Episoder
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In this episode of the Millionaire Car Salesman podcast, host Sean V. Bradley dives deep into the transformative power of Artificial Intelligence (AI) in the automotive sales industry with guest Billy Hymas, the Auto Director at Podium. The discussion centers around how AI technologies, like Podium's AI named Jerry, are revolutionizing dealership operations by improving leadsâ response times and conversion rates.
âAI-driven tools can drastically enhance lead response times and improve conversion rates by providing timely and relevant customer communication.â
With insights into the consumer's changing expectations in the post-pandemic world, the duo explores the unparalleled advantages of integrating AI into customer communications, emphasizing the necessity for dealerships to evolve with the digital age. The conversation unfolds compelling statistics and strategies, noting how AI significantly boosts engagement through immediate and relevant communication, even during after-hours.
âIntegration of AI in the dealershipâs workflow complements the CRM systems and aids human resources in maximizing operational efficiency and sales effectiveness.â
Billy highlights the importance of AI in enhancing customer satisfaction (CSI) by ensuring timely and personalized responses, thus bolstering online reputation management. With the shared success stories from major dealership groups, the episode underscores AI's pivotal role in navigating common challenges like high attrition rates and maximizing dealership profitability. Throughout this episode, listeners gain understanding into the balanced integration of AI, CRM tools, and human resources in dealership operations, equipping them with practical insights on optimizing lead management and boosting sales efficacy.
Key Takeaways:
â AI-driven tools can drastically enhance lead response times and improve conversion rates by providing timely and relevant customer communication.
â Jerry, Podiumâs AI tool, acts as a diligent, omnipresent team member, handling customer inquiries after hours and aiding in the lead conversion process.
â Integration of AI in the dealershipâs workflow complements the CRM systems and aids human resources in maximizing operational efficiency and sales effectiveness.
â Properly executed AI systems can improve Customer Satisfaction Index (CSI) by ensuring a seamless and personable customer experience throughout their buying journey.
â With AI's aid, dealerships can easily manage a large influx of leads without overstretching their human resources, addressing staffing challenges and increasing sales figures.
About Billy Hymas
Billy Hymas is the Auto Director at Podium, a leading technology company specializing in artificial intelligence solutions for the automotive industry. With a rich background in sales, including roles in door-to-door sales and enterprise sales, Billy brings a wealth of experience in customer interactions and technology solutions. His focus at Podium is on helping automotive dealers enhance lead conversion and customer engagement through cutting-edge AI technology. Billy's extensive experience in sales management and his work across various industries contribute to his expertise in implementing AI for business growth and efficiency.
Revolutionizing Car Sales with AI: How Artificial Intelligence is Transforming Dealership Operations
Technology has always been at the forefront of revolutionizing industries, and the automotive sector is no exception. In a recent deep dive into AI's role in car dealerships, experts Sean V. Bradley from Dealer Synergy and Billy Hymas from Podium reveal how embracing this technology is not only changing the landscape but also boosting sales, efficiency, and customer satisfaction. The discussion encompasses the nuances of AI in dealership settings, tackling common challenges, and optimizing operations to meet evolving consumer expectations.
Key TakeawaysSpeed and Precision in Lead Response: The faster a dealership responds to a lead, the higher the likelihood of conversion.
Role of AI in Reducing Human Error: AI helps maintain accurate customer interactions, minimizing the pitfalls of miscommunication.
AI as a Team Member: AI tools can complement human resources by handling routine tasks, thereby freeing staff to focus on higher-value activities.
Speed and Precision in Lead Response: A Game Changer
In the dynamic landscape of automotive sales, speed is critical. As highlighted by Sean V. Bradley, the correlation between response time and closing ratio is direct and significant. Traditional methods of handling leads are becoming obsolete with the rise of AI technologies like Podium's "Jerry," which offers immediate engagement with potential customers. "The faster you respond to somebody, the higher the closing ratio," Bradley notes, emphasizing that AI can interact with leadsâwhether through text or online chatâimmediately, even beyond business hours.
Billy Hymas adds weight to this by noting how AI can be a first line of defense in the often missed after-hours leads. "The ability toâŚanswer quickly, help people feel warm and fuzzy because they're getting that instant dopamine hit. That's what sells cars," he explains. This real-time interaction reduces the delays that can lead to lost sales opportunities, offering a seamless transition from AI interaction to human follow-up when necessary.
The Role of AI in Reducing Human ErrorThe concerns regarding the implementation of AI often revolve around its interaction with existing tools like CRMs. Many dealerships fear overloading customers with multiple communications from different systems. Hymas addresses this concern by explaining the integration capabilities of AI, particularly with established systems to ensure that customer messages are not duplicated or conflicting.
AI's capability to maintain coherence and professionalism in customer interactions is paramount. As noted in the conversation, AI avoids common pitfalls such as email merge errors that tarnish customer experience. Hymas remarks on the intelligence of AI like Jerry, which can learn customer preferences and history, thus tailoring interactions that are informative and free of human errors, thereby building trust and improving customer satisfaction scores.
AI as a Team Member: Optimizing Human ResourcesBeyond just replacing basic tasks, AI can enhance a dealership's human resources by optimizing how their time is spent. As Bradley and Hymas discuss, AI facilitates taking on repetitive tasks that consume significant amounts of human effort. Bradley notes, "What happens to dealers is don't get all excited about whatever technology, whatever vendor and not let them speak to each other," emphasizing the importance of an integrated strategy where AI complements staff efforts.
Hymas further adds that, "AI serves as an incredible trainer," allowing sales teams, especially newer members, to learn from AIâs customer interactions. This not only aids in onboarding but also offers a continual learning opportunity, allowing seasoned salespeople to hone their techniques based on AI interaction data.
Embracing the Future of Automotive Sales with AIThe conversation between Bradley and Hymas illuminates the transformative potential of AI in the car sales industry, highlighting its immediate benefits in engagement speed, accuracy, and resource optimization. AI, epitomized by tools like Podiumâs Jerry, is proving to be an invaluable asset, capable of increasing conversion rates and enhancing customer experience. By seamlessly integrating with existing CRM systems, AI complements rather than complicates, allowing dealership teams to focus on relationship-building and high-quality sales interactions. For dealerships ready to embrace these technologies, the future looks brightâand more profitableâthan ever. Adopting these strategies can revolutionize the way dealerships operate, ensuring they not only meet but exceed modern consumer expectations in the digital era.
Resources:
Podium: Discover how Podium's innovative AI technology can unlock unparalleled efficiency and drive your dealershipâs sales to new heights. Visit www.podium.com/mcs to learn more!
NCC: Credit-Driven Retailing - NCC delivers industry-best credit-driven retailing for auto dealerships, combining a powerful credit and compliance engine and fully integrated CRM/Desking platform for maximum profitability.
Complete CRM: Complete CRM is a streamlined, all-in-one system that simplifies your dealership software and processes so you can manage every aspect of your operation with ease; from tracking and following up on leads, desking deals, managing inventory, marketing to your customers, and more.
Dealer Synergy & Bradley On Demand: The automotive industryâs #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Facebook Group: Join the #1 Mastermind Group in the Automotive Industry! With over 28,000 members, gain access to successful automotive mentors & managers, the best industry practices, & collaborate with automotive professionals from around the WORLD! Join The Millionaire Car Salesman Facebook Group today!
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
Podium: Elevating Dealership Excellence with Intelligent Customer Engagement Solutions. Unlock unparalleled efficiency and drive sales with Podium's innovative AI technology, featured proudly on the Millionaire Car Salesman Podcast. Visit www.podium.com/mcs to learn more!NCC: Powered by proprietary solutions such as Intelligent Credit Engine⢠and LenderSelectâ˘, NCC transforms the car-buying experience for dealers and their customers. From compliance and lender selection to CRM and desking, to marketing and data miningâNCC integrates them all in a single, seamless platform to deliver better customer experiences, maximum efficiency and maximum profit.
Complete CRM: As an innovative leader in the industry for the last 30 years, Complete CRM is designed to give your dealership the competitive edge in a demanding marketplace. Powered by Complete Credit⢠and award-winning desking, Complete CRM⢠is the industryâs only credit and compliance-enabled CRM that lets dealers achieve maximum profitability on every deal. Built on modern technology, Complete CRM seamlessly integrates credit, compliance, inventory, data mining, lead generation, enterprise functionality, and customized reporting in one tool with a single login.
Dealer Synergy: The #1 Automotive Sales Training, Consulting, and Accountability Firm in the industry! With over two decades of experience in building Internet Departments and BDCs, we have developed the most effective automotive Internet Sales, BDC, and CRM solutions. Our expertise in creating phone scripts, rebuttals, CRM action plans, strategies, and templates ensures that your dealership's tools and personnel reach their full potential.
Bradley On Demand: The automotive sales industryâs top Interactive Training, Tracking, Testing, and Certification Platform. Featuring LIVE Classes and over 9,000 training modules, our platform equips your dealership with everything needed to sell more cars, more often, and more profitably!
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In this heartfelt episode of the Millionaire Car Salesman Podcast, Sean V. Bradley and LA Williams celebrate the life and legacy of Jim âThe Alpha Dawgâ Ziegler, forever an icon in the automotive industry. Joined by renowned guest Cory Mosley, the podcast pays tribute to Ziegler's profound impact and lasting influence on automotive sales culture and training. Through anecdotes, shared experiences, and enlightening discussions, listeners are provided a deep dive into the principles that Ziegler embodied, particularly his advocacy for dealers and his dynamic approach to sales training.
"I wouldn't be in the car business if it weren't for what Jim taught me in his training."
The episode eloquently captures Ziegler's ethos of doing things his way and the indelible mark he left on the automotive industry. From discussions about the early days of Ziegler's career to his massive influence on automotive sales techniques, the conversation touches on the many elements that made Ziegler a cherished mentor and industry leader.
"He loved his wife, he loved his family, and he loved the industry."
The podcast also highlights Ziegler's personal insights on the importance of work-life balance and the human side of being a business legend, offering listeners a balanced perspective of both his professional contributions and his personal journey. Feel and listen with your heart as we honor the loss of an automotive legend.
Key Takeaways:
â Ziegler was a staunch advocate for automotive dealers, committed to enhancing dealership profitability and industry standards.
â The significance of mastering one's craft in automotive sales was a central theme of Ziegler's career, emphasizing his desire to elevate others in the industry.
â The importance of personal legacy and balancing professional success with meaningful personal relationships, a lesson from Ziegler's experiences.
â The role of the National Speakers Association (NSA) in elevating Ziegler's and others' careers, serving as a pivotal institution for professional growth and networking in public speaking.
â The evolving impact of technology and virtual platforms in car sales and dealership operations, as reflected in Ziegler's career transition over time.
About Jim âThe Alpha Dawgâ Ziegler, CSP, HSG
Jim Ziegler, CSP, HSG - Known as "The Alpha Dawg," Ziegler was a legendary figure in the automotive industry with a career spanning nearly five decades. He was a consultant, speaker, and trainer, recognized for his contributions to F\&I and automotive sales training. Holding the titles of Certified Speaking Professional (CSP) and HSG, Jim was known for his bold personality and his impactful presence in the industry.
About Cory Mosley, CSP
Meet Cory Mosley, CSP, Award-Winning Business Growth & Media Expert. Cory Mosley, CSP, is an entrepreneur, sought-after strategic consultant, media personality, results-driven coach, and certified speaking professional. Coryâs experience in the business and media arena spans over twenty years and includes global strategy, business development, and marketing work. His client list includes Fortune 100 companies, global tier 1 and 2 suppliers, countless small business and franchise operations, professional associations, and non-profits. Cory specializes in Business Growth Strategy, Rebranding, Thought Leadership Content Creation, Event Speaking, and Custom Training and Development Programs.
About Sean V. Bradley, CSP
Sean V. Bradley, CSP is the President of Dealer Synergy and co-creator of the Millionaire Car Salesman Podcast. With decades of experience, Sean is a celebrated figure in automotive sales training, recognized for his innovative strategies and motivational speaking.
About LA Williams III - Known as âThe Blind Masterâ
LA Williams III - Known as âThe Blind Masterâ is the co-host of the Millionaire Car Salesman Podcast, Williams is known for his remarkable talent in inspiring and training automotive professionals. He contributes his extensive knowledge and engaging style to help drive sales success and motivate others.
Honoring the Alpha Dawg: The Lasting Legacy of Jim Ziegler in the Automotive Industry
Key Takeaways
Jim Ziegler's unwavering dedication to the automotive industry showcased his deep love and commitment to his craft, his family, and his peers.
Emphasizing the importance of vigilance in business, Ziegler often cautioned against distractions disguised as opportunities, a principle that applies universally beyond automotive sales.
Ziegler's larger-than-life persona and unparalleled influence have left an indelible mark on countless individuals within the automotive and speaking communities.
The Indomitable Jim Ziegler: A True Icon in the Automotive WorldJim Ziegler's name resonates deeply within the automotive industry. Known as the "Alpha Dawg," Jim dedicated nearly five decades of his life to revolutionizing automotive sales and training. His powerful impact was not just limited to dealerships and sales teams but extended to empowering individuals through professional speaking. This article delves into Jim Ziegler's unmatched legacy, the principles he championed, and what it truly meant to have crossed paths with such a titan.
One of Ziegler's peers, Sean V. Bradley, remarked, "Jim loved it. Day after day, he loved the industry." This passion for automotive sales and training was evident in all that Jim didâfrom his staunch advocacy for dealerships to his direct confrontations with entities that threatened the industry's sanctity. Jim Ziegler embodied what it means to be a true leader and innovator, and his influence will be felt for generations to come.
Pioneering a Dealer-Centric ApproachJim Ziegler was renowned for his unwavering commitment to the automotive profession and the people within it. His advocacy was unparalleled as he battled against anything that could detrimentally impact dealers, managers, and sales personnel. Emphasizing the need for integrity while making a profit, Ziegler once proclaimed, "Success leaves clues."
This insight reflected his belief in the industry's potentialâchampioning a dealer-centric model where professionalism and profitability went hand-in-hand. Ziegler's influence was palpable, from battling legislative efforts that threatened dealerships to crafting meticulously designed strategies to increase profitability. His colleagues noted how his strategies empowered automotive professionals at all levels, yielding measurable economic benefits.
Jim's passion extended beyond the tangible, often challenging the status quo with his bombastic approach and willingness to confront adversity head-on. As Cory Mosley, another leading industry figure, stated, "This was a guy who came into our industry and fundamentally affected tens of thousands of people."
The Power of Persona: A Charismatic FigureZiegler was known for his charisma, the allure of which was not only leveraged to drive sales but also to inspire legions within his community. His larger-than-life personality drew people in and his no-nonsense approach kept them engaged. Yet beyond the swagger and humor, Jim was a passionate advocate for continuous improvement. He emphasized the importance of mastering one's craft, often challenging peers to embrace the industry as if earning a master's degree.
His sayings and stories are legendary. From stating, "Alpha Dawg don't fly in the back of no planes," to his memorable meme wars with peers, Jim was unapologetically himself and lived by his truth. This authenticity struck a chord with many, creating a ripple effect of admiration and respect across the industry.
Jim's willingness to put himself out there and embrace failure was another facet of his enduring appeal. Whether mentoring up-and-coming trainers or forging lifelong friendships, Jim's influence was marked by his transparent honesty and keen desire to share his vast expertise. As L.A. Williams described, "He was a good guy to be around; he always loosened you up."
Navigating Opportunities: A Lesson in FocusPerhaps one of Zieglerâs most impactful teachings was, "Beware of distractions disguised as opportunities." This timeless advice is not only applicable to the automotive industry but also serves as a broader lesson in life and business strategy. It encourages individuals to remain focused and discerning amid myriad distractions vying for attention in the digital age.
By embodying this tenet, Ziegler was not only teaching the essentials of sales but also imparting wisdom that transcended the boundaries of industry-specific knowledge. His guidance urged professionals to identify the substantive opportunities from the noiseâa skill crucial for success in both personal and professional domains.
Jim's philosophy serves as a poignant reminder of the need for clarity and focus in our pursuits. Applying this approach can result in improved decision-making and reinforces the importance of maintaining a strategic vision.
Reflecting on Jim Ziegler's LegacyJim Zieglerâs legacy is one of passionate advocacy, relentless pursuit of excellence, and the profound ability to influence those around him. Through his direct approach to both the joys and challenges of automotive sales and professional speaking, Jim equipped countless individuals with the knowledge and motivation to succeed. His unique blend of humor, wisdom, and integrity cemented his status as a towering figure within and beyond the automotive field.
Reflecting on Ziegler's contributions invites us to ponder our own legaciesâwhat we Stand for and what we leave behind. To honor Jim Zieg
Resources:
Podium: Discover how Podium's innovative AI technology can unlock unparalleled efficiency and drive your dealershipâs sales to new heights. Visit www.podium.com/mcs to learn more!
NCC: Credit-Driven Retailing - NCC delivers industry-best credit-driven retailing for auto dealerships, combining a powerful credit and compliance engine and fully integrated CRM/Desking platform for maximum profitability.
Complete CRM: Complete CRM is a streamlined, all-in-one system that simplifies your dealership software and processes so you can manage every aspect of your operation with ease; from tracking and following up on leads, desking deals, managing inventory, marketing to your customers, and more.
Dealer Synergy & Bradley On Demand: The automotive industryâs #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Facebook Group: Join the #1 Mastermind Group in the Automotive Industry! With over 28,000 members, gain access to successful automotive mentors & managers, the best industry practices, & collaborate with automotive professionals from around the WORLD! Join The Millionaire Car Salesman Facebook Group today!
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
Podium: Elevating Dealership Excellence with Intelligent Customer Engagement Solutions. Unlock unparalleled efficiency and drive sales with Podium's innovative AI technology, featured proudly on the Millionaire Car Salesman Podcast. Visit www.podium.com/mcs to learn more!NCC: Powered by proprietary solutions such as Intelligent Credit Engine⢠and LenderSelectâ˘, NCC transforms the car-buying experience for dealers and their customers. From compliance and lender selection to CRM and desking, to marketing and data miningâNCC integrates them all in a single, seamless platform to deliver better customer experiences, maximum efficiency and maximum profit.
Complete CRM: As an innovative leader in the industry for the last 30 years, Complete CRM is designed to give your dealership the competitive edge in a demanding marketplace. Powered by Complete Credit⢠and award-winning desking, Complete CRM⢠is the industryâs only credit and compliance-enabled CRM that lets dealers achieve maximum profitability on every deal. Built on modern technology, Complete CRM seamlessly integrates credit, compliance, inventory, data mining, lead generation, enterprise functionality, and customized reporting in one tool with a single login.
Dealer Synergy: The #1 Automotive Sales Training, Consulting, and Accountability Firm in the industry! With over two decades of experience in building Internet Departments and BDCs, we have developed the most effective automotive Internet Sales, BDC, and CRM solutions. Our expertise in creating phone scripts, rebuttals, CRM action plans, strategies, and templates ensures that your dealership's tools and personnel reach their full potential.
Bradley On Demand: The automotive sales industryâs top Interactive Training, Tracking, Testing, and Certification Platform. Featuring LIVE Classes and over 9,000 training modules, our platform equips your dealership with everything needed to sell more cars, more often, and more profitably!
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In this riveting episode of the Millionaire Car Salesman podcast, host Sean V. Bradley dives into the harsh realities of the automotive industry in 2025. With the backdrop of economic uncertainties, changing tariffs, and the fluctuating electric vehicle market, Sean discusses the challenges dealerships face today. Joining him is Cody Carter, the #1 Car Salesman in the World, who shares his secrets to thriving in such volatile conditions! Cody provides invaluable insights into maintaining profit margins despite rising costs, the declining value of electric vehicles, and leveraging digital retailing for success.
âIâm the #1 Car Salesman, but I'm still chasing that 200 car monthâ - Cody Carter
This episode is packed with Cody's expert strategies to navigate a competitive market and offers a unique perspective on adapting sales tactics in response to external pressures such as tariffs and political changes. Sean and Cody discuss the significance of creative leasing options, the importance of working the service drive, and embracing modern CRM technologies like AI to optimize sales processes. With robust discussions on customer engagement and the necessity of understanding market trends, listeners will uncover new pathways to boost dealership performance and sales efficiency!
Key Takeaways:
â Digital Retailing Mastery: Cody's success is partly attributed to his use of digital retailing, allowing customers to complete much of the purchasing process online, which leads to increased sales efficiency.
â Leveraging Alternate Lenders: By using multiple lenders and providing flexible leasing options, Cody maintains competitive pricing and attractive deals for customers.
â Service Drive Strategy: Unutilized service drive opportunities can yield high-value deals, a tactic that Cody suggests for increasing sales figures.
â Adapting to Market Trends: With changes in tariffs and the EV market, maintaining versatility in sales tactics and quickly adapting strategies is essential for ongoing success.
â AI and Technology: Implementing AI-driven conversational tools, like those offered by Podium, could significantly enhance lead management and sales processes.
About Cody Carter
Cody Carter is renowned for his remarkable achievements as the world's top car salesman. In 2024, Cody set a new benchmark by selling an impressive 1,432 units, surpassing his previous record of 1,408 units sold in 2023. Cody is celebrated for his innovative automotive sales strategies and his efficient use of digital retailing technologies. Based at Tustin Toyota in California, Cody oversees an extensive clientele, leveraging his expertise to continue outperforming industry standards.
Mastering the Automotive Sales Landscape: Insights from Industry Titans Key TakeawaysMarket Adaptation: The automotive landscape in 2025 is evolving, demanding dealers and sales professionals to pivot with creative strategies and leverage incentives effectively.
Digital Retailing: Harnessing digital retailing platforms and personalized websites can streamline operations and enhance customer experiences.
Success Stories: Industry leaders like Cody Carter demonstrate that innovative approaches to sales and marketing can significantly boost performance and dealership output.
