Explorez tous les épisodes du podcast The Dealer Playbook
| Titre | Date | Durée | |
|---|---|---|---|
| Jimmy Douglas: Why 49% of Car Dealers Struggle to Sell EVs | Car Sales | Ep.677 | 11 Sep 2025 | 00:35:15 | |
In this episode my guest is Jimmy Douglas, founder and CEO of Plug and former Tesla exec. Jimmy’s one of the sharpest voices in the pre-owned EV market, and he’s here to break down what most dealers are missing, and what a small group is quietly getting right. We talk about why nearly half of dealers still won’t touch used EVs, what it actually takes to build a profitable EV business inside your store, and why “dipping your toe in” may be worse than not playing at all. Jimmy also shares how culture inside the dealership makes or breaks EV success, what numbers you should pay attention to, and how to avoid getting stuck with inventory that loses value faster than you expect. If you’ve been on the fence about EVs, this conversation will help you sort through the noise and figure out whether your store is ready—or if it’s better to wait. Either way, you’ll walk away with a clearer picture of what’s really happening in the market and how to prepare for what’s coming. Tune in! You can also grab your free copy of my #1 bestselling ebook Don’t Wait, Dominate! here → www.flexdealer.com - - - - - - | |||
| Ondar Tarlow: Activate More Car Buyers with VIP Events | Car Sales | Ep. 676 | 04 Sep 2025 | 00:44:16 | |
In this episode my guest is Ondar Tarlow, a marketing strategist with more than 20 years of experience working with brands like Fastlane Drive, Pacific Premier Bank, and the LA Chargers. He’s built a career on creating events and campaigns that actually move people—sometimes literally into showrooms. We dig into the big question dealers wrestle with all the time: what actually makes an event memorable? Ondar breaks down why so many VIP activations fall flat, and what it takes to craft experiences that stand out in a world where everyone is competing for the same high-value customers. You’ll hear insights on:
If you’ve ever wondered how to make your dealership events more than just “another invite,” this conversation will get you thinking differently about experiences, community, and what customers really value. - - - | |||
| Ep. 667 - The New Rules of SEO for Car Dealers in 2025, with Colin Carrasquillo | 03 Jul 2025 | 00:47:20 | |
In this episode, my guest is Colin Carrasquillo, Digital Marketing Manager at Nielsen Auto Group. We’re diving into some of the real challenges and solutions that most dealers are thinking about but rarely talk about out loud. We talk about what it actually looks like to get your vendor partners working together instead of pulling in different directions. Colin shares how he’s doing this at scale across 14 rooftops and why it’s changing the game for their group. We also get into why most dealers are still chasing the wrong SEO strategy in 2025 and what really matters now if you want to show up where your customers are actually searching. You’ll learn:
This conversation is packed with useful ideas you can take back to your store, and it’ll definitely make you rethink how you approach your partnerships and marketing. - - - - - - | |||
| Glenn Lundy: How To Navigate Auto Industry Uncertainties Like a Pro | 09 Nov 2023 | 00:33:42 | |
Glenn Lundy is the only person in the world that grew a dealership 800% in 5 years, from 120 cars a month to 1000, in a small town of only 9600 people. He is also the founder of the 800 Percent Club. Known for his innovative and resilient mindset, Glenn shares insights on weathering storms in the auto industry, drawing inspiration from his vast experience and unique perspectives. What We Discuss In This Episode: He highlights the concept of the infinite game and the need for dealers to have a long-term perspective. Key Takeaways:
This episode serves as a compass for automotive professionals navigating uncertainty, offering practical insights, and inspiring a mindset shift towards building resilience in the ever-evolving auto industry. 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! Thanks, Glenn Lundy! If you enjoyed this episode featuring Glenn Lundy, support us by clicking the links! Connect with Michael Cirillo 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. - - - | |||
| Todd Hauser: How Generative AI Powers Auto Marketing Success | 02 Nov 2023 | 00:26:25 | |
Todd Hauser is the Executive Vice President, Strategic Partnerships at fullthrottle.ai. Todd has been actively involved in the automotive industry for over three decades. He has witnessed how the industry has evolved from the age of traditional advertising to digital marketing and, now, the era of generative AI. What We Discuss in This Episode: This episode is all about removing ambiguity from your digital marketing game and learning how generative AI is reshaping the way car dealers connect with their customers. We explore topics including the evolution of marketing strategies the impact of cookie deprecation on targeting and engagement methods as well as the significance of delivering personalized customer experiences. The number one goal for any dealer should be to be a valued member of the community, a trusted source that everybody looks to." - Todd Hauser Marketing needs to transition its emphasis from a purchasing process to a continuous customer journey that places importance on tailored experiences and retaining customers. Listen to the full episode for insights and context from Todd Hauser! ⭐️ 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! Thanks, Todd Hauser! If you enjoyed this episode featuring Todd Hauser, support us by clicking the links! Connect with Michael Cirillo 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. - - - | |||
| Lisa Copeland: How to Pivot, not Panic! | 26 Oct 2023 | 00:20:20 | |
International Keynote Speaker, Best Selling Author, Award -Winning Sales Strategist, and Former Automotive Dealer Principle. In this episode, I sit down with my dear friend, Lisa Copeland, after a decade-long hiatus from our last conversation. We delve into Lisa's journey from the automotive industry to the world of real estate and beyond. Discover the pivotal moments and stepping stones that led to her tremendous success. Join us as we discuss the power of people and leadership, as well as the importance of solving problems, serving needs, and staying true to your aspirations. What We Discuss In This Episode: In this episode, we discuss how to balance demanding excellence from your team while also being there to support and lead. Lisa's approach to management is deeply rooted in her commitment to being right there with her team, slaying dragons alongside them. We explore the idea of solving problems and serving needs as the foundation of any business. Lisa emphasizes the importance of embracing challenges and pivoting during uncertain times, like the pandemic. Are you facing challenges in your career or business, wondering how to pivot effectively? Join us as we explore Lisa Copeland's incredible journey from the automotive industry to real estate and beyond. Learn how to build powerful teams, find solutions in problems, and overcome fear to maintain faith in your journey. Lisa's inspiring story will motivate you to tackle any obstacle with resilience and determination. Listen to the full episode to discover Lisa's wisdom, her passion for people, and her unwavering commitment to success. Whether you're in the automotive industry, real estate, or any other field, the insights from this conversation will empower you to pivot and thrive. Listen to the full episode for insights and context from Lisa Copeland! ⭐️ 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! Thanks, Lisa Copeland! If you enjoyed this episode featuring Guest Name, support us by clicking the links! Connect with Michael Cirillo 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. - - - | |||
| Sell Like A Pro: A Game-changing Video Hack For Car Dealers | 19 Oct 2023 | 00:15:27 | |
We all want more customers right? In this highly competitive world of auto - industry, turning prospects into loyal customers is a crucial skill for success. But It's always crucial to nurture prospects from the start so they become clients. Well in this episode, I want to share an exciting and innovative strategy with you that will revolutionize the way you turn prospects into loyal customers. So, whether you're watching this on YouTube or listening in, stick around because what we're about to dive into is a game-changer. What We Discuss In This Episode: Have you ever wondered how industry giants like Uber, Airbnb, and Amazon achieved their success without inventing something entirely new? In this episode, I delve into the concept that innovation isn't necessarily about groundbreaking ideas but about reimagining and assembling existing tools in a fresh way. I challenge the notion that innovation is reserved for those with billion-dollar budgets and instead emphasize how every dealership can leverage what they already have to create extraordinary experiences for customers. Key Takeaways: It's Not About What You Have, but How You Use It: I break down the myth that innovation requires inventing something entirely new. Drawing parallels with companies like Uber and Airbnb, I reveal that their success lies in creatively combining existing elements. Assembling the Automotive Ecosystem: Explore how your dealership already possesses the tools for success—internet, phones, cameras, CRMs, DMSs, and vehicles. The key is in assembling these components to craft a seamless experience for your customers. The Personalized Connection Strategy: Discover a simple yet powerful strategy using your CRM, smartphone, and a dash of creativity. Learn how personalized videos addressed to each customer can deepen relationships, encourage repeat visits, and set your dealership apart. Imagine a world where every interaction with your audience feels personal and meaningful. Personalized videos allow you to connect with your customers on a deeper level, creating a sense of exclusivity and making them feel valued. This level of customization goes beyond simply addressing the viewer by name; it involves understanding their preferences, needs, and interests. When a viewer receives a video that speaks directly to them, it becomes more than just a marketing message; it becomes a conversation. By tailoring your content to their specific needs, you can establish a sense of trust and credibility. This personalized approach shows that you understand their pain points and are committed to providing solutions. I'd love to hear your thoughts on this strategy or any innovative ideas you've been contemplating. Connect with me on LinkedIn, Facebook, or Instagram, or wherever youlisten to our podcast. Listen to the full episode for insights and context from me! ⭐️ 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 More Dealers Are Choosing To Partner with FlexDea - - - | |||
| Crissy Burton: Selling Cars Doesn’t Have To Be Hard | 12 Oct 2023 | 00:21:37 | |
Today's episode I had the pleasure of sitting down with Crissy Burton. Crissy also known as the “The Car Fairy” Burton is based out of Indianapolis, Indiana working at one of the top 10 dealer groups in the United States and has surpassed many of her colleagues in just a span of five short years. In one month alone in 2021, Crissy was proud to have sold 73 units! That brought in a total gross profit of $182,000 for her dealership! Crissy generates her own ups and potential customers by Instagram and Facebook Market pages that she has created. She believes in using paid advertising to help spread her name, but a prominent presence on social media can cut your ad budget by more than half! She currently has a new training platform called carsaleswoman.com which gears toward targeting more women to come into the automotive industry with training categories specializing in showroom sales, women in automotive and special finance. The Magic Wand Mentality; Have you ever wondered what sets Crissy apart? Tune in as we explore her magic wand mentality – Crissys commitment to going and beyond for her customers. From searching for solutions to treating each customer with care Crissy shares her secret recipe for transforming challenging situations into tales of triumph. Crissys' path into the industry sets her apart from others. We delve into her story. Moving from working in the mortgage sector to becoming a customer in search of a car. Discover the moment that brought her to Dion Crenshaw, a figure in her world and how this encounter transformed her lifes trajectory. The Power of Passion; What drives Crissy to shine amidst a sea of over 200,000 car sales professionals? It all boils down to passion. Crissy opens up about her seated enthusiasm for assisting people drawing from experiences as a single mother navigating lifes challenges. Mastering. Cultivating Personal Brand; Curious about Crissys' ability to juggle a demanding schedule? Uncover her secrets for time management. How she adeptly handles customers with diverse credit scores. Delve into the significance of branding as Crissy shares insights on leveraging media platforms like Facebook to establish her presence and attract customers.. She holds nothing back when it comes to strategies for advertising within a Facebook group with over 46,000 members. Beyond Sales; Empowering Women in Automotive; There's more...Beyond her remarkable sales career, Crissy is championing women in the automotive industry. Get a sneak peek into her groundbreaking project, CarSalesWomen.com, designed to provide training and support for women seeking a career in the automotive field. Listen to the full episode for insights and context from Crystal Burton! ⭐️ 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! Thanks, Crystal Burton! If you enjoyed this episode featuring Crystal Burton, support us by clicking the links! Connect with Michael Cirillo - - - | |||
| Heather Munafo: Automotive Pros Can't Ignore Their Health | 05 Oct 2023 | 00:34:49 | |
This year has brought some health concerns to yours truly, and as a result I decided it was high time to pay closer attention to my health and wellness. Yes, I've lost weight and gained muscle, but most importantly I've gained a level of mental clarity I am not sure would have happened otherwise. It got me thinking about the widespread outcomes of hustle culture throughout the industry and wondering what the true impact a lack of health is having across our industry. In this episode i had the honour of sitting down with Heather Munafo who is the co-founders and head coaches of Peak Level Physique with a Bachelor's degree in Exercise Physiology, certification in Personal Training, 4+ years of study in nutrition, and 4+ years of experience as a personal trainer/lifestyle coach. In this episode we explore her journey from struggling with anorexia and bulimia to becoming a bodybuilder and a dedicated health coach. This episode goes beyond muscles and diets; it dives into the psychology of self-worth the power of gradual progress and how prioritizing your health can lead to transformative changes in your life. The Challenges of Obsession Heather opens up about her battles with obsession and the harmful pursuit of a physique. From her battle with anorexia to the moments that completely changed her perspective, Heather opens up about how she became an advocate for bodybuilding. The Intersection of Business and Wellness Delve into the core of our conversation as we explore the balance between business achievements and personal well-being. Understand why prioritizing health is often overlooked by entrepreneurs and how it can fuel growth in all aspects of life. The Power of Incremental Progress Unveil the impact of embracing a philosophy centred around making consistent improvements. We discuss why drastic changes may not be sustainable and how focusing on enhancements in sleep, nutrition, hydration, and physical activity can lead to results over time. Why should you tune in to this episode?
