CarCast is twice weekly automotive podcast hosted by Matt “The Motorator” D’Andria, former NFL and WWE superstar, Bill Goldberg, and Vice President Editorial & Editor-in-Chief at Edmunds.com, Alistair Weaver. CarCast explores all aspects of the automotive space from the performance aftermarket to new car buying and the future of the automotive industry. The guys answer your questions, offer advice and feature guests from the automotive industry and celebrity car enthusiasts.
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Contenu fourni par Michael Cirillo. Tout le contenu du podcast, y compris les épisodes, les graphiques et les descriptions de podcast, est téléchargé et fourni directement par Michael Cirillo ou son partenaire de plateforme de podcast. Si vous pensez que quelqu'un utilise votre œuvre protégée sans votre autorisation, vous pouvez suivre le processus décrit ici https://fr.player.fm/legal.
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It didn’t all change in March 2020. Not really. The UK high street has been in the throes of a gradual revolution for decades. From the rise of ecommerce, to the birth of mobile, social commerce, and a growing emphasis on experience, change has been underway for a while. In fact for many, the pandemic has acted as a wake-up call. Digital transformation was no longer a ‘nice to have’ but a matter of survival. Necessity sparked innovation and customers are enjoying more flexibility and conveni ...
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Carol Costello Presents: The God Hook
In this premiere episode of "The God Hook," host Carol Costello introduces the chilling story of Richard Beasley, infamously known as the Ohio Craigslist Killer. In previously unreleased jailhouse recordings, Beasley portrays himself as a devout Christian, concealing his manipulative and predatory behavior. As the story unfolds, it becomes clear that Beasley's deceitfulness extends beyond the victims he buried in shallow graves. Listen to the preview of a bonus conversation between Carol and Emily available after the episode. Additional info at ( carolcostellopresents.com ) Do you have questions about this series? Submit them for future Q&A episodes . Subscribe to our YouTube channel to see additional videos, photos, and conversations. For early and ad-free episodes and exclusive bonus content, subscribe to the podcast via Supporting Cast or Apple Podcasts. EPISODE CREDITS Host - Carol Costello Co-Host - Emily Pelphrey Producer - Chris Aiola Sound Design & Mixing - Lochlainn Harte Mixing Supervisor - Sean Rule-Hoffman Production Director - Brigid Coyne Executive Producer - Gerardo Orlando Original Music - Timothy Law Snyder SPECIAL THANKS Kevin Huffman Zoe Louisa Lewis GUESTS Doug Oplinger - Former Managing Editor of the Akron Beacon Journal Volkan Topalli - Professor of Criminal Justice and Criminology Amir Hussain - Professor of Theological Studies Learn more about your ad choices. Visit megaphone.fm/adchoices Support our show by becoming a premium member! https://evergreenpodcasts.supportingcast.fm…
The Dealer Playbook
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Contenu fourni par Michael Cirillo. Tout le contenu du podcast, y compris les épisodes, les graphiques et les descriptions de podcast, est téléchargé et fourni directement par Michael Cirillo ou son partenaire de plateforme de podcast. Si vous pensez que quelqu'un utilise votre œuvre protégée sans votre autorisation, vous pouvez suivre le processus décrit ici https://fr.player.fm/legal.
The Dealer Playbook is the top-rated podcast for automotive professionals who want to dominate the retail industry.
Hosted by Michael Cirillo, this show delivers expert interviews, proven strategies, and actionable insights to help you sell more cars, lead stronger teams, and grow thriving dealerships.
Whether you work in sales, service, F&I, marketing, or management, you’ll gain the tools and confidence to excel in a rapidly evolving market.
Join thousands of listeners every week who trust The Dealer Playbook as their go-to resource for career growth and dealership success. Subscribe now and unlock the secrets to staying ahead in the fast-paced world of retail automotive.
679 episodes
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Contenu fourni par Michael Cirillo. Tout le contenu du podcast, y compris les épisodes, les graphiques et les descriptions de podcast, est téléchargé et fourni directement par Michael Cirillo ou son partenaire de plateforme de podcast. Si vous pensez que quelqu'un utilise votre œuvre protégée sans votre autorisation, vous pouvez suivre le processus décrit ici https://fr.player.fm/legal.
The Dealer Playbook is the top-rated podcast for automotive professionals who want to dominate the retail industry.
Hosted by Michael Cirillo, this show delivers expert interviews, proven strategies, and actionable insights to help you sell more cars, lead stronger teams, and grow thriving dealerships.
Whether you work in sales, service, F&I, marketing, or management, you’ll gain the tools and confidence to excel in a rapidly evolving market.
Join thousands of listeners every week who trust The Dealer Playbook as their go-to resource for career growth and dealership success. Subscribe now and unlock the secrets to staying ahead in the fast-paced world of retail automotive.
679 episodes
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1 Ep. 658 - Lessons in Influence from One of Canada's Most Respected Leaders, with Agnes Di Leonardi 22:21
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Lire Plus Tard Lire Plus Tard Des listes J'aime AiméMy guest in this episode is Agnes Di Leonardi — an automotive executive, a lawyer, and one of the few recipients of the prestigious Order of Canada for her contributions to the industry. With over 30 years of experience across companies like Ford, Mazda, and Simtec Dealer Services, Agnes brings a wealth of knowledge about leadership, inclusion, and the evolution of the auto business. In this episode, we talk about why representation matters, how resilience and curiosity fuel career growth, and what practical steps dealers can take to create more inclusive and successful organizations. If you’re serious about growing your business, future-proofing your leadership team, and building an organization that mirrors and serves today’s customer base — this conversation is a must-listen. - - - This Episode's Sponsor FlexDealer Need Better Quality Leads? FLX helps car dealers generate better quality leads through localized organic search and highly-targeted digital ads that convert. Not only that, they work tirelessly to ensure car dealers integrate marketing and operations for a robust and functional growth strategy. - - - Leave a Review: If you're enjoying the podcast, we'd love an honest review here . - - - Socials: Follow on LinkedIn Follow on YouTube Follow on Facebook…
1 Ep. 657 - Human First, AI Fast: The New Sales Formula, with Kyle Mountsier 21:23
21:23 Lire Plus Tard Lire Plus Tard Des listes J'aime Aimé21:23
Lire Plus Tard Lire Plus Tard Des listes J'aime AiméIn this episode I’m hanging out in person with my good friend Kyle Mountsier—COO at ASOTU (Automotive State of the Union), we talk about everything from AI implementation in dealerships to the real reason human connection is the most valuable currency in retail auto . We’re recording this one in person from New York City, floor-sitting style (yep, you read that right)—and it’s one of the most candid, dynamic convos I’ve had. We dive into: How to responsibly integrate AI into your dealership without breaking trust or compliance. Why most dealers are thinking about AI all wrong—and what to do instead. The importance of internal GPT models and why uploading your P&Ls might be the smartest move you make this year. The shift from hours worked → problems solved, and what that means for your business. Why connection is the real ROI (and always has been). A sneak peek at ASOTUCON and why it’s more than just another auto event—it’s where the others gather. There’s a lot of noise out there about AI, digital retail, and operational efficiency—but very few voices are cutting through with the clarity, care, and conviction that Kyle brings to the table. If you’ve ever wondered how to blend emerging tech with real human moments in the dealership, this conversation will give you clarity (and maybe even a few goosebumps). Grab your ASOTUCON tickets here: https://www.asotucon.com/ - - - This Episode's Sponsor FlexDealer Need Better Quality Leads? FLX helps car dealers generate better quality leads through localized organic search and highly-targeted digital ads that convert. Not only that, they work tirelessly to ensure car dealers integrate marketing and operations for a robust and functional growth strategy. - - - Leave a Review: If you're enjoying the podcast, we'd love an honest review here . - - - Socials: Follow on LinkedIn Follow on YouTube Follow on Facebook…
1 Ep. 656 - Avoid This Mistake, Unlock Customer Loyalty, with Christine Mitchell 22:00
22:00 Lire Plus Tard Lire Plus Tard Des listes J'aime Aimé22:00
Lire Plus Tard Lire Plus Tard Des listes J'aime AiméIn this episode, my guest is Christine Mitchell—aka The Car Lady — founder of The Car Lady Canada, and we talk about what it really takes to build dealership loyalty, elevate women in automotive, and create a culture that actually sticks. Christine’s been in the car business since she was 16—and what started as a gig in the lube lane turned into a national movement that’s helping dealers across the country retain customers and talent. We talk about: Why most “women in automotive” conversations are missing the mark—and what needs to happen instead The real ROI behind Know Your Car Night (87% retention) How to create dealership culture that isn’t just pizza Fridays but real leadership from the ground up The surprising power of post-sale follow-up that doesn’t involve a birthday email or another push notification Why empowering the receptionist might be the smartest move you make this year Christine dropped a line that really stuck with me: “The diamonds are in your store. You just have to harvest them.” If you’ve ever said “we want to improve our culture” or “we need more loyalty” or “we want more women on our team”—this is your playbook. It’s not about checking boxes. It’s about building something better—together. - - - This Episode's Sponsor FlexDealer Need Better Quality Leads? FLX helps car dealers generate better quality leads through localized organic search and highly-targeted digital ads that convert. Not only that, they work tirelessly to ensure car dealers integrate marketing and operations for a robust and functional growth strategy. - - - Leave a Review: If you're enjoying the podcast, we'd love an honest review here . - - - Socials: Follow on LinkedIn Follow on YouTube Follow on Facebook…
1 Ep. 655 - How to create a Culture that delivers the Brand Promise, with Edwin Frizzell 20:06
20:06 Lire Plus Tard Lire Plus Tard Des listes J'aime Aimé20:06
