael Cirillo and guest Danny Zaslavsky from VinCue dive into the past, present, and future of VBCs, shedding light on how technology and innovation are shaping the automotive industry at the FlexDealer booth du...2023-06-2915 minThe Dealer PlaybookShawn Armorer: The Power of Human Connection in a World of AI (NIADA)Shawn Armorer is the founder and owner of BDC Alchemy consulting. He is 20 year seasoned automotive BDC growth expert with career revenues exceeding 40 million dollars.In this episode he joins Michael to discuss the transformative power of the human element in the face of increasing reliance on artificial intelligence (AI) in the automotive industry. Shawn shares his insights on the importance of staying true to oneself, embracing emotional intelligence, and cultivating meaningful relationships to thrive in a world driven by technology.Discover why the guest experience and employee well-being should take precedence over AI implementation, a...2023-06-2212 minThe Dealer PlaybookJeremy Beck: How To Achieve Dealership SuccessJeremy Beck is the Vice President of Dealer Development and Industry Insights at the National Independent Automobile Dealers Association (N.I.A.D.A) and an automotive executive with 25 years of industry experienceIn this episode, we explore the profound impact of the automotive industry and the resilience it fosters in its participants. We discover how dealers navigate challenges, uncover opportunities, and continually emerge stronger amidst adversity. Jeremy reveals the association's mission to empower dealers, promote growth, and facilitate discussions that drive success.Episode Highlights:Gain a deep understanding of the profound...2023-06-1525 minThe Dealer PlaybookImportance of Knowing Your NumbersIn a rapidly changing automotive industry, dealerships are facing a critical crossroad: rising costs that threaten their profitability. As capital demands increase and employee expenses surge, how can dealerships find the perfect balance between expenses and revenue? Is there a way to unlock hidden efficiency and growth opportunities amidst these challenges? Join Michael as he dives deep into a thought-provoking conversation with industry experts Jeff Baker and Mark Jones.Get ready to uncover the secrets that will empower your dealership to not only survive but also be able to navigate the post-pandemic economic factors and learn how...2023-06-0828 minThe Dealer PlaybookMichael Cirillo, Keynote Speaker at NIADAIn this episode, host Lou Ramirez and co-host Fred Lennartz, of the popular Car Guy Coffee Podcast, interview special guest Michael Cirillo. It's a big ol' switcheroo!Michael, who is the CEO of FlexDealer, an automotive marketing and technology company, will be a featured Keynote Speaker at the 2023 NIADA Accelerate Convention & Expo at the Wynn Resort in Las Vegas on June 22nd at 4:00 pm. If there's one thing Michael has learned throughout his many years of experience in the auto industry and hundreds of Dealer Playbook podcast episodes, it's that putting people first is an a...2023-06-0134 minThe Dealer PlaybookWB Cavender: Enhancing The Car Shopping ExperienceIn this episode Michael Cirillo sits down with WB Cavender, the fourth-generation owner of Cavender Auto Group, at their headquarters. WB shares the story of how he entered the automotive industry and the core values that have driven their family-owned business for over 80 years. They delve into the core principles that drive success in the automotive industry, emphasizing the significance of customer satisfaction and cultural alignment within the organization.What We Discuss In The Episode?Uncover the personal journey of WB Cavender and the Cavender Auto Group's legacy, engaging listeners with a captivating family...2023-05-2522 minThe Dealer PlaybookLou Ramirez: Creating a Unified Auto IndustryLou Ramirez is the CEO of Solutions at The Certified Solutionaries and co-host of the Car Guy Coffee podcast.Discover the layers of their inspiring conversation as they explore the importance of encouraging individuals within the automotive business and eradicating negative stigmas associated with the industry. Lou shares his personal transformation, from a once angry and unapproachable street kid to a beacon of hope and joy.This episode offers a captivating exploration of Lou's journey and his inspiring vision for the automotive industry.Uniting the Auto Industry and Empowering the Community...2023-05-1826 minThe Dealer PlaybookMatt Jones: How Putting People First Can Drive Long-Term Dealership GrowthMatt Jones is the Director of Corporate Communications for TrueCar, Inc. In this episode, Michael Cirillo sits down with Matt Jones to discuss his deep connection with people in the automotive industry.Growing up in the San Fernando Valley, Jones saw the stark differences between the "haves" and "have nots." He noticed that people who had wealth seemed to have it all, while those who did not were often stuck in poverty. This belief was challenged when he entered the car industry and saw regular people without advanced degrees making a living and learning skills they may...2023-05-1139 minThe Dealer PlaybookHow To Make Your Marketing StickyIn today's fast-paced digital world, it can be challenging for brands to stand out and be memorable. Whitney Norrad