Tune in to this episode to embark on a journey toward becoming yourself. Discover why prioritizing your health is the key to unlocking your potential in all areas of life. Don't miss out on this opportunity to gain insights from Heather's expertise and unearth the secrets to attaining well-being. This conversation will leave you motivated to take action toward achieving your health and wellness goals. Your future self will thank you! Listen to the full episode for insights and context from Heather Munafo! ⭐️ 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! Thanks, Heather Munafo! If you enjoyed this - - - | |||
| Harness Data for Marketing Success | 28 Sep 2023 | 00:26:20 | |
In this episode I had the opportunity to sit down and chat with Michael Heidner, who holds the position of Vice President of Analytics and Business Intelligence at Foundation Direct as well as Ben Yehle, who is the Measurement Lead at the Foundation. During our discussion we delved into the intricacies of analytics and explored how data driven decision making is shaping the evolving landscape. What We Discuss In The Episode: 1. Have you ever pondered how success in the industry goes beyond car sales? 2. Are you curious about the vast amount of data that can be found in digital automotive showrooms? 3. Would you like to understand how adopting a perspective on data analytics can redefine your dealerships measures of success? If any of these questions have sparked your curiosity then get ready for an experience. This episode focuses on demystifying data analytics and equipping you with tools to navigate this realm effectively. The Significance Of Digital Showrooms Our conversation shifts towards discussing how important digital showrooms are, within the world of automobiles. Mike stressed the importance of dealership websites pointing out that they receive a 700 visits making them a crucial point of contact, for potential customers. However the real key to success lies in understanding which touchpoints truly have an impact on the customers journey. During our discussion Mike and Ben shared insights on how data analytics can help dealerships analyze customer behavior track their significant touchpoints and optimize their online strategies accordingly. The ultimate goal is to ensure that dealerships effectively capture leads and drive sales using data driven approaches. Transitioning from Uncertainty to Clarity One aspect that emerged from our conversation was the pressing need for transparency in analytics. The industry has long operated in ambiguity when it comes to measuring marketing success. Fortunately times are changing. Mike and Ben encouraged dealerships to embrace a start with Google Analytics 4 (GA4). This clean slate provides dealerships with an opportunity to redefine success metrics and develop strategies based on what matters to them. It's a chance for them to move away, from practices and embrace a future driven by data.If you've ever wondered how to go beyond measuring success solely based on car sales or how to effectively utilize the abundance of data at your disposal this episode serves as your guide, for navigating the future of measurement in the industry. Listen to the full episode for insights and context from Michael Heidner & Ben Yehle! ⭐️ 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! Thanks, Michael Heidner & Ben Yehle! If you enjoyed this episode featuring Michael Heidner & Ben Yehle, support us by clicking the links! Connect with Michael Cirillo More Dealers Are Choos - - - | |||
| Kiera Fogg & Alva Senow: Is AI The Future of Car Buying? | 21 Sep 2023 | 00:39:11 | |
Kiera Fogg is the Vice President of Customer Experience and co-founder at Ribit, and Alva Senow is the Vice President of Sales and Finance at Ribit. Together, they've brought a revolutionary solution to the automotive industry with Ribit AI - Reinvention Initiative Between Industry and Technology. In this episode, we dive deep into the world of artificial intelligence dissecting the misconceptions and unveil AI's true potential for auto dealerships. In an industry where AI is met with mixed reactions, we dive deep into how dealerships can leverage AI to build genuine and lasting relationships with their customers. The Birth of Ribbit AI Kiera and Alva share how they came up with Ribit AI, revealing how the two found their way into the automotive industry and developed a groundbreaking tool to transform customer outreach. Ribit AI isn't just a tool; it's a strategy. Alva and Kiera discuss how the tool helps dealers develop data strategies, optimize their databases, and create personalized customer journeys. They emphasize that the secret sauce lies in nurturing relationships and engaging customers authentically, not relying solely on automation. The Truth About AI in the Automotive Industry We discuss the crucial aspect of AI in the automotive industry. AI is not a magical solution that works independently; it's a tool. Think of it like a power tool. With human guidance, you would only expect a power tool to build an entire house. Similarly, dealers must use AI correctly and with expertise to achieve results. Dispelling Misconceptions About AI There are numerous misconceptions surrounding AI, especially in the automotive industry. In this episode, we set the record straight, a conversation I've not had once or twice but many times emphasizing that AI Cannot replace humans. Instead, it complies with what we are already doing, allowing dealers to focus on what truly matters—building relationships and providing exceptional customer experiences. Creating Memorable Experiences In the end, it's all about being memorable. Good customer relationship is king; these small gestures create lasting impressions, whether wishing customers a happy birthday or remembering their personal preferences. Dealerships that leverage AI effectively while keeping that in mind can increase sales and foster genuine connections that keep customers returning. Listen to the full episode for insights and context from Kiera Fogg & Alva Senow! ⭐️ 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! Thanks, Kiera Fogg & Alva Senow! If you enjoyed this episode featuring Kiera Fogg & Alva Senow, support us by clicking the links! Connect with Michael Cirillo - - - | |||
| Andrew Myers: How To Win Customers with Video Content | 14 Sep 2023 | 00:33:50 | |
Andrew Myers is the owner of Parachute Video Ads. Andrew began in sales and marketing from as young as the age of 16 years old, selling toys door to door which eventually led him to stumble into the world of selling cars at staffed event sales all over the country. This led to the founding of a renowned video studio in Seattle, What's Next Media, which focused on automotive sales videos, eventually acquired by an automotive advertising firm. His next venture revolutionized video advertising. Instead of one-off ads, Andrew crafted a system of interconnected videos that mirrored natural sales conversations, benefiting small businesses. Andrew's dedication to training and simplifying video content creation removed barriers for businesses and individuals. What We Discuss In This Episode: The Power of Good Content: Andrew emphasizes the importance of being the arbitrator of good content. Discover how AI can assist in content creation but why it's your subjective judgment that ultimately defines success. Learn why quality content will always shine through. Overcoming Sales Challenges: Uncover the secrets of effective personal branding in automotive sales. Andrew shares strategies that help salespeople connect with their audience, build trust, and inspire action. Learn why it's not about being 'too ugly for video,' but about delivering value to your customers. The Process Matters: We stress the significance of having a streamlined process in place for video creation. Learn practical techniques for creating engaging videos, including the 45-second testimonial that hits multiple targets with one shot. The Humility Effect: Understand the power of humility in today's digital landscape. Discover how sharing customer stories and allowing customers to participate in the conversation can boost your personal brand and dealership's reputation. Sales Through Service: Explore the idea of selling through service. Andrew shares how adopting a service-oriented approach and putting the customer's needs first can drive sales and lead to long-term success. Keeping the Connection: We discuss the importance of maintaining a connection with your customers over time. Learn how to leverage video to keep your dealership top of mind and build lasting relationships. The Power of a Personal Brand: Explore the profound impact of personal branding, as exemplified by Robert Weissman, and why it's crucial in the automotive industry. With a personal brand, there are so many ways to increase your income, find a position within a dealership and increase profitability to the store, which creates a win-win situation for everyone. Listen to the full episode for insights and context from Andrew Myers! ⭐️ 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! Thanks, Andrew Myers! If you enjoyed this episode featuring Andrew Myers, support us by clicking the links! Connect with Michael Cirillo More Dealers Are Choosing To - - - | |||
| SPECIAL ANNOUNCEMENT: Don't Miss This! | 09 Sep 2023 | 00:05:06 | |
Imagine an automotive conference that is as much educational as it is fun. - - - | |||
| Ep. 666 - What Most Dealerships Gets Wrong About CRM, with Sam Maimone | 26 Jun 2025 | 00:26:28 | |
In this episode, my guest is Sam Maimone from Activix, and we’re diving into a part of the car business that most people think they’ve figured out—but really haven’t: CRM.