The automotive industry in 2025 is encountering a turbulent landscape characterized by rapid changes in sales dynamics, electrification, and market incentives. In a compelling conversation with automotive experts Sean V. Bradley and Cody Carter, the secrets to navigating these challenges while capitalizing on opportunities become evident. Bradley, a pioneer in auto sales training, and Carter, the renowned "Millionaire Car Salesman," reveal how key sales strategies and digital tools can transform dealership performance.
Adapting to the 2025 Automotive MarketThe year 2025 has brought with it substantial shifts in automotive sales strategies. "Man, it's rough out there in them streets," Sean V. Bradley articulates, summarizing the struggles faced by many in the industry. A predominant theme is the requirement for dealerships to adapt after several years of unprecedented sales volumes post-pandemic. With manufacturers reintroducing incentives and OEM spins, many dealers are driven to adjust their strategies quickly. "The pulse that I'm getting is that there's a lot of stress in 2025," highlights Bradley as he describes the current sales calendar.
Dealerships are contending with factors like rising costs, which impact profit margins, and competing incentives that pressure sellers to discount inventory heavily. The transcript illustrates the importance of leveraging incentives creatively. As Carter explains, some domestics offer $7,000 to $8,000 in incentives, which could drive sales volume if strategically applied. "We try to get them into like right now we're doing 39-month leases⌠which allows me to potentially make the payment attractive and make more gross profit," Carter outlines.
Implications for Sales StrategiesThis evolving landscape forces a rethink in sales approaches. Effective handling of tariffs and managing changing demand for electric and hybrid vehicles are crucial. Carter reveals how Toyota's diverse lineup allows for flexibility, indicating that understanding inventory dynamics can mitigate potential tariff impacts. Thereâs a wider implication for sales teams to maintain competitive responses to shifting market conditions by fully understanding their product and financial levers.
Leveraging Digital Retailing for Business GrowthThe automotive sector's digital transition has become a lifeline for sales professionals. Cody Carter's success epitomizes the power of digital retailing platforms. Despite market volatility, Carter confirms, "A lot of it contributed to some of these lenders. Ally, for example, they're giving me a thousand dollar rebate on every single car that you send to them." This system maximizes efficiency by allowing buyers to explore financing options directly from dealership websites.
Digital platforms enable customers to visualize varied financing structures, effectively engage with leasing options, and make informed purchasing decisions. As displayed in the conversation, Carter's website personalizes customer interactions, saying, "The biggest thing with my site that's unique is I have multiple lenders for leasing loaded on there."
Broader Impacts of Digital ToolsDigital retailing is transforming the automotive landscape by increasing transparency and convenience for customers. As automotive commerce gravitates online, maintaining competitive pressures by ensuring platforms are user-friendly and integrative becomes essential. Success stories like Carterâs highlight that embracing innovation not only improves customer satisfaction but significantly elevates business results, capturing market share despite an overcrowded digital space.
Success in Automotive Sales: Unpacking Cody Carter's StrategiesCody Carter's remarkable achievements have set benchmarks across the industry. With 1,432 units sold last year, Cody's marketing mastery breaks conventional dealership molds. His pragmatic approach is encapsulated when he notes, "There's so much money to be made, and it's just left laying there." By focusing on untapped potential, specifically within service departments, Cody continually drives profitability.
A pivotal element of Codyâs approach is his use of lease options. Acknowledging current resale value downturns, particularly with EVs, Carter advocates leasing as an effective strategyâa sentiment reinforced with his statement: "Lease it today, capture the rebate on the first payment, buy it out and then you save money."
Lessons for Aspiring Sales ProfessionalsCarter's success reveals vital lessons for budding sales professionals. His proactive client relations and meticulous understanding of market dynamics reflect the need for personalized customer experiences. By integrating digital tools and leveraging creative financing solutions, dealerships can offer exceptional customer journeys, leading to higher sales volumes and customer loyalty.
The revelations shared in this insightful discussion between Bradley and Carter underscore a broader message: mastering the complexities of the automotive industry in 2025 is achievable. By embracing digital platforms, understanding evolving market incentives, and personalizing customer engagements, sales professionals can navigate current challenges and significantly enhance dealership performance. Invoking creativity and consumer-centric strategies will continue to provide a roadmap for success, even amidst market uncertainties.
Resources:
Podium: Discover how Podium's innovative AI technology can unlock unparalleled efficiency and drive your dealershipâs sales to new heights. Visit www.podium.com/mcs to learn more!
NCC: Credit-Driven Retailing - NCC delivers industry-best credit-driven retailing for auto dealerships, combining a powerful credit and compliance engine and fully integrated CRM/Desking platform for maximum profitability.
Complete CRM: Complete CRM is a streamlined, all-in-one system that simplifies your dealership software and processes so you can manage every aspect of your operation with ease; from tracking and following up on leads, desking deals, managing inventory, marketing to your customers, and more.
Dealer Synergy & Bradley On Demand: The automotive industryâs #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Facebook Group: Join the #1 Mastermind Group in the Automotive Industry! With over 28,000 members, gain access to successful automotive mentors & managers, the best industry practices, & collaborate with automotive professionals from around the WORLD! Join The Millionaire Car Salesman Facebook Group today!
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
Podium: Elevating Dealership Excellence with Intelligent Customer Engagement Solutions. Unlock unparalleled efficiency and drive sales with Podium's innovative AI technology, featured proudly on the Millionaire Car Salesman Podcast. Visit www.podium.com/mcs to learn more!NCC: Powered by proprietary solutions such as Intelligent Credit Engine⢠and LenderSelectâ˘, NCC transforms the car-buying experience for dealers and their customers. From compliance and lender selection to CRM and desking, to marketing and data miningâNCC integrates them all in a single, seamless platform to deliver better customer experiences, maximum efficiency and maximum profit.
Complete CRM: As an innovative leader in the industry for the last 30 years, Complete CRM is designed to give your dealership the competitive edge in a demanding marketplace. Powered by Complete Credit⢠and award-winning desking, Complete CRM⢠is the industryâs only credit and compliance-enabled CRM that lets dealers achieve maximum profitability on every deal. Built on modern technology, Complete CRM seamlessly integrates credit, compliance, inventory, data mining, lead generation, enterprise functionality, and customized reporting in one tool with a single login.
Dealer Synergy: The #1 Automotive Sales Training, Consulting, and Accountability Firm in the industry! With over two decades of experience in building Internet Departments and BDCs, we have developed the most effective automotive Internet Sales, BDC, and CRM solutions. Our expertise in creating phone scripts, rebuttals, CRM action plans, strategies, and templates ensures that your dealership's tools and personnel reach their full potential.
Bradley On Demand: The automotive sales industryâs top Interactive Training, Tracking, Testing, and Certification Platform. Featuring LIVE Classes and over 9,000 training modules, our platform equips your dealership with everything needed to sell more cars, more often, and more profitably!
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In this episode of the Millionaire Car Salesman Podcast, LA Williams takes listeners on a dynamic exploration of Dealer Synergyâs innovative outsourced BDC operations situated in Belize!
"Sales is not a one-size-fits-all type of thing... The more creative you can get, the more sales you can do." - LA Williams
Recorded LIVE, Williams spells out the operational efficiencies and strategic advantages of leveraging an international call centerâpointing out cost savings, quality customer service delivery, and the critical training methodologies that contribute to enhanced dealership success.
"Geography does not have to be a challenge anymore. We can employ folks from anywhere in the world!" - LA Williams
LA offers a behind-the-scenes insight into how a 2,000-person call center functions, proving that geographic distance does not impede quality customer service or dealership results. Utilizing a Belize-based team trained with Dealer Synergyâs advanced methodologies, sales operations are not only streamlined but amplified. By demolishing traditional sales models, Williams articulates how automotive dealerships can thrive by adapting to globalized business strategies, therefore keeping showrooms thriving and customer satisfaction at its peak!
Key Takeaways:
â Cost Efficiency and Scalability: Outsourcing BDCs to regions like Belize significantly reduces overhead costs versus U.S.-based operations, making it economically advantageous for dealers to expand their reach.
â Training and Quality Assurance: Dealer Synergy's comprehensive training ensures that agents, regardless of location, provide professional, high-quality customer service that matches or surpasses in-house teams.
â Technological Integration and Flexibility: Utilizing platforms like Zoom for meetings and sales allows sales teams to operate seamlessly from anywhere, thus expanding the scope and efficiency of dealerships.
â Cultural Adaptability: Belize's predominantly English-speaking population allows for seamless communication with the U.S. market, dispelling concerns over language barriers.
â Future of Automotive Sales: Innovative practices are setting a new standard for the industry's future, emphasizing the importance of a global operational perspective and advanced technological integration for sustained success.
About LA Williams
LA Williams is the Vice President of Dealer Synergy. He has 15+ years of automotive sales experience and has made it his mission to help, educate and level up anyone he comes in contact with. LA once started as a frontline analyst for the organization, but quickly worked his way through the ranks to most recently landing him his current role of Vice President and an official company partner. Although LA holds an executive position with Dealer Synergy, he is completely âhands-onâ with the Dealer Synergy family of programs. LA is the preeminent subject master on âPhone Salesâ in the Automotive Sales Industry and has earned the nickname and title of âThe Blind Phone Masterâ. LA has been blind for 35+ years and has focused his energy on the art of sound, tone, and inflection. With his inability to see and only hear, he can solely judge a personâs phone abilities and verbal tools based on what they say and how they say it. This makes him the perfect coach and phone sales expert on planet Earth. LA has trained thousands of Automotive Sales professionals, Internet / BDC professionals, Sales Managers, General Managers and Dealer Principals on how to dominate the phones with his âThe Blind Phone Masterâs Phone Sales Masteryâ strategies. Furthermore, LA is an NADA Convention Speaker and a frequent 20 group speaker, including the official Internet Sales 20 Group . In addition to his training and speaking engagements, LA is the official co-host of the globally known Millionaire Car Salesman Podcast and a moderator of the Millionaire Car Salesman Facebook Group.
LA is also a very successful music producer. He has produced tracks for Dr. Dre, Lil Wayne, Katy Perry, Karina Bradley, and scores more. In addition to having worked with some of the best in the music industry, LA has worked in movies. He was even the voice for Jigsaw in 4 of the SAW movies! LA has taken his music producer, audio, and voice talent to bring a strong form of âentertrainmentâ to the industry and has blessed us with many motivating and fun remix tracks, applicable to the automotive sales industry.
Exploring the Future of Automotive Business Development Centers: Insights from the Millionaire Car Salesman Podcast
Engage Automotive Success with Global Collaboration
Understanding the potential of global call centers for automotive dealerships, optimizing skills across borders, and leveraging technology for enhanced business development are key factors in driving dealership profits. Dive into insights shared by LA Williams from the Millionaire Car Salesman Podcast, as he explores these dynamics live from Belize.Key Takeaways:
Leveraging global call centers can significantly enhance dealership efficiency while reducing costs.
Developing advanced communication skills and empathy is crucial for success in sales.
Utilizing technology like Zoom transforms remote selling into a profound customer experience.
The Economic Edge of Global Call CentersIn the realm of automotive sales, maximizing efficiency while minimizing costs is the golden ticket to success. During the Millionaire Car Salesman Podcast, LA Williams, known as the Blind Phone Master, emphasized the cost-efficiency of operating global call centers, particularly in regions like Belize. He states, "When you think about it, the cost-effectiveness⌠to be real with you, like in California alone, I think the minimum wage is like $20 an hour⌠it's no longer productive to run a call center.â This essential strategy allows dealerships to harness top-tier talent at a fraction of the cost.
Williamsâ discussion reflects a broader trend in leveraging international call centers to accommodate fluctuating economic landscapes, offering dealerships a way to stay competitive without compromising service quality. This strategy ensures that even smaller dealerships can compete on a larger scale, effectively leveling the playing field and turning the focus onto the quality of service provided rather than where it originates.
Furthermore, the transcript reveals a nuanced understanding of the benefits of these call centers: âSo we actually walking into the call center right now⌠When we got all these people making phone calls, it's going to allow you to be much more profitable.â This statement encapsulates how simply relocating a function can have profound business advantages, facilitating higher profits through reduced operational costs.
Cultivating Communication and Empathy in SalesBeyond economics, success hinges on communication and empathy. Williams highlights the importance of having a team adept in these soft skills. Within the podcast, Williams reflects on his Belize-based team's aptitude: "People are just making phone calls⌠our team here, man, they stay in focus⌠they also pay so much attention in training." These insights underscore the need for a workforce that is both dedicated and well-trained in communication strategies.
In sales, empathy and understanding are paramount, especially in overcoming objections or handling disgruntled customers. Here's how Williams advises on such encounters: "We teach them to be compassionate. We do role plays with them to walk them through those scenarios.â This training in empathy not only improves customer interaction but also builds a stronger connection with potential buyers who may otherwise feel dismissed or undervalued by traditional, automation-heavy methods.
Such strategies illustrate the impact of prioritizing customer relations. By integrating empathy as a core selling principle, global call centers can match, or even exceed, the effectiveness of in-house sales staff. This shift allows any dealership, no matter its location, to provide premium customer service.
Transforming the Sales Experience through TechnologyThe advancements in technology have dramatically shifted how business is conducted, especially in the automotive industry. Williams touches on numerous ways technology, particularly platforms like Zoom, can elevate customer interactions. He shines light on this by saying, "A salesperson wanted to sell a car to someone⌠the customer could be anywhere. It doesn't matter. Geography is no longer a challenge."
Breakout rooms in Zoom are one example of how technology can simulate traditional car-buying experiences virtually. This allows for a comprehensive customer journey, from viewing vehicle features to virtual test drives, all from the comfort of one's home. As Williams further elaborates: "We'll show some 3Ds, some good old camera footage⌠Make a person feel like they're actually in the vehicle."
Such approaches not only broaden the potential customer base but also enrich the overall buying experience, diminishing geographical and temporal constraints. Utilizing these tools, dealerships can offer an enriched and personalized customer interaction, effectively adapting to the digital age.
Adopting these technological enhancements represents more than just staying current; it indicates a forward-thinking, customer-centric mindset that is necessary for thriving in todayâs competitive market.
The intricacies of running a global operation from a strategic call center â as expounded upon in the Millionaire Car Salesman Podcast â outline a new era for the automotive industry. By merging economic efficiency, interpersonal skills, and cutting-edge technology, dealerships are equipped to transcend traditional boundaries and deliver exceptional service worldwide. Every facet of this approach, from cost-effective practices to empathetic customer service, ultimately benefits dealerships by not only extending their reach but also deepening their impact. As described within this thought leadership, dealerships that embrace these strategies can redefine success and elevate their standing in the automotive market.
Resources:
Podium: Discover how Podium's innovative AI technology can unlock unparalleled efficiency and drive your dealershipâs sales to new heights. Visit www.podium.com/mcs to learn more!
NCC: Credit-Driven Retailing - NCC delivers industry-best credit-driven retailing for auto dealerships, combining a powerful credit and compliance engine and fully integrated CRM/Desking platform for maximum profitability.
Complete CRM: Complete CRM is a streamlined, all-in-one system that simplifies your dealership software and processes so you can manage every aspect of your operation with ease; from tracking and following up on leads, desking deals, managing inventory, marketing to your customers, and more.
Dealer Synergy & Bradley On Demand: The automotive industryâs #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Facebook Group: Join the #1 Mastermind Group in the Automotive Industry! With over 28,000 members, gain access to successful automotive mentors & managers, the best industry practices, & collaborate with automotive professionals from around the WORLD! Join The Millionaire Car Salesman Facebook Group today!
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
Podium: Elevating Dealership Excellence with Intelligent Customer Engagement Solutions. Unlock unparalleled efficiency and drive sales with Podium's innovative AI technology, featured proudly on the Millionaire Car Salesman Podcast. Visit www.podium.com/mcs to learn more!NCC: Powered by proprietary solutions such as Intelligent Credit Engine⢠and LenderSelectâ˘, NCC transforms the car-buying experience for dealers and their customers. From compliance and lender selection to CRM and desking, to marketing and data miningâNCC integrates them all in a single, seamless platform to deliver better customer experiences, maximum efficiency and maximum profit.
Complete CRM: As an innovative leader in the industry for the last 30 years, Complete CRM is designed to give your dealership the competitive edge in a demanding marketplace. Powered by Complete Credit⢠and award-winning desking, Complete CRM⢠is the industryâs only credit and compliance-enabled CRM that lets dealers achieve maximum profitability on every deal. Built on modern technology, Complete CRM seamlessly integrates credit, compliance, inventory, data mining, lead generation, enterprise functionality, and customized reporting in one tool with a single login.
Dealer Synergy: The #1 Automotive Sales Training, Consulting, and Accountability Firm in the industry! With over two decades of experience in building Internet Departments and BDCs, we have developed the most effective automotive Internet Sales, BDC, and CRM solutions. Our expertise in creating phone scripts, rebuttals, CRM action plans, strategies, and templates ensures that your dealership's tools and personnel reach their full potential.
Bradley On Demand: The automotive sales industryâs top Interactive Training, Tracking, Testing, and Certification Platform. Featuring LIVE Classes and over 9,000 training modules, our platform equips your dealership with everything needed to sell more cars, more often, and more profitably!
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In this episode of the Millionaire Car Salesman podcast, hosts Sean V. Bradley and LA Williams delve into the intensity and dedication required to succeed in automotive sales!
"If you want to sell more than 10 cars a month, you can't do what everybody's doing, or you're going to get what the majority is getting." - Sean V. Bradley
As February closes and March begins, they express concern over the struggles dealers face in adapting to a shifting market. Sean highlights the necessity of consistent effort and willingness to push beyond average performance, leveraging the parallel between sales success and weightlifting: both require heavy lifting and dedication for exceptional results!
"Success in automotive sales is just like weightlifting; it requires effort, consistency, and the willingness to push beyond the average." - Sean V. Bradley
The episode emphasizes the importance of deep, relentless training for salespeople, BDC reps, and managers within the automotive industry. Sean and LA explore why many professionals avoid the hard work necessary to excel, touching upon key concepts such as the Mastery of scripts, effective social media engagement, and the innovative use of AI in daily operations. The hosts also underscore the critical nature of following through on these practices and engaging habitually in self-improvement strategies to achieve and maintain success!
"Challenge yourself to do the thing you've been avoiding and commit to doing it today." - LA Williams
This episode unpacks the heavy lifting involved in becoming a top performer, guiding listeners to employ a disciplined approach for sustained growth and profitability!
Key Takeaways:
â Heavy Lifting in Sales: Success in automotive sales parallels weightlifting in that both require intense effort and consistent practice.
â Training and Mastery: To excel, automotive professionals must commit to rigorous training routines, developing mastery in scripts and customer engagement.
â Utilizing Technology and AI: Innovative tools like Podium's AI, Jerry, can significantly enhance lead conversion, enabling dealerships to maximize efficiency.
â Cultivating Hard Work Ethos: A strong "why" and intrinsic motivation are crucial drivers for overcoming challenges and pushing sales figures.
â Community and Collaboration: Engaging with professional networks such as the Millionaire Car Salesman Facebook group can provide valuable support and insights.
About Sean V. Bradley, CSP
Sean V. Bradley, CSP is an entrepreneur, published best-selling author, speaker and award-winning international trainer. He is a 17-time NADA/ATD convention speaker, FranklinCovey Certified Facilitator and has earned the coveted âCSPâ designation in the National Speakers Association. Sean is also a member of the elite âMillion Dollar Speakers Groupâ in the NSA and a state association speaker and trainer. He has spoken at over 500 NCM and NADA 20 Groups. Sean started Dealer Synergy over 20 years ago, but has been in the automotive industry for over 25 years. Sean and his Dealer Synergy team are a 16-time Dealersâ Choice Award Winner for being the âBest of the Best Internet Sales Trainerâ and âMobile Media Providerâ in the Automotive Sales Industry.
Sean has personally trained over 100,000 Automotive Sales Professionals in 3,900 unique rooftops. However, he literally influences hundreds of thousands of professionals, in and out of the Automotive Sales industry, all over the world, through: his over 4,000 published articles, his best-selling book âWin the Game of Googleopolyâ, over 9,500 videos published online, and through Radio Station soundwaves by Hosting the globally recognized Against All Odds Radio Show currently airing in Washington DC, Atlanta, Cleveland, Rochester, and Los Angeles, and the 'internet buzzing' Millionaire Car Salesman Podcast reaching over 1 million downloads! Additionally, Sean is the creator of the Millionaire Car Salesman Facebook Group, with a membership count of 28,500+ automotive professionals.
About LA Williams
LA Williams is the Vice President of Dealer Synergy. He has 15+ years of automotive sales experience and has made it his mission to help, educate and level up anyone he comes in contact with. LA once started as a frontline analyst for the organization, but quickly worked his way through the ranks to most recently landing him his current role of Vice President and an official company partner. Although LA holds an executive position with Dealer Synergy, he is completely âhands-onâ with the Dealer Synergy family of programs. LA is the preeminent subject master on âPhone Salesâ in the Automotive Sales Industry and has earned the nickname and title of âThe Blind Phone Masterâ. LA has been blind for 35+ years and has focused his energy on the art of sound, tone, and inflection. With his inability to see and only hear, he can solely judge a personâs phone abilities and verbal tools based on what they say and how they say it. This makes him the perfect coach and phone sales expert on planet Earth. LA has trained thousands of Automotive Sales professionals, Internet / BDC professionals, Sales Managers, General Managers and Dealer Principals on how to dominate the phones with his âThe Blind Phone Masterâs Phone Sales Masteryâ strategies. Furthermore, LA is an NADA Convention Speaker and a frequent 20 group speaker, including the official Internet Sales 20 Group . In addition to his training and speaking engagements, LA is the official co-host of the globally known Millionaire Car Salesman Podcast and a moderator of the Millionaire Car Salesman Facebook Group.