is the Director of Demand Gen at Flexdealer.com. In this episode she joins Michael to discuss marketing stickiness and how to make brands more memorable to customers. Here are some of the key takeaways from their insightful conversation.The Power of Exposure and UniquenessMichael began the conversation by sharing an example of a jingle from a Ford dealership that comedian Bob Odenkirk remembered from 30 years ago. Whit suggested that exposure and uniqueness...2023-04-2725 minThe Dealer PlaybookAnn-Marie Johnson: The Power of Moments of TruthAnn-Marie Johnson is the Director of partner relationship at ASOTU. In this episode, We discussed her journey in the automotive industry, the concept of "moments of truth," and how it applies to both personal and professional interactions. By recognizing the importance of these moments, Ann-Marie believes that individuals and businesses alike can elevate the overall perception of retail automotive.The concept of moments of truth extends beyond personal experiences, affecting businesses in every industry. Ann-Marie explains how these moments can occur at any stage of the customer journey, from sales and onboarding to retention and beyond.2023-04-2022 minThe Dealer PlaybookDavid Kain: Is The Auto Industry Doomed?David Kain is the President, KainAutomotive.com. David Kain's life is fueled by two great passions: helping good people become exceptional salespeople and conquering challenging trails on his mountain bike. Born into a family that believed in the power of the automotive industry, David is one of nine siblings who grew up with the mantra that a car life is a good life. Today, he is not only a partner at Jack Kain Ford, but also a trailblazer in internet sales.Drawing from his 40 years of experience, David shared valuable insights on adapting to change, prioritizing customer-centricity...2023-03-3026 minThe Dealer PlaybookGrant Cardone: Do You Have A Rapid Growth Mindset?🎧 Subscribe on Apple: https://dpb.fm/apple🔊 Subscribe on Spotify: https://dpb.fm/spotify🔗 All our links: https://dpb.fm/playIn this episode, Michael experiments with something new by revisiting an older episode that has stood the test of time. With nearly 600 episodes, many of them recorded in a way that ensures they remain evergreen, the host dives into an interview with Grant Cardone that was recorded six years prior. The original episode, “Grant Cardone talks about money and how to get a mentor,” included discussions about topics still relevant today, such as branding...2023-03-1319 minThe Dealer PlaybookWeldon Long: The Power Of Changing Your MindsetI'd like to welcome my guest this week, Weldon Long, who provides an insightful and practical guide on how to change one's life by examining and transforming one's mindset. He also happens to be one of the nation’s most sought-after sales experts.In 2003, Weldon Long walked out of a homeless shelter after serving 13 years in prison. A 9th-grade dropout and 3-time convicted felon, he found himself broke and unable to gain employment. In just 5 short years he grew his company from $0 to $20 million and was selected by Inc Magazine as one of the fastest-growing privately held co...2023-03-0930 minThe Dealer PlaybookNADA 2023 RecapIn this episode, Michael takes us on a journey through the recent NADA 2023 event that took place in his hometown, Dallas. Michael reflects on the unique energy of the event and how attendees were more focused and open to conversations compared to previous NADA conferences. 2023 is off to a roaring start in the automotive world!Michael also touches on the buzzwords that are present during the NADA event, such as conversations around Google Analytics Four and returning back to auto industry basics.While there are many factors contributing to the shift in market conditions, Michael...2023-02-0214 minThe Dealer PlaybookAli Reda: Is selling 100 cars a month still possible?In this episode of The Dealer Playbook, host Michael welcomes Ali Reda, the world's top-performing car sales professional. Yes, you read that right! Instead of a traditional interview format, Michael presents exclusive audio from a monthly office hours call for clients only, featuring Ali Reda and other dealers asking him questions.Is selling 100 cars a month still possible? In today's digital age, it can be easy to get caught up in the hype of lead generation and social media ads, but the truth is, selling cars is still very much a people business. Building relationships within your...2023-01-261h 03The Dealer PlaybookMichael Cirillo: Will 2023 Make Or Break The Car Industry?