...you’re going to want to lean in for this one. - - - - - - | |||
| Janae Andrews: How To Sell More Cars At Your Dealership | 07 Sep 2023 | 00:29:30 | |
Janae Andrews is the Sales Leader at Andy Mohr Chrysler Dodge Jeep Ram. In this episode, we dive into Janae's journey, uncovering the secrets behind her remarkable success and her unique approach to car sales. In less than 3 years, Janae Andrews went from selling appliances at a local electronics shop to becoming one of the country’s top automotive salespeople. This Hyundai seller works on the floor and averages upwards of 50 deals per month, including monster months like June of 2020, which saw Janae put more than 70 vehicles on the road. Just as impressive as her skills is that her sales are achieved without the help of assistants. Although she is a car-selling superstar now, her automotive career didn’t get off to a great start. Janae said that, at first, she hated the car business. This could be because she didn’t quite grasp the process of selling cars. In her previous line of work - selling appliances - customers tended to do business on the same day. Often, car shoppers require more nurturing. It was a whole new experience. In order to build her own customer base, Janae began to market herself within her local community. Ensuring that the people she comes in touch with know she sells cars is a cornerstone of her marketing plan. “Every contact is a potential contract.” Her personal touch marketing didn’t stop there. Other forms of creative advertising - sponsoring birthday parties, for example - help spread her reach within the community. She also uses social media as a promotional platform. Once these new shoppers come to the dealership, they are introduced to a personalized, yet speedy, sales process. Janae is usually able to turn these shoppers into buyers in under 90 minutes. This rapid turn-around is a win-win: Making deals quickly allows Janae to sell multiple cars in a single day. Customers likely appreciate the fast sale, as time spent in a dealership is usually called out as a buyer pain point. Thanks to a creative marketing plan, a dynamic personality, and sales skill that are off the charts, it should come as no surprise that Janae Andrews is now part of an incredible elite group of top performing sales people in the country. Tune in to discover what it takes to be driven, determined, and destined for greatness in your career. Listen to the full episode for insights and context from Janae Andrews! ⭐️ 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! Thanks, Janae Andrews! If you enjoyed this episode featuring Janae Andrews, support us by clicking the links! Connect with Michael Cirillo 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. - - - | |||
| Jesse Cole: The Car Buying Experience Should Be Longer! | 31 Aug 2023 | 00:32:05 | |
Jesse Cole is the founder of Fans First Entertainment, which owns and operates the Savannah Bananas and the Party Animals. The Bananas have sold out every game since their first season and have a waitlist for tickets in the thousands. They have entertained millions of fans in Savannah and at ballparks all over the country on their Banana Ball Tour. The Bananas have been featured on MSNBC, CBS Sunday Morning, Access Hollywood, HBO Real Sports, CNN, and ESPN. In this special edition, thanks to the Auto Collabs Podcast Me, Paul J. Daly and Kyle Mountsier engage in a thought-provoking conversation with the remarkable Jesse Cole, the genius behind the Savannah Bananas baseball team. If you think buying a car should be a chore, think again! We delve deep into the mind of Jesse Cole and uncover the secrets behind the remarkable success story of the Savannah Bananas. Discover how they transformed the traditional baseball experience into a two-hour extravaganza of non-stop entertainment, creating fans instead of customers. What We Discuss In This Episode: Redefining Customer Experience: We dive into the world of Jesse Cole, where customer experience isn't just about buying a product; it's about creating unforgettable memories. Creating Fans, Not Customers: Explore the concept of transforming customers into fans. Uncover how a remarkable experience can make your customers want to stay longer, engage more, and become advocates for your brand. Find out how Jesse's approach can revolutionize the automotive industry's perception. Eliminating Friction: Join the conversation on the importance of eliminating friction points in the car buying process. Understand how simplifying paperwork, streamlining processes, and providing convenience can lead to a car-buying journey that customers never want to end. Jesse shares his behind-the-scenes insights into the Bananas' journey, revealing their journey of eliminating friction points and frustrations in the customer experience. Attracting, Not Recruiting: Discover the power of attracting the right people who resonate with your vision. Jesse shares how being clear about your brand and values can magnetize individuals who resonate with your vision. Creating Unforgettable Moments: Unveil the magic behind creating unforgettable moments in your customer journey. Find out how Jesse's "Kiss Goodnight" can inspire you to add the perfect encore to your business interactions, leaving customers wanting more. Join us as we uncover the magic behind the Savannah Bananas' success and explore how their principles can revolutionize your business. Get ready to be inspired, entertained, and motivated to redefine customer experience. Listen to the full episode for insights and context from Jesse Cole! ⭐️ 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! Thanks, Jesse Cole! If you enjoyed this episode featuring Jesse Cole, support us by clicking the links! - - - | |||
| Stay Ahead of the Curve: Why Dealers Can't Afford to Miss ASOTUCON | 24 Aug 2023 | 00:27:07 | |
In this episode we dive into the world of ASOTUCON joined by two industry heavyweights, Paul Daly and Kyle Mountsier. In this episode we kick things off with a question that's been buzzing in the minds of industry professionals: Why should ASOTUCON be on your radar? What sets it apart from the multitude of automotive conferences out there? ASOTUCON isn't just about workshops and panels; it's an experience. Live music, top-notch food, and a welcome reception at a dealership that boasts a state-of-the-art service department—now, that's something you won't find at your average conference. What to Expect at ASOTUCON A Hub for Practitioners ASOTUCON draws inspiration from events like South by Southwest. It's not just about a single topic; it's where practitioners from different corners of the automotive industry converge. Here, you'll meet people who are deeply invested in their work, ready to share ideas and tackle industry challenges head-on. Fostering Collaboration The keyword here is collaboration. ASOTUCON is where you connect with people who can help you find solutions to roadblocks and discover new approaches. It's about building relationships that last far beyond the event itself. It's not about collecting a stack of business cards; it's about forging lasting relationships with like-minded professionals. A Paradigm-Shifting Experience Unique Learning Spaces ASOTUCON isn't just another conference—it's a movement. And if you want to be part of the future of the automotive industry, mark your calendars, get your tickets, and prepare for an unforgettable experience from September 25th to 27th. Don't miss ASOTUCON! Stay ahead of the curve, challenge the status quo, and join us at ASOTUCON. We'll see you there! Listen to the full episode for insights and context from Paul Daly & Kyle Mountsier! ⭐️ 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! Thanks, Paul Daly & Kyle Mountsier! If you enjoyed this episode featuring Paul Daly & Kyle Mountsier, support us by clicking the links! Connect with Michael Cirillo More Dealers Are Choosing To Partner - - - | |||
| Charles Cannon: How to Accelerate Growth In Your Automotive Career | 17 Aug 2023 | 00:35:53 | |
Charles Cannon is the General Manager at Lexus of Serramonte. Charles Cannon developed a passion for the car business during his career of over 20 years. Along with Rules to the Game, he has also written a book called The 10 Things to Look for in a Professional Salesperson. Charles has been a high-producing salesperson, sales manager, and General Sales Manager throughout his career in the automotive industry. What We Discuss In The Episode: In this episode we explore Charles's journey from a serendipitous entry into the automotive world to becoming a prolific leader in the industry. Episode Highlights: From Sales to Leadership: The Transition Charles reflects on the pivotal moment when he embraced the challenges and responsibilities of leadership. His insights into the transition from being a top salesperson to a manager shed light on the distinct skill sets required for both roles. Rafting a Personal Brand and Embracing Digital Evolution Charles delves into his approach to personal branding and marketing, which sets him apart in the industry. His willingness to adopt new technologies and embrace social media early on highlights the importance of innovation and adapting to the evolving landscape. The Power of Transparent and Effective Leadership Charles emphasizes the value of humility and transparency as cornerstones of effective leadership. He shares personal stories and lessons from his journey that underscore the significance of building trust, providing feedback, and genuinely caring for the well-being of team members. In a world where leadership lessons can often seem vague and distant, this episode brings you face-to-face with the riveting journey of Charles Cannon. From accidental beginnings to deliberate leadership, Charles's candid storytelling and poignant insights create an immersive experience that resonates deeply. Key Takeaways
Listen to the full episode for insights and context from Charles Cannon! ⭐️ 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! Thanks, Charles Cannon! If you enjoyed this episode featuring Charles Cannon, support us by clicking the links! Connect with Michael Cirillo More Dealers Are Choosing To Partner with FlexDealer Looking for a reliable - - - | |||
| Mathew Growden: Are Google Vehicle Ads Worth It? | 10 Aug 2023 | 00:43:24 | |
Mathew Growden is the Head of Auto Retail Team and Answerer of Automotive Retail related questions at Google Canada. Episode Highlights: In an era of shifting dealer practices and evolving consumer expectations, the automotive landscape has witnessed significant transformations. In this episode we delve into these changes and their implications for vehicle advertising. Understanding the Dynamics: How and Why Vehicle Ads Work The more precise the question and the answer, the more cost-effective the campaign becomes. This relevance leads to lower costs per click, more economical leads, and better business outcomes—a formula that spells success for dealerships. Cracking the Code: Unveiling the Benefits of Vehicle Ads These ads not only offer cost advantages but also provide valuable data insights into consumer behavior through the sales funnel. Mathew explains how running vehicle ads compels dealerships to refine their data accuracy and merchandising strategies. It's not just about selling—it's about embracing data-driven operations and capitalizing on unexpected insights. The Journey of Value: How to Optimize Conversion Values Mathew shares valuable insights on how dealerships can determine the worth of their conversions and align them with their business objectives. By assigning appropriate values to different conversion points, dealerships can ensure that their campaigns optimize for the right outcomes, delivering tangible results and avoiding the pitfalls of inadequate optimization. Why You Should Tune In: Are You Maximizing Vehicle Ads' Potential? Discover how Google Vehicle Ads aren't just about advertising; they're about data refinement and operational excellence. This episode uncovers how embracing the tool's features can enhance your dealership's entire online presence. Unlocking Strategic Insights: Unearth the subtle yet impactful nuances of vehicle ads, from naming conventions to data enrichment. Learn how paying attention to the finer details can be the key to unlocking strategic insights and driving greater consumer engagement. Beyond the Surface: Explore beyond the surface of Google Vehicle Ads and uncover how they're reshaping the automotive marketing landscape. From operational efficiency to shopper satisfaction, this episode reveals the hidden depths of this transformative tool. Listen to the full episode for insights and context from Mathew Growden! ⭐️ 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! Thanks, Mathew Growden! If you enjoyed this episode featuring Mathew Growden, support us by clicking the links! Connect with Michael Cirillo - - - | |||
| Kyler Kropf: What It Takes To Build a Successful Business | 03 Aug 2023 | 00:32:13 | |
Kyler Kropf is the founder of SaddleBrooke Life , a business specializing in building beautiful and spacious tiny homes. The Power of the Gift of Work Overcoming Failure and Learning from It The Power of Discipline and Cultivating Partnership The Role of Willingness to Learn and Take Action Discover the secrets to his success, from embracing failures to building a thriving tiny home business. This episode is a powerful reminder that finding a purpose bigger than yourself is an essential trait for any aspiring entrepreneur. Prepare to be inspired by Kyler's tenacity, as he takes you on a captivating journey through his life and business endeavors. Listen to the full episode for insights and context from Kyler Kropf! ⭐️ 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! Thanks, Kyler Kropf! If you enjoyed this episode featuring Kyler Kropf, support us by clicking the links! Connect with Michael Cirillo More Dealers Are Cho - - - | |||
| Dylan Vanas: Modern Marketing - Is It All Hype Or Is It Real? | 27 Jul 2023 | 00:27:04 | |