Lire Plus Tard Lire Plus Tard Des listes J'aime AiméIn this episode, my guest is Edwin Frizzell , Regional Vice President and General Manager at the legendary Fairmont Royal York , and we’re talking about what it really takes to create unforgettable guest experiences, build strong internal culture, and lead with purpose in fast-paced, high-expectation environments. Edwin shared a real-world example of how a single gesture at a car dealership completely changed his perception—and potentially his buying decision. “I’m actually considering buying a car from a dealership out of town—not because of the brand, but because one entry-level employee made me feel seen and valued. That one moment of connection changed everything.” Let that sink in. A single moment. A small gesture. Not the fancy showroom, not the logo on the building—but a human interaction. And that’s exactly what we unpack in this episode, we dig into: How to turn everyday interactions into powerful emotional connections Why Mary in the laundry room is just as important as any executive (and why Edwin knows her by name ) The importance of brand promises—and how to activate them through your people What automotive dealers can learn from hospitality pros when it comes to service that sticks If you're in the auto industry and you want to know what today's customer really values, this is something you can't afford to miss. - - - This Episode's Sponsor FlexDealer Need Better Quality Leads? FLX helps car dealers generate better quality leads through localized organic search and highly-targeted digital ads that convert. Not only that, they work tirelessly to ensure car dealers integrate marketing and operations for a robust and functional growth strategy. - - - Leave a Review: If you're enjoying the podcast, we'd love an honest review here . - - - Socials: Follow on LinkedIn Follow on YouTube Follow on Facebook…
1 Ep. 654 - What the Top 1% of Dealers Are Doing Differently on Social Media, With Miranda Pyette 27:50
27:50 Lire Plus Tard Lire Plus Tard Des listes J'aime Aimé27:50
Lire Plus Tard Lire Plus Tard Des listes J'aime AiméIn this episode, my guest is Miranda Pyette, founder of Purpose Automotive and one of the sharpest minds in the game when it comes to dealership social strategy. She’s been in the trenches. From hustling newspaper ads to helping dealers make the massive leap from print to digital. Now, she’s leading a powerhouse team of women helping dealerships across Canada crush it on platforms like TikTok, Instagram, Facebook, and more. In this episode, we unpack: How dealers can stop getting crushed by “vanity metrics” and start crafting a social presence that actually drives results. Why every platform isn’t created equal (and how to tailor your strategy without burning out your team). What big brands are doing right—and how you can localize it to win in your own market. The exact moment when social becomes more than “clicking post” and turns into real brand-building. If you're a dealership leader wondering, “Where do we even start with social?” or “How do I get my team on board without overwhelming them?”—this episode is your blueprint. So whether you’re deep into your content game or still stuck in 2012 with a drone video and a dusty Facebook page—hit play. - - - This Episode's Sponsor FlexDealer Need Better Quality Leads? FLX helps car dealers generate better quality leads through localized organic search and highly-targeted digital ads that convert. Not only that, they work tirelessly to ensure car dealers integrate marketing and operations for a robust and functional growth strategy. - - - Leave a Review: If you're enjoying the podcast, we'd love an honest review here . - - - Socials: Follow on LinkedIn Follow on YouTube Follow on Facebook…
1 Ep. 653 - The Hidden Influence of Retail Spaces on Customer Behavior, with Omar Gandhi 20:09
20:09 Lire Plus Tard Lire Plus Tard Des listes J'aime Aimé20:09
Lire Plus Tard Lire Plus Tard Des listes J'aime AiméIn this episode, my guest is Omar Gandhi , founder of Omar Gandhi Architects (OG) and the architectural genius behind Audi Haus. Omar’s firm, Omar Gandhi Architects , has built a reputation for creating spaces that do more than just exist—they make people feel something. And as it turns out, when people feel something, they’re more likely to engage, connect, and even buy . In this episode, we talk about the power of intentional design and how Omar, the brilliant architect behind Audi Haus shares insights on how design isn’t just about aesthetics—it’s about business, customer psychology, and ultimately, ROI . We get into: How retail spaces (not just products) can shape customer perception and influence buying decisions The ROI of great design—why creating the right environment can make or break a brand’s impact The wild ride of Omar’s career—from losing his job to building one of Canada’s most respected architecture firms Why saying yes to the smallest projects early on led to massive opportunities later And the secret sauce behind Audi Haus—how a single space can shift someone’s entire experience with a brand This episode is packed with real-world insights that go way beyond architecture. Whether you’re in retail, marketing, or just someone who loves a great underdog story, there’s something here for you. - - - This Episode's Sponsor FlexDealer Need Better Quality Leads? FLX helps car dealers generate better quality leads through localized organic search and highly-targeted digital ads that convert. Not only that, they work tirelessly to ensure car dealers integrate marketing and operations for a robust and functional growth strategy. - - - Leave a Review: If you're enjoying the podcast, we'd love an honest review here . - - - Socials: Follow on LinkedIn Follow on YouTube Follow on Facebook…
1 Ep. 652 - The #1 Mindset Shift That Will Transform Your Dealership’s Success, with Nick Askew 29:33
29:33 Lire Plus Tard Lire Plus Tard Des listes J'aime Aimé29:33
Lire Plus Tard Lire Plus Tard Des listes J'aime AiméIn this episode, my guest is Nick Askew, CEO of Space Auto — a guy who went from composing music to selling cars to building game-changing tech for dealerships. Yeah, you read that right. His journey proves that creativity, sales, and innovation are more connected than we think—and that fresh thinking might be exactly what the auto biz needs right now. Nick and I dive into the good stuff— big ideas, bold perspectives, and the kind of convo that makes you stop and go, “Huh… never looked at it that way before.” Plus, the man’s got a row of guitars behind him, so you already know he’s cool. This is one of those conversations that will change the way you think about sales, tech, and the future of automotive. Bottom line? This episode will challenge the way you think about sales, business, and the future of automotive. - - - This Episode's Sponsor FlexDealer Need Better Quality Leads? FLX helps car dealers generate better quality leads through localized organic search and highly-targeted digital ads that convert. Not only that, they work tirelessly to ensure car dealers integrate marketing and operations for a robust and functional growth strategy. - - - Leave a Review: If you're enjoying the podcast, we'd love an honest review here . - - - Socials: Follow on LinkedIn Follow on YouTube Follow on Facebook…
1 Ep. 651 - From Bank Robber to Car Sales Master, with Luke Lunkenheimer 33:35
33:35 Lire Plus Tard Lire Plus Tard Des listes J'aime Aimé33:35
Lire Plus Tard Lire Plus Tard Des listes J'aime AiméIn this episode, my guest is Luke Lunkenheimer , the President of Paid to Persuade , and let’s just say… his road to success wasn’t exactly a straight line. Before becoming a persuasion expert and sitting at the table with guys like Tai Lopez and Brad Lea , Luke took a few, uh… detours but we’ll get to that. But here’s the crazy part—his past is exactly what shaped him into the sales and leadership expert he is today. We’re talking about a guy who went from getting locked up to unlocking next-level sales strategies—and his journey will make you rethink everything you know about persuasion. In this episode, we uncover: How Luke went from incarceration to industry leader (his story will leave you speechless) Why most salespeople get persuasion wrong—and how to fix it The BIG 3 questions that make closing effortless How trust and authenticity will outsell any gimmick The real reason people hesitate before buying—and how to break through it This conversation is real, raw, and packed with insights that can transform the way you sell, lead, and do business . Plus, Luke drops some absolute mic-drop moments that will have you rethinking how you approach deals. - - - This Episode's Sponsor FlexDealer Need Better Quality Leads? FLX helps car dealers generate better quality leads through localized organic search and highly-targeted digital ads that convert. Not only that, they work tirelessly to ensure car dealers integrate marketing and operations for a robust and functional growth strategy. - - - Leave a Review: If you're enjoying the podcast, we'd love an honest review here . - - - Socials: Follow on LinkedIn Follow on YouTube Follow on Facebook…
1 Ep. 650 - Remembering Jim “Alpha Dawg” Ziegler 39:34
39:34 Lire Plus Tard Lire Plus Tard Des listes J'aime Aimé39:34
Lire Plus Tard Lire Plus Tard Des listes J'aime AiméIn this special episode, I pay tribute to my friend and industry icon, Jim "The Alpha Dawg" Ziegler. If you’ve been in the car business for more than five minutes, you probably know his name—or at the very least, you’ve heard his unmistakable voice calling it like it is. Jim was one of a kind, and his impact on the industry, and on me personally, is something I won’t soon forget. And because his words still carry weight today, I’m including a full replay of our last conversation on the podcast—a conversation that remains one of the most downloaded and listened-to episodes in The Dealer Playbook’s history. Jim Ziegler left behind a legacy that stretches far beyond the automotive industry. His influence, his mentorship(because let’s be honest, Jim wasn’t afraid to say what needed to be said) and all that contributed to making this industry better. Thank you, Jim. - - - Leave a Review: If you're enjoying the podcast, we'd love an honest review here . - - - Socials: Follow on LinkedIn Follow on YouTube Follow on Facebook…
1 Ep. 649 - The Ultimate Customer Magnet for Dealerships, with John Dwyer 24:58
24:58 Lire Plus Tard Lire Plus Tard Des listes J'aime Aimé24:58
Lire Plus Tard Lire Plus Tard Des listes J'aime AiméIn this episode, my guest is John Dwyer—a marketing enigma known for crafting “way-outside-the-box” customer attraction strategies. John is the brains behind campaigns that have turned entire industries on their heads. He’s the guy who got Jerry Seinfeld out of retirement for an ad campaign (seriously, who does that?!), and he’s been helping businesses attract customers like a magnet without ever relying on discounting. And in this episode? We’re pulling back the curtain on how he does it. Why price discounting is a race to the bottom (and what to do instead) The insane power of incentives (He literally helped a car dealership achieve its biggest sales month in history—without dropping a single price) How to stand out in an industry where everyone is offering the same thing (No more “free oil changes” that no one cares about) Why persistence beats intelligence —John shares the exact strategy that landed him the Seinfeld deal, and trust me, it’s a game-changer If you’ve been wrestling with how to stand out in today’s crowded market , John’s unconventional wisdom is exactly what you need. Hit play now and get ready to think differently about marketing forever! - - - This Episode's Sponsor FlexDealer Need Better Quality Leads? FLX helps car dealers generate better quality leads through localized organic search and highly-targeted digital ads that convert. Not only that, they work tirelessly to ensure car dealers integrate marketing and operations for a robust and functional growth strategy. - - - Leave a Review: If you're enjoying the podcast, we'd love an honest review here . - - - Socials: Follow on LinkedIn Follow on YouTube Follow on Facebook…