🎧 Subscribe on Apple: https://dpb.fm/apple🔊 Subscribe on Spotify: https://dpb.fm/spotify🔗 All our links: https://dpb.fm/playAs we approach the end of 2022, it's important to reflect on the events of the past year and look towards the future. This year has certainly been a rollercoaster, with the ongoing pandemic, economic challenges, and various other obstacles. However, it's also been a year of resilience, innovation, and adaptability for many in the retail automotive industry.In this episode we'll be discussing the events of the past year and how they...2022-12-2917 minThe Dealer PlaybookMichael Cirillo: Big Takeaways from the 800% Auto Club Retreat🎧 Subscribe on Apple: https://dpb.fm/apple🔊 Subscribe on Spotify: https://dpb.fm/spotify🔗 All our links: https://dpb.fm/playThis episode of The Dealer Playbook Podcast is unique as Michael Cirillo is on location with Glenn Lundy and dozens of automotive industry professionals at the 800% Elite Automotive Club retreat in Atlanta. With loads of fascinating conversations happening surrounding technology, culture, sales, and so much more, Michael was there to capture the action and bring it to DPB listeners.In this episode, Michael questions several owner-operators in attendance to help inspire a...2022-10-2815 minThe Dealer PlaybookMichael Cirillo: How Sales Pros Can Thrive In A Slow Economy🎧 Subscribe on Apple: https://dpb.fm/apple🔊 Subscribe on Spotify: https://dpb.fm/spotify🔗 All our links: https://dpb.fm/playIn this episode of The Dealer Playbook Podcast, Michael shares his thoughts and ideas on how sales pros can not only survive, but thrive in a slow economy. The world hasn't exactly stopped before; there may have been a few pauses along the way, but they only lasted as long as it took for someone to think outside the box and find a solution—to go on by taking the next logical steps forwa...2022-10-2022 minThe Dealer PlaybookDan Collingridge: Inventory Is The Nucleus🎧 Subscribe on Apple: https://dpb.fm/apple🔊 Subscribe on Spotify: https://dpb.fm/spotify🔗 All our links: https://dpb.fm/playDan Collingridge is the chief technology officer at FlexDealer, and has been keen on technology from day one. But he had no clue that passion would lead him into a tech-driven career in the auto industry. In this episode, Dan talks about how he met Michael and the story of how they teamed up to work together after years of their childhood friendship taking many different paths.What we discuss in this e...2022-09-2225 minThe Dealer PlaybookPreparation Eliminates FearIn this episode of the Dealer Playbook, Michael shares his thoughts about the next season of the retail automotive industry. The last two years have been unique. Dealers have been earning recording profits despite a chip shortage and inventory shortage. That begs to ask: what's next?What will the next two years bring, especially as the reality of a recession looms? With reports that used car sales are beginning to soften and that consumers are slowing down their purchase decisions, are we headed for the survival of the fittest?Michael encourages the industry to take...2022-08-2518 minThe Dealer PlaybookBrett Morris: Using Data To Predict High PerformersToday's conversation with Brett Morris, Chairman at PerceptionPredict, stemmed from one of Michael's LinkedIn posts about the important need for amazing car sales professionals. Brett commented on the post with a compelling chart visualizing how high-performing employees can be predicted with data.Is It Possible To Predict High Performing Employees?00:58 - Michael sets the conversation stage by explaining a LinkedIn post in which he discussed the importance and need for great car sales professionals in the retail auto industry. Brett Morris left a very thought-provoking comment about how it's possible to predict high-performers, which led...2022-08-0527 minThe Dealer PlaybookPaul Daly & Kyle Mountsier: The Rebirth Of The Automotive Conference🎧 Subscribe on Apple: https://dpb.fm/apple🔊 Subscribe on Spotify: https://dpb.fm/spotify🔗 All our links: https://dpb.fm/playPaul Daly and Kyle Mountsier (ASOTU) join the pod to talk about some really exciting projects they have in the works, one of which is an exciting new podcast called Auto Collabs hosted by Paul, Kyle, and Michael Cirillo. They are on an adventure to bring the rebirth of the automotive conference coming September 2022 in Philadelphia.What we discuss in this episode:Paul and Kyle share how they ended up collab...2022-07-2135 minThe Dealer PlaybookMichael Cirillo: 4 Reasons Why You Know Way Less Than You Think About The Car Business🎧 Subscribe on Apple: https://dpb.fm/apple🔊 Subscribe on Spotify: https://dpb.fm/spotify🔗 All our links: https://dpb.fm/playIn this episode of The Dealer Playbook Podcast, Michael reflects on an experience he had while attending the Digital Marketing Strategies Conference in Napa Valley and why that's inspired him to talk about the 4 levels of competency.There is so much to learn about the retail automotive industry, and that's why it's important as a community to engage in learning; remain curious, and figure out creative ways to solve the complex c...2022-06-0312 minThe Dealer PlaybookWhat Should Car Dealers Know About Amazon Advertising? w/ Vasilios Lambos🎧 Subscribe on iTunes: dpb.fm/apple 🔊 Subscribe on Spotify: dpb.fm/spotify 🔗 All our links: dpb.fm/play In this week's recap, we discuss where Amazon advertising fits into the media mix for car dealers and what they should be thinking about when it comes to advertising online, in general. The Dealer Playbook is about modern car dealers who are meeting the demands and evolving with today's marketplace, hosted by Michael Cirillo. Connect with Michael Cirillo on LinkedIn Michael's Marketing and Tech Company: flexdealer.com - - -Lea...2022-05-0312 minThe Dealer PlaybookBuild Your Network Before You Need It w/ Judi FoxThere's no substitute for preparation, and the same is true for building a powerful business network. Whether you're a car sales professional or dealership