Dylan Vanas is the CEO and founder of AgencyBox and Mindful Agency, a whitelabel platform that has helped more than 3,500 agencies run profitable businesses, and co-founder of Monopolize, an agency that works with some of the top personalities and brands in the world, helping them dominate their online presence. In this episode we dive into the fascinating world of AI and its potential impact on marketing. Discover how you can adapt to and leverage AI in your marketing efforts while staying true to your brand's message and value. Dylan shares valuable insights on harnessing AI tools, staying on top of trends, and continuously adding value to the marketplace. What We Discuss In This Episode: The Power of Personal Branding Michael and Dylan discuss the power of personal branding on Instagram and its potential for car sales professionals to be a business within a business. Dylan shares his insights on growing his own Instagram presence, offering valuable tips on increasing social proof, engaging with audiences, and establishing authority in the marketplace. Discover how car sales professionals can leverage personal branding to become a business within a business, attracting more customers and enhancing their reputation in the industry. The Impact of AI and the Future of Marketing Dylan and Michael discuss the impact of AI on the marketing landscape, debunking fears and misconceptions, while revealing its potential benefits for businesses and personal brands. Dylan shares his perspective on the ever-evolving landscape of AI and its potential impact on businesses. He provides actionable advice for staying ahead of the game and embracing AI to enhance marketing strategies. Practical Strategies for Social Media Success Learn actionable methods to create content that resonates with audiences and gain insights from the successes of industry leaders. Understand the importance of staying adaptable and evolving your strategies as social media platforms change. Data-Driven Decision Making Dylan shares valuable tips on utilizing data to understand your audience better, surveying customers for feedback, and observing what content works to refine your marketing approach. Why You Should Listen? As we explore the potential impact of AI on marketing, you'll gain valuable knowledge to stay ahead of the curve and succeed in the ever-changing automotive industry. Whether you're a car dealership owner, marketer, or automotive enthusiast, this episode promises to deliver valuable takeaways and a fresh perspective on the future of marketing. Tune in to discover the strategies and insights that can help you create a thriving dealership and succeed in the retail automotive industry. Listen to the full episode for insights and context from Dylan Vanas! ⭐️ 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! Thanks, Dylan Vanas! If you enjoyed this episode featuring Dylan Vanas, support us by clicking the links! Connect with Michael Cirillo - - - | |||
| Ed Roberts: Breaking The Status Quo As A Car Dealer | 20 Jul 2023 | 00:33:38 | |
Ed Roberts is the Chief Operating Officer at Bozard Ford Lincoln and is breaking the conventional way of running a car dealership by constantly seeking to push beyond the status quo. In this episode, Ed shares his journey in the auto industry, starting from being homeless to becoming a successful leader. Ed shares how his experiences shaped his leadership style and how he focuses on developing people and challenging the status quo. In this episode, you'll gain valuable insights into:
If you've ever wondered what it takes to overcome adversity, build a successful career, and lead with purpose, this episode is for you. Discover the transformative power of embracing change, connecting with your team, and challenging traditional industry norms. The Power of Purpose and Work-Life Integration We explore the importance of connecting with people and understanding their true purpose beyond their job roles. We discuss the significance of work-life integration and how aligning employees' passions with their work can lead to exceptional performance. Challenging Status Quo: The Journey to Single Point of Contact Ed reveals the strategic decision to implement the Single Point of Contact model at Bozard Ford Lincoln. He shares the challenges faced during the transition, emphasizing the significance of pushing beyond traditional methods and adapting to customers' preferences. The Power of Continuous Learning and People Development Michael and Ed discuss the role of continuous learning in leadership and how investing in people development can elevate a team's performance. Ed shares insights into his journey from fixed operations to COO and the crucial lessons learned along the way. Empowering Employees and Embracing Change Ed emphasize the importance of empowering employees to make decisions and contribute to the organization's growth. We discuss the impact of embracing change and how it positions businesses for future success. Prepare to be inspired by stories of resilience, determination, and the transformative power of human connection. Listen to the full episode for insights and context from Ed Roberts! ⭐️ 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! Thanks, Ed Roberts! If you enjoyed this episode featuring Ed Roberts, support us by clicking the links! Connect with Michael Cirillo More Dealers Are Choo - - - | |||
| Allie Peters: The Power of Servant Leadership in Fixed Operations | 13 Jul 2023 | 00:29:48 | |
In this episode Michael Cirillo sits down with Allie Peters, the newly appointed Vice President of Service Operations at Cavender Auto Group. Join Michael and Allie as they delve into the surprising twists and turns of her career in the automotive industry. Discover how Allie's ambition led her from a service advisor to her current role, defying traditional career expectations. You'll be intrigued by her initial aspiration to become a general manager, her detour into sales, and her ultimate realization that her true passion lay in service operations. Throughout the episode, Michael and Allie discuss the importance of upward mobility and breaking free from an employee mindset. Allie's story exemplifies the power of taking ownership and exceeding expectations, showcasing the remarkable opportunities available within the automotive industry. Her success serves as an inspiration for those looking to differentiate themselves and pursue growth in their careers. You will also gain valuable insights into the dynamics of the automotive industry. Allie shares how her experience working with service advisors, technicians, and other departments within the dealership shaped her perspective. You'll be fascinated by her genuine passion for service and the multitude of opportunities that exist within this field. As Allie takes on her new role overseeing multiple rooftops, she discusses her approach to leadership and empowering her team. She reveals her dedication to building relationships and removing obstacles to enable her team members' success. Despite the challenges of managing multiple locations, Allie's unwavering commitment to coaching and supporting her service managers shines through. Don't miss this episode of The Dealer Playbook, where Allie Peters' remarkable journey from service advisor to VP of Service Operations unfolds. Gain insights into the automotive industry, discover the keys to personal growth and professional success, and witness firsthand the transformative power of embracing new opportunities. Prepare to be inspired and motivated to unleash your own potential. Listen to the full episode to uncover Allie's secrets to success, learn how to break free from an employee mindset, and explore the vast possibilities within the automotive industry. This episode will captivate you with its genuine storytelling and provide valuable lessons applicable to any career path. Listen to the full episode for insights and context from Allie Peters! ⭐️ 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! Thanks, Allie Peters! If you enjoyed this episode featuring Guest Name, support us by clicking the links! Connect with Michael Cirillo More Dealers Are Choosing To Partner with FlexDealer Looking for a reliable, high-performance dealership marketing partner? Visit https://www.flexdealer.c - - - | |||
| Dan Collingridge: Unveiling the Power of Inventory In The Auto Industry | 06 Jul 2023 | 00:25:14 | |
In this episode of the Dealer Playbook podcast, host Michael Cirillo engages in a dynamic conversation with Dan Collingridge, the CTO & Co-Founder of FlexDealer. Together, they delve into the realm of automotive inventory and unveil the pivotal role it plays in shaping the success of dealerships. The episode kicks off with a humorous trip down memory lane, where Michael and Dan reminisce about their teenage years and their unique approach to a memorable date that involved a car filled with automotive magazines and a driving billboard. The anecdote sets the stage for an exploration of their enduring friendship and their journey as business partners. As the conversation unfolds, Michael and Dan share the story of how FlexDealer came into existence. From the challenges of transitioning from print to digital in the automotive industry to the role of family businesses and the intersection of technology and common sense, they provide a captivating account of their early days. However, what truly captivates the audience is the realization of the immense value and power of inventory management. Michael and Dan discuss the importance of a robust database, the integration of various systems, and the need for speed in today's fast-paced market. They highlight how FlexDealer's platform enables dealers to efficiently manage their inventory and gain a competitive edge. But the episode goes beyond inventory management. Michael and Dan touch on the evolving complexities of the industry, the significance of speed to market, and the increasing demand for streamlined solutions. They emphasize the role of FlexDealer's platform in enabling dealers to centralize their data and seamlessly distribute it wherever needed. So, why should you listen to this episode? If you've ever wondered about the behind-the-scenes challenges of the automotive industry, the power of inventory management, and the need for efficient data integration, this conversation provides valuable insights. If you're eager to understand how technology and common sense intersect to drive innovation, this episode will satisfy your curiosity. Join Michael and Dan as they uncover the intricacies of inventory management, the impact it has on dealerships, and the remarkable solutions FlexDealer offers. Experience the wit, wisdom, and camaraderie that make this episode engaging and thought-provoking. Get ready to revolutionize your perception of automotive inventory and gain a deeper understanding of its critical role in driving success. Tune in now to expand your knowledge, challenge your assumptions, and discover the transformative potential of inventory management in the automotive industry. Listen to the full episode for insights and context from Dan Collingridge! ⭐️ 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! Thanks, Dan Collingridge! If you enjoyed this episode featuring Guest Name, support us by clicking the links! Connect with Michael Cirillo - - - | |||
| Ep. 665 - Why Fixed Ops Isn’t Back-End—It’s the Backbone, with Nicole Dolphin | 19 Jun 2025 | 00:21:57 | |
In this episode, my guest is Nicole Dolphin, Retail Development Manager at Groupe Touchette, and we’re digging into the part of the dealership that doesn’t always get its fair share of attention—Fixed Ops. Nicole shares how the service department isn’t just about oil changes and tires. It’s a relationship hub. It’s where trust is built (or lost). It’s often the reason someone decides to buy their next vehicle from you—or not. We talk about how dealerships can better introduce customers to the service side before problems happen, what most teams get wrong about customer handoffs, and how to make your fixed department feel less intimidating for first-time visitors. Nicole also shares her journey from receptionist to parts manager in luxury stores and what she learned about emotional intelligence, leadership, and navigating a male-dominated industry. If you’re trying to figure out:
...you’ll want to hear this one all the way through. - - - - - - | |||
| Danny Zaslavsky: Innovation, Partnerships, and Breaking the Mold | 29 Jun 2023 | 00:15:33 | |
Danny Zaslavsky is a successful business and community leader within the Greater Kansas City area. As General Manager/Dealer Partner at Country Hill Motors, he has helped grow and evolve his family's business into one of the region's most successful independent auto dealerships – while also investing heavily in the community as the President of the Mid-America LGBT Chamber of Commerce. In this exciting episode Michael Cirillo and guest Danny Zaslavsky from VinCue dive into the past, present, and future of VBCs, shedding light on how technology and innovation are shaping the automotive industry at the FlexDealer booth during NIADA. Danny provides a sneak peek into the panel discussion he participated in, which focused on the evolution of VBCs and the role of technology. With a diverse group of experts sharing their insights, the panel delved into topics ranging from outsourcing VBCs to the Philippines to leveraging artificial intelligence (AI) at the top of the sales funnel. They touched on the importance of training in the ever-changing landscape of VBCs. Wendy Reeves, one of the panelists, highlighted the potential of outsourcing and how it can transform operations. Michael and Danny emphasize the significance of fostering interaction and feedback, drawing parallels to stand-up comedians who thrive on live audience responses. They discuss how creating a culture of acquisition, where everyone is aligned with the dealership's goals, can lead to remarkable results. As the conversation evolves, Danny shares his unique perspective as a tech company owner and dealer. He reveals the disparity between independent and franchise dealers in terms of innovation and flexibility. Independents are recognized for their ability to forge partnerships, execute their vision, and think outside the box. In contrast, franchise dealers often focus on consolidation and uniformity. The episode takes an inspiring turn as Danny narrates his experience of aligning with renowned financial expert Dave Ramsey to create credibility for his independent dealership. By hosting financial education classes at his dealership, he challenged the notion of car dealerships as debt creators. This innovative approach garnered attention and strengthened the dealership's brand. The conversation between Michael and Danny beautifully encapsulates the essence of family businesses and the importance of legacy. Danny shares his journey of breaking free from a scarcity mindset, emphasizing the power of shared values and partnerships. The two underline the transformative potential of collaboration, erasing the artificial barriers between dealers and vendors. Tune in to explore new horizons and discover how embracing change can lead to unprecedented success. Listen to the full episode for insights and context from Danny Zaslavsky! ⭐️ 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! Thanks, Danny Zaslavsky! If you enjoyed this episode featuring Danny Zaslavsky, support us by clicking the links! Connect with Michael Cirillo - - - | |||
| Shawn Armorer: The Power of Human Connection in a World of AI (NIADA) | 22 Jun 2023 | 00:12:25 | |
Shawn Armorer is the founder and owner of BDC Alchemy consulting. He is 20 year seasoned automotive BDC growth expert with career revenues exceeding 40 million dollars. In this episode he joins Michael to discuss the transformative power of the human element in the face of increasing reliance on artificial intelligence (AI) in the automotive industry. Shawn shares his insights on the importance of staying true to oneself, embracing emotional intelligence, and cultivating meaningful relationships to thrive in a world driven by technology.