1 Ep. 648 - How New York’s Largest Auto Group Dominates Social Media, with Brad Gelber 27:24
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Lire Plus Tard Lire Plus Tard Des listes J'aime AiméIn this episode, my guest is Bradley Gelber—the digital media and content marketing mastermind at West Herr Auto Group, the largest privately-owned dealer group in New York. Now, let me ask you something… Does your dealership’s online presence actually stand out? Or are you just another brand blending into the endless scroll of sameness? Here’s the brutal truth: Most dealerships treat social media like a digital billboard, and it’s killing their engagement. But Brad? He gets it. He’s built a brand that doesn’t just post—it actually connects with people. And in this conversation, he’s breaking down exactly how he does it. We get into: Why storytelling is your biggest marketing weapon The truth about AI in marketing—is it a powerful tool or just a shortcut to soulless content? How to build a brand voice that actually means something instead of regurgitating the same old “best deals in town” phrase The one type of content that consistently gets massive engagement Why perfection is overrated—and how scrappy, real, behind-the-scenes content will outperform a polished, overproduced video every time If you’re tired of dealership social media being boring, transactional, and ineffective , this episode will challenge you to think differently. Because the dealerships that win online aren’t just shouting about deals—they’re building brands that people actually care about. - - - This Episode's Sponsor FlexDealer Need Better Quality Leads? FLX helps car dealers generate better quality leads through localized organic search and highly-targeted digital ads that convert. Not only that, they work tirelessly to ensure car dealers integrate marketing and operations for a robust and functional growth strategy. - - - Leave a Review: If you're enjoying the podcast, we'd love an honest review here . - - - Socials: Follow on LinkedIn Follow on YouTube Follow on Facebook…
1 Ep. 647 - How to Tap Into the Multi-Billion Dollar Spanish Car Market, with Chance Mayfield 26:07
26:07 Lire Plus Tard Lire Plus Tard Des listes J'aime Aimé26:07
Lire Plus Tard Lire Plus Tard Des listes J'aime AiméIn this episode, my guest is Chance Mayfield, founder of Carfluent - we sit down to talk about how dealerships can better connect with Spanish-speaking buyers, create a seamless customer experience, and ultimately drive more sales. Here’s the deal… The Spanish-speaking car market in the U.S. is MASSIVE yet it remains one of the most underserved consumer groups in the auto industry. Dealers are either ignoring it or flat-out getting it wrong. And that? That’s leaving a TON of money on the table. Here’s what we cover: The biggest mistakes dealers make when marketing to Spanish-speaking customers Why just “translating” your website isn’t enough (and what ACTUALLY works) How to eliminate the “fire drill” that happens when Spanish-speaking customers call in Why staffing up the right way can transform your sales numbers The hidden opportunity that most dealers don’t realize exists—and how to capitalize on it The kicker? The U.S. is the second-largest Spanish-speaking country in the world after Mexico —yet most dealerships aren’t making the right moves to serve this massive customer base. The dealers who lean in and get it right are seeing insane close rates and next-level referrals . If you’ve ever wondered how to stand out in a competitive market and tap into a high-intent, high-ROI customer base , this episode is for you. - - - This Episode's Sponsor FlexDealer Need Better Quality Leads? FLX helps car dealers generate better quality leads through localized organic search and highly-targeted digital ads that convert. Not only that, they work tirelessly to ensure car dealers integrate marketing and operations for a robust and functional growth strategy. - - - Leave a Review: If you're enjoying the podcast, we'd love an honest review here . - - - Socials: Follow on LinkedIn Follow on YouTube Follow on Facebook…
1 Ep. 646 - How to Keep Your Inventory Clean, with Brian Kramer 27:32
27:32 Lire Plus Tard Lire Plus Tard Des listes J'aime Aimé27:32
Lire Plus Tard Lire Plus Tard Des listes J'aime AiméIn this episode, my guest is Brian Kramer, EVP of Dealer Growth & Success at Cars Commerce. Brian has a unique perspective—he’s got eyes on thousands of dealerships, millions of VDPs, and the real numbers behind what’s working (and what’s not). We dive into some game-changing insights about how dealers can stop guessing and start measuring their online road to the sale, fix inventory inefficiencies, and finally connect the dots between marketing, CRM data, and actual sales. Now, here’s the thing—we all think we have a process. But if we’re being honest, a lot of our workflows are not really that intact, somehow, leads are still slipping through the cracks. Half the time, customers are bouncing off broken experiences on our websites, and we’re left wondering why closing rates aren’t what they should be. Meanwhile, the top-performing dealers? They’re not doing more—they’re doing less, but better. They’ve mastered the pain of discipline—refining their processes, eliminating inefficiencies, and ensuring that every lead, every trade-in, and every digital interaction actually leads somewhere. That’s the difference between guessing and making data-driven decisions that actually move the needle. If you’re ready to tighten up your process, stop overspending, and get a clear roadmap for making your online showroom work as efficiently as your physical one, this episode is a must-listen. Brian shares some simple but powerful shifts that can save time, money, and frustration. - - - Leave a Review: If you're enjoying the podcast, we'd love an honest review here . - - - Socials: Follow on LinkedIn Follow on YouTube Follow on Facebook…
1 Wait, Where'd The Tariffs Go?!? 16:17
16:17 Lire Plus Tard Lire Plus Tard Des listes J'aime Aimé16:17
Lire Plus Tard Lire Plus Tard Des listes J'aime AiméTariffs. Chaos. Panic. The sky is falling! Or… is it? If you’ve been anywhere near the news lately, you’ve seen the headlines. “Tariffs are coming! Businesses are doomed!” And yeah, for a hot minute, it looked like we were in for a wild ride. But then—mid-recording, literally while the cameras were rolling—everything changed. The news flipped. No tariffs (for now). Just like that. And that right there is the problem. We live in an industry that thrives on fear and uncertainty. But here’s the reality: the businesses that thrive—no matter the market, politics or economy—don’t react to uncertainty. They prepare for it. They invest in their people, they stay laser-focused on what they can control, and they don’t waste time chasing what everyone else is doing. So, the question is: Are you playing defense, waiting for the next crisis to knock you down? Or are you building a business that wins no matter what? Hit play. Let’s talk strategy. - - - Leave a Review: If you're enjoying the podcast, we'd love an honest review here . - - - Socials: Follow on LinkedIn Follow on YouTube Follow on Facebook…
1 Ep. 645 - Authenticity Sells: Turn Real Stories into Profitable Ads, with Justin Friend 27:47
27:47 Lire Plus Tard Lire Plus Tard Des listes J'aime Aimé27:47
Lire Plus Tard Lire Plus Tard Des listes J'aime AiméIn this episode, my guest is Justin Friend, Senior VP at Dealers United; today, we’re going to talk about why social media is one of the most powerful yet underutilized tools for dealerships looking to sell more cars. Think about it. If a customer walks into your showroom and feels like they know your team before they even shake your hand, the sale is already halfway done. And that’s exactly what today’s best dealers are figuring out— your ad strategy isn’t just about selling cars; it’s about making customers feel like they’re part of something real. That’s why this episode with Justin Friend is a must-listen. We’re diving deep into how top dealers are winning with personality-driven marketing, and why your dealership’s biggest advantage is NOT your inventory—it’s your people. If you’ve ever wondered how to make your dealership’s ads actually connect with real people—and not just disappear into the noise—this episode is for you. - - - This Episode's Sponsor FlexDealer Need Better Quality Leads? FLX helps car dealers generate better quality leads through localized organic search and highly-targeted digital ads that convert. Not only that, they work tirelessly to ensure car dealers integrate marketing and operations for a robust and functional growth strategy. - - - Leave a Review: If you're enjoying the podcast, we'd love an honest review here . - - - Socials: Follow on LinkedIn Follow on YouTube Follow on Facebook…
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The Dealer Playbook
Today’s recap is comin’ at you straight from the iconic Sazerac House in New Orleans—a legendary spot where the ASOTU More Than Cars party went down last night. (If you missed it, let’s just say the energy was off the charts) But let’s talk about what went down on the trade show floor today because that’s where the magic happened. The theme of the day? Efficiency . Dealers are looking at 2024 as a reset—a chance to shake off what hasn’t worked and use this year as a launching pad for 2025. The buzz isn’t just about working harder; it’s about working smarter. From streamlining service departments to rethinking HR and finance processes, efficiency is the name of the game. And here’s the game-changer: involve your team early. If you want new processes to stick, don’t roll them out like a surprise party. Bring your team into the conversation right from the start. The earlier they’re part of the plan, the more they’ll own the outcome. And as always, we’ll keep you posted with the Day 3 recap tomorrow. Stay tuned! - - - Leave a Review: If you're enjoying the podcast, we'd love an honest review here . - - - Socials: Follow on LinkedIn Follow on YouTube Follow on Facebook…
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Day 1 of NADA unfolded in “interesting” circumstances. Delayed shipments, stranded attendees, and a city adjusting to unexpected weather could have derailed everything. But this industry proved once again that resilience is in its DNA. If Day 1 taught us anything, it’s this: We’re tougher than we give ourselves credit for, and when faced with challenges, we find solutions. The show must go on—and it did. On to Day 2. Stay Tuned! - - - Leave a Review: If you're enjoying the podcast, we'd love an honest review here . - - - Socials: Follow on LinkedIn Follow on YouTube Follow on Facebook…
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The Dealer Playbook
1 Ep. 644 - Are EVs For Everyone? With Elena Ciccotelli 38:35
38:35 Lire Plus Tard Lire Plus Tard Des listes J'aime Aimé38:35