owner, industry titans like Ali Reda have demonstrated how crucial having a network in place can be, especially when a crisis hits. In this episode, Listen as Judi Fox and Michael Cirillo explain why it's important to build your network before you need it. Doing so will eliminate stress and desperation. Connect with Michael Cirillo:LinkedIn: https://www.linkedin.com/in/michaelcirillo Facebook: https://www.face...2021-09-0610 minThe Dealer PlaybookFred Lennartz: What The Most Successful Car Sales Pros DoFrederick Lennartz (a.k.a The Subprime Hero), is the host of the Car Guy Coffee Podcast and has nearly 20 years of automotive retail under his belt. Fred's mission is to help the automotive retail community be the very best it can be, and he's doing that by helping shift the way car dealers approach the road to the car sale.In this episode, Fred shares how he works tactical sales strategies into a more caring, and service-oriented approach to working with car shoppers. Car salespeople who take the time to build relationships and show care and...2021-08-2631 minThe Dealer PlaybookMichael Cirillo: 3 Steps To Creating Your Why Buy MessageToday's car shoppers are more savvy and educated than ever before. That means they require fewer vehicle features and price information (which is easy to find), and more value messaging. They need to know why they should choose your dealership rather than your competitors. In this episode, Michael breaks down a simple 3 step process that will help you craft more appealing "Why Buy" messaging for your dealership. 8:09 - You need to know what your customers want.10:02 - Make a list of what you are really good at.12:35 - Combine th...2021-07-1519 min
"You're In Charge" with Glenn PaschHow to Build Your Brand on Social Media with Michael Cirillo Glenn Pasch & Michael Cirillo discuss building your brand on social media. Too often the individual creates a special social media brand for one platform, then a different one for another. Also trying to seem authentic but possibly faking authority, only to be worried about being exposed. Michael shares his strategies for himself and his clients. What he recommends to leverage social media for your brand and remain grounded in authenticity. Look out for his answers to RAPID FIRE Questions at the end!!! Hope you enjoy. A lot of great information here. Please share and don't for...2021-03-1043 minThe Dealer PlaybookMichael Cirillo: What A Wild Year!As 2020 ends, I want to take a few minutes to express my appreciation for you; the DPB GANG! Your attention means the world to me. This year we've grown. The DPB is now listened to in over 70 countries and experience triple digit growth. That's a testament to how hungry and willing the worldwide dealership community is. We want to grow, become stronger and more agile. 2020 taught us many things. For some we learned that we are stronger than we thought - for others, resilience is the word that comes to mind. The...2020-12-2410 minThe Dealer PlaybookJoshua Mitchell: Accelerate Growth At Your Dealership In 2021Joshua Mitchell is the Internet Sales Director at Capitol Chevy Austin, a BDC trainer and founder of the BDC RAW event and podcast. Joshua joins The Dealer Playbook to discuss how car dealers can evolve strategically as leaders, employers, teams, and customer specialists in 2021 and beyond. Joshua shares about his car business journey, starting 12 years ago at Dan Cummins Chevrolet in Paris, KY. He explains how Josh Cummins, the store owner, has successfully built teams that generate insanely powerful outcomes.Access the full show notes, timestamps, resources and more at http://www.thedealerplaybook.com/joshua-mitchell H...2020-12-1744 minThe Dealer PlaybookWhy Content Is No Longer King w/ Amy Balliet"Visual content is king; quality visual content reigns supreme."94% of first impressions are based entirely upon the design of the content someone sees. Under that microscope, it's easy to understand why it's essential to pay attention to more than just publishing content for the sake of it. When there is a visual edge to your content and helps the customer understand the message efficiently, your brand stands out.Access the full show notes, timestamps, resources and more at http://www.thedealerplaybook.com/amy-balliet Have questions, comments, or feedback? Drop us...2020-12-1511 minThe Dealer PlaybookAmy Balliet: How To Engage Any Audience Using Visual CommunicationHuman beings process visual information 60,000 times faster than the written word. Amy Balliet is an expert on visual communication and provides tips and insights about how dealerships can engage any audience and speed up the consumer purchase journey with high-quality visuals. Now, I know what some are thinking: "So, what Cirillo, are we talking about memes and infographics?"Yes, but also no. Not in a vacuum, at least.Most car salespeople or dealerships might share a funny meme to FB, thinking they are engaging their audience. While that might provide some instant interaction...2020-12-1038 minThe Dealer PlaybookBONUS: Trust The Process w/ Matt LasherDealership operations are complex and contain a lot of moving pieces to grow. Matt Lasher, Marketing Director at the West Herr Auto Group, shares a crucial element to remaining focused and moving the ball forward. "It's about process and self-awareness. Each dealer has different priorities and things that they want to accomplish, and so it's about completing the non-glamorous work every day." 