Michael Cirillo and Shawn Armorer delve into a topic that impacts us all: the rise of AI and its implications for the automotive industry. By focusing on the human element, they challenge the prevailing narrative surrounding AI adoption. Through personal anecdotes, expert insights, and thought-provoking questions, they illuminate the power of authenticity, emotional intelligence, and genuine connections in a world often dominated by technology. Prepare to be captivated as they shed light on the crucial role of people in a rapidly evolving landscape, encouraging listeners to question the status quo and embrace the true essence of human interaction. Join Michael and Shawn on this captivating episode as they navigate the intersection of technology and humanity, reminding us of the timeless value of human connection and the need to strike a balance between innovation and authenticity. Don't miss out on this compelling conversation that challenges conventional wisdom and offers a fresh perspective on the future of the automotive industry. Listen to the full episode for insights and context from Shawn Armorer! ⭐️ 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! Thanks, Shawn Armorer! If you enjoyed this episode featuring Shawn Armorer, support us by clicking the links! Connect with Michael Cirillo More Dealers Are Choosing To Partner - - - | |||
| Jeremy Beck: How To Achieve Dealership Success | 15 Jun 2023 | 00:25:34 | |
Jeremy Beck is the Vice President of Dealer Development and Industry Insights at the National Independent Automobile Dealers Association (N.I.A.D.A) and an automotive executive with 25 years of industry experience In this episode, we explore the profound impact of the automotive industry and the resilience it fosters in its participants. We discover how dealers navigate challenges, uncover opportunities, and continually emerge stronger amidst adversity. Jeremy reveals the association's mission to empower dealers, promote growth, and facilitate discussions that drive success. Episode Highlights:
Through thought-provoking analogies, Michael illustrates the stages of knowledge acquisition, from subconscious incompetence to subconscious competence, emphasizing the importance of continuous learning. Learn how attending events like NIADA's conventions and the 20 Group can expand your horizons, exposing you to what you didn't know you didn't know, propelling you toward conscious competence and, ultimately, mastery. Jeremy also shares the association's fresh approach to conventions, where dealers themselves take the stage to discuss best practices, challenges, and successes. Gone are the days of generic advice from those who haven't walked in dealers' shoes. Instead, gain insights from experienced dealers who understand the struggles and triumphs you face firsthand. Their authentic stories and practical strategies promise to captivate and inspire you. Register for NIADA's upcoming convention from June 19th to 22nd at the prestigious Wynn Resort in Las Vegas - https://niada.com/convention/. Experience an event tailored to empower dealers, packed with exhibitors, training tracks, educational sessions, and inspiring keynotes. Connect with Jeremy Beck via email at jeremy@niada.com Listen to the full episode for insights and context from Jeremy Beck! ⭐️ 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! Thanks, Jeremy Beck! If you enjoyed this episode featuring Guest Name, support us by clicking the links!
Connect with Michael Cirillo More Dealers Are Choosing To - - - | |||
| Importance of Knowing Your Numbers | 08 Jun 2023 | 00:28:21 | |
In a rapidly changing automotive industry, dealerships are facing a critical crossroad: rising costs that threaten their profitability. As capital demands increase and employee expenses surge, how can dealerships find the perfect balance between expenses and revenue? Is there a way to unlock hidden efficiency and growth opportunities amidst these challenges? Join Michael as he dives deep into a thought-provoking conversation with industry experts Jeff Baker and Mark Jones. Jeff emphasizes the need for confidence and understanding your core business to embrace opportunities and navigate risks. Mark highlights the three-headed monster dealers have faced—inventory acquisition, capital issues, and rising employee costs—and emphasizes the significance of knowing every aspect of your business to capitalize on opportunities. Michael prompts a thought-provoking question about getting comfortable with discomfort and encourages listeners to embrace the unknown. Jeff emphasizes the importance of confidence and being prepared to course-correct if necessary, while Mark stresses the need for dealers to thoroughly understand their business and the various variables that impact success. One of the core themes explored in this episode is the crucial role of leadership and employee management in driving success. Jeff and Mark underline the significance of providing clear expectations, measuring performance, and fostering a positive work culture to ensure high productivity and job satisfaction. They highlight the importance of effective communication and commitment from leaders in supporting employees to deliver the desired outcomes. How will this episode captivate you? • Gain exclusive insights into the exciting changes and hyper-relevant topics at the NIADA convention. • Discover how experienced industry professionals navigate paradigm shifts and turn challenges into opportunities. • Learn about the crucial importance of knowing your numbers and understanding the variables impacting your business. • Uncover valuable strategies to adapt to changing market dynamics and thrive in the automotive industry. This episode serves as a gateway to understanding the multifaceted nature of the automotive industry and how dealerships can unlock their full potential. By examining the strategies and approaches discussed, listeners can gain a deeper understanding of the dynamics at play and discover actionable insights to improve their own operations Listen to the full episode for insights and context from Jeff Baker and Mark Jones! ⭐️ 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! Thanks, Jeff Baker and Mark Jones! If you enjoyed this episode featuring Guest Name, support us by clicking the links! Connect with Michael Cirillo - - - | |||
| Michael Cirillo, Keynote Speaker at NIADA | 01 Jun 2023 | 00:34:06 | |
In this episode, host Lou Ramirez and co-host Fred Lennartz, of the popular Car Guy Coffee Podcast, interview special guest Michael Cirillo. It's a big ol' switcheroo! Michael, who is the CEO of FlexDealer, an automotive marketing and technology company, will be a featured Keynote Speaker at the 2023 NIADA Accelerate Convention & Expo at the Wynn Resort in Las Vegas on June 22nd at 4:00 pm. If there's one thing Michael has learned throughout his many years of experience in the auto industry and hundreds of Dealer Playbook podcast episodes, it's that putting people first is an absolute key to long-term growth and success. What We Discuss In This Episode: The Power Of Building Relationships Of Trust The conversation takes a deep dive into the concept of building relationships of trust. Michael shares how putting people first and prioritizing customer satisfaction can be the key to long-term growth and profitability. By focusing on creating partnerships and fostering trust, dealerships can enhance customer loyalty and attract new business. Michael Cirillo: Keynote Speaker At NIADA 2023 In his address 'The Power of Building Relationships of Trust,' Cirillo will be sharing anecdotes from his visits with dealers and employees in the car business and the lessons he’s picked up along the way. Over the years, Cirillo has witnessed a shift in the industry past the focus of moving metal to growing people, which ultimately leads to desired results. "We’re thinking more about people and it’s contributing to profits,” says Cirillo. “But it’s not just 'people;' it's the focus on happy people that is making the biggest difference.” Check out the full NIADA feature article here! Visit The FlexDealer Team At NIADA In Las Vegas The FlexDealer team will be joining Michael Cirillo at this year's NIADA conference to meet with attendees and discuss today's hottest automotive issues and topics. We'll be there to answer your questions, offer insights and advice, and show off our Flex Tech, not to mention we'll have exclusive offers for NIADA attendees that you won't want to miss—including meet-and-greet opportunities with Michael, live interviews for the Dealer Playbook, and more. You'll be able to find us at the NIADA Expo at the Wynn Resort from June 19th to 22nd, 2023. You can register for the conference here to secure your best pricing ahead of this exciting event! Listen to the full episode for insights and context from Michael Cirillo! ⭐️ 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! Thanks, Michael Cirillo! Connect with Michael Cirillo - - - | |||
| WB Cavender: Enhancing The Car Shopping Experience | 25 May 2023 | 00:22:57 | |
In this episode Michael Cirillo sits down with WB Cavender, the fourth-generation owner of Cavender Auto Group, at their headquarters. WB shares the story of how he entered the automotive industry and the core values that have driven their family-owned business for over 80 years. They delve into the core principles that drive success in the automotive industry, emphasizing the significance of customer satisfaction and cultural alignment within the organization. What We Discuss In The Episode?