Lire Plus Tard Lire Plus Tard Des listes J'aime AiméIn this episode, my guest is Elena Ciccotelli, founder of the EVs for Everyone Podcast , and we’re diving into one of the hottest topics in automotive right now " EVs" We dive into the heart of the EV debate, covering everything from the real challenges facing dealerships to the massive opportunities sitting right under their noses. We talk about the questions you’re probably already thinking about: Why are EVs so polarizing? Is it the infrastructure? The regulations? Or are we all just scared of change? What are forward-thinking dealerships doing right now to win in the EV space? And here’s the big one: Is the U.S. falling behind in the global EV race, and what does that mean for you? Elena shares the stats that matter, the strategies that work, and why she believes EVs are about so much more than just cars—they’re about people, habits, and the way we live. Whether you’re an EV skeptic, enthusiast, or somewhere in between, this episode will leave you with a fresh perspective, some practical tips, and maybe even a laugh or two. So, are EVs for everyone? Tune in to find out. - - - This Episode's Sponsor FlexDealer Need Better Quality Leads? FLX helps car dealers generate better quality leads through localized organic search and highly-targeted digital ads that convert. Not only that, they work tirelessly to ensure car dealers integrate marketing and operations for a robust and functional growth strategy. - - - Leave a Review: If you're enjoying the podcast, we'd love an honest review here . - - - Socials: Follow on LinkedIn Follow on YouTube Follow on Facebook…
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The Dealer Playbook
1 Ep. 643 - The $100 Mistake Your Dealership Keeps Making, With Kyle Disher 43:45
43:45 Lire Plus Tard Lire Plus Tard Des listes J'aime Aimé43:45
Lire Plus Tard Lire Plus Tard Des listes J'aime AiméIn this episode, I sit down with Kyle Disher, CEO of RevDojo, to peel back the layers on one of the most overlooked, yet game-changing aspects of the automotive industry: hiring, training, and accountability. Kyle's seen it all—over a decade of dealership mystery shops, thousands of hires, and countless training sessions. Together, we uncover what separates dealerships that thrive from those stuck in survival mode. And let me tell you, the difference often comes down to one thing: commitment to process and culture. Here’s What We Dive Into: The shocking data from 5,000+ mystery shops: Why some dealerships never even make a single follow-up call. The true cost of poor onboarding and training—and how a few small changes can drive big results. How to tell if your dealership's culture is a winning one (hint: you can feel it the second you walk in). Why dealerships that rely solely on AI are setting themselves up for failure—and how to strike the perfect balance between tech and human connection. Live call roleplays that demonstrate the power of scripts, processes, and positivity in converting leads to appointments. Kyle doesn't hold back. From uncovering the real reasons behind high attrition rates to sharing the exact playbook for building a high-performing team, this episode is packed with actionable insights that will make you rethink how you approach dealership operations. - - - This Episode's Sponsor AutoFi is Heading to NADA 2025! That’s right—AutoFi will be at NADA 2025 in New Orleans , and you don’t want to miss it! Swing by booth #4219 to see how their all-in-one showroom solution can help you sell smarter, not harder. From payment calculations to F&I, they’ve got everything you need to close deals faster and protect your profits. Want to skip the wait? Pre-schedule a meeting at autofi.com/nada2025 and get ready to level up your dealership game! - - - Leave a Review: If you're enjoying the podcast, we'd love an honest review here . - - - Socials: Follow on LinkedIn Follow on YouTube Follow on Facebook…
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The Dealer Playbook
1 Ep. 642 - How to Actually Sell Cars On Social Media, With Robin Wilson 40:42
40:42 Lire Plus Tard Lire Plus Tard Des listes J'aime Aimé40:42
Lire Plus Tard Lire Plus Tard Des listes J'aime AiméIn this episode my guest is Robin Wilson, founder of Social Grenade, we’re diving deep into the messy, weird, and wonderful world of social media for car dealerships —what works, what flops, and how to stop posting inventory photos like you’re running a 2003 Craigslist ad. If you’ve ever wondered: “Are we posting too much… or not enough?” “Why aren’t we getting engagement on our posts?” “Is TikTok even worth it, or should we just stick to dancing in the showroom after hours?” Robin’s got answers—and they’re good. Plus, she drops some absolute gems about building a tribe online, why responding to every review (yes, even the nasty ones) is mission-critical, and how a tattoo post led to selling a Camaro (no joke). This isn’t your typical social media chat. It’s fun, it’s raw, and it’s ridiculously practical. So, if you’re tired of yelling into the social media void and hoping someone hears you, hit play. - - - This Episode's Sponsor AutoFi is Heading to NADA 2025! That’s right—AutoFi will be at NADA 2025 in New Orleans , and you don’t want to miss it! Swing by booth #4219 to see how their all-in-one showroom solution can help you sell smarter, not harder. From payment calculations to F&I, they’ve got everything you need to close deals faster and protect your profits. Want to skip the wait? Pre-schedule a meeting at autofi.com/nada2025 and get ready to level up your dealership game! - - - Leave a Review: If you're enjoying the podcast, we'd love an honest review here . - - - Socials: Follow on LinkedIn Follow on YouTube Follow on Facebook…
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1 Ep. 641 - Smart Dealerships Are Winning More with AI Says Maarten Bekkers 44:34
44:34 Lire Plus Tard Lire Plus Tard Des listes J'aime Aimé44:34
Lire Plus Tard Lire Plus Tard Des listes J'aime AiméIf you hear the word “AI” and immediately picture a clunky chatbot throwing out robotic answers like “I’m sorry, Dave, I can’t do that”—you’re in for a wake-up call. In this episode of The Dealer Playbook, I sit down with Maarten Bekkers, the founder of AutoChat, to break down how AI is so much more than a fancy Q&A bot on your website. Oh, and if you’re still chasing endless leads like a golden retriever chasing a tennis ball… buckle up. Maarten and I dive into why quality leads > lead volume and how AI can filter out the noise and hand you the real opportunities. At one point, Maarten hit me with this: "Selling something to someone who doesn’t need it is bad. But NOT selling something to someone who DOES need it? That’s even worse." - - - This Episode's Sponsor: AutoChat.ai Stop losing leads and wasting time on outdated processes. AutoChat is the AI-powered communication platform that turns your website into a customer magnet and your team into efficiency powerhouses. - - - Leave a Review: If you're enjoying the podcast, we'd love an honest review here . - - - Socials: Follow on LinkedIn Follow on YouTube Follow on Facebook…
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1 Ep. 640 - How AI and Google Are Shaping Dealership Success With Dave Spannhake 21:21
21:21 Lire Plus Tard Lire Plus Tard Des listes J'aime Aimé21:21
Lire Plus Tard Lire Plus Tard Des listes J'aime AiméWelcome back to The Dealer Playbook Podcast! Today, we’re diving into a conversation that’s been setting the internet on fire: Is AI spelling the end of Google as we know it? I’ve brought in my friend and digital marketing expert, Dave Spannhake from Reunion Marketing , to help us cut through the noise, separate fact from fiction, and give you a clear picture of what’s really happening in the world of search, AI, and dealership marketing strategies. We’ve all seen the headlines, heard the hype, and maybe even felt a little panic creeping in. But here’s the thing: amidst all the noise, there are real, practical insights that can help your dealership not just survive—but thrive —in this evolving landscape. Dave brings his signature mix of data-driven insights, relatable stories, and no-nonsense advice to break down how dealerships might unknowingly be overspending on ads, where the real opportunities in SEO lie, and why the human touch still matters in an AI-powered world. - - - This Episode's Sponsor FlexDealer Need Better Quality Leads? FLX helps car dealers generate better quality leads through localized organic search and highly-targeted digital ads that convert. Not only that, they work tirelessly to ensure car dealers integrate marketing and operations for a robust and functional growth strategy. - - - Leave a Review: If you're enjoying the podcast, we'd love an honest review here . - - - Socials: Follow on LinkedIn Follow on YouTube Follow on Facebook…
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The Dealer Playbook
1 Ep. 639 - Stop Selling Cars, Start Creating Experiences, With Bob Welby, INFINITI USA 30:19
30:19 Lire Plus Tard Lire Plus Tard Des listes J'aime Aimé30:19
Lire Plus Tard Lire Plus Tard Des listes J'aime AiméIn this episode, I’m sitting down with Bob Welby , Senior Director of Operations at INFINITI USA, to break down how small, thoughtful touches can make a massive impact. (Spoiler: It’s not about throwing money at the problem—it’s about paying attention.) Let’s be real: Customer experience gets tossed around at every conference like it’s some big, shiny secret. But what does it actually mean to deliver an experience that turns a one-time buyer into a lifelong fan? Here’s what we dive into: Why dealerships spend way too much trying to overcompensate for operational inefficiencies—and how to fix it. INFINITI’s new My INFINITI Expert initiative—sending someone to your house after purchase to walk you through the car again. The magic of thoughtful hospitality : Why anticipating your customer’s unspoken needs can set you apart—and no, it doesn’t require a “big” budget. - - - This Episode's Sponsor AutoFi is Heading to NADA 2025! That’s right—AutoFi will be at NADA 2025 in New Orleans , and you don’t want to miss it! Swing by booth #4219 to see how their all-in-one showroom solution can help you sell smarter, not harder. From payment calculations to F&I, they’ve got everything you need to close deals faster and protect your profits. Want to skip the wait? Pre-schedule a meeting at autofi.com/nada2025 and get ready to level up your dealership game! - - - Leave a Review: If you're enjoying the podcast, we'd love an honest review here . - - - Socials: Follow on LinkedIn Follow on YouTube Follow on Facebook…
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1 Ep. 638 - Leads Aren’t the Problem—Your Process Is, with Paul de Vries 39:00
39:00 Lire Plus Tard Lire Plus Tard Des listes J'aime Aimé39:00
Lire Plus Tard Lire Plus Tard Des listes J'aime AiméIn this episode my guest is Paul de Vries—who’s basically the Netherlands’ MVP of automotive processes—joins me to talk about how he’s using AI, automation, and a whole lot of common sense to transform the customer journey. Now let me ask you: What’s the point of having the flashiest marketing if your in-store processes are crumbling like a stale cookie? That’s exactly what we’re tackling in this episode with my buddy Paul de Vries. Now, Paul isn’t just some random dude; he’s basically the king of lead handling in the Netherlands (think fewer wooden shoes, more cutting-edge processes). And trust me, you’re gonna want to hear what he has to say. We cover how dealerships can tighten up their processes, reduce wasted time, and actually connect with customers in meaningful ways. And when I say meaningful , I’m talking response times of under three minutes. Yep, you read that right—three minutes. Let that sink in. Oh, and it’s not just tech talk. We also get into the softer stuff, like building a personal brand on LinkedIn, why staying authentic is non-negotiable, and how a 99-year-old buying a microcar for “the future” left us both questioning our life goals. - - - This Episode's Sponsor Sell Smarter, Not Harder AutoFi helps progressive dealers like you sell smarter, not harder—on your dealership website and, now, in your showroom, too. AutoFi solves the everyday problems dealers actually face: like bottlenecks at the sales desk, customer distrust, and decision overload. And their all-new showroom solution includes deal estimation, desking, lender routing, and an F&I menu – all in one powerful platform that bridges the gap between the CRM and DMS. Go to AutoFi.com/dealerplaybook to learn more. And start selling smarter, today. - - - Leave a Review: If you're enjoying the podcast, we'd love an honest review here . - - - Socials: Follow on LinkedIn Follow on YouTube Follow on Facebook…