LA is also a very successful music producer. He has produced tracks for Dr. Dre, Lil Wayne, Katy Perry, Karina Bradley, and scores more. In addition to having worked with some of the best in the music industry, LA has worked in movies. He was even the voice for Jigsaw in 4 of the SAW movies! LA has taken his music producer, audio, and voice talent to bring a strong form of âentertrainmentâ to the industry and has blessed us with many motivating and fun remix tracks, applicable to the automotive sales industry.
Elevate Your Car Sales Game: Proven Strategies for Maximum ProfitabilityKey Takeaways
Success in the automotive sales industry requires discipline, consistency, and a willingness to go beyond average efforts.
Training and skill mastery are paramount, with a focus on cyclical learning and practical application.
Engaging in multifaceted sales strategies and maximizing available resources can significantly enhance sales performance.
In the ever-evolving world of automotive sales, clear vision and persistent effort are non-negotiable for those aiming to surpass the mediocrity that ensnares so many. In a candid exchange of ideas, automotive sales experts LA Williams and Sean V. Bradley unravel the secrets to transcending average sales performance, echoing the fundamental truth: selling cars isn't just about the transaction; it's about agility, discipline, and training.
The Weight of Success in Automotive SalesSuccess in the automotive realm doesnât arrive unbidden; it needs to be earned through strategic effort and consistency. Bradleyâs analogy, âWhy donât people lift weights? Because theyâre heavy,â aptly captures the essence of pushing beyond averageâwhere the real challenge and potential for more significant earnings lie.
âIf you want the things that the average person doesn't have, you've got to be willing to do the things that the average person isn't willing to do,â Bradley proclaims. This call to action extends across roles in the dealership, from salespeople to dealer principals, emphasizing that mediocrity's shackles can only be broken through a dedication to diligent effort.
For salespeople striving to sell more than the industry average, Williams highlights the necessity of buckling down and not waiting until career pressures peak. âHelp should have been happening for the last 90 days,â Williams insists, stressing the importance of proactive practice and continuous improvement.
The Imperatives of Mastery: From Training to ApplicationThe training process in the automotive industry is pivotal to transforming raw information into actionable results. Williams and Bradley delve into the critical nature of training, positing, as Bradley affirms, âInformation without application is just information. But information with application equals transformation.â This underscores the need for time, experience, and relentless repetition to ensure true evolution within sales practices.
Real training, according to Williams and Bradley, goes far beyond simply absorbing new information. âTraining is not really training, it's just exposure,â notes Williams. The magic occurs when exposure is met with practice and implementation, transforming knowledge into ingrained skills. Bradley emphasizes the systemic advantage when you become a âmaster of your craft,â analogizing mastery to chess over checkersâmore strategic and intentional.
Utilizing Advanced Resources to Multiply EffortIn today's technologically advanced sales environment, leveraging innovative tools and platforms can significantly enhance performance. Recognizing AIâs potential, LA Williams highlights the efficiency of platforms like Jerry, Podium's AI-powered tool. Describing how Jerry can work tirelessly, Williams stresses its role in facilitating lead conversion by booking test drives and staying attuned to customer interactions without human intervention.
Alongside AI, Bradley discusses the importance of ensuring robust utilization of existing CRM systems, often overlooked tools (âa dusty treadmill,â he quips) capable of transforming sales operations when employed comprehensively. He encourages sales professionals to broaden their approach, engaging in social selling, honing in on video follow-up skills, and utilizing resources that set them apart from competitors.
Engaging with resources like the Millionaire Car Salesman Facebook Group also allows for networking and learning from over 30,000 automotive professionals. It's an untapped vein of knowledge and community, offering real-time insights and adapting to contemporary challenges in car sales.
Recapping Insights and Challenges AheadEchoing the significance of industry standards and best practices, Bradley challenges listeners with an essential question: âWhat's one heavy thing you've been avoiding in sales? Commit to doing it today.â This invitation is not just a call for introspection but a launchpad for actionable change in one's sales approach. Williams adds, "Whatever it isâŚcommit to doing it come hell or high water. Right? You're going to do it. Right. It's just going to happen regardless."
As Bradley and Williams elucidate, transcending the status quo in the automotive industry requires both the courage to confront hard truths and the wisdom to apply lessons learned. Success isnât a fluke; itâs a well-earned outcome of practice, repetition, and the relentless pursuit of betterment, echoing Bradleyâs poignant advice to never practice with real customersâonly with fellow practitioners until perfection in approach is achieved.
In the landscape of automotive sales, those who rise to the challenge and embrace discomfort discover not just the finesse of closing a deal but the unraveling of untapped potential in themselves.
Resources:
Podium: Discover how Podium's innovative AI technology can unlock unparalleled efficiency and drive your dealershipâs sales to new heights. Visit www.podium.com/mcs to learn more!
NCC: Credit-Driven Retailing - NCC delivers industry-best credit-driven retailing for auto dealerships, combining a powerful credit and compliance engine and fully integrated CRM/Desking platform for maximum profitability.
Complete CRM: Complete CRM is a streamlined, all-in-one system that simplifies your dealership software and processes so you can manage every aspect of your operation with ease; from tracking and following up on leads, desking deals, managing inventory, marketing to your customers, and more.
Dealer Synergy & Bradley On Demand: The automotive industryâs #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Facebook Group: Join the #1 Mastermind Group in the Automotive Industry! With over 28,000 members, gain access to successful automotive mentors & managers, the best industry practices, & collaborate with automotive professionals from around the WORLD! Join The Millionaire Car Salesman Facebook Group today!
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
Podium: Elevating Dealership Excellence with Intelligent Customer Engagement Solutions. Unlock unparalleled efficiency and drive sales with Podium's innovative AI technology, featured proudly on the Millionaire Car Salesman Podcast. Visit www.podium.com/mcs to learn more!
NCC: Powered by proprietary solutions such as Intelligent Credit Engine⢠and LenderSelectâ˘, NCC transforms the car-buying experience for dealers and their customers. From compliance and lender selection to CRM and desking, to marketing and data miningâNCC integrates them all in a single, seamless platform to deliver better customer experiences, maximum efficiency and maximum profit.
Complete CRM: As an innovative leader in the industry for the last 30 years, Complete CRM is designed to give your dealership the competitive edge in a demanding marketplace. Powered by Complete Credit⢠and award-winning desking, Complete CRM⢠is the industryâs only credit and compliance-enabled CRM that lets dealers achieve maximum profitability on every deal. Built on modern technology, Complete CRM seamlessly integrates credit, compliance, inventory, data mining, lead generation, enterprise functionality, and customized reporting in one tool with a single login.
Dealer Synergy: The #1 Automotive Sales Training, Consulting, and Accountability Firm in the industry! With over two decades of experience in building Internet Departments and BDCs, we have developed the most effective automotive Internet Sales, BDC, and CRM solutions. Our expertise in creating phone scripts, rebuttals, CRM action plans, strategies, and templates ensures that your dealership's tools and personnel reach their full potential.
Bradley On Demand: The automotive sales industryâs top Interactive Training, Tracking, Testing, and Certification Platform. Featuring LIVE Classes and over 9,000 training modules, our platform equips your dealership with everything needed to sell more cars, more often, and more profitably!
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In this episode of the Millionaire Car Salesman Podcast, LA Williams and Sean V. Bradley tackle a heavy question within the automotive industry: Dealership Pay Plans! They get into what constitutes a good verses a bad pay plan and how professionals in the industry can effectively navigate them for maximum benefit.
"I rather see someone in an environment where they have the opportunity, the respect, and are working in a setup that aligns with their financial goals."
â Sean V. BradleyBoth LA and Sean emphasize the importance of understanding dealership environments rather than just focusing on the pay plan itself as the path to financial success! Williams introduces the episode with an appeal to listeners for feedback on audio improvements, setting up an engaging conversation for the audience.
"Money is a seed; you plant it somewhere and it grows. That's the whole purpose of money." â LA Williams
The discussion provides a deep dive into various components of dealership pay plans, including commissions, draws, low commission rates, packs, front-end and back-end grosses, spins, spiffs, and bonuses. Sean V. Bradley highlights the significance of comprehending these elements and how they interconnect with overall earnings potential. He stresses the importance of choosing the right dealership environment and the value of embracing a mindset geared towards high performance and success, ultimately guiding listeners towards becoming better car sales professionals.
The episode culminates with thoughts on how to work synergistically with dealerships to optimize pay plans effectively, and LA Williams underscores the role of preparation, training, and responsible financial tracking.
Key Takeaways:
â Focus on Training and Guarantees: Understanding draw, training pay, and guaranteed compensation is crucial before assessing commission rates and other pay plan components.
â Valuing Transparency: Ensure that your dealership provides clear commission sheets and wash sheets to avoid disputes and misunderstandings.
â Spiffs and Spins for Extra Earnings: Familiarize yourself with dealership and manufacturer incentives like spiffs and spins to enhance your income.
â Track Your Performance: Maintain detailed records of your sales, commissions, and other earnings to avoid financial discrepancies and strategize effectively.
â Work Your Pay Plan: Invest time in understanding and maximizing each aspect of your pay plan to ensure youâre leveraging every potential income stream thoroughly.
About Sean V. Bradley, CSP
Sean V. Bradley, CSP is an entrepreneur, published best-selling author, speaker and award-winning international trainer. He is a 17-time NADA/ATD convention speaker, FranklinCovey Certified Facilitator and has earned the coveted âCSPâ designation in the National Speakers Association. Sean is also a member of the elite âMillion Dollar Speakers Groupâ in the NSA and a state association speaker and trainer. He has spoken at over 500 NCM and NADA 20 Groups. Sean started Dealer Synergy over 20 years ago, but has been in the automotive industry for over 25 years. Sean and his Dealer Synergy team are a 16-time Dealersâ Choice Award Winner for being the âBest of the Best Internet Sales Trainerâ and âMobile Media Providerâ in the Automotive Sales Industry.
Sean has personally trained over 100,000 Automotive Sales Professionals in 3,900 unique rooftops. However, he literally influences hundreds of thousands of professionals, in and out of the Automotive Sales industry, all over the world, through: his over 4,000 published articles, his best-selling book âWin the Game of Googleopolyâ, over 9,500 videos published online, and through Radio Station soundwaves by Hosting the globally recognized Against All Odds Radio Show currently airing in Washington DC, Atlanta, Cleveland, Rochester, and Los Angeles, and the 'internet buzzing' Millionaire Car Salesman Podcast reaching over 1 million downloads! Additionally, Sean is the creator of the Millionaire Car Salesman Facebook Group, with a membership count of 28,500+ automotive professionals.
About LA Williams
LA Williams is the Vice President of Dealer Synergy. He has 15+ years of automotive sales experience and has made it his mission to help, educate and level up anyone he comes in contact with. LA once started as a frontline analyst for the organization, but quickly worked his way through the ranks to most recently landing him his current role of Vice President and an official company partner. Although LA holds an executive position with Dealer Synergy, he is completely âhands-onâ with the Dealer Synergy family of programs. LA is the preeminent subject master on âPhone Salesâ in the Automotive Sales Industry and has earned the nickname and title of âThe Blind Phone Masterâ. LA has been blind for 35+ years and has focused his energy on the art of sound, tone, and inflection. With his inability to see and only hear, he can solely judge a personâs phone abilities and verbal tools based on what they say and how they say it. This makes him the perfect coach and phone sales expert on planet Earth. LA has trained thousands of Automotive Sales professionals, Internet / BDC professionals, Sales Managers, General Managers and Dealer Principals on how to dominate the phones with his âThe Blind Phone Masterâs Phone Sales Masteryâ strategies. Furthermore, LA is an NADA Convention Speaker and a frequent 20 group speaker, including the official Internet Sales 20 Group . In addition to his training and speaking engagements, LA is the official co-host of the globally known Millionaire Car Salesman Podcast and a moderator of the Millionaire Car Salesman Facebook Group.
LA is also a very successful music producer. He has produced tracks for Dr. Dre, Lil Wayne, Katy Perry, Karina Bradley, and scores more. In addition to having worked with some of the best in the music industry, LA has worked in movies. He was even the voice for Jigsaw in 4 of the SAW movies! LA has taken his music producer, audio, and voice talent to bring a strong form of âentertrainmentâ to the industry and has blessed us with many motivating and fun remix tracks, applicable to the automotive sales industry.
Navigating Car Sales Pay Plans: Unlocking Hidden RevenuesKey Takeaways:
Understanding and maximizing your pay plan involves more than just knowing the basic commissions; it requires a strategic approach to dealership incentives and manufacturer programs.
The significance of starting with guaranteed pay structures for new salespeople can prevent attrition and financial hardship, ensuring a fairer and more supportive work environment.
Spiffs and spins represent lucrative supplemental income opportunities that can boost earnings when appropriately targeted and leveraged.
The world of car sales is complex, with compensation plans that require more than just a basic understanding to truly maximize oneâs earnings potential. In a recent discussion featuring LA Williams and Sean V. Bradley, these intricacies were explored in-depth, unveiling crucial insights into how auto sales professionals can decode their pay plans and work their strategies effectively to bolster their earnings. Key themes emerged from this discussion that shed light on not only understanding but also maneuvering through pay plans to realize better financial outcomes.
Demystifying Automotive Pay PlansFor the newcomer or even seasoned veteran in car sales, a pay plan is often shrouded in mystery. Sean V. Bradley argues that, "It's not about the pay plan⌠but the dealership that you're at." This sets the tone for understanding that environment and opportunity sometimes outweigh a perfect commission structure. When contemplating a position, one should probe beyond superficial numbers and consider the dealership's overall ethos and opportunity for personal growth.
Bradley emphasizes not settling for flat fee structures in favor of opportunities to earn on gross, either on the front or back-end. "If you've got the skills to pay the bills," leveraging a dealership that allows for gross-based commissions can be increasingly rewarding. However, accessing back-end gross (percentages of financial products sold) requires understanding and capitalizing on additional compensation streams like aftermarket parts and warranty products. As he explains, "Don't get distracted with the carrot⌠Find the best deal for you."
This journey begins with choosing the right kind of dealershipâone where strategies align with incentive structures to work your pay plan comprehensively. The roadmap includes understanding potential spins and spiffs and looking beyond immediate numbers.
The Importance of Guaranteed Income for New SalespeopleTransition periods for new salespeople can be turbulent without a guaranteed pay structure. Such structures allow for "proper training, strategy, and opportunity" before plunging into a commission-only environmentâa space where new hires often find themselves underwater without training pay.
Understanding the nuance between a draw and guaranteed pay can ward off future stress. At some dealerships, "you could owe the dealership money," creating the undesirable cycle of jumping from dealership to dealership. Establishing a knowledge base and advocating for fairer, initial compensation ensures not only individual success but sustainability for dealerships in reducing turnover.
Williams expounds on this notion by suggesting questions candidates should explore during interviews. Questions encompassing what the guarantee entails and policies regarding training pay ensure new hires are not disadvantaged in unfamiliar territory. Emphasizing, "I want to educate myself on how to work and understand you; help me understand so I can work my own plan, which in turn serves the dealership," provides a roadmap to this common challenge.
Leveraging Spiffs and Spins for Additional ProfitSupplementing income intelligently through spiffs and spins is a game-changing opportunity for profit maximization. Traditionally, spiffs act as quick incentives for additional tasks or goals inside a dealership, often embracing creative configurations beyond merely selling units.
Spins, a domain exclusive to franchise dealerships, offer an entirely separate avenue through manufacturer-backed commissionsâencouraging variety and volume in sales pushes. Bradley notes, "I used to make thousands and thousands of dollars extra. Itâs like supplemental income." Savvy salespeople learn to utilize CRM tools to drill down into customer databases and strategically target high-spin vehicles or special categories yielding these fruits.
The key is knowledge-sharing and staff empowerment, ensuring a clear understanding of potential earnings. Dealerships, in turn, fortify their workforce by building trust, offering consistent information flows, and aligning staff incentives with dealership goalsâultimately creating a culture that thrives on success.
Through an intrinsic understanding of pay plan workings, including guarantees, spiffs, spins, dealer strategies, and personal goals, sales professionals navigate toward success. In the ever-evolving automotive landscape, this knowledge not only benefits individuals but ultimately propels dealerships into prosperous, symbiotic relationships with their staff.
In a world where the typical salesperson is making a base average yet someone like Cody Carterâa figure showcased within their industry contextâis realizing million-dollar earnings, comprehension of these themes promises a pathway to exceptional industry success. Understanding the vast opportunities within car sales pay plans dictates a salesperson's financial trajectory far more than mere percentages on paper might first suggest.
Resources:
Podium: Discover how Podium's innovative AI technology can unlock unparalleled efficiency and drive your dealershipâs sales to new heights. Visit www.podium.com/mcs to learn more!
NCC: Credit-Driven Retailing - NCC delivers industry-best credit-driven retailing for auto dealerships, combining a powerful credit and compliance engine and fully integrated CRM/Desking platform for maximum profitability.
Complete CRM: Complete CRM is a streamlined, all-in-one system that simplifies your dealership software and processes so you can manage every aspect of your operation with ease; from tracking and following up on leads, desking deals, managing inventory, marketing to your customers, and more.
Dealer Synergy & Bradley On Demand: The automotive industryâs #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Facebook Group: Join the #1 Mastermind Group in the Automotive Industry! With over 28,000 members, gain access to successful automotive mentors & managers, the best industry practices, & collaborate with automotive professionals from around the WORLD! Join The Millionaire Car Salesman Facebook Group today!
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
Podium: Elevating Dealership Excellence with Intelligent Customer Engagement Solutions. Unlock unparalleled efficiency and drive sales with Podium's innovative AI technology, featured proudly on the Millionaire Car Salesman Podcast. Visit www.podium.com/mcs to learn more!
NCC: Powered by proprietary solutions such as Intelligent Credit Engine⢠and LenderSelectâ˘, NCC transforms the car-buying experience for dealers and their customers. From compliance and lender selection to CRM and desking, to marketing and data miningâNCC integrates them all in a single, seamless platform to deliver better customer experiences, maximum efficiency and maximum profit.
Complete CRM: As an innovative leader in the industry for the last 30 years, Complete CRM is designed to give your dealership the competitive edge in a demanding marketplace. Powered by Complete Credit⢠and award-winning desking, Complete CRM⢠is the industryâs only credit and compliance-enabled CRM that lets dealers achieve maximum profitability on every deal. Built on modern technology, Complete CRM seamlessly integrates credit, compliance, inventory, data mining, lead generation, enterprise functionality, and customized reporting in one tool with a single login.
Dealer Synergy: The #1 Automotive Sales Training, Consulting, and Accountability Firm in the industry! With over two decades of experience in building Internet Departments and BDCs, we have developed the most effective automotive Internet Sales, BDC, and CRM solutions. Our expertise in creating phone scripts, rebuttals, CRM action plans, strategies, and templates ensures that your dealership's tools and personnel reach their full potential.
Bradley On Demand: The automotive sales industryâs top Interactive Training, Tracking, Testing, and Certification Platform. Featuring LIVE Classes and over 9,000 training modules, our platform equips your dealership with everything needed to sell more cars, more often, and more profitably!
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In this episode of the Millionaire Car Salesman podcast, hosts LA Williams and Sean V. Bradley engage in an invigorating discussion with Dr. Alex Lawrence, the Founder and Dealer Principal of EV Auto. From Alex's unique entrance into the automotive industry to the pioneering strategies employed by his dealership, this episode sheds light on the burgeoning world of electric vehicles and their growing market share. Alex shares his insights on establishing a dealership from scratch, particularly one focused on the advanced technology and unique aspects of EVs, while maintaining an exceptional reputation within the industry!
"We've got a really strong following that's growing consistently and nicely on TikTok and LinkedIn and a little bit on Instagram and Facebook.â
- Dr. Alex LawrenceThe conversation dives into the intricate logistics of running an EV-only dealership, including building infrastructure, securing a knowledgeable team, and navigating financial services tailored for EVs. SEO-friendly terms are explored such as "EV market trends," "electric vehicle sales," and "technology integration in automotive retail."
"We are the experts... nobody knows more about these cars than we do."
- Dr. Alex LawrenceAlex also highlights how his dealership uses advanced technologies like Podium's AI to enhance customer interaction and streamline processes. Despite challenges, Alex remains optimistic about the future of EVs, offering advice to dealerships looking to embrace this transformative shift in the automotive world.
Key Takeaways:
â Building from Experience: Alex utilized his diverse background in franchising and technology to contribute significantly to EV Auto's strategic growth.
â EV-Specific Services: The dealership's innovative mobile service using custom cyber trucks exemplifies their commitment to customer convenience and service excellence.
â AI Integration: Podium's AI tool significantly aids in lead conversion, showcasing the critical role of technology in modern dealerships.
â Cultural and Geographical Factors: The adoption and sales strategies for EVs vary across different markets due to cultural and geographical influences.
â Community Engagement: Alex emphasizes the importance of social media presence and organic growth strategies to cultivate an engaged customer base.
About Alex Lawrence
Alex Lawrence is the founder and dealer principal of EV Auto, a specialized dealership focused solely on electric vehicles (EVs). Having started his entrepreneurial journey at 16 with a car detailing business, Alex moved through various industries, including franchising and technology, before establishing EV Auto. He originally launched the business as a marketplace for EV cars, but quickly pivoted to dealership operations due to high demand and sales success. Alex's dealership is prominent for selling all EV brands, notably Tesla, and maintains a strong emphasis on customer service, innovation, and advanced technology use.
Engaging with Electric Vehicles: Insights from the Millionaire Car Salesman Podcast
Key Takeaways:
Adapting to EV markets requires innovative approaches like mobile service units and specialized dealerships, as exemplified by Alex Lawrence of EV Auto.
The use of AI and digital platforms like Podium can enhance customer engagement and streamline dealership operations.
Building a strong company culture centered around core values is pivotal for dealership success and employee retention.
Driving the Future: Mastering the EV Market with Unique Strategies
In a fascinating episode of the Millionaire Car Salesman Podcast, co-hosts LA Williams and Sean V. Bradley dive into a conversation with Alex Lawrence, the dealer principal of EV Auto. Lawrence offers a glimpse into the innovative strategies that have propelled his dealership forward in the burgeoning electric vehicle (EV) market. A key takeaway is the revolutionary use of mobile service units. As Lawrence explains, "We do tires, brakes, all the EV stuff, and we come to your house or your office and do it."