Discover how Cavender Auto Group's commitment to helping people sets them apart in the industry. WB shares heartwarming anecdotes of going above and beyond to assist customers, even in challenging situations. From empowering every team member to think like an owner to fostering a culture of giving back through Cavender Cares, their philanthropic arm, WB sheds light on their deep-rooted dedication to their community. The episode dives on the value of metrics and data in understanding customer behavior and optimizing sales processes. WB Cavender highlights the importance of training and being knowledgeable about key metrics, but he emphasizes that the ultimate goal is to foster enduring relationships with customers. By prioritizing transparency, understanding customer needs, and ensuring a seamless experience, the numbers naturally fall into place. Michael Cirillo and WB Cavender provide invaluable insights into building successful customer relationships and fostering a strong organizational culture. By exploring the interplay between metrics, transparency, cultural alignment, and customer satisfaction, listeners gain a profound understanding of the key factors that drive profitability and business growth. Tune in to this episode of The Dealer Playbook podcast to be inspired by the Cavender Auto Group's dedication to customer care, community impact, and building a lasting legacy in the automotive industry. Listen to the full episode for insights and context from WB Cavender! ⭐️ 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! Thanks, WB Cavender! If you enjoyed this episode featuring WB Cavender, support us by clicking the links! Connect with Michael Cirillo More Dealers Are Choosing To Partner with FlexDealer Looking for a reliable, high-pe - - - | |||
| Lou Ramirez: Creating a Unified Auto Industry | 18 May 2023 | 00:26:03 | |
Lou Ramirez is the CEO of Solutions at The Certified Solutionaries and co-host of the Car Guy Coffee podcast. Discover the layers of their inspiring conversation as they explore the importance of encouraging individuals within the automotive business and eradicating negative stigmas associated with the industry. Lou shares his personal transformation, from a once angry and unapproachable street kid to a beacon of hope and joy.This episode offers a captivating exploration of Lou's journey and his inspiring vision for the automotive industry. Uniting the Auto Industry and Empowering the Community Lou explains how his goal is to unify the auto industry and become a voice of hope and upliftment for the community. He highlights the importance of recognizing the essential role that every automotive business and dealership plays within their respective communities. The conversation explores the significance of fostering a sense of camaraderie, shared values, and positive morale within the industry. From Anger to Hope - A Personal Transformation Lou shares a deeply personal journey of transformation, revealing that he used to be an angry and confrontational individual. However, he experienced a profound change when he encountered faith and embraced forgiveness. He attributes his newfound hope and joy to the transformative power of the cross. Lou explains how this pivotal moment shaped his desire to encourage and uplift others, especially within the automotive industry. Balancing Family and Ministry Michael and Lou touch upon the challenges of maintaining a healthy work-life balance, particularly when involved in ministry and leadership roles. Lou emphasizes the importance of prioritizing family and shares how he learned this lesson firsthand. He reflects on the need for leaders to excel not only in their professional lives but also in their roles as spouses and parents. The conversation highlights the significance of being a positive influence within the family unit and the broader community. Sharing the Goodness Michael and Lou engage in a thought-provoking discussion about the natural inclination to share the good things in life. They draw parallels between sharing a great cup of coffee or recommending a favorite restaurant and the desire to spread faith and hope. Lou explains how, as believers, the goodness and transformation they experience inspire them to share it with others genuinely. Don't miss this captivating episode that uncovers the profound impact of unity, hope, and faith in the auto industry and beyond. Tune in now to experience the transformative power of embracing one's true self and inspiring positive change. Listen to the full episode for insights and context from Lou Ramirez! ⭐️ 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! Thanks, Lou Ramirez! If you enjoyed this episode featuring Lou Ramirez, support us by clicking the links! Connect with Michael Cirillo - - - | |||
| Matt Jones: How Putting People First Can Drive Long-Term Dealership Growth | 11 May 2023 | 00:39:29 | |
Matt Jones is the Director of Corporate Communications for TrueCar, Inc. In this episode, Michael Cirillo sits down with Matt Jones to discuss his deep connection with people in the automotive industry. Growing up in the San Fernando Valley, Jones saw the stark differences between the "haves" and "have nots." He noticed that people who had wealth seemed to have it all, while those who did not were often stuck in poverty. This belief was challenged when he entered the car industry and saw regular people without advanced degrees making a living and learning skills they may not have learned at home. Jones shares his belief that people are the center of the universe and should always come before anything else. He attributes his strong connection to people in the automotive industry to his experience witnessing firsthand what the industry can do for people who may not have had the same opportunities elsewhere. Michael and Matt discuss the importance of human connection in the industry and how it can make all the difference in a sale. Michael believes that people buy from people they like and trust, so building rapport and relationships is crucial. They also discuss the importance of building connections in the automotive industry and how it can lead to success. Jones shares his tips on how to approach networking, including the importance of being genuine and building relationships over time. They also talk about the importance of listening to others and understanding their needs, rather than just pushing your own agenda. Matt reminds listeners that building connections is not just about gaining something for yourself, but about creating a community and supporting each other. He believes that the automotive industry is filled with passionate people who want to see others succeed, and that by working together and building connections, everyone can achieve their goals. Matt believes that the automotive industry, specifically in the retail arm, is the embodiment of the American Dream. It rewards those who put in their work, effort, and dedication to their craft. It is a true meritocracy, where salespeople are rewarded for their efforts. Jones emphasizes that the automotive industry is not just for those with a background in automotive, but also for those who have no experience in the field. If you want to learn more about building connections in the automotive industry and how to succeed, this episode is a must-listen. Matt shares his wealth of experience and knowledge, and listeners will come away with actionable tips and insights they can apply in their own careers. So tune in and start building connections today! Listen to the full episode for insights and context from Matt Jones! ⭐️ 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! Thanks, Matt Jones! If you enjoyed this episode featuring Matt Jones, support us by clicking the links! Connect with Michael Cirillo - - - | |||
| How To Make Your Marketing Sticky | 27 Apr 2023 | 00:25:48 | |
In today's fast-paced digital world, it can be challenging for brands to stand out and be memorable. Whitney Norrad is the Director of Demand Gen at Flexdealer.com. In this episode she joins Michael to discuss marketing stickiness and how to make brands more memorable to customers. Here are some of the key takeaways from their insightful conversation. The Power of Exposure and Uniqueness Michael began the conversation by sharing an example of a jingle from a Ford dealership that comedian Bob Odenkirk remembered from 30 years ago. Whit suggested that exposure and uniqueness are key factors in making a brand stick in a customer's mind. He also shared his personal experience of remembering a jingle from a car dealership in his hometown, despite never buying a car from them. Frequency and Simplicity Are Key Michael wondered if a good ad is necessary for stickiness. Whit agreed that a good ad is not a prerequisite for stickiness. However, frequency and simplicity play a significant role in making an ad memorable. They also talked about the importance of creating unique and interesting ads that stand out from the rest. Measuring Effectiveness of Marketing Campaigns The conversation then turned to the importance of measuring the effectiveness of marketing campaigns. Whit emphasized the need to have clear goals and metrics in place to track success. He also suggested testing different messaging and channels to see what works best for a particular audience. Creating Emotional Connections with Customers Michael and Whit discussed how creating an emotional connection with the audience is essential for businesses. They mentioned how different audiences relate to different stories and how emotional connections can be created in various ways, such as the way cars are merchandised and described in vehicle descriptions. Whit shared that it's not just about the product, price, or picture, but about the emotional connection that businesses can create with their audience. Michael added that people will remember how they are treated more than the brand itself. Creating a Memorable Brand The episode emphasizes the importance of creating a memorable brand and messaging that resonates with customers. Michael and Whit emphasize the need to focus on a specific audience, craft a unique message, and measure the effectiveness of marketing campaigns. By following these insights, businesses can create a brand that sticks in customers' minds and stands out in today's competitive marketplace. Check Out Flexdealer.com for more insights! Listen to the full episode for insights and context from Whitney Norrad! ⭐️ 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! Thanks, Whitney Norrad! If you enjoyed this episode featuring Guest Name, support us by clicking the links! Connect with Michael Cirillo More Dealers Are Choosing To - - - | |||
| Ann-Marie Johnson: The Power of Moments of Truth | 20 Apr 2023 | 00:22:55 | |
Ann-Marie Johnson is the Director of partner relationship at ASOTU. In this episode, We discussed her journey in the automotive industry, the concept of "moments of truth," and how it applies to both personal and professional interactions. By recognizing the importance of these moments, Ann-Marie believes that individuals and businesses alike can elevate the overall perception of retail automotive. The concept of moments of truth extends beyond personal experiences, affecting businesses in every industry. Ann-Marie explains how these moments can occur at any stage of the customer journey, from sales and onboarding to retention and beyond. One crucial point Ann-Marie raises is that these moments can be either positive or negative, and it's up to the individual or business to determine the outcome. By being proactive, detail-oriented, and empathetic, businesses can create positive moments of truth that build trust and credibility with their customers. We also discussed the challenges of changing perceptions within an industry, such as automotive, where negative moments of truth have accumulated over time. Ann-Marie suggests that understanding the importance of moments of truth and actively working to improve them is key to changing the narrative. The Power of Compounding Moments of Truth: Michael Cirillo highlights the idea of compounding moments of truth. The outcomes of one's life and the situations they find themselves in are often the result of a ripple effect of choices made during various moments of truth. The key is to understand the importance of these moments and to make conscious decisions that positively impact oneself and others. Winning or Losing Moments of Truth: Michael notes that moments of truth can be won or lost, and it's essential to strive to win as many as possible. They discuss how problems and opportunities are the same thing, with the choice of winning or losing these moments lying in the hands of the individual or company. Changing the Perception of Retail Automotive: Ann-Marie relates the concept of moments of truth to the automotive industry, stating that the overall perception of retail automotive has been established through decades of negative moments of truth. By seeking out and promoting positive moments of truth delivered by dealers, the industry can work towards changing its perception and humanizing retail automotive. The idea of moments of truth is a powerful tool for transforming both personal and business relationships. By understanding the impact of these moments and striving for a positive legacy, individuals and businesses can foster lasting relationships built on trust, credibility, and respect. Listen to the full episode for insights and context from Ann-Marie Johnson! ⭐️ 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! Thanks, Ann-Marie Johnson! If you enjoyed this episode featuring Guest Name, support us by clicking the links! Connect with Michael Cirillo More Dea - - - | |||
| Ep. 664 - How to Create a High-Performance Dealership Culture, with Jill Schulman | 12 Jun 2025 | 00:34:51 | |