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...2020-12-0715 minThe Dealer PlaybookElise Kephart: One Step At A TimeThe hustle is real. The grind is hard. So is the need to build mental resilience. Back for the 4th time, Elise Kephart joins the show to share her behind-the-scenes story about growth, overcoming challenges, and building the mental strength needed to play the game well. Listen carefully to identify the wisdom you need to hear. Think about what you can do to build the muscle you need to attack the hustle. Your success will happen one step at a time. Access the full show notes, timestamps, resources and more at http://www.the...2020-12-0350 minThe Dealer PlaybookHow To Help Your Team Grow w/ Louie HerronCar 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 mor...2020-11-2410 minThe Dealer PlaybookLouie Herron: How To Go From Car Sales To Dealer OwnerLouie 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...2020-11-1941 minThe Dealer PlaybookDoes Your Digital and In-Store Experience Match? w/ Michelle DenogeanDo 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...2020-11-1611 minThe Dealer PlaybookMichelle Denogean: Increase Productivity And Sales Using TechnologyMichelle 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/dp...2020-11-1246 minThe Dealer PlaybookOpen Conversations About Diversity Can Unify Us w/ Kerri WiseWhen 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. Exa...2020-11-0919 minThe Dealer PlaybookKerri Wise: Why Diversity And Inclusion Matter2020 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...2020-11-0554 minThe Dealer PlaybookMichael Cirillo: The Secret To Attracting Rapid GrowthIn 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...2020-10-2916 minThe Dealer PlaybookHow To Get More Done, Quickly w/ Michael CirilloKeeping 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...2020-10-2610 minThe Dealer PlaybookMichael Cirillo: 5 Tools To Help You Scale With SpeedThere 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. Ea...2020-10-2230 minThe Dealer PlaybookPowerbomb: Push Through Fear And Take Control w/ Paul LongFear 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...2020-10-1913 minThe Dealer PlaybookPaul Long: How to Grow Your Personal BrandPaul "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/pa...2020-10-1531 minThe Dealer PlaybookMatt Lasher: Dealership Marketing MasterclassMatt 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.th...2020-10-0842 min
"You're In Charge" with Glenn PaschTop Skills Every New Leader Needs — with Michael CirilloIn this episode of You’re in Charge: Now What, Glenn Pasch sits down with Michael Cirillo, CEO of FlexDealer and host of the popular podcast The Dealer Playbook, for an insightful conversation on what it really takes to lead effectively—especially as a new manager or team leader.Michael shares the leadership traits he looks for when promoting within his company, how he builds high-performing teams, and how staying focused on mission and values drives his success as a CEO.🔑 In this episode, we cover:The top skills Michael believes every new leader must de...2020-10-0236 minThe Dealer PlaybookFriday Fire: What William Clement Stone SaidHow 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 ab...2020-05-2908 minThe Dealer PlaybookWednesday Word: EnergySomething 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.lin...2020-05-2724 minThe Dealer PlaybookWednesday Word: SkillWhether 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 m...2020-05-2023 minThe Dealer PlaybookPerpetual Growth Is In The VAFU?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 u...2020-05-1214 minThe Dealer PlaybookPowerbomb: The Power Of Consistency w/ Frank J. LopesEver 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 b...2020-05-1111 minThe Dealer Playbook#171: How to Get Buy-In From Your Managers w/ Michael CirilloDo you have ideas that you believe will be awesome, but you've struggled to get buy-in from your staff or leadership? In this episode, Michael shares some ideas about how to get buy-in from your team so that you can achieve your definition of success within the dealership. Share the love! If you're getting value from the DPB, share it with someone else who will benefit! That's the mission of the podcast, to enrich and empower retail automotive professionals around the world! Have a question for Michael? Connect using your favorite social platform: Faceb...2019-06-1316 minThe Dealer PlaybookPowerbomb: Remember These Four Website Tips w/ Michael CirilloMichael shares 4 website tips that will help you wrangle more control of your digital presence. - - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook2019-02-2510 minThe Dealer Playbook#157: Stop Overhauling Your Website w/ Michael CirilloMichael shares his interview on the AutoRemarketing podcast and then morphs the remainder of episode 157 into a helpful rant about what you should consider before overhauling your website. Learn 4 helpful tips that will help prepare you to improve website performance.- - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook2019-02-2131 minThe Dealer PlaybookDPB 091: Gary Vaynerchuk on Personal Motivation and How to Succeed in a Cluttered MarketGary Vaynerchuk is one of the most prominent Entrepreneurs of the 21st century. As the founder and CEO of VaynerMedia, a 700+ person digital marketing agency, Gary has learned a thing or two about starting and growing a business. He is now on a mission to share what he's learned with other business owners and entrepreneurs. His motivation is to leave a legacy; an imprint on future generations about what it looks like to be a leader and entrepreneur. In episode 91 of The Dealer Playbook, Michael sits down with Gary to discuss his new book, #Ask Ga...2016-06-0920 minThe Dealer PlaybookDPB 090: Mat Koenig on How to Lead Human Beings in the Digital AgeMat Koenig, CEO of Buscador de Auto, is no stranger to creating winning culture and helping teams achieve their potential. From his days managing sales teams in the dealership to his current role as CEO, Mat shares some valid points about what it will take for you to reconnect with your team members and leverage their strengths. As the digital age has unfolded, and with the increase in technology usage for communication, many leaders are struggling to find the balance between the digital and real world. In episode 90 of The Dealer Playbook Podcast, Michael Cirillo and...2016-06-0238 minThe Dealer PlaybookDPB 089: Jim De Luca on How to Adapt Your F&I Process for the Digital AgeThe digital age has brought about significant shifts in how consumers research and purchase vehicles. But that's where most of the focus has been about the sales process. According to our guest, Jim De Luca, Vice President of The Digital Road to a Sale, the sales, and finance processes are very siloed and don't work well together. Most dealerships are focused primarily on creating a streamlined sales process but leave F&I to sit in the shadows. Is your F&I Process stuck in the 80's? It's not 1984, and there is a need for...2016-05-2629 minThe Dealer PlaybookDPB 088: How to Create a Culture of Belief and Drive Big Results w/ Lisa CopelandCreating a positive culture is something that we've discussed before on The Dealer Playbook, but session 88 of the show brings the culture topic to a new level. Lisa Copeland, Head of Automotive Retail Strategies at the Culture Works, joins Michael as a guest to discuss culture specifically from the leadership point of view. Those who hold a leadership position in a dealership are responsible for how that dealership operates. In fact, much of the performance of the team as a whole is dependent on the atmosphere that the leader creates. Sadly, most dealerships are...2016-05-1939 minThe Dealer PlaybookDPB 085: How to Use LinkedIn to Sell More Cars w/ Trevor TurnbullTrevor Turnbull is one of the foremost experts when it comes to leveraging the power of LinkedIn to grow your business.In this episode of The Dealer Playbook Podcast, Michael and Robert are joined by Trevor to discover the exact process he uses to optimize, grow, and leverage his LinkedIn profile.You're going to learn what you can do to expand your community and grow your social influence. You'll also get access to Trevor Turnbull's LinkedIn strategy that will help you grow your customer base and sell more cars.LinkedIn is about people2016-03-1751 minThe Dealer PlaybookDPB 084: How to Create Your Personal Culture w/ Craig LockerdThe automotive industries most electrifying podcast is back for session 84 with some creative strategies for today’s automotive professional.We have a return guest that we have to go back 82 episodes to his first appearance on DPB the founder and president of the auto industries largest recruiting organization AutoMax Recruiting & Training Mr. Craig Lockered.Craig Lockerd is a 43 year automotive green pea .Starting in the early 70's Craig has been able to see many interesting changes in our business , some good, some not so good.Has held ALL the positions in a...2016-03-0343 minThe Dealer PlaybookDPB 082: How To Sell A Car Per Day with Fran TaylorIn this power packed session we are sitting down with our friend and automotive sales expert Mr. Fran Taylor the founder of Taylor Techniques sales training company. You might remember Fran from episode 29 where he talked about sales prospecting for car sales professionals and in this session he sits down with us to talk about “How To Sell A Car Per Day.Here is a quick preview of this session with Fran Taylor:Steps a car sales professional needs to take to sell a car per day.Fran breaks down the act...2016-02-1836 minThe Dealer PlaybookDPB 80: How to do Local SEO like a Pro with Greg GiffordWe are back from a two week hiatus with session number 80 and the team is fired up for this one.In this power packed session we are sitting down with one of the most respected local see minds in the game DealerOn’s Greg Gifford.Greg Gifford is the Director of Search and Social at DealerOn, a software company that provides websites and online marketing to new car dealers all over the country.He's got over 16 years of online marketing and web design experience, and he speaks internationally at both automotive and SEO co...2016-02-0535 minThe Dealer PlaybookDPB 079: How to Empower Your Team with Frank J. Lopes Team DPB is back with session 79! If you have