This mobile service approach not only sets EV Auto apart but also enhances customer convenienceâa crucial factor in todayâs competitive marketplace. By embedding this service directly into the customer experience, EV Auto not only simplifies the ownership experience for its clients but also demonstrates a deep understanding of modern consumer needs. The dealership's pledge of "10% off all mobile services for life" to its customers cements loyalty and underlines their customer-first philosophy.
With traditional dealerships facing challenges in integrating EVs into their portfolios, Lawrenceâs approach provides a template for adaptation. By offering both fixed and mobile service options, dealerships can cater to diverse customer preferences, ultimately expanding their market share in the EV sector.
Leveraging AI and Technology to Enhance Dealership Efficiency
Throughout the discussion, the role of technology as a transformative force in dealership operations is highlighted, especially through the use of AI-driven platforms like Podium. Alex Lawrence emphasizes the integration of Podiumâs AI, which theyâve nicknamed "Glow," to conduct seamless customer interactions: "We have it set so that if we're not able to respond to incoming textsâŚit starts to do it and then after hours it does all of the texting."
The employment of AI not only facilitates 24/7 customer engagement but also allows dealerships to remain accessible outside traditional business hours. This continuous operation capability is crucial as it offers a competitive edge, ensuring potential leads are nurtured without delay.
Moreover, Podiumâs platform supports various dealership functions from handling payments to collecting Google reviews, further streamlining dealership processes. This integration of technology cultivates an environment of efficiency and reliability, fostering trust and engagement among customers. As the automotive sector increasingly leans towards digital solutions, the insights shared by Lawrence underscore the necessity of embracing technology to stay ahead in the industry.
Creating a Culture of Excellence: Core Values at the Heart of EV Auto
One of the most inspirational revelations from the podcast is the emphasis on cultivating a strong internal culture rooted in core values. Lawrence, reflecting on this ethos, states, "Zero turnover in five and a half yearsâŚthat's the stat I'm most proud of." This achievement is a testament to EV Autoâs commitment to creating a supportive and inclusive workplace where employees are valued and motivated.
The dealershipâs core values, which include honesty, customer-first philosophy, and an emphasis on being the experts, play a vital role in this success. Not only do these values guide operations and customer interactions, but they help in hiring individuals who embody the dealershipâs mission.
In an industry often criticized for high turnover rates, EV Autoâs approach demonstrates the significance of a value-driven culture. Such an environment not only attracts talent but also retains it, offering a blueprint for other dealerships seeking to cultivate similar success. The alignment of personal and organizational values fosters engagement and productivity, ultimately reflecting positively on customer experiences.
Revolutionizing Dealership Practices for the EV Era
The informative dialogue with Alex Lawrence highlights a transformative period in the automotive industry. As dealerships navigate the shift towards electric vehicles, innovative strategies such as those adopted by EV Auto become indispensable. This includes adopting mobile service solutions to elevate customer convenience, leveraging AI technology for operational efficiency, and fostering a work culture rooted in core values.
Dealerships that integrate these elements into their operations are better equipped to meet the challenges of a rapidly evolving market. As Lawrence points out, understanding and adapting to customer needs in the EV space can significantly differentiate a dealership from its competitors.
The podcast episode serves as a guiding light for those in the automotive sector, demonstrating that with the right blend of innovation, technology, and culture, dealerships can thrive in the electric vehicle space. These insights not only underscore a pathway for future dealership success but also illuminate the broader potential for transformation in the automotive industry.
Resources:
Podium: Discover how Podium's innovative AI technology can unlock unparalleled efficiency and drive your dealershipâs sales to new heights. Visit www.podium.com/mcs to learn more!
NCC: Credit-Driven Retailing - NCC delivers industry-best credit-driven retailing for auto dealerships, combining a powerful credit and compliance engine and fully integrated CRM/Desking platform for maximum profitability.
Complete CRM: Complete CRM is a streamlined, all-in-one system that simplifies your dealership software and processes so you can manage every aspect of your operation with ease; from tracking and following up on leads, desking deals, managing inventory, marketing to your customers, and more.
Dealer Synergy & Bradley On Demand: The automotive industryâs #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Facebook Group: Join the #1 Mastermind Group in the Automotive Industry! With over 28,000 members, gain access to successful automotive mentors & managers, the best industry practices, & collaborate with automotive professionals from around the WORLD! Join The Millionaire Car Salesman Facebook Group today!
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
Podium: Elevating Dealership Excellence with Intelligent Customer Engagement Solutions. Unlock unparalleled efficiency and drive sales with Podium's innovative AI technology, featured proudly on the Millionaire Car Salesman Podcast. Visit www.podium.com/mcs to learn more!
NCC: Powered by proprietary solutions such as Intelligent Credit Engine⢠and LenderSelectâ˘, NCC transforms the car-buying experience for dealers and their customers. From compliance and lender selection to CRM and desking, to marketing and data miningâNCC integrates them all in a single, seamless platform to deliver better customer experiences, maximum efficiency and maximum profit.
Complete CRM: As an innovative leader in the industry for the last 30 years, Complete CRM is designed to give your dealership the competitive edge in a demanding marketplace. Powered by Complete Credit⢠and award-winning desking, Complete CRM⢠is the industryâs only credit and compliance-enabled CRM that lets dealers achieve maximum profitability on every deal. Built on modern technology, Complete CRM seamlessly integrates credit, compliance, inventory, data mining, lead generation, enterprise functionality, and customized reporting in one tool with a single login.
Dealer Synergy: The #1 Automotive Sales Training, Consulting, and Accountability Firm in the industry! With over two decades of experience in building Internet Departments and BDCs, we have developed the most effective automotive Internet Sales, BDC, and CRM solutions. Our expertise in creating phone scripts, rebuttals, CRM action plans, strategies, and templates ensures that your dealership's tools and personnel reach their full potential.
Bradley On Demand: The automotive sales industryâs top Interactive Training, Tracking, Testing, and Certification Platform. Featuring LIVE Classes and over 9,000 training modules, our platform equips your dealership with everything needed to sell more cars, more often, and more profitably!
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In this episode of the Millionaire Car Salesman Podcast, LA Williams, Vice President of Dealer Synergy, takes the wheel while Sean V. Bradley attends the Super Bowl LIX! Joined by the vibrant Tianna Mick, known in the industry as "T Got Your Keys," LA delves deep into strategies that transform ordinary sales calls into profit-generating interactions. With emphases on tone, customer rapport, and overcoming common pitfalls in sales conversations, this episode is rich with actionable advice for car sales professionals looking to elevate their game!
"Questions control the conversation. Whoever gets the most questions answered is who wins." â LA Williams
From addressing the frequent mistakes salespeople make on inbound calls to finely tuning one's auditory skills for detecting buying signals, LA offers a masterclass in sales acumen that stems from years of experience. His anecdotes, interspersed with Tianna's astute questions, unveil techniques on managing customer interactions effectively over the phone. By sharing insights into how to instantaneously build trust and utilize storytelling for impactful sales, the episode equips listeners with robust strategies to handle even the most challenging customer situations. Real-life examples underscore the vital role of strategic communication in fostering successful sales outcomes!
Key Takeaways:
â Tone and Energy are Crucial: Establishing the right tone and energy at the start of a call can significantly influence the customer's responsiveness.
â Word Choice Matters: Phrases such as "tell me" and "I'm just wondering" can inspire empathy and facilitate open dialogue with customers.
â Listening for Genuine Interest: Picking up on subtle cues in a customer's questions can reveal their level of interest and intent to purchase.
â Leveraging Storytelling: Effective storytelling can bridge communication gaps, making the sales process more relatable and engaging.
â Handling Objections with Empathy: Questions control conversation; using them strategically can navigate and manage challenging interactions.
About LA âThe Blind Masterâ Williams
L.A. Williams, Vice President and Partner of Dealer Synergy, has over 15 years of automotive sales experience and is dedicated to helping others grow and succeed. Starting as a frontline analyst, he quickly rose through the ranks to become Vice President while remaining hands-on with Dealer Synergy's programs.Known as âThe Blind Phone Master,â L.A. has been blind for 37+ years and has mastered the art of sound, tone, and inflection, making him the ultimate phone sales coach. He has trained thousands of automotive professionals, including sales teams, managers, and dealer principals, with his âPhone Sales Masteryâ strategies. A sought-after speaker, L.A. has presented at the NADA Convention, 20 Groups, and the Internet Sales 20 Group.
L.A. also co-hosts the Millionaire Car Salesman Podcast, the Against All Odds Radio Show, and moderates the Millionaire Car Salesman Facebook Group. Beyond automotive, heâs a successful music producer, having worked with stars like Dr. Dre, Lil Wayne, and Katy Perry, and was even the voice of Jigsaw in four SAW movies. L.A. brings his audio expertise and creativity to the industry, using âentertrainmentâ to motivate and inspire automotive professionals.
About Tianna âT Got Your Keysâ Mick
Tianna Mick aka T Got Your Keys is a known industry expert at Showroom Sales, Lead and Referral Generation, and Customer Satisfaction, specializing in Personal and Business Branding.At only 19 years old, Tianna was consistently the top-grossing salesperson in her dealer group, averaging 20+ units and generating $10K each month in personal income. Tianna is globally recognized for her award-winning website TGotYourKeys.com, voted #1 Personal Website in the Automotive Industry!
Tianna is a 4x NADA Convention Speaker and the YOUNGEST NADA Speaker in History to date, awarded #1 Influential Female Car Salesperson, TikTok Influencer with over 3.8 Million Views, Guest of Brad Lea's Dropping Bombs Podcast, Graduate of Ally's A-List Summit Academy, Speaker at the Florida Independent Automobile Dealers Association, TrueCar's TrueTalk Panel Discussion Leader concerning Diversity, published in Digital Dealer Magazine, and reoccurring Digital Dealer Speaker, Internet Sales 20 Group Speaker, and now Chief Marketing Officer at Dealer Synergy.
Mastering the Art of Phone Sales: Insights from the Millionaire Car Salesman Podcast
Key Takeaways:
Harnessing the power of tone, inflection, and the right vocabulary can dramatically improve phone sales outcomes.
Understanding buyer psychology and leveraging storytelling can overcome common objections and build trust.
Consistent learning and adaptation are vital for overcoming skepticism and improving skills over time.
Enhancing Phone Sales Through Tone and InflectionIn the fast-paced world of automotive sales, mastering phone communication isn't just a skillâit's an art form. LA Williams, VP of Dealer Synergy, highlights a common pitfall: the lack of energy and enthusiasm when taking inbound calls. He humorously points out, "Our energy is not right. We'd be like Synergy Motors." Injecting energy into your voice is crucial for setting the right tone and capturing the caller's attention from the get-go.
Williams emphasizes paying attention to not only what customers say, but also how they say it. The subtleties in tone, choice of words, and even pauses can reveal much about a callerâs intent. As Williams advises, âYou gotta hear,â meaning that a salesperson must attune their ears to these nuances. By asking thoughtful questions and engaging in a way that reflects the customer's language, you can build immediate rapport. "I'm just curious," or "Tell me more," are phrases that both engage the customer and provide deeper insights into their needs and desires.
Such nuances extend beyond intro calls. Consider how energy and tone contribute when transitioning a skeptical caller to a quality lead. LA shares an all-too-common scenario: converting callers whoâve had negative automotive experiences into enthusiastic potential buyers. This transformation relies on infusing conversations with genuine warmth and curiosity, ensuring prospects feel heard and valued.
Storytelling as a Sales ToolIn a world where buyers often distrust salespeople, storytelling stands out as a powerful tactic to establish credibility and build rapport. Williams delves into the art of sharing relevant narratives to sway hesitant buyers, emphasizing, âItâs so interesting that you say that.â This technique helps to validate a customer's feelings while seamlessly pivoting the conversation towards a positive outcome.
Consider the tale of the couple skeptical about getting a good trade-in value. By recounting a past customer's success story, Williams not only builds trust but illustrates dealership expertise and personal investment in customer satisfaction. These anecdotes arenât fabricated but strategically structured to highlight real customer experiences, as Williams illustrates: "If we could do something like that for him, just imagine what we could do for you."
This approach illuminates how integrating relatable stories into phone sales can dismantle buyer apprehensions. By connecting emotionally through shared experiences, salespeople can gently guide conversations, allaying fears and deepening engagement. The authenticity of sharing and genuine curiosity about the customer's own journey can transform skeptics into committed, enthusiastic participants in the buying process.
Cultivating Trust in Short TimeframesOne of the most intriguing discussions in the podcast revolves around establishing trust quickly over the phone. In phone sales, time is a luxury often absent, making initial impressions paramount. According to Williams, itâs vital to repeat the customerâs name, entering into what he calls "rapport mode." "Outside of someone's own voice," he explains, "their sweetest sound is their name."
Repetition and the correct use of vocabulary also play significant roles in fostering trust. Simple phrases like "That's a great question" can elevate a standard interaction into a personalized experience. These words, paired with targeted storytelling and empathetic response strategies, can captivate and convert callers into loyal customers within minutes.
Such approaches extend into broader strategic considerations, such as handling objections and turning skeptics into believers. LA poignantly shares a revelation: often, a sales representative's aversion to phone sales stems from misaligned expectations or an incomplete understanding of call dynamics. By revealing underlying metrics and demonstrating real success cases, Williams consistently shifts perceptions, opening the minds of even the most skeptical callers to whatâs genuinely possible.
Ultimately, the beauty of phone sales lies in blending personal empathy with sharp, strategic communication. The podcast illustrates that with attention, adaptability, and authentic connection, sales professionals can break through barriers. As LA Williams shows, the journey to mastering phone sales is as much about growth in personal effectiveness as it is about understanding buyer psychology. As he closes the episode, âYou are the average of the five people you spend the most time with,â inviting us to elevate our game and transform every call into an opportunity for lasting impact.
Resources:
Podium: Discover how Podium's innovative AI technology can unlock unparalleled efficiency and drive your dealershipâs sales to new heights. Visit www.podium.com/mcs to learn more!
NCC: Credit-Driven Retailing - NCC delivers industry-best credit-driven retailing for auto dealerships, combining a powerful credit and compliance engine and fully integrated CRM/Desking platform for maximum profitability.
Complete CRM: Complete CRM is a streamlined, all-in-one system that simplifies your dealership software and processes so you can manage every aspect of your operation with ease; from tracking and following up on leads, desking deals, managing inventory, marketing to your customers, and more.
Dealer Synergy & Bradley On Demand: The automotive industryâs #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Facebook Group: Join the #1 Mastermind Group in the Automotive Industry! With over 29,000 members, gain access to successful automotive mentors & managers, the best industry practices, & collaborate with automotive professionals from around the WORLD! Join The Millionaire Car Salesman Facebook Group today!
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
Podium: Elevating Dealership Excellence with Intelligent Customer Engagement Solutions. Unlock unparalleled efficiency and drive sales with Podium's innovative AI technology, featured proudly on the Millionaire Car Salesman Podcast. Visit www.podium.com/mcs to learn more!
NCC: Powered by proprietary solutions such as Intelligent Credit Engine⢠and LenderSelectâ˘, NCC transforms the car-buying experience for dealers and their customers. From compliance and lender selection to CRM and desking, to marketing and data miningâNCC integrates them all in a single, seamless platform to deliver better customer experiences, maximum efficiency and maximum profit.
Complete CRM: As an innovative leader in the industry for the last 30 years, Complete CRM is designed to give your dealership the competitive edge in a demanding marketplace. Powered by Complete Credit⢠and award-winning desking, Complete CRM⢠is the industryâs only credit and compliance-enabled CRM that lets dealers achieve maximum profitability on every deal. Built on modern technology, Complete CRM seamlessly integrates credit, compliance, inventory, data mining, lead generation, enterprise functionality, and customized reporting in one tool with a single login.
Dealer Synergy: The #1 Automotive Sales Training, Consulting, and Accountability Firm in the industry! With over two decades of experience in building Internet Departments and BDCs, we have developed the most effective automotive Internet Sales, BDC, and CRM solutions. Our expertise in creating phone scripts, rebuttals, CRM action plans, strategies, and templates ensures that your dealership's tools and personnel reach their full potential.
Bradley On Demand: The automotive sales industryâs top Interactive Training, Tracking, Testing, and Certification Platform. Featuring LIVE Classes and over 9,000 training modules, our platform equips your dealership with everything needed to sell more cars, more often, and more profitably!
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In this electrifying episode of the Millionaire Car Salesman Podcast, hosts LA Williams and Sean V. Bradley dive deep into the innovations shaping the automotive CRM landscape with special guests Shane Born and Melissa Sinclair from NCC and ProMax.
"You're investing in one of the most important tools to help run all aspects of your business. You want to make sure that it's set up properly from the very beginning."
- Melissa SinclairAs the automotive industry faces unprecedented changes, Shane and Melissa discuss how their companies are spearheading the credit-first approach in CRM solutions, creating streamlined and transparent processes for both dealers and consumers. The episode begins with the hosts addressing missed speaking opportunities at an industry event due to unforeseen circumstances and quickly shifts focus to the groundbreaking strategies being implemented by ProMax, setting a new bar for CRM systems integrated with National Credit Center resources.
"Success involves partnering with the right people... ensure your team understands the what, the why, and the how, and then be flexible to pivot if a generational storm hits."
- Shane BornThe conversation is packed with insights into how dealerships can leverage modern CRM systems to improve customer experience, enhance fraud prevention, and streamline sales processes using accurate real-time credit data. Shane Born highlights the unique position of their CRM solution, emphasizing its ability to provide consistent, transparent, and frictionless service to consumers while maintaining a keen adaptability to market changes. Melissa Sinclair adds to this by discussing the newly launched open API, offering seamless integration capabilities with vendor partners to unify dealership operations. This episode is a must-listen for any automotive professional keen on harnessing cutting-edge CRM technologies to propel their business forward.
Key Takeaways:
â Credit-First CRM Approach: NCC and ProMax are revolutionizing the CRM space with a credit-first methodology, enhancing the buying process through accurate financing options and fraud prevention features.
â User Interface and Experience: The newly redesigned UI/UX of ProMax's CRM offers a modern, intuitive interface that simplifies processes for salespeople and management, improving efficiency and usability.
â Service and Sales Integration: By integrating service customer data with CRM strategies, dealerships can unlock unprecedented sales opportunities, targeting both existing and untapped customer bases.
â Open API for Seamless Integration: The introduction of the open API, Dex, allows for effortless connection with various dealership software, ensuring all operations are synchronized and efficient.
â Robust OEM Partnerships: ProMax's CRM is approved by most OEMs, including 100% co-op with General Motors, showcasing the platform's comprehensive capabilities and industry trust.
About Shane Born
Shane Born is a prominent figure in the automotive industry, holding a significant position at NCC (National Credit Center) and ProMax. With over two decades of experience, Shane has been instrumental in driving technological advancements and fostering customer relations in the automotive sector. His focus lies in integrating credit solutions with CRM systems to enhance dealership efficiencies!
About Melissa Sinclair
Melissa Sinclair at NCC and ProMax, bringing extensive experience and deep knowledge about CRM solutions. Melissa has contributed substantially to the development of innovative customer relationship management tools and has played a key role in ensuring that these tools meet the needs of modern dealerships. She is particularly focused on enhancing user experience and fostering partnerships within the automotive industry.
Unleashing the Power of CRM in Automotive Sales
Key Takeaways
The Millionaire Car Salesman Podcast dives into how CRM technology is revolutionizing the automotive industry, focusing on NCC's ProMax and its unique offerings. The discussion emphasizes the shift towards credit-first processes, enhancing both dealer and consumer experiences by leveraging advanced data management. An insider perspective on NADA reveals valuable insights into networking strategies and industry trends despite unexpected challenges.
CRM Innovations in the Automotive IndustryThe Millionaire Car Salesman Podcast, hosted by LA Williams and Sean V. Bradley, recently featured Shane Born and Melissa Sinclair from NCC and ProMax, who discussed groundbreaking innovations in CRM technology, specifically tailored for the automotive industry. As the podcast episodes unravel, they explore how these technologies redefine dealer-consumer interactions and internal processes within dealerships.
According to Shane Born, NCC is leveraging its dual expertise as both a data and software-as-a-service company: "We are both a DAS company and a SaaS company," he notes. Their end-to-end platform ensures a streamlined, credit-first approach that not only enhances dealer efficiency but also significantly improves the customer's buying journey. This dual focus allows NCC to provide a seamless workflow tied to a single database, an advantage that sets it apart from competitors relying on multiple integrations. From quote to contract, the process is designed to eliminate friction and bolster customer satisfaction by providing accurate financing solutions quickly.
Melissa Sinclair elaborates on the customized experience ProMax delivers: "Any role in the dealership can benefit as the platform was designed specifically with them in mind." The conversations with dealers led to UI and UX improvements, focusing on easy navigation and relevant data presentation, ensuring that even complex tools are intuitive for users across all roles within the dealership.
Strategies from the NADA Conference
One of the intriguing segments of the podcast episode involved understanding the dynamics of the National Automobile Dealers Association (NADA) conference. Despite logistical hurdles due to inclement weather, vendors and attendees alike made the most of the opportunity to connect and explore industry advancements.
Shane Born emphasized that despite a "50% pre-registration count," those who made it to the event were laser-focused on solving pertinent challenges, leading to higher closing rates on new dealer group deals. NADA's decision to open its welcome party to all attendees, not just paid registrants, was a strategic move to enhance networking despite lower turnout numbers. "It allows us to really have meaningful conversations about what's happening and where the industry is heading," Born shared, highlighting how such interactions lead to long-lasting partnerships and industry insights.
This part of the podcast underscores the importance of adaptability and creativity in fostering networking opportunities, even in unforeseen circumstances. NADA highlighted industry trends, such as AI integration and credit-first approaches, showcased by innovative solutions like NCC's ProMax.