In this episode, my guest is Jill Schulman, USMC veteran, leadership coach, and author of The Bravery Effect. We dig into the surprising role that bravery plays in building high-performing cultures—not just in the military, but in dealerships, teams, and even our personal lives. Jill shares the science behind why playing it safe actually leads to burnout, anxiety, and unhappiness, and how the most fulfilled, successful people have something in common: they’ve learned how to build bravery like a muscle. We talk about:
You’ll also hear practical tools—backed by real research—that Jill uses with Fortune 500 companies to help people take bold action, stay mentally strong, and avoid what she calls the “comfort trap.” If you’ve ever felt like you were capable of more but couldn’t get past the fear, or if you're in leadership and want to help your team do hard things without burning out, this episode’s going to give you some serious perspective. - - - - - - | |||
| Love People More Than You Love Cars | 07 Apr 2023 | 00:19:23 | |
Paul Daly and Kyle Mountsier (ASOTU) join the pod to talk about their perspectives on the importance of human connection in the auto industry. They emphasized the power of belonging, fulfillment, and the role of the industry in fostering these values. The trio discussed the importance of creating a sense of community within the industry, giving people a place where they feel like they belong and can grow together. They agreed that the industry is not just about sales and marketing, but rather about the meaningful relationships that form within it. Paul and Kyle reflect on their motivations behind founding the automotive event series and their desire to create a sense of belonging for those in the industry. They hope to challenge misconceptions about dealerships and foster an environment where people can find fulfillment, meaning, and purpose in their work. By offering a variety of entertainment and connection opportunities, the hosts aim to create an inclusive and supportive community for those involved in the automotive industry. One of the goals of their work is to show people how to appreciate the auto industry, much like appreciating jazz music. They believe that when people truly understand and appreciate the depth and richness of the industry, they will feel more connected and fulfilled. Fun fact from this episode: One in every four jobs in America is tied to the auto industry. This led to a realization that there are many people who may not even realize that they're a part of this powerful industry. Paul and Kyle also shared a powerful story about doing the impossible. They spoke with an executive at a dealership who jokingly suggested that they were attempting to achieve the impossible. However, they took it as a challenge, believing that they can change perceptions and create a more positive image of the industry. Just as the four-minute mile was once considered impossible, they believe that the auto industry can break through barriers and become a place where people find fulfillment and purpose. Drawing inspiration from the story of the four-minute mile, once believed to be impossible. They highlight how breaking barriers can inspire others to follow suit and eventually become the norm. This episode highlights the importance of relationships and connections in the automotive industry. Paul and Kyle emphasized the need for people to take pride in being part of this juggernaut industry and to love and support each other like family. By focusing on that they believe that the industry can continue to grow and provide meaningful careers for those who call it home. Listen to the full episode for insights and context from Paul Daly and Kyle Mountsier! ⭐️ 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! Thanks, Paul Daly and Kyle Mountsier! If you enjoyed this episode featuring Guest Name, support us by clicking the links! Connect with Michael Cirillo Mor - - - | |||
| David Kain: Is The Auto Industry Doomed? | 30 Mar 2023 | 00:26:01 | |
David Kain is the President, KainAutomotive.com. David Kain's life is fueled by two great passions: helping good people become exceptional salespeople and conquering challenging trails on his mountain bike. Born into a family that believed in the power of the automotive industry, David is one of nine siblings who grew up with the mantra that a car life is a good life. Today, he is not only a partner at Jack Kain Ford, but also a trailblazer in internet sales. Drawing from his 40 years of experience, David shared valuable insights on adapting to change, prioritizing customer-centricity, and staying true to one's principles. In this episode, we delve into the core ideas discussed and reveal how these principles can drive success in the ever-evolving automotive industry. The Power of Helping Others and Building Trust David Kain emphasized the importance of focusing on helping others achieve their goals, which translates to fostering transparency and long-lasting relationships with clients in the automotive business. By offering reliable services, expertise, and guidance, businesses can gain customer trust and loyalty, paving the way for continued growth and success. The Importance of Customer-Centricity David Kain's philosophy centers on customer-centricity. By truly understanding customers' needs and desires, businesses can provide tailored solutions that positively impact their lives. In the automotive industry, this means offering exceptional after-sales support and ensuring every interaction with the brand is memorable and satisfying. Collaboration and Synergy Collaboration is crucial to growth and success. Taking a page from David Kain's approach, working closely with OEMs, dealers, and other stakeholders in the industry creates synergies that benefit everyone involved. Sharing knowledge, expertise, and resources allows businesses to develop better products and services for customers, contributing to overall success. Cultivating a Winning Mindset David highlighted the importance of having a clear understanding of one's beliefs, convictions, and values in achieving success in the automotive industry. By staying true to these principles, professionals can accelerate their growth and have a lasting impact on the lives of those they interact with in the business. While the automotive industry faces various challenges and uncertainties, the insights shared by Michael and David show that there is still room for success and growth for those companies that prioritize their values, ethics, and long-term sustainability. By focusing on the right business model and providing exceptional service to all customers, both small and large automotive businesses can thrive in an ever-changing landscape. Listen to the full episode for insights and context from David Kain! ⭐️ 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! Thanks, David Kain! If you enjoyed this episode featuring Guest Name, support us by clicking the links! Connect with Michael Cirillo - - - | |||
| Joshua Negron: Why We Need To Focus On Mental Health At Work | 23 Mar 2023 | 00:15:08 | |
Joshua Negron is a seasoned Director of Business Development with a wealth of experience in the automotive industry. Over the years, he has honed his skills in business development, advertising, lead generation, personnel management, leadership, customer service, sales, and business software. In this episode, Joshua talks about the importance of mental health and its impact on the car dealership industry. Joshua emphasizes that every child has had a tough experience in life, and it is essential to empathize and understand that people are broken. He shares that he has a unique personality where people feel they can open up to him, and he has taken this as a gift to connect with his employees. The conversation transitions to Dr. Caroline Leaf's book on mental health, which Joshua is currently reading. He explains that every thought has emotions and memories attached to it, and it is crucial to examine it through a different lens. The automotive industry is a people business, and mental health is an essential aspect that needs attention. Understanding that people are broken and empathizing with them is vital to building a positive work environment. It is crucial to examine our thoughts and emotions and use that knowledge to work better with our colleagues. The car dealership industry can benefit from incorporating mental health and empathy into its business model. Joshua also talks about the impact of structured versus ambiguous management styles on employee culture, anxiety, and accountability. He reflects on how the structured approach created a culture of anxiety, where employees were constantly being measured and disciplined every month. To address this issue, Joshua took all the structure away and made the expectations more ambiguous, letting employees know the themes that they were looking for - effort, output, and attitude. Joshua emphasizes the importance of leadership and self-accountability. Good behaviour is essential to being a good leader, and vulnerability and openness are necessary for having meaningful conversations about moving the industry forward. Joshua also shares their personal experience of dealing with the loss of employees and the importance of seeking therapy to address the impact of these experiences. In conclusion, mental health and empathy are essential to the car dealership industry's success. Incorporating these values into your business model can help create a positive work environment, improve employee culture, reduce anxiety, and increase accountability. Joshua Negron's insights provide a valuable perspective on how the industry can move forward by prioritizing mental health, empathy, and good behaviour. Listen to the full episode for insights and context from Joshua Negron! ⭐️ 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! Thanks, Joshua Negron! If you enjoyed this episode featuring Joshua Negron, support us by clicking the links! Connect with Michael Cirillo More Dealers Are - - - | |||
| Grant Cardone: Do You Have A Rapid Growth Mindset? | 13 Mar 2023 | 00:19:55 | |
🎧 Subscribe on Apple: https://dpb.fm/apple 🔊 Subscribe on Spotify: https://dpb.fm/spotify 🔗 All our links: https://dpb.fm/play In this episode, Michael experiments with something new by revisiting an older episode that has stood the test of time. With nearly 600 episodes, many of them recorded in a way that ensures they remain evergreen, the host dives into an interview with Grant Cardone that was recorded six years prior. The original episode, “Grant Cardone talks about money and how to get a mentor,” included discussions about topics still relevant today, such as branding, social media marketing, and a growth development mindset. Michael provides commentary and his thoughts on the interview:
2. Grant Cardone's message is clear: go to work with the intention of making money. Don't go to work just to work. Work to prosper and make some bank. We all have big dreams and aspirations, and there's no reason to shy away from them. While it's important to be grateful for where we are, it's equally important to strive for more. 3. In today's market, we need to do more with less. It's essential to invest in education, stay up to date with the latest trends, and continue to grow. This is what sets us apart from others and what enables us to provide exceptional service to our customers. 4. Making money is essential. It's not something to be ashamed of or shied away from. We all need to make a living and take care of our families. We all have causes and community outreach initiatives that we care about, but at the end of the day, we need to sell more services to keep the bays full, technicians fed and happy. 5. Grant reflects on the importance of education in business, noting that leaders in the automotive retail industry should prioritize educating their teams about things that academia doesn't teach. Listeners can expect to hear discussions about how Grant Cardone developed his Uncle G brand, his thoughts on branding and social media marketing, and why he believes getting a mentor is essential for success. The podcast episode promises to be a fascinating and insightful listen, with Michael’s thoughts and reflections on the interview providing added depth and context. Listen to the full episode for insights and context from Grant Cardone! ⭐️ 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! Thanks, Grant Cardone! If you enjoyed this episode featuring Grant Cardone, support us by clicking the links! Connect with Michael Cirillo - - - | |||
| Weldon Long: The Power Of Changing Your Mindset | 09 Mar 2023 | 00:30:53 | |