been tuning into any of the past DPB episodes you know we love to chat it up about marketing and other creative avenues to grow your dealership and brand but in this session we take another approach. No matter how great your marketing is you still need to back that up with a great experience for the customer. In this session we are talking about with the VP of Forrest & Blake Advertising out of New Jersey.2016-01-1538 minThe Dealer PlaybookDPB 078: 5 Ways to Level Up in the New Year with Michael Cirillo and Robert WiesmanSession 78 of DPB is up for your listening pleasure! In this latest power packed session of DPB Michael Cirillo and Robert Wiesman are flying solo but don’t think for a second you’re not going to get immense value none the less. At the time of this podcast episodes release it is DPB’s first new session of 2016 and we couldn’t be anymore excited. To help you kick off the New Year (or whenever you are tuning in) in the right direction Michael and Robert review five...2016-01-0830 minThe Dealer PlaybookKen Potter: How to Handle 3rd Party LeadsRight back at it with session 71 of “The Dealer Playbook” Podcast and we could not be more excited that you are here!In this power packed episode team DPB is sitting down with Ken Potter VP of sales with “The Appraisal Lane” a innovative new tool for dealers, but most people know Ken from his days as VP of business development at True Car.Ken brings an amazing amount of knowledge and experience to the table when it comes to 3rd party lead providers and how and how you can convert more of them.In thi...2015-11-0542 minThe Dealer PlaybookTim Schmoyer: How to Grow Your Dealership YouTube AudienceWelcome to session 69 of The Dealer Playbook Podcast! We are so glad you are here and we have a great episode for you! In this session we are sitting down with a YouTube Certified professional specializing in audience growth and he is the founder of Video Creators, we are sitting down with Tim Schmoyer. Tim is a monster when it comes to YouTube. His YouTube channel Video Creators TV has over a 100,000 subscribers and releases several new videos every week. Tim has consulted with several major corporations wit...2015-10-1535 minThe Dealer Playbook2015 Canadian Digital Dealer ReviewSession 68 of DPB is a special edition and something new for us as well as you.The great people at the Trillium Automotive Dealers Association (TADA) which is based out of Ontario invited team DPB to their amazing one day power session for dealers in Toronto called “Canadian Digital Dealer”. Our friend Brent Wees who was the events MC got us hooked up with TADA and we got together to do something new for all of us over at DPB. We did this session live at Canadian Digital Dealer and we were able to get exclu...2015-10-0919 minThe Dealer PlaybookRyan Stewman: Marketing Strategies For Car Sales ProsWelcome back to the DPB Podcast session number 67. As always we have another powerful episode with another serious player. In this session we are sitting down with the “Hardcore Closer” Ryan Stewman. Ryan is founder of the HardcoreCloser.com which is an amazing blog that is killing it right now. (over 2million monthly visitors) Ryan has a very unique approach to sales and that shines through on his blog. Ryan has had experience selling cars but specializes in working with high level real estate brokers and mortgage lenders helping them market themse...2015-10-0236 minThe Dealer PlaybookMichael Port: Stealing The ShowTeam DPB is back in episode 66 with another powerful session with an amazing guest to help you take your career in the automotive sales industry to the next level.In this session team DPB is sitting down with NY Times Best Selling Author Mr. Michael Port.Michael Port is the author of 5 best selling books including “Book Yourself Solid” “The Think Big Manifesto” and his newest book about to drop titled “Steal The Show”.The Wall Street Journal has dubbed Michael Port a “marketing guru” and is one of the most sought out public speakers...2015-09-2436 minThe Dealer PlaybookAntonio Centeno: How Fashion Contributes to Selling The Dealer Playbook Podcast is back with another new episode! In session 65 we are sitting down with Personal Style Consultant extraordinaire Mr. Antonio Centeno founder of Real Men Real Style a insanely popular mens fashion and style blog. The Importance of Your Appearance Like it or not the world has a tendency to judge a book by its cover you if you know what I mean, so it is important for you to present yourself in a style that works for you. Antonio...2015-09-1732 minThe Dealer PlaybookSue B. Zimmerman: How to Use Instagram to Grow Your Personal Brand We are back with session 63 and this is going to be a powerhouse episode! In this session of “The Dealer Playbook” we are sitting down with #TheInstagramExpert Sue B. Zimmerman and she is going to drop some bombs on you to help you sell more cars using Instagram. Sue B. is the #instagramexpert, founder of Insta-Results (the world's first comprehensive online Instagram course) and author of the #1 e-book Instagram Basics for your Business. She's a popular CreativeLive instructor, powerful speaker on prominent stages like SMMW15 and highly s...2015-08-2841 minThe Dealer Playbook5 Creative Ways To Use Live Video To Build Your Brand In Car SalesSession 