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The Dealer Playbook
1 Ep. 637 - The ROI of Creativity in Dealership Marketing With Nathaniel Greklek 35:40
35:40 Lire Plus Tard Lire Plus Tard Des listes J'aime Aimé35:40
Lire Plus Tard Lire Plus Tard Des listes J'aime AiméLet me ask you this: have you ever seen The Office and thought, “Man, I wish someone made this...but for car dealerships”? Well, buckle up because that’s exactly what my buddy Nathanael Greklek and his team at Mohawk Auto Group did. They’ve created a mockumentary series that’s hilarious, relatable, and—get this—even features General Motors’ CEO, Mary Barra. Yup, that Mary Barra. In this episode, we go deep into the behind-the-scenes madness of bringing their dealership sitcom to life. Spoiler alert: it involves ducks, lots of laughs, and some of the most creative storytelling you’ll ever see in the auto industry. But this isn’t just about having fun (though there’s plenty of that). Nathanael drops absolute gold on how dealerships can use content to build trust, showcase culture, and make people actually want to do business with them. - - - This Episode's Sponsor Get Your Vehicles Moving Faster with Auto Hauler Exchange Alright, let me ask you this—how much time and money are you losing on vehicle shipping? If that stings a bit, it’s time for Auto Hauler Exchange. They’re cutting out the middleman, connecting you straight with carriers. Faster shipments, no hidden fees, and over 5,000 vetted carriers ready to roll. It’s a no-brainer. Plus it’s simple, transparent, and totally free to list. Want faster, smarter shipping? Head over to Autohaulerexchange.com to learn more and get your vehicles moving. - - - Leave a Review: If you're enjoying the podcast, we'd love an honest review here . - - - Socials: Follow on LinkedIn Follow on YouTube Follow on Facebook…
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The Dealer Playbook
1 What Gratitude Taught Me About Life, Business, and Big Wins 17:58
17:58 Lire Plus Tard Lire Plus Tard Des listes J'aime Aimé17:58
Lire Plus Tard Lire Plus Tard Des listes J'aime AiméHey hey, what’s up, DPB Gang? It’s Thanksgiving Day, and I’ve got a little something special for you. First of all, happy Thanksgiving! Can you believe we’ve been on this Dealer Playbook ride together for almost 11 years now? Eleven years! That’s wild. And I just wanna say—I’m so grateful for you. Whether you’ve been here since episode one or you’re jumping in today, you mean the world to me. Now, let me tell you why you this episode is special to me. This isn’t your typical “here’s what I’m thankful for” chat. Nope. Today, I’m unpacking something that’s become a game-changer for me: gratitude . But wait—don’t roll your eyes yet, okay? I’m not talking about fluffy, feel-good platitudes. I’m talking about how practicing gratitude every day has made me more efficient , more focused , and way more clear on what actually matters. So grab a coffee, a turkey leg, or whatever you’re doing today, and let’s hang out for a bit. Thanks, For tuning in! If you enjoyed this episode, support us by clicking the links! Connect with Michael Cirillo Connect with Michael on LinkedIn ⭐️ Like this show? Please leave us a review here — even one sentence helps! Consider including your LinkedIn or Instagram handle so we can thank you personally! CLICK HERE to learn more about The Dealer Playbook! More Dealers Are Choosing To Partner with FlexDealer Looking for a reliable, high-performance dealership marketing partner ? Visit https://www.flexdealer.com to discover why more and more dealers are choosing them over big-box providers. - - - Leave a Review: If you're enjoying the podcast, we'd love an honest review here . - - - Socials: Follow on LinkedIn Follow on YouTube Follow on Facebook…
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The Dealer Playbook
1 Ep. 636 - Dealership Growth Hacks: Beyond ‘Sell More Cars’ With Louie Herron 43:05
43:05 Lire Plus Tard Lire Plus Tard Des listes J'aime Aimé43:05
Lire Plus Tard Lire Plus Tard Des listes J'aime AiméWhat does it really take to turn a struggling dealership into a thriving success? Is it strategy? Leadership? Or something deeper, like belief systems? In this episode, Louie Herron, a seasoned dealership operator and trainer, breaks down the Success Wheel —a leadership framework that shifts mindsets, inspires teams, and creates measurable growth. Louie shares transformative insights into building sustainable success while addressing the industry's toughest challenges. Louie isn’t just a dealership veteran; he’s a transformational leader who has turned struggling stores into thriving operations. He’s walked the walk—from owning and operating dealerships to consulting leaders on how to drive real, sustainable results. “If your team doesn’t believe in the vision, no amount of process or strategy is going to save you.” – Louie Herron This isn’t just a conversation; it’s a playbook for anyone who’s ready to break out of “business as usual” and start seeing results. - - - This Episode's Sponsor Get Your Vehicles Moving Faster Alright, let me ask you this—how much time and money are you losing on vehicle shipping? If that stings a bit, it’s time for Auto Hauler Exchange. They’re cutting out the middleman, connecting you straight with carriers. Faster shipments, no hidden fees, and over 5,000 vetted carriers ready to roll. It’s a no-brainer. Plus it’s simple, transparent, and totally free to list. Want faster, smarter shipping? Head over to Autohaulerexchange.com to learn more and get your vehicles moving. - - - Leave a Review: If you're enjoying the podcast, we'd love an honest review here . - - - Socials: Follow on LinkedIn Follow on YouTube Follow on Facebook…
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The Dealer Playbook
1 Ep. 635 - Turn Setbacks into Success With Adam Marburger 32:57
32:57 Lire Plus Tard Lire Plus Tard Des listes J'aime Aimé32:57
Lire Plus Tard Lire Plus Tard Des listes J'aime AiméHave you ever looked in the mirror and thought, “Am I the problem?” Or perhaps you've felt that inner urge to redefine what success means for you, but didn’t know where to start. In this episode of The Dealer Playbook , I sit down with Adam Marburger—CEO at Ascent Dealer Services-Co founder at Dental Protection Group-Best Selling Author-Brazilian Jiu Jitsu Black Belt. He’s here to talk about something we all face but rarely admit: sometimes, we’re our own worst enemy. Adam’s journey from self-destruction to success is nothing short of a playbook for breaking through your own barriers. In this episode, Adam pulls back the curtain on what it took for him to stare in the mirror and say, “You’re the effing problem.” And trust me, it’s not the kind of conversation that ends there. This is about taking radical ownership, redefining success, and letting go of the toxic voices in our lives. This one’s raw, unfiltered, and straight from the heart. If you’re feeling stuck or just need a reminder that setbacks don’t define you, this is your episode. - - - This Episode's Sponsor Sell Smarter, Not Harder AutoFi helps progressive dealers like you sell smarter, not harder—on your dealership website and, now, in your showroom, too. AutoFi solves the everyday problems dealers actually face: like bottlenecks at the sales desk, customer distrust, and decision overload. And their all-new showroom solution includes deal estimation, desking, lender routing, and an F&I menu – all in one powerful platform that bridges the gap between the CRM and DMS. Go to AutoFi.com/dealerplaybook to learn more. And start selling smarter, today. - - - Leave a Review: If you're enjoying the podcast, we'd love an honest review here . - - - Socials: Follow on LinkedIn Follow on YouTube Follow on Facebook…
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The Dealer Playbook
1 Ep. 634 - Fixed Ops Is The Key to Higher Dealership Profits With Ed Pizzigati 31:21
31:21 Lire Plus Tard Lire Plus Tard Des listes J'aime Aimé31:21
Lire Plus Tard Lire Plus Tard Des listes J'aime AiméThis week, I sit down with Ed Pizzigati, Parts and Service Director at Johnson Automotive Group, to unpack why fixed ops often takes a backseat to sales—and why that could be costing dealerships big time. Ed reveals the hidden potential of fixed ops, from boosting profits to increasing customer retention. We explore: Why fixed ops can be a dealership’s goldmine The cost of disconnect between sales and service Strategies to align service teams with a shared vision Building loyalty through real connections in the service lane If you’re ready to make fixed ops your dealership’s secret weapon, this episode is a must-listen! - - - This Episode's Sponsor FlexDealer Need Better Quality Leads? FLX helps car dealers get better quality leads through localized organic search and highly-targeted digital ads that convert. - - - Leave a Review: If you're enjoying the podcast, we'd love an honest review here . - - - Socials: Follow on LinkedIn Follow on YouTube Follow on Facebook…
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The Dealer Playbook
Hey, DPB gang – buckle up for a spooky one because this episode is about to blow your mind. Ever felt like tech was moving so fast it was downright freaky? Well, I just stumbled onto something that left me feeling like my grandpa the first time he saw a cell phone. I’m talking about Google’s Notebook LM, an AI tool that’s honestly one step away from holding full-blown conversations like your favorite talk show hosts. Yeah, I threw my Don't Wait, Dominate book into this thing and hit play...and what came out? Pure gold . It was like listening to two people banter back and forth about my own words with humor, depth, and all the personality in the world. In this episode, I’m pulling back the curtain on AI and its jaw-dropping capabilities for dealerships, marketers, and pretty much anyone ready to dominate in a digital world. Imagine a tool that doesn’t just spit back information but can generate full-on conversations based on the sources you give it. It’s spooky cool—especially if you’re an early tech adopter like me. But here’s the real kicker: the more we dig into AI, the more we see how critical it is to stay human in our approach. Think of it this way: while AI might be the powerful tool we need to cut through today’s noise, it’s still you that customers want to trust. So, if you’re worried about where this all leaves us as humans in the car biz, don’t be. There’s a way forward that lets us own the tech without losing the soul. Hit play for my deep dive into Notebook LM, wild stories about customer connection, and a few secrets on how to start creating lasting value in today’s world—using tech that’s anything but boring. Happy (AI) Halloween, my friends! Thanks, For tuning in! If you enjoyed this episode, support us by clicking the links! Connect with Michael Cirillo Connect with Michael on LinkedIn ⭐️ Like this show? Please leave us a review here — even one sentence helps! Consider including your LinkedIn or Instagram handle so we can thank you personally! CLICK HERE to learn more about The Dealer Playbook! More Dealers Are Choosing To Partner with FlexDealer Looking for a reliable, high-performance dealership marketing partner ? Visit https://www.flexdealer.com to discover why more and more dealers are choosing them over big-box providers. - - - Leave a Review: If you're enjoying the podcast, we'd love an honest review here . - - - Socials: Follow on LinkedIn Follow on YouTube Follow on Facebook…