Maximizing CRM for Dealer SuccessIn detailing the capabilities of NCC's complete CRM, the podcast dives into how dealerships can maximize the tool for their success. At its core, ProMax's CRM offers a robust framework for both reactive and proactive dealership strategiesâa point emphasized repeatedly throughout the discussion.
"Any user can go in and build a custom list," explained Melissa Sinclair, illustrating the CRM's adaptability in creating targeted customer lists based on various criteria, such as unsold showroom traffic or service appointments. The system's Opportunities Dashboard is a game changer, automatically collating potential purchase opportunities, ensuring that even if a salesperson overlooks a prospect, the CRM does not.
Sean V. Bradley highlighted common dealer pitfalls, such as under-utilizing CRM capabilities, which often leads to unnecessary marketing expenditures. "Why are they spending $65,000 in advertising per month when they could invest $5,000 to $10,000 in CRM?" he questioned, advocating for a full-time CRM manager to ensure optimal use of the system. Reflecting on trends discussed at the podcast, itâs evident that leveraging comprehensive CRM tools like NCC's ProMax could save money and increase sales, making it essential for dealerships to embrace such technologies fully.
Reflections on the Automotive Horizon
As the podcast episode closes, the hosts and guests reflect on how the innovations discussed are reshaping the automotive sales landscape. The evolution of CRM technology, spearheaded by companies like NCC and solutions such as ProMax, shows an industry leaning heavily into data-driven, customer-centric approaches.
The recurring theme remains clear: the automotive industry is poised for growth through technology adaptation and strategic partnerships. As Shane Born perfectly encapsulates, success in this field "comes down to consistent execution of your strategic vision," underscoring the importance of aligning technology with well-defined dealership goals. With ProMaxâs open API and partnership with AI leaders like Impel, NCC ensures they are not just evolving alongside industry changes, but leading the charge toward a more integrated and customer-focused sales experience.
In the ever-evolving automotive market, insights from such discussions are invaluable, paving the way for dealerships to not only keep pace but thrive in an exciting era of digital transformation.
Resources:
Podium: Discover how Podium's innovative AI technology can unlock unparalleled efficiency and drive your dealershipâs sales to new heights. Visit www.podium.com/mcs to learn more!
NCC: Credit-Driven Retailing - NCC delivers industry-best credit-driven retailing for auto dealerships, combining a powerful credit and compliance engine and fully integrated CRM/Desking platform for maximum profitability.
Complete CRM: Complete CRM is a streamlined, all-in-one system that simplifies your dealership software and processes so you can manage every aspect of your operation with ease; from tracking and following up on leads, desking deals, managing inventory, marketing to your customers, and more.
Dealer Synergy & Bradley On Demand: The automotive industryâs #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Facebook Group: Join the #1 Mastermind Group in the Automotive Industry! With over 28,000 members, gain access to successful automotive mentors & managers, the best industry practices, & collaborate with automotive professionals from around the WORLD! Join The Millionaire Car Salesman Facebook Group today!
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
Podium: Elevating Dealership Excellence with Intelligent Customer Engagement Solutions. Unlock unparalleled efficiency and drive sales with Podium's innovative AI technology, featured proudly on the Millionaire Car Salesman Podcast. Visit www.podium.com/mcs to learn more!
NCC: Powered by proprietary solutions such as Intelligent Credit Engine⢠and LenderSelectâ˘, NCC transforms the car-buying experience for dealers and their customers. From compliance and lender selection to CRM and desking, to marketing and data miningâNCC integrates them all in a single, seamless platform to deliver better customer experiences, maximum efficiency and maximum profit.
Complete CRM: As an innovative leader in the industry for the last 30 years, Complete CRM is designed to give your dealership the competitive edge in a demanding marketplace. Powered by Complete Credit⢠and award-winning desking, Complete CRM⢠is the industryâs only credit and compliance-enabled CRM that lets dealers achieve maximum profitability on every deal. Built on modern technology, Complete CRM seamlessly integrates credit, compliance, inventory, data mining, lead generation, enterprise functionality, and customized reporting in one tool with a single login.
Dealer Synergy: The #1 Automotive Sales Training, Consulting, and Accountability Firm in the industry! With over two decades of experience in building Internet Departments and BDCs, we have developed the most effective automotive Internet Sales, BDC, and CRM solutions. Our expertise in creating phone scripts, rebuttals, CRM action plans, strategies, and templates ensures that your dealership's tools and personnel reach their full potential.
Bradley On Demand: The automotive sales industryâs top Interactive Training, Tracking, Testing, and Certification Platform. Featuring LIVE Classes and over 9,000 training modules, our platform equips your dealership with everything needed to sell more cars, more often, and more profitably!
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In this episode of the Millionaire Car Salesman Podcast, join LA Williams and Sean V. Bradley as they unveil the blueprint for community-centric success in the automotive industry. Special guest Nate Barrett, president of Twin City CDJR, shares insights into how his dealership has thrived through five decades by treating people right and embedding themselves within the community. Explore the inspiring journey of Twin City CDJR from its humble beginnings under the guidance of Nate's grandfather, Don Trout, to its current achievements and continued dedication to community service. This episode offers invaluable advice for dealerships seeking longevity and deeper community connections in a rapidly changing marketplace.
Dive into the discussion as Nate Barrett, with over 25 years in the automotive industry, delves into the philosophy of running a customer-focused dealership. Key highlights include the importance of treating customers how you would like to be treated, and innovative ways to engage with the community through athletic sponsorships, partnerships with local organizations, and initiatives like "Fill the RAM" food drives. Nate addresses the challenges the Stellantis brand faces and shares proactive strategies for navigating industry turbulence, such as enhancing fixed operations and embracing AI technology. Sean V. Bradley further adds value by suggesting actionable improvements to Nateâs dealershipâs online presence and community initiatives, emphasizing the synergy between personalizing service and leveraging digital tools.
Key Takeaways:
â Community Connection: Building strong community ties is crucial. Host charity events, partner with local organizations, and get involved in events to improve brand reputation and customer loyalty.
â Operational Excellence: Focus on optimizing fixed operations and used car sales alongside new car leasing to ensure consistent dealership profitability, especially in uncertain times.
â Embrace Technology: Integrate AI tools to enhance customer engagement and efficiently manage CRM systems for deeper insights and better customer service.
â Personal Stories Matter: Sharing personal and organizational history builds authenticity and connection with both employees and customers, fostering a culture of loyalty and trust.
â Employee Involvement: Engage employees in decision-making, especially
About Nathaniel Barrett
Nate Barrett was born and raised in Lafayette, Indiana, and is a proud graduate of Purdue University. Nate is the President of Twin City Dodge Chrysler Jeep Ram Fiat in Lafayette representing the third generation of this family business. He also serves on the Stellantis Midwest Business Center Dealer Council. Nate is a NCM 20 Group Past Chair, past member of the board of directors of Greater Lafayette Commerce, and currently serves on the Franciscan Health Foundation Western Indiana Advisory Board. Nate enjoys emceeing events for the John Purdue Club, as well as doing voice work for Purdue University. Nate and his wife Brandy, also a Purdue graduate, have three children, Noah, Luke, and Ashlyn.
Resources:
Podium: Discover how Podium's innovative AI technology can unlock unparalleled efficiency and drive your dealershipâs sales to new heights. Visit www.podium.com/mcs to learn more!
NCC: Credit-Driven Retailing - NCC delivers industry-best credit-driven retailing for auto dealerships, combining a powerful credit and compliance engine and fully integrated CRM/Desking platform for maximum profitability.
Complete CRM: Complete CRM is a streamlined, all-in-one system that simplifies your dealership software and processes so you can manage every aspect of your operation with ease; from tracking and following up on leads, desking deals, managing inventory, marketing to your customers, and more.
Dealer Synergy & Bradley On Demand: The automotive industryâs #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Facebook Group: Join the #1 Mastermind Group in the Automotive Industry! With over 28,000 members, gain access to successful automotive mentors & managers, the best industry practices, & collaborate with automotive professionals from around the WORLD! Join The Millionaire Car Salesman Facebook Group today!
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
Podium: Elevating Dealership Excellence with Intelligent Customer Engagement Solutions. Unlock unparalleled efficiency and drive sales with Podium's innovative AI technology, featured proudly on the Millionaire Car Salesman Podcast. Visit www.podium.com/mcs to learn more!
NCC: Powered by proprietary solutions such as Intelligent Credit Engine⢠and LenderSelectâ˘, NCC transforms the car-buying experience for dealers and their customers. From compliance and lender selection to CRM and desking, to marketing and data miningâNCC integrates them all in a single, seamless platform to deliver better customer experiences, maximum efficiency and maximum profit.
Complete CRM: As an innovative leader in the industry for the last 30 years, Complete CRM is designed to give your dealership the competitive edge in a demanding marketplace. Powered by Complete Credit⢠and award-winning desking, Complete CRM⢠is the industryâs only credit and compliance-enabled CRM that lets dealers achieve maximum profitability on every deal. Built on modern technology, Complete CRM seamlessly integrates credit, compliance, inventory, data mining, lead generation, enterprise functionality, and customized reporting in one tool with a single login.
Dealer Synergy: The #1 Automotive Sales Training, Consulting, and Accountability Firm in the industry! With over two decades of experience in building Internet Departments and BDCs, we have developed the most effective automotive Internet Sales, BDC, and CRM solutions. Our expertise in creating phone scripts, rebuttals, CRM action plans, strategies, and templates ensures that your dealership's tools and personnel reach their full potential.
Bradley On Demand: The automotive sales industryâs top Interactive Training, Tracking, Testing, and Certification Platform. Featuring LIVE Classes and over 9,000 training modules, our platform equips your dealership with everything needed to sell more cars, more often, and more profitably!
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In this episode of the Millionaire Car Salesman podcast, Sean V. Bradley and LA Williams delve into the groundbreaking impact of AI on the car sales industry! Joined by Misty Tippets from Podium, the discussion navigates through the complexities and opportunities presented by AI, particularly in dealership management and customer engagement. From addressing staffing challenges to enhancing customer relationships, this episode offers a forward-looking view on leveraging artificial intelligence to meet evolving consumer expectations and increase operational efficiency!
Listeners will gain valuable insights into:
How AI is solving staffing challenges and improving response times.
The integration of AI with CRM systems to enhance dealership efficiency.
The importance of choosing the right AI technology for your dealershipâs unique needs.
Why emotional intelligence is crucial for high-stakes sales and customer engagement.
Networking opportunities for women in the automotive industry.
Stress management techniques to thrive in a demanding sales environment.
Key takeaways and opportunities at the upcoming NADA event.
Key Takeaways:
â AI can be a game-changer for dealerships by automating repetitive tasks, improving customer response times, and filling staffing gaps.
â Emotional intelligence is just as critical as technology when building long-lasting customer relationships.
â Networking, particularly among women in automotive, is vital for growth and innovation in the industry.
â Leveraging AI and CRM integration can streamline operations and provide actionable insights for sales success.
â Attendees of the NADA event will gain firsthand knowledge about emerging technologies and industry trends.
About Misty Tippets
Misty Tippets is a prominent figure in the automotive industry, serving as a representative for Podium, a leader in the AI technology space. Misty brings a wealth of experience and a fresh perspective to the conversation, emphasizing the transformative role of AI in modern automotive operations. Her insights on integrating advanced technologies into car dealerships highlight her expertise and dedication to innovation in the industry!
Resources:
Podium: Discover how Podium's innovative AI technology can unlock unparalleled efficiency and drive your dealershipâs sales to new heights. Visit www.podium.com/mcs to learn more!
NCC: Credit-Driven Retailing - NCC delivers industry-best credit-driven retailing for auto dealerships, combining a powerful credit and compliance engine and fully integrated CRM/Desking platform for maximum profitability.
Complete CRM: Complete CRM is a streamlined, all-in-one system that simplifies your dealership software and processes so you can manage every aspect of your operation with ease; from tracking and following up on leads, desking deals, managing inventory, marketing to your customers, and more.
Dealer Synergy & Bradley On Demand: The automotive industryâs #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Facebook Group: Join the #1 Mastermind Group in the Automotive Industry! With over 28,000 members, gain access to successful automotive mentors & managers, the best industry practices, & collaborate with automotive professionals from around the WORLD! Join The Millionaire Car Salesman Facebook Group today!
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
Podium: Elevating Dealership Excellence with Intelligent Customer Engagement Solutions. Unlock unparalleled efficiency and drive sales with Podium's innovative AI technology, featured proudly on the Millionaire Car Salesman Podcast. Visit www.podium.com/mcs to learn more!
NCC: Powered by proprietary solutions such as Intelligent Credit Engine⢠and LenderSelectâ˘, NCC transforms the car-buying experience for dealers and their customers. From compliance and lender selection to CRM and desking, to marketing and data miningâNCC integrates them all in a single, seamless platform to deliver better customer experiences, maximum efficiency and maximum profit.
Complete CRM: As an innovative leader in the industry for the last 30 years, Complete CRM is designed to give your dealership the competitive edge in a demanding marketplace. Powered by Complete Credit⢠and award-winning desking, Complete CRM⢠is the industryâs only credit and compliance-enabled CRM that lets dealers achieve maximum profitability on every deal. Built on modern technology, Complete CRM seamlessly integrates credit, compliance, inventory, data mining, lead generation, enterprise functionality, and customized reporting in one tool with a single login.
Dealer Synergy: The #1 Automotive Sales Training, Consulting, and Accountability Firm in the industry! With over two decades of experience in building Internet Departments and BDCs, we have developed the most effective automotive Internet Sales, BDC, and CRM solutions. Our expertise in creating phone scripts, rebuttals, CRM action plans, strategies, and templates ensures that your dealership's tools and personnel reach their full potential.
Bradley On Demand: The automotive sales industryâs top Interactive Training, Tracking, Testing, and Certification Platform. Featuring LIVE Classes and over 9,000 training modules, our platform equips your dealership with everything needed to sell more cars, more often, and more profitably!
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Kicking off Season 10 of the Millionaire Car Salesman Podcast, hosts Sean V. Bradley and L.A. Williams reveal the exciting innovations coming in 2025, including the official launch of Synergy Studios and its mission to elevate the automotive industry! They dive into the game-changing role of mystery shopping in evaluating dealership performance and emphasize the crucial role of consistent follow-up in driving sales success!
Adding to the excitement, L.A. Williams introduces his new book, So What I Canât, a motivational guide on overcoming personal limitations and using unique challenges as advantages in both personal and professional life. Sean, L.A., and special guest Tianna Mick (aka T Got Your Keys) engage in a powerful discussion on:
The art of storytelling and its impact on writing and communication.
Emotional intelligence as a cornerstone of effective leadership.
The ongoing push to empower women in the automotive industry.
Balancing work and personal life in the high-paced world of automotive sales.
The episode wraps up with an interactive Q&A session, addressing audience questions on building a successful automotive career, navigating leadership challenges, and finding inspiration in day-to-day operations.
Key Takeaways:
â Mystery Shopping: A critical tool for identifying dealership strengths and weaknesses.
â Follow-Up Strategies: Why staying top-of-mind is essential in sales.
â Leadership Insight: Emotional intelligence and communication are key to dealership success.
â Empowering Women: Breaking barriers and creating new opportunities in auto retail.
â Inspiration: L.A. Williamsâ new book, So What I Canât, delivers a roadmap to overcoming adversity and achieving greatness.About Sean V. Bradley
Sean V. Bradley, CSP is an entrepreneur, published best-selling author, speaker and award-winning international trainer. He is a 17-time NADA/ATD convention speaker, FranklinCovey Certified Facilitator and has earned the coveted âCSPâ designation in the National Speakers Association. Sean is also a member of the elite âMillion Dollar Speakers Groupâ in the NSA and a state association speaker and trainer. He has spoken at over 500 NCM and NADA 20 Groups. Sean started Dealer Synergy over 20 years ago, but has been in the automotive industry for over 25 years. Sean and his Dealer Synergy team are a 16-time Dealersâ Choice Award Winner for being the âBest of the Best Internet Sales Trainerâ and âMobile Media Providerâ in the Automotive Sales Industry.
Sean has personally trained over 100,000 Automotive Sales Professionals in 3,900 unique rooftops. However, he literally influences hundreds of thousands of professionals, in and out of the Automotive Sales industry, all over the world, through: his over 4,000 published articles, his best-selling book âWin the Game of Googleopolyâ, over 9,500 videos published online, and through Radio Station soundwaves by Hosting the globally recognized Against All Odds Radio Show currently airing in Washington DC, Atlanta, Cleveland, Rochester, and Los Angeles, and the 'internet buzzing' Millionaire Car Salesman Podcast reaching over 1 million downloads! Additionally, Sean is the creator of the Millionaire Car Salesman Facebook Group, with a membership count of 28,500+ automotive professionals.
About LA Williams
L.A. Williams is the Vice President of Dealer Synergy. He has 15+ years of automotive sales experience and has made it his mission to help, educate and level up anyone he comes in contact with. LA once started as a frontline analyst for the organization, but quickly worked his way through the ranks to most recently landing him his current role of Vice President and an official company partner. Although LA holds an executive position with Dealer Synergy, he is completely âhands-onâ with the Dealer Synergy family of programs. LA is the preeminent subject master on âPhone Salesâ in the Automotive Sales Industry and has earned the nickname and title of âThe Blind Phone Masterâ. LA has been blind for 35+ years and has focused his energy on the art of sound, tone, and inflection. With his inability to see and only hear, he can solely judge a personâs phone abilities and verbal tools based on what they say and how they say it. This makes him the perfect coach and phone sales expert on planet Earth. LA has trained thousands of Automotive Sales professionals, Internet / BDC professionals, Sales Managers, General Managers and Dealer Principals on how to dominate the phones with his âThe Blind Phone Masterâs Phone Sales Masteryâ strategies. Furthermore, LA is an NADA Convention Speaker and a frequent 20 group speaker, including the official Internet Sales 20 Group . In addition to his training and speaking engagements, LA is the official co-host of the globally known Millionaire Car Salesman Podcast and a moderator of the Millionaire Car Salesman Facebook Group.
LA is also a very successful music producer. He has produced tracks for Dr. Dre, Lil Wayne, Katy Perry, Karina Bradley, and scores more. In addition to having worked with some of the best in the music industry, LA has worked in movies. He was even the voice for Jigsaw in 4 of the SAW movies! LA has taken his music producer, audio, and voice talent to bring a strong form of âentertrainmentâ to the industry and has blessed us with many motivating and fun remix tracks, applicable to the automotive sales industry.
Resources:
Podium: Discover how Podium's innovative AI technology can unlock unparalleled efficiency and drive your dealershipâs sales to new heights. Visit www.podium.com/mcs to learn more!
NCC: Credit-Driven Retailing - NCC delivers industry-best credit-driven retailing for auto dealerships, combining a powerful credit and compliance engine and fully integrated CRM/Desking platform for maximum profitability.
Complete CRM: Complete CRM is a streamlined, all-in-one system that simplifies your dealership software and processes so you can manage every aspect of your operation with ease; from tracking and following up on leads, desking deals, managing inventory, marketing to your customers, and more.
Dealer Synergy & Bradley On Demand: The automotive industryâs #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Facebook Group: Join the #1 Mastermind Group in the Automotive Industry! With over 28,000 members, gain access to successful automotive mentors & managers, the best industry practices, & collaborate with automotive professionals from around the WORLD! Join The Millionaire Car Salesman Facebook Group today!
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
Podium: Elevating Dealership Excellence with Intelligent Customer Engagement Solutions. Unlock unparalleled efficiency and drive sales with Podium's innovative AI technology, featured proudly on the Millionaire Car Salesman Podcast. Visit www.podium.com/mcs to learn more!
NCC: Powered by proprietary solutions such as Intelligent Credit Engine⢠and LenderSelectâ˘, NCC transforms the car-buying experience for dealers and their customers. From compliance and lender selection to CRM and desking, to marketing and data miningâNCC integrates them all in a single, seamless platform to deliver better customer experiences, maximum efficiency and maximum profit.
Complete CRM: As an innovative leader in the industry for the last 30 years, Complete CRM is designed to give your dealership the competitive edge in a demanding marketplace. Powered by Complete Credit⢠and award-winning desking, Complete CRM⢠is the industryâs only credit and compliance-enabled CRM that lets dealers achieve maximum profitability on every deal. Built on modern technology, Complete CRM seamlessly integrates credit, compliance, inventory, data mining, lead generation, enterprise functionality, and customized reporting in one tool with a single login.
Dealer Synergy: The #1 Automotive Sales Training, Consulting, and Accountability Firm in the industry! With over two decades of experience in building Internet Departments and BDCs, we have developed the most effective automotive Internet Sales, BDC, and CRM solutions. Our expertise in creating phone scripts, rebuttals, CRM action plans, strategies, and templates ensures that your dealership's tools and personnel reach their full potential.
Bradley On Demand: The automotive sales industryâs top Interactive Training, Tracking, Testing, and Certification Platform. Featuring LIVE Classes and over 9,000 training modules, our platform equips your dealership with everything needed to sell more cars, more often, and more profitably!
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In this engaging, special holiday edition, episode of the Millionaire Car Salesman Podcast, host LA Williams is joined by Kristen Campbell to explore the evolving landscape of the automotive industry and the pivotal role of public relations in fostering strong business relationships!
"At the end of the day it goes back to treating others how you want to be treated."
The conversation dives into Campbell's journey from graduating in public relations during a recession to her current role as Vice President of Account Services at Montway Auto Transport. Her Detroit upbringing gave her a unique perspective on the auto industry, shared here with insights that resonate with both seasoned professionals and newcomers!
"We want to give customers the best rate and the best experience possible."