I'd like to welcome my guest this week, Weldon Long, who provides an insightful and practical guide on how to change one's life by examining and transforming one's mindset. He also happens to be one of the nation’s most sought-after sales experts. In 2003, Weldon Long walked out of a homeless shelter after serving 13 years in prison. A 9th-grade dropout and 3-time convicted felon, he found himself broke and unable to gain employment. In just 5 short years he grew his company from $0 to $20 million and was selected by Inc Magazine as one of the fastest-growing privately held companies in America. Weldon has since trained thousands of sales reps, generated over $40 million across his 6 companies, and over $480 million for his clients including Fortune 500 companies like FedEx, Home Depot, Wells Fargo, and Farmers Insurance. He’s also a NY Times bestselling author of The Power of Consistency, Consistency Selling, and Upside of Fear. Today, Weldon is one of the nation’s most sought-after sales experts. In this episode, we discuss the power of having the right mindset and how it can help individuals thrive in the face of adversity. Weldon shares his personal story of being in and out of prison and how the death of his father was the catalyst that pushed him to start reading and learning about what successful people do differently. "My father's death was a life-altering experience that made me realize the destruction I had caused in my life and those around me." Weldon shares his experiences of how he transformed his life by examining and changing the contents of his 'box,' a metaphorical representation of his mind. He learned to be mindful of his thoughts, the origin of his emotions, and how every thought triggers an impulse that leads to a chemical reaction in the brain. He also delves into the importance of examining one's life and filling the 'box' with one's own beliefs and ideas, rather than those imposed by others. DPB host Michael connects with Weldon about his own decade-long struggle with suicidal depression and how he changed his mindset to overcome it. He shares his experience of dealing with suicidal depression in his twenties and how changing his mind was one of the most difficult things he ever had to do. He emphasizes the importance of changing one's mindset and provides insights into the connection between thoughts, emotions, behaviours, and results. "A prosperity mindset is the key to thriving in the face of adversity." Long's story is a powerful example of how mindset can change your life. His journey is a reminder that no matter where you are in life, it is never too late to change your mindset and create a new path for yourself. Listen to the full episode for insights and context from Weldon Long! 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! Thanks, Weldon Long! If you enjoyed this episode featuring Weldon Long, support us by clicking the links! Connect with Michael Cirillo More Dealers Are Choosing To - - - | |||
| Sandy Zaninno: The Most Important Work In Automotive | 02 Mar 2023 | 00:37:26 | |
🎧 Subscribe on Apple: https://dpb.fm/apple 🔊 Subscribe on Spotify: https://dpb.fm/spotify 🔗 All our links: https://dpb.fm/play Sandy Zannino is the founder of Innovative Auto HR Solutions and started in the car business in 1998 as a dealer’s assistant and corporate office manager. She's a passionate problem solver with a broad range of experience and has found ways to save dealers money while minimizing risks and exposures. In this episode, we discuss many of the challenges facing dealership managers and employees. Sandy emphasizes the importance of active listening and treating employees as internal customers to improve communication and enhance employee engagement. The episode also highlights the impact of active listening on lead handling and customer satisfaction. "By developing active listening skills, dealership managers can improve performance, employee engagement, and customer satisfaction. It can also create a culture of open communication, foster trust, enhance employee engagement, have a positive impact on lead handling, and improve conversion rates." Another topic we discuss is inclusion and how diversity in the workplace alone is not enough. It is vital to examine and understand our own biases to create a more inclusive society that accepts others' differences. We also explore how biases can impact our decisions and interactions with others and how being immersed in other cultures can broaden our perspective and increase empathy. Get Five More Tips On How Dealers Can Improve Employee Retention Rates Sandy points out the impact of biases in the automotive industry and how many dealerships need to attract more workers, especially from younger generations. We highlight the challenges that the industry faces in attracting millennial and Gen Z workers, who may have biases against the industry due to perceptions passed down from their parents. The conversation emphasizes the importance of personal fulfillment, making a difference, and doing what makes you happy. Sandy suggests investing time in connecting with employees and sharing personal experiences to gain new perspectives and discover hidden talents. This episode is a must-listen for anyone interested in becoming a more effective leader and creating a more inclusive and successful organization. Listen to the full episode for insights and context from Sandy Zaninno! ⭐️ 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! Thanks, Sandy Zaninno! If you enjoyed this episode featuring Guest Name, support us by clicking the links! Connect with Michael Cirillo More Dealers Are Choosing To Partner with FlexDealer Looking for a reliable, - - - | |||
| Aaron Sheeks: Building a Successful Automotive Business | 23 Feb 2023 | 00:30:10 | |
Aaron Sheeks is the co-founder of Auto Miner and President of Pure Cars. In this Episode Aaron Sheeks joins us to discuss the journey of building a successful business in the automotive industry. We delve into the importance of discipline and the pursuit of violent forward motion, rather than simply grinding. The conversation also explores the topic of clean data and its significance in the industry, as well as the benefits it can provide. Sheeks shares his experiences and insights, providing valuable advice for entrepreneurs and anyone looking to succeed in their respective fields. ⭐️ 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! Thanks, Aaron Sheeks! If you enjoyed this episode featuring Guest Name, support us by clicking the links! Connect with Michael Cirillo - - - | |||
| Subi Ghosh: Can Dealerships Thrive in Challenging Markets? | 16 Feb 2023 | 00:19:46 | |
🎧 Subscribe on Apple: https://dpb.fm/apple ⭐️ 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! Thanks, Subi Ghosh! If you enjoyed this episode featuring Subi Ghosh, support us by clicking the links! Connect with Michael Cirillo - - - | |||
| Lisa Gener: Is There A Right Way To Run Ads? | 09 Feb 2023 | 00:23:22 | |
Are you ready to get more leads with an improved ad strategy? Then this episode is for you! Listen to the full episode for insights and context from Lisa Gener! ⭐️ 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! Thanks, Lisa Gener! If you enjoyed this episode featuring Guest Name, support us by clicking the links! Connect with Michael Cirillo - - - | |||
| NADA 2023 Recap | 02 Feb 2023 | 00:14:55 | |
In this episode, Michael takes us on a journey through the recent NADA 2023 event that took place in his hometown, Dallas. Michael reflects on the unique energy of the event and how attendees were more focused and open to conversations compared to previous NADA conferences. 2023 is off to a roaring start in the automotive world! ⭐️ 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 - - - | |||
| Ep. 663 - The Laws That Top Performers in Retail Auto Obey, with Alan Dickie | 05 Jun 2025 | 00:23:37 | |
In this episode, my guest is Alan Dickie, President - www.AlanDickie.com and a returning DPB alum. Alan’s one of those guys who doesn’t just talk about success—he breaks it down to the bone. In this conversation, we explore what he calls the “laws” that make success predictable in life and business. We talk about why most salespeople stay stuck selling 8–12 cars a month while a few are pulling in 30+. It’s not about personality. It’s not about luck. It’s about understanding how human behavior works and knowing what laws to follow to create momentum. You’ll also hear:
If you’ve ever found yourself thinking “I’m doing the work but not seeing the results,” this episode will shift how you think about performance, money, and personal growth. This isn’t about motivation. It’s about awareness. And Alan doesn’t hold back. - - - - - - | |||
| Ali Reda: Is selling 100 cars a month still possible? | 26 Jan 2023 | 01:03:54 | |
In this episode of The Dealer Playbook, host Michael welcomes Ali Reda, the world's top-performing car sales professional. Yes, you read that right! Instead of a traditional interview format, Michael presents exclusive audio from a monthly office hours call for clients only, featuring Ali Reda and other dealers asking him questions. Is selling 100 cars a month still possible? In today's digital age, it can be easy to get caught up in the hype of lead generation and social media ads, but the truth is, selling cars is still very much a people business. Building relationships within your community and properly training your sales team are keys to success. In this episode, we explore the mindset and tactics needed to reach the milestone of selling 100 cars a month. As Ali mentions, many in the industry may think that 30 sales a month is the limit, but he himself has broken through that barrier and even reached a record of 209 sales in one month. One key aspect that he emphasizes is the importance of a good coach and mindset. He mentions Damian, his coach, who helped teach him the mindset needed to achieve success. The two even wrote a book together on the topic, entitled "How to Sell a Hundred Cars," (which can be found here), and is a quick, valuable read that focuses on getting back to the basics of patience, starting over, and relaxing to let things come to you. Another important aspect Ali talks about is the dealership process. As Ali points out, even if you have the best digital and social media marketing strategies in place, if you don't have a solid process for handling leads and giving customers a positive experience, you will not be able to reach the level of success you desire. This is where the longevity of a career in car sales comes in, as building relationships with customers is what leads to repeat business and long-term success. It's also important to remember that not every lead will turn into a sale, and it's crucial to have a plan for handling and retaining those leads that don't buy a car. Focusing on building relationships with customers in your community and providing excellent customer service will lead to word-of-mouth recommendations and repeat business. In short, selling 100 cars a month is still possible, but it requires a shift in mindset and a focus on building relationships and properly training your sales team. Focus on building each salesperson within their own community. With the right approach, you can achieve your sales goals and grow your dealership for the long term. During this interview, Ali shares his story and provides real-world, tangible advice about how to build a business within the business. Pay attention if you want to sell 100 cars or more per month! Listen to the full episode for insights and context from Ali Reda! 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! Thanks, Ali Reda! If you enjoyed this episode featuring Guest Name, support us by clicking the links! Connect with Michael Cirillo - - - | |||
| Ted Lam: It's Non-Prime Time! | 19 Jan 2023 | 00:31:34 | |
Ted Lam is the Founder and CEO of AITHR Automotive Intelligence. Ted has a wealth of experience in the industry, including a background in the non-prime market and a fascinating story about why he decided to build a software for dealers. In this episode we're taking a different angle on the topic of non-prime conversations. We're going to talk about how to create a prime experience for subprime customers in your dealership. It's important to remember that subprime customers are not archaic, and they deserve the same level of service as any other customer. One way to do this is to empower your sales team to educate themselves about credit and finance. This not only makes them better equipped to serve subprime customers, but it also makes them better salespeople overall. Ted shares his unique approach to making the car buying experience a success for all parties involved.He explains that his store had four different processes and four different ways to approach customers, based on their personality type. This allows the dealership to tailor the experience to the individual and make it as smooth as possible. He goes on to give the example of an engineer personality, who just wants to eat, lunch, and leave. By understanding and catering to this type of customer, the dealership can ensure a positive experience. Another key strategy is to train your sales team on how to be listeners. In the subprime market, the role of a salesperson is to be able to empathize with their customers and truly understand their needs. This requires not just knowledge of the product, but also the ability to actively listen and understand the customer's situation. One way to create a prime experience for subprime customers is to start the process early. Just as it's possible to get preapproval for a mortgage, it should also be possible for customers to get preapproval for a car loan. This allows them to shop within their budget and avoid the disappointment of being denied financing later on. It's important to remember that the culture of your dealership is key. If the sales team feels pressured to sell cars at any cost, they are less likely to provide a positive experience for subprime customers. Empowering your team and creating a culture of transparency and honesty is essential for success in this market. So if you're looking to improve your dealership's performance in the subprime market, consider investing in some sales training or using A I T H R to help your sales team succeed. Ted also touches on the current market conditions in Canada and the impact of government stimulus and inflation on the auto industry. He shares his outlook on the decline in wholesale values and used car vehicle values, and how it pertains to the industry. Listen to the full episode for insights and context from Ted Lam! ⭐️ 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! Thanks, Ted Lam! If you enjoyed this episode featuring Guest Name, support us by clicking the links! Connect with Michael Cirillo - - - | |||
| Elise Kephart: Is A.I. Going To Take Over Car Sales Jobs? | 12 Jan 2023 | 00:32:49 | |
Elise Kephart, founder of The Elise Kephart Experience, a leading training company in the automotive industry. Elise Kephart or maybe you know her as "The YouTube Diva" is a five-time guest on the show and master of BDC lead follow up. 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! Thanks, Elise Kephart! If you enjoyed this episode featuring Elise Kephart, support us by clicking the links! Connect with Michael Cirillo More Dealers Are Choosing To Partner with FlexDealer Looking for a reliable, high-performance - - - | |||