62 is here and we are fired up over at team DPB! You are going to love the actionable information you are going to get in this session! Michael & Robert are flying solo and are discussing 5 ideas to leverage Periscope to build your audience. Now in case you have been out of pocket for a hot minute I will give you a quick description of Periscope… It allows you to live stream video to your Twitter audience. Pretty dope right? Now Periscope although fairly new...2015-08-2132 minThe Dealer PlaybookNeil Patel: How to Build a Massive Audience from BloggingDPB is back at with session 61 and this is not one to miss! In this session we dive into one of the most overlooked /under utilized tools for building awareness to your brand and building a audience online… We are talking about blogging and the insanely awesome way how you can use it to really thrive online in your market. So to cover this topic we sit down with one of the best in the world… Mr Neil Patel. In case you...2015-08-1427 minThe Dealer PlaybookDave Kerpen: How To Conquer Social MediaWelcome to session 57 of “The Dealer Playbook” Podcast, we are so glad you are here! You are going to love todays session because it is on a hot topic we get asked about all the time…This session is about social media and growing your business using it the right way. Our guest is NY Times Best Selling Author Dave Kerpen. Now for those of you that don’t know who Dave is here is a quick intro for you…Dave Kerpen is the CEO of Likeable Local. He is also the co-founde...2015-07-1030 minThe Dealer PlaybookJordan Harbinger: How to Grow and Monetize Your NetworkBoom!!! Back just like that is session 56 of the “The Dealer Playbook” Podcast and this is a killer session! The art of building a strong and large network is an invaluable skill that will not only sell you more cars more often, it will open doors to so many amazing opportunities. The biggest issue is a lot of people just do not know how to network properly. It is not networking swinging into your local “Rotary Meeting” handing out business cards. There is so much more to it and todays guest Jordan Harbinger dives into...2015-07-0332 minThe Dealer PlaybookJoe Pulizzi: Content Marketing Hacks For Automotive SalesTeam DPB is back with another scorching session for this scorching hot summer 2015! The topic of “content” and “content marketing” come up a lot here on DPB but thats because there is such an opportunity for dealers and car pro’s to snag some lowing hanging fruit! Not many of your competitors in the auto industry are tapping into the power of content marketing so team DPB wants to give you the upper hand! That being said lets dive into session 55 guest. When it comes to “Content Marketing” Joe Pulizzi is the Godfather! Joe Pulizzi i...2015-06-2633 minThe Dealer PlaybookNick Nanton: How to Build a Celebrity BrandWelcome back players! We are just kicking off Summer 2015 and as usual we are bringing you some heat here on “The Dealer Playbook” Podcast.In this session we are diving into the art of branding with international branding expert Mr. Nick Nanton.Nick is a 3-Time Emmy Award Winning Director, Producer and Filmmaker, Nick Nanton, Esq., is known as the Top Agent to Celebrity Experts® around the world for his role in developing and marketing business and professional experts, through personal branding, media, marketing and PR.Nick serves as the CEO of The Dicks...2015-06-1830 minThe Dealer PlaybookDavid Risley: How to Grow Your Audience With BloggingWelcome to “The Dealer Playbook” session number 53 and we are so excited that you are here. In our latest offering we are sitting down with “your favorite bloggers, favorite blogger”, a professional blogger that has been making it happen in the blog game since well before they even called it blogging in fact… Founder and creator of the “Blog Marketing Academy” and also one of Team DPB’s favorite podcasts “Coffee Break Blogging”…Mr. David Risley!!David is one of the most sought after experts when it comes to blogging for business and in this ses...2015-06-0537 minThe Dealer PlaybookPaul de Vries: How to Stand Out in a Competitive MarketBack from a short 2 week hiatus it is The Dealer Playbook episode 52 and we are super excited and pumped to be back at it. Today we are sitting down with Paul d Vries founder of Nieuweautokopen.nl located in Holland. Paul is one of the most influential automotive professionals in all of Holland and has an amazing story of amazing success as a auto dealer and later as the founder of Nieuweautokopen.nl, (New Car Buying) which just in the beginning of this year he sold to eBay. Here is a quick preview of the to...2015-05-2943 minThe Dealer Playbook3 Simple Steps to Creating a Solid Content Marketing StrategyEpisode 51! In the past few sessions we have had some super guests discussing some insanely valuable strategies and tactics. In episode 49 “The Sales Lion” Marcus Sheridan said we need to be the “Wikipedia” of what we do. He dove into how big of a mistake dealers are making buy allowing the Edmunds and Cars.com etc. produce all the content. Check out Marcus Sheridan’s appearance on DPB here.Then if you heard episode 50 with Convince & Convert founder and best selling author of the book “Youtility” said we don’t need to be the “Wikipedia...2015-05-0838 min