The dialogue navigates through the central themes of adaptability and perseverance in business, as Campbell shares how her public relations expertise has fortified customer relations at Montway. The conversation underscores the importance of effective communication, transparency, and trust-building, making it relevant for dealership managers and salespeople aiming to refine their customer service strategies. Kristen discusses Montwayâs innovative strategies, including the development of a dedicated team for dealer services and the potential integration of AI to enhance operational efficiency, illustrating the companyâs commitment to leadership in auto transport solutions!
Key Takeaways
Adaptability and Innovation: Kristen emphasizes the importance of adapting to industry changes and leveraging innovative solutions to remain competitive.
Communication is Key: Effective communication and transparency are crucial in building and maintaining strong customer relationships.
Customer Experience: Businesses should treat customers with respect and prioritize enhancing the customer journey for long-term success.
Growth and Expansion: Montwayâs focus on expanding their B2B division under Kristenâs leadership and implementing AI solutions reflects their forward-thinking approach.
Industry Insights: Kristen provides valuable insights into the auto industry, particularly in relation to the impact of electric vehicles and technology advancements.
About Kristen Campbell
Kristen Campbell is the Vice President of Account Services at Montway Auto Transport. With a background in public relations, she transitioned into the automotive industry, bringing a wealth of communication expertise to her role. Kristen began her career at Enterprise Rent-A-Car, where she evolved over 11 years before joining Montway. Her leadership has been pivotal in expanding Montway's B2B division and enhancing service standards, reflecting her commitment to excellent customer relationships and operational excellence!
Resources:
Podium: Discover how Podium's innovative AI technology can unlock unparalleled efficiency and drive your dealershipâs sales to new heights. Visit www.podium.com/mcs to learn more!
NCC: Credit-Driven Retailing - NCC delivers industry-best credit-driven retailing for auto dealerships, combining a powerful credit and compliance engine and fully-integrated CRM/Desking platform for maximum profitability.
ProMax: Stop losing leads and start desking more deals with one easy-to-use system! ProMax automotive CRM is a streamlined, all-in-one system that simplifies your dealership software and processes so you can manage every aspect of your operation with ease; from tracking and following up on leads, desking deals, managing inventory, marketing to your customers, and more.
Dealer Synergy & Bradley On Demand: The automotive industryâs #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Facebook Group: Join the #1 Mastermind Group in the Automotive Industry! With over 28,000 members, gain access to successful automotive mentors & managers, the best industry practices, & collaborate with automotive professionals from around the WORLD! Join The Millionaire Car Salesman Facebook Group today!
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
Podium: Elevating Dealership Excellence with Intelligent Customer Engagement Solutions. Unlock unparalleled efficiency and drive sales with Podium's innovative AI technology, featured proudly on the Millionaire Car Salesman Podcast.
NCC: Powered by proprietary solutions such as Intelligent Credit Engine⢠and LenderSelectâ˘, NCC transforms the car-buying experience for dealers and their customers. From compliance and lender selection, to CRM and desking, to marketing and data miningâNCC integrates them all in a single, seamless platform to deliver better customer experiences, maximum efficiency and maximum profit.
ProMax: ProMax automotive CRM is designed to give your dealership the competitive edge in a demanding marketplace. As a leader in the industry for the last 24 years, ProMax provides car dealers streamlined and simplified software that does everything you need for lead tracking and follow up, desking, F&I, and cost-effective marketing. Increase your sales and grosses, reduce your expenses with one easy-to-use system.
Dealer Synergy: The #1 Automotive Sales Training, Consulting, and Accountability Firm in the industry! With over two decades of experience in building Internet Departments and BDCs, we have developed the most effective automotive Internet Sales, BDC, and CRM solutions. Our expertise in creating phone scripts, rebuttals, CRM action plans, strategies, and templates ensures that your dealership's tools and personnel reach their full potential.
Bradley On Demand: The automotive sales industryâs top Interactive Training, Tracking, Testing, and Certification Platform. Featuring LIVE Classes and over 9,000 training modules, our platform equips your dealership with everything needed to sell more cars, more often, and more profitably!
Navigating the Future of Automotive Sales: Key Insights from Industry Experts Key TakeawaysEmbrace Adaptability: Learn from the challenges and triumphs shared by automotive leaders to navigate industry changes effectively.
Prioritize Communication: Clear, transparent communication is crucial for building trust and ensuring customer satisfaction.
Tech Advancements Await: Stay ahead by integrating AI and tech solutions to enhance customer experiences and operational efficiency.
In the evolving world of automotive sales, adaptability and foresight are paramount. These insights come to life vividly in a conversation between Dealer Synergy's LA Williams and Kristen Campbell from Motway, highlighting the industry's current dynamics and future directions. As automotive professionals, ranging from salespersons to managers, gear up for 2025, understanding and applying these lessons could define their success. Let's dive into the core themes that emerged in their discussion and explore how they can impact your automotive journey.
Embracing Adaptability in the Automotive IndustryAdaptability has long been a cornerstone of success in any business, but in the fast-paced and ever-changing automotive industry, it's non-negotiable. LA Williams sets the tone by emphasizing, "Sometimes you got to get the job done anyway," underscoring the necessity of forging ahead despite imperfect conditions. The conversation with Kristen Campbell, Vice President of Account Services at Motway, also echoes this sentiment.
Kristen, with her rich experience in public relations, illustrates how she navigated her career trajectory during challenging economic times. As she notes, the automotive industry demands resilience: "You got to show up every day ready to work, and you got to have that energy." This mindset not only helped her rise to a leadership position but also drives Motway's success in a competitive market.
For automotive professionals, embracing adaptability means being open to new strategies, technologies, and market trends. As Motway demonstrated, growth often comes from a willingness to evolve and innovate in response to market demands.
The Power of Transparent CommunicationCommunication remains an integral part of customer relations in the automotive industry. The transcript highlights this importance through Kristen's dedication to ensuring Motway's client interactions are both transparent and trustworthy. She shares, "One of the things that I think I was able to bring to the table was just really the communication pieceâŚultimately you're an advocate for them, [the customer]."
Transparent communication not only builds trust but also fosters long-term partnerships. Kristen reinforced that effective communication can mitigate challenges, such as managing vehicle transportation issuesâor as she simply puts it, "We try again to do what would be best for them."
For automotive businesses, translating these insights into everyday practice means regularly engaging with customers to understand their needs and expectations. Dealerships should consider adopting a similar strategy to Motway's proactive client service approach, which includes dedicated support lines and personalized communication strategies.
Innovations and the Role of AI in Automotive SolutionsAs we steer into the future, incorporating advanced technologies like AI can distinguish leading companies from the rest. The dialogue between Williams and Campbell touches on Motway's exploration into AI solutions, particularly in optimizing transportation logistics and pricing strategies. Though Kristen mentions, "I wouldn't say we're there yet," Motway's forward-thinking approach prepares them for future breakthroughs.
Artificial intelligence, for many businesses, represents a paradigm shift. It offers unprecedented opportunities for efficiency, accuracy, and personalized customer engagement. In the automotive industry, AI's potential applications are vastâfrom predicting market trends to personalizing customer experiences through intelligent data analysis.
By integrating such technologies, dealerships can enhance their operational efficiencies and customer service offerings. As Kristen notes, features like "lane planning and route mapping" can streamline operations, which can be a game changer for businesses looking to improve service speed and reliability.
The automotive industry stands on the precipice of significant transformation. As echoed in the insightful conversation between LA Williams and Kristen Campbell, embracing adaptability, prioritizing transparent communication, and capitalizing on technological advances like AI are essential for staying competitive. Automotive professionals who embody these principles are better poised to navigate upcoming industry shifts successfully. The vehicle to future success in automotive sales involves not just anticipating change but actively driving it.
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In this impactful episode of the Millionaire Car Salesman Podcast, hosts Sean V. Bradley and LA Williams dive into a game-changing discussion that every automotive professional needs to hear! As the year comes to a close, they focus on how you can maximize your dealership's performance during the critical year-end period while laying the foundation for an explosive start to the new year.
"Sales is a numbers game, but you must become someone people say yes to before they even know the opportunity." - LA Williams
From cutting-edge CRM strategies to perfecting your BDC operations, Sean and LA share actionable tips that will help sales teams and dealerships not just survive but thrive in a competitive marketplace! They also highlight the importance of teamwork and communication across all dealership departments, ensuring every member of your team is aligned for success. Plus, the episode celebrates a special milestone for Kalina Bradley, who has made waves during her four years in the automotive industry!
"A sales professional earns as much money as they can effectively generate with their sales skills and strategies." - Sean V. Bradley
Whether you're a seasoned professional or new to car sales, this episode is packed with the inspiration and insights you need to stay ahead of the curve and crush your goals.
đď¸ Donât miss this essential conversationâpress play now and elevate your career!
Key Takeaways
Master the Fundamentals: Emphasizing the need for BDC reps and salespeople to fully grasp product knowledge, including new and used car inventory, and understand the latest OEM incentives and dealership specials.
Sharpen Communication Skills: Importance of role-playing and rehearsing phone interactions to improve customer engagement and increase conversion rates while ensuring confidence in unscripted situations.
Leverage Technology and CRM Systems: Understanding and utilizing CRM tools effectively to track leads and optimize customer relations management within the dealership framework.
Prioritize Personal Development: Consistent learning and development are crucial; managers and salespeople must stay informed and adaptable to innovative techniques and industry changes.
Accountability is Key for Managers: Managers should foster an environment of accountability and support, continually updating team training and aligning business goals with individual success.
About Sean V. Bradley
Sean V. Bradley, CSP is an entrepreneur, published best-selling author, speaker and award-winning international trainer. He is a 17-time NADA/ATD convention speaker, FranklinCovey Certified Facilitator and has earned the coveted âCSPâ designation in the National Speakers Association. Sean is also a member of the elite âMillion Dollar Speakers Groupâ in the NSA and a state association speaker and trainer. He has spoken at over 500 NCM and NADA 20 Groups. Sean started Dealer Synergy over 20 years ago, but has been in the automotive industry for over 25 years. Sean and his Dealer Synergy team are a 16-time Dealersâ Choice Award Winner for being the âBest of the Best Internet Sales Trainerâ and âMobile Media Providerâ in the Automotive Sales Industry.
Sean has personally trained over 100,000 Automotive Sales Professionals in 3,900 unique rooftops. However, he literally influences hundreds of thousands of professionals, in and out of the Automotive Sales industry, all over the world, through: his over 4,000 published articles, his best-selling book âWin the Game of Googleopolyâ, over 9,500 videos published online, and through Radio Station soundwaves by Hosting the globally recognized Against All Odds Radio Show currently airing in Washington DC, Atlanta, Cleveland, Rochester, and Los Angeles, and the 'internet buzzing' Millionaire Car Salesman Podcast reaching over 1 million downloads! Additionally, Sean is the creator of the Millionaire Car Salesman Facebook Group, with a membership count of 28,500+ automotive professionals.
About LA Williams
L.A. Williams is the Vice President of Dealer Synergy. He has 15+ years of automotive sales experience and has made it his mission to help, educate and level up anyone he comes in contact with. LA once started as a frontline analyst for the organization, but quickly worked his way through the ranks to most recently landing him his current role of Vice President and an official company partner. Although LA holds an executive position with Dealer Synergy, he is completely âhands-onâ with the Dealer Synergy family of programs. LA is the preeminent subject master on âPhone Salesâ in the Automotive Sales Industry and has earned the nickname and title of âThe Blind Phone Masterâ. LA has been blind for 35+ years and has focused his energy on the art of sound, tone, and inflection. With his inability to see and only hear, he can solely judge a personâs phone abilities and verbal tools based on what they say and how they say it. This makes him the perfect coach and phone sales expert on planet Earth. LA has trained thousands of Automotive Sales professionals, Internet / BDC professionals, Sales Managers, General Managers and Dealer Principals on how to dominate the phones with his âThe Blind Phone Masterâs Phone Sales Masteryâ strategies. Furthermore, LA is an NADA Convention Speaker and a frequent 20 group speaker, including the official Internet Sales 20 Group . In addition to his training and speaking engagements, LA is the official co-host of the globally known Millionaire Car Salesman Podcast and a moderator of the Millionaire Car Salesman Facebook Group.
LA is also a very successful music producer. He has produced tracks for Dr. Dre, Lil Wayne, Katy Perry, Karina Bradley, and scores more. In addition to having worked with some of the best in the music industry, LA has worked in movies. He was even the voice for Jigsaw in 4 of the SAW movies! LA has taken his music producer, audio, and voice talent to bring a strong form of âentertrainmentâ to the industry and has blessed us with many motivating and fun remix tracks, applicable to the automotive sales industry.
Resources:
Podium: Discover how Podium's innovative AI technology can unlock unparalleled efficiency and drive your dealershipâs sales to new heights. Visit www.podium.com/mcs to learn more!
NCC: Credit-Driven Retailing - NCC delivers industry-best credit-driven retailing for auto dealerships, combining a powerful credit and compliance engine and fully-integrated CRM/Desking platform for maximum profitability.
ProMax: Stop losing leads and start desking more deals with one easy-to-use system! ProMax automotive CRM is a streamlined, all-in-one system that simplifies your dealership software and processes so you can manage every aspect of your operation with ease; from tracking and following up on leads, desking deals, managing inventory, marketing to your customers, and more.
Dealer Synergy & Bradley On Demand: The automotive industryâs #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Facebook Group: Join the #1 Mastermind Group in the Automotive Industry! With over 28,000 members, gain access to successful automotive mentors & managers, the best industry practices, & collaborate with automotive professionals from around the WORLD! Join The Millionaire Car Salesman Facebook Group today!
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
Podium: Elevating Dealership Excellence with Intelligent Customer Engagement Solutions. Unlock unparalleled efficiency and drive sales with Podium's innovative AI technology, featured proudly on the Millionaire Car Salesman Podcast.
NCC: Powered by proprietary solutions such as Intelligent Credit Engine⢠and LenderSelectâ˘, NCC transforms the car-buying experience for dealers and their customers. From compliance and lender selection, to CRM and desking, to marketing and data miningâNCC integrates them all in a single, seamless platform to deliver better customer experiences, maximum efficiency and maximum profit.
ProMax: ProMax automotive CRM is designed to give your dealership the competitive edge in a demanding marketplace. As a leader in the industry for the last 24 years, ProMax provides car dealers streamlined and simplified software that does everything you need for lead tracking and follow up, desking, F&I, and cost-effective marketing. Increase your sales and grosses, reduce your expenses with one easy-to-use system.
Dealer Synergy: The #1 Automotive Sales Training, Consulting, and Accountability Firm in the industry! With over two decades of experience in building Internet Departments and BDCs, we have developed the most effective automotive Internet Sales, BDC, and CRM solutions. Our expertise in creating phone scripts, rebuttals, CRM action plans, strategies, and templates ensures that your dealership's tools and personnel reach their full potential.
Bradley On Demand: The automotive sales industryâs top Interactive Training, Tracking, Testing, and Certification Platform. Featuring LIVE Classes and over 9,000 training modules, our platform equips your dealership with everything needed to sell more cars, more often, and more profitably!
Mastering the Automotive Frontier: Sales Innovation, Accountability, and Strategic Growth Key Takeaways:Comprehensive Skill Development: Becoming a proficient BDC or sales rep requires mastering everything from product knowledge to utilizing technology efficiently.
The Power of Accountability: Managers must not only hold themselves accountable but also elevate their team's performance through consistent accountability practices.
Strategic Personalization in Sales: Leveraging personal branding and forming genuine connections with customers can drive significant sales success.
In the fast-paced and ever-evolving automotive industry, specific strategies and mindsets can transform an average car dealership into a powerhouse of sales innovation and customer satisfaction. This article explores the core themes articulated by LA Williams and Sean V. Bradley during their enlightening podcast, focusing on sharpening individual skills, the crucial role of accountability, and the burgeoning potential of strategic personalization in sales.
Prioritizing Comprehensive Skill DevelopmentFor a BDC or sales representative, knowledge is powerâspecifically the kind that drives loyalty and boosts sales. As highlighted by Sean V. Bradley, there's an urgent need for personnel to "master product knowledge" and understand "rebates, incentives, dealer cash," and more. This foundational knowledge extends beyond merely reciting specs; it involves contextualizing features in ways that resonate with customersâ unique needs.
LA Williams emphasized the necessity for BDC reps to confidently tackle customer interactions. He suggests, âInstead of just jumping in and making that call willy nilly, how about asking someone, 'Hey, how is this supposed to go?'â This proactive approach ensures that reps donât just survive in their roles but thrive by providing solutions-oriented service. Acknowledging the broader scope of responsibilities, Sean V. Bradley reiterates, âPractice, drill, and rehearse,â underscoring the importance of continuous learning and role-playing to hone one's craft.
The implications here stretch far beyond the doors of the dealership. Ensuring that staff are appropriately trained and confident in their abilities leads to better customer interactions, higher conversion rates, and, ultimately, more robust business outcomes.
Accountability: The Cornerstone of Managerial SuccessMoving up the ladder, responsibility isn't just about bigger paychecks; itâs about amplifying team potential through stringent accountability measures. LA Williams calls for managers to "fall in love with accountability," emphasizing that tough love often results in significant gains. "You got to care so much more about their family than sometimes they do," he notes, presenting a form of managerial empathy that centers on the financial well-being of sales teams.
Achieving this level of commitment from a managerial perspective means not just maintaining status quo practices but actively seeking to elevate team members past their comfort zones. As Williams asserts, the consistent messaging and earnest stewardship from management can cultivate a culture of excellence where the team doesn't just meet their targets but exceeds them, spurred on by a spirit of mutual accountability and support.
Considering the looming changes and challenges of economic shifts and technology advancements, such an approach can provide the agile framework necessary for navigating future uncertainties. Managers prepared to lead with accountability are well-poised to implement strategic initiatives that bolster team resilience and performance.
Personalization and Strategic Connections in SalesIn the hyper-competitive world of car sales, creating a personal brand can be the key differentiator between hitting sales quotas and surpassing them. LA Williams explicates the importance of becoming a salesperson that "people say yes to before they even know what the opportunity is." This notion speaks to the power of personal branding and its capacity to foster an environment of trust and rapport with potential clients.
By engaging in effective prospecting, leveraging platforms like social media, and cultivating a personal relationship with clients, sales representatives can dramatically increase their conversion rates. "Put yourself in position where youâre the type of person that people say yes to," Williams advises, suggesting that this requires an active presence and likability factor that transcends the dealership's walls.
The broader ramifications of this strategy are profound. Developing a robust personal brand not only increases individual sales figures but also strengthens the dealership's reputation as a customer-focused enterprise. Salespeople adept at building genuine relationships play crucial roles as ambassadors for the dealership, fostering community trust and enhancing the brand's overall image.
The journey through these themes reveals an intricate tapestry of skills and strategies that can transform both individuals and entire dealerships into industry leaders. Emphasizing knowledge acquisition, accountability, and personalization fosters an environment where everyoneâsales reps and managers alikeâcan thrive. In embracing these approaches, a dealership can confidently look forward to a prosperous 2025, equipped to handle the challenges and capitalize on the opportunities that lie ahead.
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In this episode, Sean V. Bradley sits down with industry expert Jenna Blankenbiller to tackle a topic that can make or break a dealershipâs success: CRM management and lead handling. đťâ¨ They dive into key strategies dealerships often overlook, shedding light on how to maximize conversions, streamline operations, and avoid common pitfalls that could be costing you big profits!
Sean and Jenna share actionable tips on how to clean up your CRM, avoid information overload, and focus on active leads within a 90-day window to boost productivity and profitability. From managing third-party leads like TrueCar and CarsDirect to setting up proper automation and specialization within your BDC team, this episode is packed with valuable insights for automotive professionals!
Donât miss this game-changing conversationâtune in now to learn how to take your dealership's CRM strategy and lead handling to the next level! đ§đ
Key Takeaways
Lead Management Strategy: Focus on active leads that are 90 days or less, eliminating clutter and improving operational efficiency.
CRM Setup and Automation: Proper CRM configurations and automated processes are essential to maximize lead engagement and conversion rates.
BDC Specialization: Segregating tasks and specializing BDC representatives in specific lead types can greatly enhance dealership productivity.
Third-Party Lead Utilization: Dealers should carefully select and optimize leads from reputable third-party providers rather than relying heavily on online classifieds.
Avoiding Overload: Prevent BDC and sales teams from being overwhelmed by ensuring effective lead distribution and management practices.
About Jenna Blankenbiller
Jenna Blankenbiller is an accomplished automotive industry expert, having spent 12 years honing her skills with significant experiences at independent dealerships and Bob Ruth Ford, where she played a pivotal role in expanding their Internet department from selling 75 units a month to 356 units. Recently, she has joined Dealer Synergy as the Director of Dealer Relations, bringing her extensive expertise and innovative strategies to the executive team. Jennaâs background includes roles as an Internet Director and General Sales Training Director, and she has been featured prominently in automotive industry publications and events.
Resources:
Podium: Discover how Podium's innovative AI technology can unlock unparalleled efficiency and drive your dealershipâs sales to new heights. Visit www.podium.com/mcs to learn more!
NCC: Credit-Driven Retailing - NCC delivers industry-best credit-driven retailing for auto dealerships, combining a powerful credit and compliance engine and fully-integrated CRM/Desking platform for maximum profitability.
ProMax: Stop losing leads and start desking more deals with one easy-to-use system! ProMax automotive CRM is a streamlined, all-in-one system that simplifies your dealership software and processes so you can manage every aspect of your operation with ease; from tracking and following up on leads, desking deals, managing inventory, marketing to your customers, and more.
Dealer Synergy & Bradley On Demand: The automotive industryâs #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Facebook Group: Join the #1 Mastermind Group in the Automotive Industry! With over 28,000 members, gain access to successful automotive mentors & managers, the best industry practices, & collaborate with automotive professionals from around the WORLD! Join The Millionaire Car Salesman Facebook Group today!
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
Podium: Elevating Dealership Excellence with Intelligent Customer Engagement Solutions. Unlock unparalleled efficiency and drive sales with Podium's innovative AI technology, featured proudly on the Millionaire Car Salesman Podcast.