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The Dealer Playbook
1 Ep. 633 - Complacency is Killing Dealerships, With Todd Caputo 33:47
33:47 Lire Plus Tard Lire Plus Tard Des listes J'aime Aimé33:47
Lire Plus Tard Lire Plus Tard Des listes J'aime AiméIn this episode my guest is Todd Caputo—President of Todd Caputo Consulting and a guy who’s been in the trenches of this industry for decades. We dive deep into the state of the wholesale and retail markets, touching on everything from global politics to the looming used car shortage (spoiler alert: it’s coming, and you’ll want to be ready). Todd shares his no-nonsense take on what’s affecting our industry right now—like skyrocketing gas prices, the impact of natural disasters, and the financial squeeze on consumers. But this episode isn’t just about market analysis. We also get real about something that doesn’t get talked about enough: complacency. Todd breaks down how post-COVID, many dealerships have fallen back into lazy habits—and how that’s costing them big time. We talk about the importance of emotional intelligence, hustle, and why listening to your customers might just be your secret weapon in an AI-driven world. Here’s the thing, folks—if you’re not thinking about where your business is vulnerable, you’re already behind. Todd drops some serious knowledge bombs on how to run a lean, mean operation and why leadership starts with holding yourself accountable before you can lead anyone else. You won’t want to miss Todd’s perspective on where the industry is headed and how to stay one step ahead. This is an episode full of wisdom, humor, and some hard-hitting truths that will leave you thinking long after it’s over. - - - This Episode's Sponsor More Dealers Are Choosing To Partner with FlexDealer They help car dealers get better quality leads through localized organic search and highly-targeted ads that convert. - - - Leave a Review: If you're enjoying the podcast, we'd love an honest review here . - - - Socials: Follow on LinkedIn Follow on YouTube Follow on Facebook…
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The Dealer Playbook
1 Ep. 632 - How to Cultivate a High-Performing Dealership Team, With Ryan Rohrman 42:50
42:50 Lire Plus Tard Lire Plus Tard Des listes J'aime Aimé42:50
Lire Plus Tard Lire Plus Tard Des listes J'aime AiméWhat does it truly mean to build a legacy, and how do you balance that legacy with modern-day leadership challenges? Can tradition and innovation coexist in a way that fuels success? In this episode of The Dealer Playbook , I sit down with Ryan Rohrman, CEO of Rohrman Automotive Group, a third generation leader to unpack the strategies behind leading one of the most successful family-owned automotive groups in the country. What We Discuss in This Episode: Here’s the thing: Ryan didn’t just inherit his leadership role—he earned it by working his way up from the ground floor. Now, he’s running a 177,000 square-foot Honda store that’s breaking records. In our conversation, we dive into what it really takes to combine the power of legacy with a modern approach to leadership, hiring, and team culture. Curious about how to create a team that’s not only loyal but also highly motivated to grow your business? Ryan shares insights that will completely shift the way you think about your people and how to unlock their potential. You’ll learn how Ryan transitioned from being hands-on in every aspect of the business to empowering 1,500 employees to operate at their best. And trust me, it’s not about micromanaging—it’s about leading by example, with purpose and authenticity. Oh, and you’ll hear the incredible story of how Ryan finished a project his grandfather started—a massive Honda dealership that’s now the largest in the world. It's a lesson in vision, perseverance, and how to honor the past while building the future. - - - This Episode's Sponsor is AutoFI Sell Smarter, Not Harder AutoFi helps progressive dealers like you sell smarter, not harder—on your dealership website and, now, in your showroom, too. AutoFi solves the everyday problems dealers actually face: like bottlenecks at the sales desk, customer distrust, and decision overload. And their all-new showroom solution includes deal estimation, desking, lender routing, and an F&I menu – all in one powerful platform that bridges the gap between the CRM and DMS. Go to AutoFi.com/dealerplaybook to learn more. And start selling smarter, today. - - - Leave a Review: If you're enjoying the podcast, we'd love an honest review here . - - - Socials: Follow on LinkedIn Follow on YouTube Follow on Facebook…
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The Dealer Playbook
1 Ep. 631 - How to Turn Your F&I Department Into a Profit Powerhouse, With Dave Perriton 28:09
28:09 Lire Plus Tard Lire Plus Tard Des listes J'aime Aimé28:09
Lire Plus Tard Lire Plus Tard Des listes J'aime AiméIn this episode, my guest is Dave Perriton, Regional Vice President at RoadVantage, to dive deep into one of the most misunderstood parts of the car-buying experience—F&I (Finance & Insurance). Now, I know, the moment customers hit the finance office, things can get a little... disconnected. But what if I told you there’s a way to turn that final step into the most seamless, trust-building moment of the entire process? Here’s what you’ll learn: Why 95% of dealerships are making F&I harder than it needs to be (and how you can flip the script). The hidden mistakes that make customers feel disconnected right when you’re supposed to be closing the deal. How a simple shift in focus—from products to people—can explode your F&I revenue . This isn’t just theory—these are real, actionable strategies that can make your F&I office the most powerful tool in your dealership’s arsenal. And trust me, you won’t find this stuff in textbooks. So if you’re looking to level up your dealership’s F&I game and turn your finance department into a customer magnet, this one’s for you. Buckle up, because we’re not just talking business—we’re talking about transforming the way you connect with your customers. - - - This Episode's Sponsor is FlexDealer FlexDealer Need Better Quality Leads? FLX helps car dealers generate better quality leads through localized organic search and highly-targeted ads that convert. They also help integrate marketing with internal operations for optimal results, and unparalleled growth. - - - Leave a Review: If you're enjoying the podcast, we'd love an honest review here . - - - Socials: Follow on LinkedIn Follow on YouTube Follow on Facebook…
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The Dealer Playbook
1 Ep. 630 - The Truth About Vehicle Logistics, With Royce Neubauer 22:00
22:00 Lire Plus Tard Lire Plus Tard Des listes J'aime Aimé22:00
Lire Plus Tard Lire Plus Tard Des listes J'aime AiméIn this episode, I’m discussing a topic that’s rarely on the surface of our minds but impacts every single part of the car business—vehicle logistics. I had the chance to sit down with Royce Neubauer , the brilliant founder of Auto Hauler Exchange, to uncover some real truths about how the logistics world operates (or, in many cases, doesn’t ). Here’s the deal: What if the very thing you thought was helping your business was actually the one thing holding it back? Yep, Royce admits that brokers—like him—have often been the ones blocking progress. But instead of accepting that as the norm, he did something radical: he set out to eliminate the broker. "The problem in vehicle logistics is the broker—we're the ones blocking collaboration." We’re talking about the Amazon effect , how dealers can expand beyond state lines with ease, and why now—more than ever— the car business needs to rethink how we ship vehicles. You’ll hear how Royce’s platform is helping dealers save 15-20% on logistics costs while allowing carriers to fill up their trucks and boost their revenue. This episode is packed with insights you won’t hear anywhere else. If you’ve ever waited weeks for a car to be delivered or felt frustrated by the inefficiencies of moving vehicles around the country, this conversation is going to open your eyes. "We need to eliminate ourselves from the equation so that dealers and carriers can collaborate directly. That’s the only way forward." The best part? Royce is building a system that doesn’t just fix today’s problems—it’s preparing dealers and carriers for the future of logistics. Think of this as a behind-the-scenes look at how the vehicles we buy and sell actually get to their destination. If you want to know how you can save big, move faster, and work smarter , this is the episode for you. - - - This Episode's Sponsor Get Your Vehicles Moving Faster Alright, let me ask you this—how much time and money are you losing on vehicle shipping? If that stings a bit, it’s time for Auto Hauler Exchange. They’re cutting out the middleman, connecting you straight with carriers. Faster shipments, no hidden fees, and over 5,000 vetted carriers ready to roll. It’s a no-brainer. Plus it’s simple, transparent, and totally free to list. Want faster, smarter shipping? Head over to Autohaulerexchange.com to learn more and get your vehicles moving. - - - Leave a Review: If you're enjoying the podcast, we'd love an honest review here . - - - Socials: Follow on LinkedIn Follow on YouTube Follow on Facebook…
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The Dealer Playbook
1 Ep. 629 - How to Sell More Cars Without the Pressure, With Vinnie Moya 31:57
31:57 Lire Plus Tard Lire Plus Tard Des listes J'aime Aimé31:57
Lire Plus Tard Lire Plus Tard Des listes J'aime AiméYou know those stories that start with, "I never thought in a million years I'd end up here?" That’s exactly how my conversation with Vinnie Moya kicks off, or as the world knows him—Vinnie the Car Guru. Now, let me tell you, this guy's story is wild. We’re talking about a guy who went from trucking to top-performing automotive sales pro in a matter of years, and he’s dropping knowledge bombs left, right, and center. Vinnie’s got this knack for spotting opportunity where others see roadblocks, and honestly, his journey is packed with lessons for anyone looking to build a personal brand that stands out in today’s automotive landscape. We get real about everything from creating a no-pressure sales environment to the power of embracing new trends (spoiler: he’s a big believer in EVs). If you've ever wondered how to genuinely connect with customers, turn social media into a powerhouse for sales, or leverage your strengths to carve out your unique space in a crowded industry, this episode is your guidebook. But what really stood out to me—and I think you’ll appreciate this—is how Vinnie talks about creating a no-pressure environment for his clients. In an industry that’s often stereotyped as pushy, his approach is a breath of fresh air. His approach to sales isn’t about pressure—it’s about providing an experience that makes people feel good about their decisions. And trust me, there are gems in this episode that you’ll be able to apply the next time you’re on the lot or connecting with a customer. - - - This Episode’s Sponsor FlexDealer Need Better Quality Leads? FLX helps car dealers generate better quality leads through localized organic search and highly-targeted ads that convert. They also help integrate marketing with internal operations for optimal results, and unparalleled growth. - - - Leave a Review: If you're enjoying the podcast, we'd love an honest review here . - - - Socials: Follow on LinkedIn Follow on YouTube Follow on Facebook…