NCC: Powered by proprietary solutions such as Intelligent Credit Engine⢠and LenderSelectâ˘, NCC transforms the car-buying experience for dealers and their customers. From compliance and lender selection, to CRM and desking, to marketing and data miningâNCC integrates them all in a single, seamless platform to deliver better customer experiences, maximum efficiency and maximum profit.
ProMax: ProMax automotive CRM is designed to give your dealership the competitive edge in a demanding marketplace. As a leader in the industry for the last 24 years, ProMax provides car dealers streamlined and simplified software that does everything you need for lead tracking and follow up, desking, F&I, and cost-effective marketing. Increase your sales and grosses, reduce your expenses with one easy-to-use system.
Dealer Synergy: The #1 Automotive Sales Training, Consulting, and Accountability Firm in the industry! With over two decades of experience in building Internet Departments and BDCs, we have developed the most effective automotive Internet Sales, BDC, and CRM solutions. Our expertise in creating phone scripts, rebuttals, CRM action plans, strategies, and templates ensures that your dealership's tools and personnel reach their full potential.
Bradley On Demand: The automotive sales industryâs top Interactive Training, Tracking, Testing, and Certification Platform. Featuring LIVE Classes and over 9,000 training modules, our platform equips your dealership with everything needed to sell more cars, more often, and more profitably!
Optimizing Automotive CRM: Maximize Your Lead Management for Sales SuccessThe ways in which automotive dealerships handle their customer relationship management (CRM) systems can make or break their sales potential. In a fast-evolving digital landscape, dealers must confront the realities of lead management head-on. In a riveting discussion featuring Sean V. Bradley and Jenna Blankenbiller, the conversation traverses the intricacies of CRM systems, lead optimization, and strategies for converting potential into success. Sean, a seasoned leader in the field and president of Dealer Synergy, alongside Jenna, the adept director of dealer relations, dive into the nuances of CRM challenges, offering dealers a navigable roadmap to enhanced performance.
Key Takeaways:
Present-day vehicle dealerships must understand the importance of maintaining a clean and up-to-date CRM, limiting active leads to those of the past 90 days with current engagement.
Dealership success hinges on precise and strategic lead handling, ensuring that sales, especially BDC reps, are not overwhelmed with non-productive lead management tasks.
True partnerships with lead source providers and a robust structured process can significantly boost the productivity and profitability of lead management in car sales.
Mastering Lead Management in DealershipsDealerships constantly strive to balance a trending avalanche of leads with effective lead management practices. Sean V. Bradley emphasizes that if automotive dealers are struggling to extract value from leads sourced from players like Direct True Car or Autoweb, the issue may lie within the CRM configuration itself. As highlighted by Sean, âItâs most likely your CRM is not set up correctly.â
Leads should be filtered for relevance and timeliness. According to Sean, the CRM should prioritize active leads within the past 90 days while ensuring there is an accessible phone number. He challenges the dealer community to abandon the notion that "buy or die" is an effective mantra for leadsâit's an outdated strategy that no longer serves the dealershipâs best interests. Sean pointedly notes: âThere's no need for hoarding leads beyond 90 days unless theyâve engaged within the last month.â
Jenna illustrates another point: the importance of assigning specific roles within the lead management process to ensure leads with potential are not being buried under a mountain of irrelevant or outdated contacts. She adds, âKeep focus on your fresh stuff where your biggest opportunity lies, and this involves adequate segmentation and specialization within the BDC.â
Optimizing CRM Setup and Lead RoutingA dealership's ability to manage leads systematically often begins with a robust CRM setup. Sean cautions against getting overwhelmed by the sheer volume of leads, which is often exacerbated by the mixing of sales leads with service, parts, and other non-revenue generating communications. He articulates, âIf your leads aren't properly routed or are congested with non-priority interactions, you're wasting time and valuable resources.â
To optimize, dealerships must ensure that CRM processes are correctly configured, including archiving old leads and ensuring active ones are accurately marked. "Itâs about getting to people with the highest probability of engagement and conversion," Sean states. Jenna corroborates the sentiment: âHaving an automatic system to sort and respond, especially for leads that don't hold immediate promise, will streamline the process.â
Moreover, an intelligent routing systemâthat segments sales leads from non-sales trafficâallows for specialization among team members, provides clarity, and increases conversion rates. This level of organization within CRM systems prevents scenarios where dealerships either underestimate their leads or falter under the weight of mismanaged data.
Lead Source Providers: Strategic Use and MisconceptionsThe perception of lead source providers is another contentious area explored by Sean and Jenna. There exists a misconception in the automotive realm that certain lead sources do more harm than good. Sean dispels this notion by underscoring the strategic uptake and management of these lead sources. He argues, âIf you have cars direct, TrueCar, or AutoWeb and arenât getting value, itâs often due to mismanagement rather than the provider.â
It is crucial for dealers to discern between third-party lead sources such as Cars Direct, TrueCar, and AutoWeb, and online classifieds like AutoTrader or Cars.com, which often operate on a different paradigm. Sean advocates for a keen understanding of how these sources work and notes the importance of aligning them with dealership goals. âThird-party leads arenât about exclusivity but making the most of every opportunity laid before us,â he concludes.
To implement a successful strategy, seamless processes, targeted employee roles, and strategic partnerships with lead sources drive success. Effective CRM management coupled with insightful use of lead source providers fosters a rich environment for transforming potential leads into lucrative sales.
The Path to CRM Mastery in Car DealershipsThroughout the extensive discussion between Sean and Jenna, a clear picture emerges of the recipe for dealership success in this digital age. A clean, effectively segmented CRMâaligned with realistic and strategic handling of leadsâis vital. The relief from non-productive tasks frees staff to follow higher-level sales activities like direct communication and personalized engagement.
Dealer success lies in distinguishing viable prospects and working smart with automation tools, thus enhancing the capacity for optimal lead conversion. The tempo set by these CRM adjustments holds the potential to transform the operational rhythm of automotive dealerships, ensuring that time and energy are focused on true, revenue-generating activities.
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Join Sean V. Bradley as he delves into the transformative role of artificial intelligence in car dealerships with Chuck Schwan from Muscatell Subaru! In this episode, Chuck shares his insights on how AI, particularly through the use of Podium's AI solutions, is revolutionizing the automotive sales industry! He discusses his role in integrating third-party vendor applications and how AI serves as a vital tool to enhance customer engagement without replacing human jobs. Chuck redefines AI as a dependable assistant that never tires, offering consistent service around the clock!
Throughout the conversation, Chuck discusses the practical applications of AI in handling leads and improving customer communication at Muscatell Subaru. With a robust integration into their CRM system, AI proved instrumental in managing thousands of leads efficiently. Chuck emphasizes the benefits of AI, such as setting numerous successful appointments that converted into sales, and the importance of AI remaining professional and unfazed by rejection! By continuously learning and adapting, AI augments the sales team's efforts, addressing typical industry challenges like engagement and attrition, while ensuring no lead is left unattended!
From maximizing efficiency to overcoming common dealership challenges, this conversation is packed with insights that will inspire you to rethink how your dealership operates. Whether you're curious about the role of AI or looking for ways to streamline your sales process, this episode has something for you.
Key Takeaways
AI Implementation: Learn how Muscatell Subaru integrates AI using Podium to manage leads, resulting in significantly increased customer engagement and sales.
AI's Role in Dealerships: Discover how AI serves as a relentless tool that enhances customer service by handling repetitive tasks, allowing sales teams to focus on nurturing personal interactions.
Transformational Results: Understand the profound impact AI has had on appointment setting and sales conversion rates at Muscatell Subaru, highlighting the promise of this technology.
Managing Expectations: Chuck outlines the collaborative approach between AI and the sales team, ensuring a seamless customer experience and leveraging AI's ability to communicate at any time.
Forward-Thinking Strategy: Gain insights into future integrations that might streamline dealership operations further, merging AI capabilities with existing platforms for more efficiency.
About Chuck Schwan
Chuck Schwan serves as the Internet Director at Muscatell Subaru, located in Moorhead, Minnesota. With a rich career in the automotive industry since 2009, Chuck began his journey selling Hondas, later transitioning to roles in parts and accessories, and then as an Internet Sales Manager. His diverse experience includes a year in finance at a powersports store before embracing his passion for Subaru. Under the leadership of Ward Muscatell, Chuck has been pivotal at Muscatell Subaru for nearly eight years, focusing on third-party vendor integrations and training AI to enhance dealership operations.
Resources:
Podium: Discover how Podium's innovative AI technology can unlock unparalleled efficiency and drive your dealershipâs sales to new heights. Visit www.podium.com/mcs to learn more!
Dealer Synergy & Bradley On Demand: The automotive industryâs #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Facebook Group: Join the #1 Mastermind Group in the Automotive Industry! With over 28,000 members, gain access to successful automotive mentors & managers, the best industry practices, & collaborate with automotive professionals from around the WORLD! Join The Millionaire Car Salesman Facebook Group today!
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
Podium: Elevating Dealership Excellence with Intelligent Customer Engagement Solutions. Unlock unparalleled efficiency and drive sales with Podium's innovative AI technology, featured proudly on the Millionaire Car Salesman Podcast.
Dealer Synergy: The #1 Automotive Sales Training, Consulting, and Accountability Firm in the industry! With over two decades of experience in building Internet Departments and BDCs, we have developed the most effective automotive Internet Sales, BDC, and CRM solutions. Our expertise in creating phone scripts, rebuttals, CRM action plans, strategies, and templates ensures that your dealership's tools and personnel reach their full potential.
Bradley On Demand: The automotive sales industryâs top Interactive Training, Tracking, Testing, and Certification Platform. Featuring LIVE Classes and over 9,000 training modules, our platform equips your dealership with everything needed to sell more cars, more often, and more profitably!
Artificial Intelligence in Automotive Sales: Revolutionizing Engagement and Customer Experience
Key TakeawaysAI as a tool for enhancement: Artificial intelligence is not here to replace jobs but to enhance efficiency and engagement in automotive sales.
Improving customer engagement: AI has proven to significantly boost engagement rates, leading to more appointments and sales.
Integration with existing systems: Tools like Podium integrate seamlessly with CRMs, making AI a powerful addition to the sales process.
Artificial intelligence (AI) is a transformative force in many industries, and automotive sales are no exception. From enhancing customer engagement to streamlining communication processes, AI offers a myriad of benefits that reshaping the dealership experience. In this article, we'll explore how AI is being integrated into automotive sales, focusing on dealer interactions, engagement improvement, and the seamless integration with existing tools like CRMs.
AI: An Indispensable Tool for DealershipsAI has increasingly become an indispensable tool for dealerships, providing a consistent and seamless experience for both the dealerships and their customers. As Chuck Schwan, the BDC Manager at Muscatel Subaru, astutely points out, "AI is just a tool to generate engagement, and once we've got the engagement, then we just train it to hand off to our sales staff."
One of the most significant attributes of AI is its unwavering consistency. Unlike human sales representatives, AI never tires, never gets frustrated, and delivers the same quality of interaction every time. Schwan expresses this sentiment by highlighting, "It's the worker that never stops, that never gets frustrated. Someone can tell it to bleep off, and the next message is sunshine and roses."
Another impactful aspect of AI lies in its ability to handle mundane and repetitive tasks, freeing up human resources to focus on more complex interactions. Schwan emphasizes the value of AI in managing engagement tasks like sending out text messages and emails, noting, "It's really just another tool to take care of the crap part of the job that no one likes."
Revolutionizing Customer Engagement in Automotive SalesArtificial intelligence has revolutionized customer engagement in automotive sales, offering unprecedented levels of interaction and personalization. Sean V. Bradley, host of the Millionaire Car Salesman podcast, underscores the transformative impact of AI, illustrating how it addresses a longstanding issue: "Emails connect at only two to four percent. But with AI, it scales accordingly. AI could deploy to all of those opportunities in real time."
The introduction of AI into the sales workflow not only boosts engagement rates but also enhances the customer experience by personalizing interactions. Schwan shares staggering results from using AI at his dealership: "Our first month of using Podium, Alicia set 64 appointments, 50 showed up, and 40 sold."
The success of AI in improving engagement rates is multifaceted. It ensures responses are timely and addresses customer queries with precision and clarity, which drastically reduces the lag time often experienced in traditional processes. Additionally, AI's adaptability allows it to work around the clock, reaching out to customers at their convenience, as Schwan describes, "She talks to them when they want to be talked to."
Seamless Integration with Existing Sales ToolsA significant advantage of integrating AI into the automotive sales ecosystem is its compatibility with existing sales tools, enhancing productivity and efficiency. For dealerships operating with established CRMs like VIN Solutions, AI technology such as Podium provides an invaluable bridge between modern AI capabilities and traditional CRM functionalities.
Schwan details how this integration benefits his dealership, explaining that AI interacts with CRM data to streamline follow-up and engagement: "It's an API back and forth. It'll write into the notes what's been said by the artificial intelligence." This seamless flow of information ensures that all communication, whether initiated by AI or a human, remains centralized and accessible, fostering a more cohesive customer interaction experience.
Moreover, Podium's customer support and adaptability set it apart in the crowded field of AI tools. Schwan appreciates Podium's willingness to tailor solutions to his dealership's specific needs, observing, "They always want to know not just what to change, but why I want to change. So, they're really trying to understand what Muscatel Subaru needs from the AI."
The integration of AI with CRMs not only optimizes the sales process but also minimizes resource redundancy by effectively aligning AI capabilities with existing processes. Schwan notes that while some redundancy may occur, AI predominantly takes on the heavy lifting in initial outreach, allowing his sales team to focus on personalized follow-ups and closing deals.
Dealerships looking to thrive in today's competitive landscape must recognize the value of AI as a catalyst for operational efficiency and enhanced customer interactions. By leveraging AI, dealerships can not only boost engagement and drive sales but also streamline communication processes.
Artificial intelligence is reshaping the automotive sales landscape by enhancing engagement, personalizing customer interactions, and seamlessly integrating with existing CRM systems. Schwan's experience with AI at Muscatel Subaru exemplifies the transformative potential of this technology. AI is not a passing trend; it's a powerful tool that, when harnessed effectively, will continue to redefine the way dealerships connect with and serve their customers.
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In this festive and action-packed episode of the Millionaire Car Salesman Podcast, hosts Sean V. Bradley and Tianna 'T Got Your Keysâ Mick uncover the secrets to transforming the holiday season into your dealershipâs most profitable time of the year!
"This was the most lucrative season when I was selling cars because of the tactics we're discussing today." - Tianna Mick
As consumer spending surges during Thanksgiving, Black Friday, Cyber Monday, Christmas, Hanukkah, Kwanzaa, and New Yearâs, Sean and Tianna provide actionable strategies to make your dealership stand out. From crafting irresistible holiday-themed promotions to building emotional connections with buyers, they reveal how to tap into the holiday mindset and close more deals than ever.
⨠Key Takeaways You Donât Want to Miss:
âď¸ Understanding the holiday buyerâs mindset and financial behaviors.
âď¸ Proven promotional strategies that attract attention AND conversions.
âď¸ Festive branding techniques that build trust and excitement.
âď¸ Inventory planning to meet demand without overstocking.
âď¸ How to incentivize referrals and leverage holiday buzz for long-term success.
âď¸ Tips to carry holiday momentum into the new year!"During the holiday season, people are naturally conditioned to knowing that they've got to spend money. Let's take advantage of that." - Sean V. Bradley
Whether youâre a dealer principal, sales manager, or automotive professional looking to crush your year-end goals, this episode is packed with the tools and tactics you need to end the year strong and set yourself up for success in 2025. đŻ
đ§ Donât let winter slow you downâlisten now and master the holiday hustle!
Key Takeaways
Understand the Holiday Buyer Mindset: Leverage the natural inclination of consumers to spend during the holidays by aligning marketing strategies accordingly.
Emotional and Scarcity Tactics: Utilize emotional triggers and limited-time offers to drive urgency and resonate with prospective and current customers.
Macro vs. Micro Selling: Encourage dealerships to pursue both large business accounts and individual buyers by tapping into end-of-year incentives and tax benefits.
Festive Environment and Branding: Create an inviting and memorable festive atmosphere in dealerships and online to enhance customer experience and engagement.
End-of-Year Strategies: Prepare for post-holiday ramifications by strategically planning inventory and reviewing performance metrics for future improvement.
About Tianna Mick
Tianna Mick aka T Got Your Keys is a known industry expert at Showroom Sales, Lead and Referral Generation, and Customer Satisfaction, specializing in Personal and Business Branding.
At only 19 years old, Tianna was consistently the top-grossing salesperson in her dealer group, averaging 20+ units and generating $10K each month in personal income. Tianna is globally recognized for her award-winning website TGotYourKeys.com, voted #1 Personal Website in the Automotive Industry!
Tianna is a 4x NADA Convention Speaker and the YOUNGEST NADA Speaker in History to date, awarded #1 Influential Female Car Salesperson, TikTok Influencer with over 3.8 Million Views, Guest of Brad Lea's Dropping Bombs Podcast, Graduate of Ally's A-List Summit Academy, Speaker at the Florida Independent Automobile Dealers Association, TrueCar's TrueTalk Panel Discussion Leader concerning Diversity, published in Digital Dealer Magazine, and reoccurring Digital Dealer Speaker, Internet Sales 20 Group Speaker, and now Chief Marketing Officer at Dealer Synergy.
Resources:
Podium: Discover how Podium's innovative AI technology can unlock unparalleled efficiency and drive your dealershipâs sales to new heights. Visit www.podium.com/mcs to learn more!
Dealer Synergy & Bradley On Demand: The automotive industryâs #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Facebook Group: Join the #1 Mastermind Group in the Automotive Industry! With over 28,000 members, gain access to successful automotive mentors & managers, the best industry practices, & collaborate with automotive professionals from around the WORLD! Join The Millionaire Car Salesman Facebook Group today!
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
Podium: Elevating Dealership Excellence with Intelligent Customer Engagement Solutions. Unlock unparalleled efficiency and drive sales with Podium's innovative AI technology, featured proudly on the Millionaire Car Salesman Podcast.
Dealer Synergy: The #1 Automotive Sales Training, Consulting, and Accountability Firm in the industry! With over two decades of experience in building Internet Departments and BDCs, we have developed the most effective automotive Internet Sales, BDC, and CRM solutions. Our expertise in creating phone scripts, rebuttals, CRM action plans, strategies, and templates ensures that your dealership's tools and personnel reach their full potential.
Bradley On Demand: The automotive sales industryâs top Interactive Training, Tracking, Testing, and Certification Platform. Featuring LIVE Classes and over 9,000 training modules, our platform equips your dealership with everything needed to sell more cars, more often, and more profitably!
Maximizing Car Sales During the Holiday Season: The Ultimate Guide for Automotive Professionals
Key Takeaways
Understanding and leveraging the holiday mindset of consumers can significantly boost car sales.
Personalized outreach and personalized holiday promotions can create emotional connections with customers.
Strategic event hosting and festive dealership decor contribute to an enhanced and memorable customer experience.
The holiday season presents a unique opportunity for automotive dealerships to boost their sales significantly. Sean V. Bradley and Tianna Mick unpacked these possibilities in their recent podcast, highlighting how car dealers can effectively capitalize on holiday energy and consumer spending habits. To navigate this bustling period successfully, professionals must understand the special dynamics at play during the holidays, employing targeted strategies to connect with potential buyers.
Optimizing Holiday Consumer Behavior for Increased Sales
In the words of Bradley, "Holidays are the best for selling cars." The holiday season naturally inclines people to spend, especially on big-ticket items like vehicles. Consumers are already in a buying mindset due to holiday traditions of gift-giving and year-end bonuses. This kind of buying inclination can be leveraged with tailored incentives and strategic marketing.
Bradley emphasizes how dealers can capitalize on this mindset: "People are naturally conditioned to knowing that they've got to spend money during the holiday season." By effectively tapping into this mentality, dealerships can create tailored messages and promotional deals that align with the consumer's mindset, such as special financing rates, end-of-year clearance sales, and exclusive holiday discounts.
Creating Emotional Triggers and Urgency
The psychological impact of the holidays makes them the perfect time for car sales, according to Mick: "Holidays are huge emotional triggers. And that's all sales is, is touching on emotional buying and psychology." She discusses the importance of connecting emotionally with consumers through services like video messages and E-cards, personalized to provide value and build relationships.
Urgency also plays a critical role in driving sales. Bradley advises creating a sense of urgency by employing strategies like seasonal promotions and limited-time offers. "Fear of missing outâFOMOâtap into the limited-time offer," he suggests. Positioning a holiday deal as a unique opportunity that won't come again can push consumers from mere interest into action. Inform them of the exclusive advantages available, such as special holiday pricing or extra incentives for referrals during the festive season.
Enhancing the Dealership Experience with Festive Atmosphere
Dealerships must live up to the expectations they set in their promotions. As Mick points out, "Sales is all about triggering on emotions and relationships." Celebrating the holiday spirit within the dealership helps create an immersive experience for customers and reinforces the festive mood promoted online and via outreach. This can be achieved through decorations, music, and even offering holiday-specific refreshments.
Additionally, associating car sales with community charitable events can also build good will, positioning the dealership as a local leader. This approach not only attracts more foot traffic to the dealership but also strengthens communal relationships. Importantly, Mick emphasizes that the dealership should genuinely invest in these initiatives, which can be promoted through community projects such as coat donations or Toys for Tots campaigns.
These natural extensions of holiday feelings feed directly into the consumer's decision-making process. "Event hosting, get involved in these charitable organizations," suggests Bradley. These activities provide an opportunity to underscore the sincerity of the dealership's efforts in giving back while also drawing in potential customers.
Reflecting on the Holiday Strategy's Impact and Preparing for the New Year
The insights provided by Bradley and Mick offer a thorough analysis of how to make the most out of the holiday season in terms of automotive sales. While traditional sales and strategies are essential, integrating these unique techniques can greatly enhance outcomes during the holiday season. Understanding consumer behavior, tapping into emotional triggers, and creating an atmosphere that reflects holiday cheer can not only boost sales but also strengthen customer relationships, potentially increasing customer loyalty in the long run.