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The Dealer Playbook
1 The Secret Car Sales Strategy Your Competitors Don't Know About 22:40
22:40 Lire Plus Tard Lire Plus Tard Des listes J'aime Aimé22:40
Lire Plus Tard Lire Plus Tard Des listes J'aime AiméHey gang, welcome to another episode of MC on the MIC —and trust me, this one’s gonna blow the lid off your sales and service game. We’re diving into a strategy that’s so simple, you’re going to wonder why you haven’t been doing it all along. No fluff, just straight talk. Look, we’ve all been there. Overcomplicating things, chasing the next shiny object, wondering how much more we need to throw at ads just to stay in the game. But here’s the truth: the competitive advantage you’ve been looking for is already in your backyard. Literally. In this episode, I’m breaking down how you can leverage something as simple as Facebook groups (yes, Facebook ) to build real, meaningful connections with people in your community—without ever coming across like that pushy salesperson. And guess what? Your competitors aren’t doing this, which makes it all the more powerful. It’s hand-to-hand combat, human-to-human interaction, and I’m walking you through every step. By the end of this, you’ll see how this ridiculously easy strategy can position you as the go-to person in your market. - - - This Episode's Sponsor FlexDealer Need Better Quality Leads? FLX helps car dealers generate better quality leads through localized organic search and highly-targeted ads that convert. They also help integrate marketing with internal operations for optimal results, and unparalleled growth. - - - Leave a Review: If you're enjoying the podcast, we'd love an honest review here . - - - Socials: Follow on LinkedIn Follow on YouTube Follow on Facebook…
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The Dealer Playbook
1 Ep. 628 - How Car Dealers Create Unreasonable Hospitality, With Michael L. Wood 28:43
28:43 Lire Plus Tard Lire Plus Tard Des listes J'aime Aimé28:43
Lire Plus Tard Lire Plus Tard Des listes J'aime AiméIn this episode my guest is, Michael L. Wood, General Manager at Checkered Flag Jaguar Land Rover VW, to unpack something that I think everybody in business should be paying attention to: unreasonable hospitality. What does that even mean, right? Well, think about it this way: How often do you leave a place (whether it’s a restaurant, a store, or even a dealership) feeling like they actually cared about you, like they went beyond the sale to make your experience truly unforgettable? Probably not often enough. But Michael’s figured it out, and let me tell you, it’s changing the game in the auto industry. In this episode, Michael shares how he’s using small, thoughtful actions to create a lasting impression on his customers—and how it’s leading to loyalty and referrals like you wouldn’t believe. We talk about everything from using social media to better understand clients before they even walk through the door, to the importance of leadership that empowers your team to think for themselves. - - - This Episode's Sponsor Get Your Vehicles Moving Faster Alright, let me ask you this—how much time and money are you losing on vehicle shipping? If that stings a bit, it’s time for Auto Hauler Exchange. They’re cutting out the middleman, connecting you straight with carriers. Faster shipments, no hidden fees, and over 5,000 vetted carriers ready to roll. It’s a no-brainer. Plus it’s simple, transparent, and totally free to list. Want faster, smarter shipping? Head over to Autohaulerexchange.com to learn more and get your vehicles moving. - - - Leave a Review: If you're enjoying the podcast, we'd love an honest review here . - - - Socials: Follow on LinkedIn Follow on YouTube Follow on Facebook…
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The Dealer Playbook
1 Ep. 627 - Promote Your Dealership Employees From Within, With Sam D’Arc. 34:32
34:32 Lire Plus Tard Lire Plus Tard Des listes J'aime Aimé34:32
Lire Plus Tard Lire Plus Tard Des listes J'aime AiméIn this episode, my guest is the COO of Ziegler Auto Group, Sam D’Arc, and trust me when I say this is not your typical conversation about selling cars. In fact, we’re not talking about selling cars at all. Sam and I dive deep into what really makes a dealership thrive—and spoiler alert—it’s not just about inventory or car payments. But here’s the deal: Sam and I go beyond the sales floor and get into what really makes an auto group thrive. We’re talking culture, passion, and what it means to create a lifelong love affair with your people. Imagine walking into a dealership where the focus is on celebrating employees living their best lives, not just pushing numbers. We dig into how Ziegler is making that happen across 41 rooftops and what it means to foster an environment where people can grow, evolve, and find their calling—whether it’s turning a wrench or syncing someone’s Bluetooth. But more than that, this episode is about breaking the mold—how treating your employees right leads to treating your customers right, and why chasing a journey with no end might just be the key to lasting success. You’ll walk away from this one inspired, with a fresh perspective on leadership, culture, and the power of doing business differently. Plus, I threw in a couple of listener questions, including one about Sam’s favorite failure that will hit home for anyone who's ever faced a setback. - - - This Episode's Sponsor Sell Smarter, Not Harder AutoFi helps progressive dealers like you sell smarter, not harder—on your dealership website and, now, in your showroom, too. AutoFi solves the everyday problems dealers actually face: like bottlenecks at the sales desk, customer distrust, and decision overload. And their all-new showroom solution includes deal estimation, desking, lender routing, and an F&I menu – all in one powerful platform that bridges the gap between the CRM and DMS. Go to AutoFi.com/dealerplaybook to learn more. And start selling smarter, today. - - - Leave a Review: If you're enjoying the podcast, we'd love an honest review here . - - - Socials: Follow on LinkedIn Follow on YouTube Follow on Facebook…
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The Dealer Playbook
1 Ep. 626 - How To Sell More EV's In 2024, With Moose Pohyar 32:21
32:21 Lire Plus Tard Lire Plus Tard Des listes J'aime Aimé32:21
Lire Plus Tard Lire Plus Tard Des listes J'aime AiméIn this episode my guest is Moose Pohyar, the General Manager at Lithia Hyundai of Fresno, who’s been making serious waves in the EV space. Now, if you’ve been with me on this journey for a while, you know I love diving into the stories of folks who’ve turned what some might call just a job into a fulfilling career. Moose is one of those people. What I love about this conversation is how Moose doesn’t shy away from the real challenges dealers face today, especially when it comes to selling EVs in rural markets. We’re talking about a guy who’s increased his EV sales by 300% in just over a year—no small feat, especially when you consider the skepticism that still exists around electric vehicles. Moose shares the exact strategies he used to get there, from dealership staging to heavy-duty product knowledge training, and even how he’s been able to flip the narrative on EVs in an area where gasoline and diesel have been king for decades. Moose also shares his thoughts on the future of the automotive industry, and let’s just say, if you’re wondering what the next big thing in car sales is, this episode is for you. Plus, we get into some real talk about what it takes to stay ahead in this business, especially when the landscape is changing faster than ever. - - - This Episode's Sponsor FlexDealer Need Better Quality Leads? FLX helps car dealers generate better quality leads through localized organic search and highly-targeted ads that convert. They also help integrate marketing with internal operations for optimal results, and unparalleled growth. - - - Leave a Review: If you're enjoying the podcast, we'd love an honest review here . - - - Socials: Follow on LinkedIn Follow on YouTube Follow on Facebook…
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The Dealer Playbook
1 Ep. 625 - Every Car Dealer Needs This One Marketing Strategy, With Charles Cannon 34:39
34:39 Lire Plus Tard Lire Plus Tard Des listes J'aime Aimé34:39
Lire Plus Tard Lire Plus Tard Des listes J'aime AiméIn this episode my guest is Charles Cannon, General Manager of BMW of West Houston, to unpack the strategies that have kept him at the top of his game for over a decade. Charles is the kind of guy who’s not just in the car business; he’s mastered the art of it. We’re talking about how to truly dominate your local market, not with the latest fads, but with tried-and-true strategies that have stood the test of time. Charles shares his journey from seeing car sales as just a job to embracing it as a lifelong career, offering insights that are as relevant today as ever. We also discuss how to overcome the fear of video marketing, the importance of treating customers like guests, and how to navigate the current economic challenges with integrity and professionalism. Key Takeaways: The critical role of consistency in long-term success. How to build meaningful customer relationships in a digital world. Practical tips for overcoming the fear of video marketing. Navigating economic challenges with a positive mindset. - - - This Episode's Sponsor FlexDealer Need Better Quality Leads? FLX helps car dealers generate better quality leads through localized organic search and highly-targeted ads that convert. They also help integrate marketing with internal operations for optimal results, and unparalleled growth. - - - Leave a Review: If you're enjoying the podcast, we'd love an honest review here . - - - Socials: Follow on LinkedIn Follow on YouTube Follow on Facebook…
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The Dealer Playbook
1 Ep. 624 - Your Dealership’s Success Desperately Depends On Business DNA, With Tim Hayden 29:35
29:35 Lire Plus Tard Lire Plus Tard Des listes J'aime Aimé29:35
Lire Plus Tard Lire Plus Tard Des listes J'aime AiméThis week's episode is one of those conversations that gets you thinking on a deeper level about your business and where it’s headed. I had the pleasure of sitting down with my good friend Tim Hayden, the CEO of Braintrust Partners, and let me tell you, this is one you don’t want to miss. You know how we always talk about growth and pushing the boundaries? Well, Tim takes that to a whole new level by diving into what he calls your business’s DNA. We’re not talking about generic best practices here—this is about understanding the unique factors that make your dealership tick. Think of it like getting under the hood of your business and fine-tuning it for maximum performance. Tim’s got some serious chops in the world of data and AI, and he’s all about using that to help businesses like yours transform and thrive. We dig into the nuts and bolts of how to leverage your data, not just to survive, but to absolutely crush it in today’s market. And trust me, if you’ve ever felt that initial sticker shock when thinking about investing in new technology, Tim’s got some solid advice on how to get past that and see the bigger picture. - - - This Episode's Sponsor More Dealers Are Choosing To Partner with FlexDealer Looking for a reliable, high-performance dealership marketing partner ? Visit https://www.flexdealer.com to discover why more and more dealers are choosing them over big-box providers. - - - Leave a Review: If you're enjoying the podcast, we'd love an honest review here . - - - Socials: Follow on LinkedIn Follow on YouTube Follow on Facebook…
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The Dealer Playbook
1 Top Tip For Getting More Attention Than Your Competitors 21:37
21:37 Lire Plus Tard Lire Plus Tard Des listes J'aime Aimé21:37
Lire Plus Tard Lire Plus Tard Des listes J'aime AiméHey there, DPB gang! Welcome to episode 2 of MCEEEE on the MIC! Today, I’m peeling back the curtain on a tool that’s been right under our noses, totally free, and shockingly underutilized—Google Business Profile. If you’ve been with me for a while, you know I'm all about cutting through the noise to bring you tactics that are not just buzzworthy, but actually deliver. And let me tell you, today’s episode is a real treasure trove. We’re diving deep into how to harness the full potential of Google Business Profile to skyrocket your local marketing—without spending a single dime. “Being half Italian, half Portuguese, there’s an inner battle happening all the time. The Italian in me wants the best money can buy; the Portuguese in me wants it for free.” Join me as I break down why this isn't just another tech tip but a major game changer for boosting your local visibility. I’ll be sharing some personal stories about how simple strategies turned into big wins and why I think you’re going to love experimenting with these tactics just as much as I have. What you’ll learn : How to effectively use your Google Business Profile to enhance local SEO. Simple tweaks to your profile that can make a massive difference in visibility. Creative ways to engage with your community and build a memorable brand presence. And hey, because I value our time together, I promise to keep it snappy, practical, and as always, full of the energy you’ve come to expect. Grab your coffee, and let’s make some magic happen. Thanks, For tuning in! If you enjoyed this episode, support us by clicking the links! Connect with Michael Cirillo Connect with Michael on LinkedIn ⭐️ Like this show? Please leave us a review here — even one sentence helps! Consider including your LinkedIn or Instagram handle so we can thank you personally! CLICK HERE to learn more about The Dealer Playbook! More Dealers Are Choosing To Partner with FlexDealer Looking for a reliable, high-performance dealership marketing partner ? Visit https://www.flexdealer.com to discover why more and more dealers are choosing them over big-box providers. - - - Leave a Review: If you're enjoying the podcast, we'd love an honest review here . - - - Socials: Follow on LinkedIn Follow on YouTube Follow on Facebook…
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The Dealer Playbook
1 Greg Gifford: Why Your SEO Strategy is Failing 38:51
38:51 Lire Plus Tard Lire Plus Tard Des listes J'aime Aimé38:51
Lire Plus Tard Lire Plus Tard Des listes J'aime AiméThere’s a good reason that many companies have SEO experts on their teams and spend resources and money on using the tactic in marketing activities. Well, in this episode Greg Gifford is here to help us understand why that is and why we should too. Greg Gifford is not just a name in the SEO world; he’s a force to be reckoned with. As the COO of Search Lab Digital, Greg has shared his expertise globally, helping businesses enhance their online presence. Known for his engaging and practical approach to local SEO, Greg is the go-to guy for anyone serious about mastering the art of search engine optimization. What We Discuss In This Episode: In this episode, Greg Gifford and I dive into the ever-changing world of SEO. We kick things off by talking about the evolution of SEO and how it's been as unpredictable as the Marvel Universe, emphasizing the importance of staying agile and innovative to keep up with Google's algorithm updates. While there's a lot of buzz about AI's impact on SEO. Greg demystifies these claims, explaining why AI tools are not the ultimate game-changers some believe them to be. "AI isn't the magic bullet for SEO. It's a tool that needs careful handling and human oversight to ensure quality." Content is king, but context is the emperor. Greg stresses the necessity of creating valuable, relevant content that answers your customers' questions. "Anticipating customer questions and providing those answers is crucial," he says. We explore beyond keyword stuffing to a more holistic approach, aiming to help your business stand out and foster deeper engagement with your audience. Thanks, Greg Gifford! If you enjoyed this episode featuring Greg Gifford, support us by clicking the links! Connect with Greg Gifford on LinkedIn Listen to the full episode for insights and context from Greg Gifford! ⭐️ Like this show? Please leave us a review here — even one sentence helps! Consider including your LinkedIn or Instagram handle so we can thank you personally! Connect with Michael Cirillo Connect with Michael on LinkedIn CLICK HERE to learn more about The Dealer Playbook! Sell Smarter, Not Harder AutoFi helps progressive dealers like you sell smarter, not harder—on your dealership website and, now, in your showroom, too. AutoFi solves the everyday problems dealers actually face: like bottlenecks at the sales desk, customer distrust, and decision overload. And their all-new showroom solution includes deal estimation, desking, lender routing, and an F&I menu – all in one powerful platform that bridges the gap between the CRM and DMS. Go to AutoFi.com/dealerplaybook to learn more. And start selling smarter, today. - - - Leave a Review: If you're enjoying the podcast, we'd love an honest review here . - - - Socials: Follow on LinkedIn Follow on YouTube Follow on Facebook…
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The Dealer Playbook
1 Ryan Stewman: How to Negotiate and Close a Car Deal 41:40
41:40 Lire Plus Tard Lire Plus Tard Des listes J'aime Aimé41:40
Lire Plus Tard Lire Plus Tard Des listes J'aime AiméRyan Stewman (a.k.a Hardcore Closer) has never had a salaried job in his life. He has a real 'eat-what-you-hunt' mentality which fosters his consistent entrepreneurial approach to sales. In this special rewind episode, we revisit a timeless conversation with Ryan Stewman. Ryan walks through the best way to navigate negotiating and closing a car deal. Using real examples from his life as a car sales professional, he shares a unique way of viewing everyday challenges that every car pro faces. What We Discuss in This Episode: We start by digging into what really sets a closer apart from just a salesperson. Trust me, there's a big difference. Ryan shares why being a closer is about more than just making the sale—it's about sealing the deal and getting paid. Ryan doesn’t pull any punches when it comes to the stereotypes that plague our industry. He talks about how to rise above the negative perceptions and build genuine trust with your customers. His approach is all about honesty and transparency—being real with people so they can be real with you. One of the standout moments in our chat is when Ryan breaks down the art of persistence. He shares some killer examples of how sticking to your guns can turn a no into a yes. This is about mastering those tough conversations and never shying away from asking for the business. Play the game Not only is it vital to know the game you're playing, but you need to be willing to play it. It's crazy how many car pros complain about the negotiation process when working a car deal, but that's just part of the game. If you take the time needed to know how to navigate the game, your chances of winning increase exponentially. Thanks, Ryan Stewman! If you enjoyed this episode featuring Ryan Stewman, support us by clicking the links! Connect with Ryan Stewman on Linkedin Listen to the full episode for insights and context from Ryan Stewman ⭐️ Like this show? Please leave us a review here — even one sentence helps! Consider including your LinkedIn or Instagram handle so we can thank you personally! Connect with Michael Cirillo Connect with Michael on LinkedIn CLICK HERE to learn more about The Dealer Playbook! More Dealers Are Choosing To Partner with FlexDealer Looking for a reliable, high-performance dealership marketing partner ? Visit https://www.flexdealer.com to discover why more and more dealers are choosing them over big-box providers. - - - Leave a Review: If you're enjoying the podcast, we'd love an honest review here . - - - Socials: Follow on LinkedIn Follow on YouTube Follow on Facebook…
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The Dealer Playbook
1 Glenn Lundy’s Blueprint for Dealership Success 41:37
41:37 Lire Plus Tard Lire Plus Tard Des listes J'aime Aimé41:37
Lire Plus Tard Lire Plus Tard Des listes J'aime AiméHey gang, welcome to this episode! Today, we’re not just in any studio – we’re recording right from inside the new 800% Elite Auto dealership with none other than Glenn Lundy himself. Glenn Lundy is a trailblazer in the automotive industry with a refreshingly unconventional approach to running dealerships. As the founder of 800% Elite Auto, he has pioneered a unique integration of leadership development and media into his business model. Glenn’s mission is clear: to transform the car buying experience and dealership culture by putting people first. What We Discuss In This Episode: In this episode, we discuss Glenn Lundy’s transformative vision for 800% Elite Auto. Glenn shares that his dealership would be a leadership development academy first, a media company second, and a car seller last. This revolutionary approach shifts the focus from just moving vehicles off the lot to nurturing and empowering leaders, ensuring that the dealership’s success is built on a foundation of strong, capable individuals. We also discuss why the podcast studio was the first priority in the dealership, while also discussing the key habits that help him recognize and seize opportunities, the importance of a morning routine, acting with urgency, and assessing opportunities quickly. One of the most intriguing aspects of Glenn’s method is his no-schedule policy. He explains how this policy fosters a culture of responsibility and high performance. By treating team members as adults, this approach challenges traditional workplace structures, emphasizing trust and empowerment over micromanagement. Thanks, Glenn Lundy! If you enjoyed this episode featuring Glenn Lundy, support us by clicking the links! Connect with Glenn Lundy on Linkedin Listen to the full episode for insights and context from Glenn Lundy ⭐️ Like this show? Please leave us a review here — even one sentence helps! Consider including your LinkedIn or Instagram handle so we can thank you personally! Connect with Michael Cirillo Connect with Michael on LinkedIn CLICK HERE to learn more about The Dealer Playbook! More Dealers Are Choosing To Partner with FlexDealer Looking for a reliable, high-performance dealership marketing partner ? Visit https://www.flexdealer.com to discover why more and more dealers are choosing them over big-box providers. - - - Leave a Review: If you're enjoying the podcast, we'd love an honest review here . - - - Socials: Follow on LinkedIn Follow on YouTube Follow on Facebook…
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