Dealers are urged to take these learnings further by evaluating the success of their initiatives post-holiday season and carrying forward any successful tactics into January. With strategic planning and implementation, automotive sales professionals can ensure that the holiday period becomes one of the most lucrative seasons of the year.
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In the latest episode, Sean V. Bradley dives into an exclusive recap of the Cox Automotive VIN Solution CRM Masterclass â an event that brought together over 250 rooftops and even Toyota manufacturer reps for a deep dive into the future of CRM technology in the automotive industry! đâ¨
"A CRM set up the right way increases gross profits dramatically.
But a broken CRM is loaded with incorrect action plans, statuses, templates, and scripts.
And that's costing your dealership up to 1.4 million dollars a year." - Sean V. Bradley
Joined by Jenna Blankenbiller, Sean unpacks the game-changing strategies and insights shared at the event, emphasizing how a well-utilized CRM can be the key to unlocking higher lead conversions, improved communication, and maximized profitability for dealerships. đŻ
âYou have to schedule, at least at a minimum a one-on-one with your PM monthly." - Jenna BlankenbillerIf you're looking for ways to elevate your dealership's approach to CRM â from automated email strategies to leveraging social media DMs and AI â this episode is packed with firsthand experiences and actionable advice that you donât want to miss! đĄ
đ Missed the Masterclass in Chicago? No worries! VinSolutions users can still get in on the action. Reach out to [email protected] to schedule your FREE CRM Audit and make sure your dealership is set up for success in 2025!
Key Takeaways
CRM Optimization: Utilize the full potential of CRM systems to uncover significant growth opportunities through enhanced lead handling and communication strategies including automated video emails and AI integrations.
Data Capture and Utilization: Emphasize comprehensive data capture in CRM systems as a foundation for meaningful customer engagement and improved sales opportunities.
Text Messaging and AI Integration: Leverage text messaging capabilities within CRM software to increase engagement and use AI to streamline and improve customer interaction processes.
Roundtable Insights: Learn from the diverse perspectives shared during the roundtable discussions, particularly on showroom sales, Internet BDC, and reporting analytics.
Organization and Resourcefulness: Effective CRM usage demands a disciplined approach where human resources focus on higher-level strategic engagements, supported by automated systems.
About Jenna Blankenbiller
Jenna Blankenbiller is an accomplished automotive industry expert, having spent 12 years honing her skills with significant experiences at independent dealerships and Bob Ruth Ford, where she played a pivotal role in expanding their Internet department from selling 75 units a month to 356 units. Recently, she has joined Dealer Synergy as the Director of Dealer Relations, bringing her extensive expertise and innovative strategies to the executive team. Jennaâs background includes roles as an Internet Director and General Sales Training Director, and she has been featured prominently in automotive industry publications and events.
Resources:
Podium: Discover how Podium's innovative AI technology can unlock unparalleled efficiency and drive your dealershipâs sales to new heights. Visit www.podium.com/mcs to learn more!
Dealer Synergy & Bradley On Demand: The automotive industryâs #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Facebook Group: Join the #1 Mastermind Group in the Automotive Industry! With over 28,000 members, gain access to successful automotive mentors & managers, the best industry practices, & collaborate with automotive professionals from around the WORLD! Join The Millionaire Car Salesman Facebook Group today!
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
Podium: Elevating Dealership Excellence with Intelligent Customer Engagement Solutions. Unlock unparalleled efficiency and drive sales with Podium's innovative AI technology, featured proudly on the Millionaire Car Salesman Podcast.
Dealer Synergy: The #1 Automotive Sales Training, Consulting, and Accountability Firm in the industry! With over two decades of experience in building Internet Departments and BDCs, we have developed the most effective automotive Internet Sales, BDC, and CRM solutions. Our expertise in creating phone scripts, rebuttals, CRM action plans, strategies, and templates ensures that your dealership's tools and personnel reach their full potential.
Bradley On Demand: The automotive sales industryâs top Interactive Training, Tracking, Testing, and Certification Platform. Featuring LIVE Classes and over 9,000 training modules, our platform equips your dealership with everything needed to sell more cars, more often, and more profitably!
Revolutionizing Automotive CRM: Leveraging Technology, Strategy, and Analytics to Maximize ROIIn the rapidly evolving automotive industry, the role of customer relationship management (CRM) is pivotal. As dealers navigate increasing competition and shifting consumer behaviors, the integration of advanced CRM systems like VIN Solutions becomes essential. This article explores the insights shared in a enlightening conference featuring industry experts like Sean V. Bradley and Jenna Blankenbiller, who discussed strategies for capitalizing on CRM technology to boost dealership performance.
Key TakeawaysCRM Optimization for Financial Gain: Dealers can increase their annual revenue by $1.4 million through effective CRM management, highlighting the financial impact of a well-structured system.
Comprehensive Use of Technology: Integrating AI and automation into CRM systems can significantly enhance engagement and conversion rates.
Data-Driven Decision Making: Effective use of CRM analytics and reporting can pinpoint opportunities for sales growth and operational efficiency.
CRM Optimization: A Path to Elevating Dealership ProfitsIn a saturated market where differentiation is vital, Sean V. Bradley elucidates the economic benefits of an optimized CRM system. By identifying inefficiencies and leveraging existing CRM capabilities, dealerships can save up to $1.4 million annually. "Most dealers only utilize a fraction of their CRM's capabilities," Bradley stresses, underscoring a widespread industry oversight.
He breaks down the potential savings, explaining how dealerships can reallocate funds previously spent on obsolete advertising methods into maximizing CRM tools for better sales strategies. This shift not only reduces unnecessary expenditures but also enhances customer interactions. As Bradley puts it, understanding and leveraging CRM tools for "data mining, equity mining, and service conversions" is integral for dealerships aiming to boost their sales strategy.
Beyond cost savings, CRM systems equipped with advanced features like VIN Solutions facilitate a streamlined sales process. By automating repetitive tasks and utilizing targeted marketing insights, dealers can tailor their approach to individual customers, thus driving higher engagement.
Technology as a Game Changer: AI and Automation in CRM
The cutting-edge capabilities of CRM systems, particularly through Artificial Intelligence (AI), were a focal point in the conference discussions. A significant insight shared by Nelson Lyles was the effectiveness of leveraging text messaging through VIN Solutions to increase customer engagement. Lyles highlights, "As managers, don't just be focused on attempts, attempts, calls, calls, calls. It's about the connections."
Text messaging, when integrated through multimedia capabilities, enhances communication efficiency and boosts response rates, with 96-97% of texts being read. Moreover, AI enables automated responses, personalized follow-ups, and insightful data collection, which are crucial for developing a robust customer service strategy.
This technological evolution allows dealerships to maintain a consistent customer follow-up routine, as discussed by Blankenbiller. She advocates for utilizing tools like automated video emails and multimedia text messages to improve interactions, illustrating how these tools yield "increased engagement and conversions."
Data-Driven Decision Making: Harnessing the Power of CRM Analytics
The strategic use of CRM analytics and reporting emerged as a critical component for operational success. Kevin Schmidt of VIN Solutions emphasizes the importance of data capture and the utilization of reports like the "Dealership Performance Report" to refine business strategies. By diligently analyzing these reports, dealerships can identify patterns, forecast trends, and ultimately, increase sales.
Blankenbiller champions the "Coaching Dashboard," which provides a snapshot of sales team performance. This tool is vital for identifying areas needing improvement and reinforcing successful strategies. "If you're not using those at the first, middle, and end of your month for check-ins, you're missing out," she asserts.
Such detailed analytical tools empower dealerships to transition from reactive to proactive approaches in their sales strategies. Utilizing these insights allows for more informed decisions, enhancing both individual and collective performance within the sales team.
Capitalizing on CRM Strategies to Drive Success
The insights from industry leaders illuminate the transformative potential of advanced CRM systems. Integrating features like automation, AI, and comprehensive reporting not only streamlines dealership operations but also drives significant financial outcomes. For dealerships striving to excel, embracing these advanced CRM functionalities, as endorsed by the speakers, offers a robust path towards technological and economic advancement. As Blankenbiller aptly points out, the key lies in not just accessing these tools but committing to learning and leveraging them to their fullest potential.
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In this insightful episode of the Millionaire Car Salesman Podcast, hosts Sean V. Bradley and guest Tianna Mick aka T Got Your Keys tackle the timely topics of the upcoming 2024 election and touch on the upcoming holiday season, both of which bring unique challenges and opportunities for auto dealers. With Election Day⌠TODAY, Sean and Tianna discuss how potential shifts in political leadership could influence the automotive industry, touching on topics like tax policies, economic incentives, and interest rates.
From creating urgency to tapping into festive consumer sentiment, Sean and Tianna share tips on how to keep momentum high and overcome customer hesitations. Whether it's adapting to economic changes or making the most of the holiday buzz, this episode is packed with practical insights that will help dealers stay ahead. Donât miss out on these valuable strategies to keep your dealership thriving, no matter the season or political climate!
Key Takeaways
Voting and Participation: Emphasize the civic responsibility of voting and how dealerships can reflect this engagement in their marketing efforts.
Creating Urgency: Sales professionals should focus on building urgency and excitement, irrespective of political or economic climates, to drive immediate sales.
Navigating Economic Changes: Understand the impact of political shifts on factors such as interest rates and tax incentives, and adjust sales strategies accordingly.
Holiday Marketing Strategies: Utilize holiday themes to connect with consumers, offering special promotions and leveraging festive sentiment to increase dealership traffic.
Customer-Centric Approach: Prioritize understanding customer needs and preferences to effectively tailor sales pitches and rebut potential objections.
About Tianna Mick aka T Got Your Keys
Tianna Mick aka T Got Your Keys is a known industry name for being an expert at Showroom Sales, Lead and Referral Generation, and Customer Satisfaction, specializing in Personal and Business Branding.
At only 19 years old, Tianna was consistently the top-grossing salesperson in her dealer group, averaging 20+ units and generating $10K each month in personal income. Tianna is globally recognized for her award-winning website TGotYourKeys.com, voted #1 Personal Website in the Automotive Industry!
Tianna is currently the Youngest NADA Speaker in History and an overall 4-time NADA Convention Speaker, awarded #1 Influential Female Car Salesperson, TikTok Influencer with over 5 Million Views, Youngest Automotive CBT News Guest Feature, CDK Paving The Way 2024 Award Winner, WOCAN Rising Star 2023 Award Winner, Guest of Brad Lea's Dropping Bombs Podcast, Guest on Car Guy Coffee Podcast, Guest on Chicks In Charge: Automotive Edition Podcast, Graduate of Ally's A-List Summit Academy, Women Automotive Network (UK) Conference Speaker, Women In Automotive Conference Speaker, ASOTU Con Speaker, DrivingSales Conference Speaker, Florida Independent Automobile Dealers Association Speaker, TrueCar's TrueTalk Panel Discussion Leader concerning Diversity, featured and published in INC Magazine, published in Digital Dealer Magazine, and 5-time Digital Dealer Speaker, Internet Sales 20 Group Speaker, and now Chief Marketing Officer at Dealer Synergy.
Tianna is a sought-after industry influencer and has had General Motors Corporate invite Tianna to speak on their behalf on the importance of Diversity, Realities & Economics within the LGBTQ+ Community, for the Automotive Industry!
Resources:
Podium: Discover how Podium's innovative AI technology can unlock unparalleled efficiency and drive your dealershipâs sales to new heights. Visit www.podium.com/mcs to learn more!
Dealer Synergy & Bradley On Demand: The automotive industryâs #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Facebook Group: Join the #1 Mastermind Group in the Automotive Industry! With over 28,000 members, gain access to successful automotive mentors & managers, the best industry practices, & collaborate with automotive professionals from around the WORLD! Join The Millionaire Car Salesman Facebook Group today!
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
Podium: Elevating Dealership Excellence with Intelligent Customer Engagement Solutions. Unlock unparalleled efficiency and drive sales with Podium's innovative AI technology, featured proudly on the Millionaire Car Salesman Podcast.
Dealer Synergy: The #1 Automotive Sales Training, Consulting, and Accountability Firm in the industry! With over two decades of experience in building Internet Departments and BDCs, we have developed the most effective automotive Internet Sales, BDC, and CRM solutions. Our expertise in creating phone scripts, rebuttals, CRM action plans, strategies, and templates ensures that your dealership's tools and personnel reach their full potential.
Bradley On Demand: The automotive sales industryâs top Interactive Training, Tracking, Testing, and Certification Platform. Featuring LIVE Classes and over 9,000 training modules, our platform equips your dealership with everything needed to sell more cars, more often, and more profitably!
Impact of Elections and Holidays on the Automotive Industry: A Comprehensive Analysis Key TakeawaysElection outcomes significantly influence the automotive industry through tax incentives, interest rates, and regulations.
Automotive professionals can utilize holiday seasons creatively to boost sales and customer engagement.
Effective use of marketing strategies around elections and holidays can increase sales and client retention.
The intersection of political and seasonal changes presents a unique opportunity for automotive professionals to adapt and thrive. As Sean V. Bradley and Tianna Mick dissected in their lively conversation, the election and holiday seasons bring distinct challenges and opportunities in the car sales industry. They shared insights on how both factors influence consumer behavior and dealership operations, reminding us that success often hinges on adaptability and effective communication.
Navigating Election Impact on Automotive SalesElections play a pivotal role in shaping economic policies that directly affect the automotive industry. Sean V. Bradley underscores the importance of understanding these impacts, noting, "It's our job at the dealership to create urgency and excitement⌠to get people to want to buy a car today." The election outcomes can sway consumer confidence and spending through changes in economic policies, interest rates, and market conditions.
Tax Policies and Economic IncentivesDifferent administrations often prioritize various sectors differently, leading to shifts in tax policies and economic incentives. Sean points out, "Changes to tax policies can influence dealerships' profitability and how much consumers can spend on vehicles." Such changes can either encourage growth through tax breaks or increase operational costs due to higher taxes, impacting both dealerships and buyers.
Impact of Interest Rates and Financial MarketsInterest rate shifts are another critical area influenced by elections. According to Sean, "Different political administrations influence fiscal policy, which impacts interest rates." Rising rates can increase monthly payments, making vehicle loans more expensive, whereas lower rates can boost affordability. This dynamic requires dealers to stay informed and communicate effectively with potential buyers to overcome their hesitations.
Leveraging the Holiday Season for Car SalesHolidays are a powerful tool for dealerships to engage customers and motivate purchases. The festive spirit offers a backdrop to create urgency and excitement, driving consumers to make purchases. Tianna Mick highlights the potential, saying, "The most important part is making sure you're aware⌠creating your own marketing strategy in automotive."
Utilizing Marketing StrategiesCreating engaging marketing strategies for the holiday season involves more than simple sales pitches. Tianna emphasizes, "Being involved in the community and aware of local events can help create a more personalized and successful marketing strategy." Sending personalized greetings and leveraging multimedia platforms can enhance customer relationships and keep your dealership top of mind.
Offering Value During the HolidaysDuring the holidays, consumers are more open to spending, making it an ideal time for dealerships to offer unique value propositions. Whether through special financing deals, holiday-themed promotions, or personalized customer interactions, aligning sales strategies with the holiday spirit can significantly boost sales. Tianna advises, "Using a mix of traditional and digital platforms can amplify your message effectively."
Building a Resilient Business MindsetNavigating changes in political and economic climates requires a resilient and informed approach. Automotive professionals must be agile, continuously adapting strategies to match the external environment. Sean V. Bradley encapsulates this mindset, stating, "It's not about who the president is; it's about your skills and ability to sell a car today."
Importance of Staying InformedBeing aware of political changes and potential economic implications is crucial for automotive professionals. Sean advises staying neutral in political discussions while being ready to address customer concerns with facts, stating, "You're not here to give a therapy session⌠it's your job to sell a car." Understanding the implications of policies can help guide conversations and build trust with customers.
Emphasizing the Customer's NeedsUltimately, the focus should remain on solving the customer's needs, irrespective of external changes. Tianna highlights, "The biggest investment here at the dealership we're here to make is solving your problem." By emphasizing customer-centric solutions, dealers can foster loyalty and satisfaction, even amidst uncertainties.
The realms of political shifts and festive seasons offer automotive professionals unique challenges and opportunities. As Sean V. Bradley and Tianna Mick articulate, by remaining informed, adapting strategies, and focusing on customer needs, professionals can not only navigate but thrive in these dynamic periods. The ability to transform obstacles into opportunities is what sets successful dealerships apart in the ever-evolving automotive landscape.
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In this riveting episode of the Millionaire Car Salesman Podcast, Sean V. Bradley connects with rising star Christian Velazquez to uncover the roadmap behind his quick ascent in the automotive industry. From his humble beginnings in Mexico City to his service in the United States Air Force, Christian shares the unique experiences that have shaped his journey and contributed to his early success in car sales! Sean highlights the power of Christianâs story and offers him tactical advice on how to continue his upward trajectory!
The episode delves into the importance of strategy diversification for any car salesperson aiming to consistently sell 20+ cars per month. From leveraging personal strengths to finding hidden opportunities, Sean breaks down proven methods that can help anyone excel in sales! Donât miss this episode filled with inspirational stories and actionable tips, perfect for salespeople looking to push their limits and achieve new levels of success!
Key Takeaways
Christian Velazquez's background from Mexico City to the United States and the Air Force has provided him with a unique perspective and a strong work ethic in the car sales industry.
Sean V. Bradley emphasizes the importance of a diversified sales strategy, focusing on utilizing all eight possible methods to sell cars.
Leveraging personal networks, such as the Hispanic community and military contacts, can provide a competitive advantage in car sales.
Mastery of tools like CRM systems and continual self-education are crucial for achieving and surpassing sales goals.
Building relationships within the community, including sponsorship and event hosting, can increase sales potential and community engagement.
About Christian Velazquez
Christian Velazquez is an up-and-coming sales professional in the automotive industry, currently a car salesman at Mossy Nissan in San Diego, California! Although new to car sales, Christianâs journey is anything but ordinary. Hailing from humble beginnings in Mexico City, he grew up facing the hardships of poverty and financial struggle. From living in a home without a proper floor or ceiling to becoming the first in his family to graduate from college, join the U.S. military, and become a U.S. citizen, Christian has consistently defied the odds.
In addition to his bachelor's degree in psychology and his role as a U.S. Air Force reservist specializing in intelligence, Christianâs diverse background includes work in the restaurant and nightclub industries, real estate, and even serving in the military. Now diving headfirst into the automotive world, Christian's personal story and relentless drive for success make him stand out. His goal? To break the cycle of poverty and be the catalyst for change in his family. Fueled by discipline, ambition, and a desire to master the art of sales, Christianâs future is undoubtedly bright, and he is determined to achieve his dreams in the land of opportunity.
Resources:
Podium: Discover how Podium's innovative AI technology can unlock unparalleled efficiency and drive your dealershipâs sales to new heights. Visit www.podium.com/mcs to learn more!
Dealer Synergy & Bradley On Demand: The automotive industryâs #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Facebook Group: Join the #1 Mastermind Group in the Automotive Industry! With over 28,000 members, gain access to successful automotive mentors & managers, the best industry practices, & collaborate with automotive professionals from around the WORLD! Join The Millionaire Car Salesman Facebook Group today!
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
Podium: Elevating Dealership Excellence with Intelligent Customer Engagement Solutions. Unlock unparalleled efficiency and drive sales with Podium's innovative AI technology, featured proudly on the Millionaire Car Salesman Podcast.
Dealer Synergy: The #1 Automotive Sales Training, Consulting, and Accountability Firm in the industry! With over two decades of experience in building Internet Departments and BDCs, we have developed the most effective automotive Internet Sales, BDC, and CRM solutions. Our expertise in creating phone scripts, rebuttals, CRM action plans, strategies, and templates ensures that your dealership's tools and personnel reach their full potential.
Bradley On Demand: The automotive sales industryâs top Interactive Training, Tracking, Testing, and Certification Platform. Featuring LIVE Classes and over 9,000 training modules, our platform equips your dealership with everything needed to sell more cars, more often, and more profitably!
Unleashing Potential: Navigating the Automotive Sales Industry with Discipline and StrategyKey Takeaways:
The significance of leveraging personal experiences to create unique selling strategies in the automotive industry.
The value of discipline and proactive planning in achieving success in sales.
Importance of education and self-improvement in building a reputable brand and career longevity.
Building a Unique Sales Strategy through Personal ExperiencesIn the rapidly evolving automotive sales industry, personal experiences and backgrounds can serve as invaluable assets. Sean V. Bradley and Christian Velazquez's conversation underscores the power of individuality and how leveraging one's unique background can significantly impact sales performance. Christian's journey, from his humble beginnings in Mexico City to his current role in San Diego, offers a compelling narrative of resilience and ambition.
Christian's multicultural and military background provides him with a distinctive perspective, allowing him to connect with diverse customer bases effectively. Bradley notes, "You are in one of the absolute most incredible industries in the world⌠because you could make as much money as you can earn." This direct approach highlights the limitless potential for those who dare to innovate using their unique stories.
In a world where competition is fierce, differentiating oneself can make all the difference. By embracing his Hispanic and military roots, Velazquez can position himself as a trusted advisor in both communities, driving sales through authenticity and shared experiences.
Discipline and Proactive Planning: Key Drivers of SuccessFor any automotive professional, discipline and proactive planning are integral to success. Christian's background in the military has instilled in him a level of discipline that he now applies to his sales endeavors. Bradley emphasizes the importance of structured planning: "You've got to look at this⌠when you go into the dealership and react to what happens if you go into the dealership, you're done." This assertion underscores the need for strategic foresight and organization.
The strategy of leveraging all eight ways to sell carsâwalk-ins, be-backs, internet ups, phone ups, service conversions, prior customers, referrals, and prospectingâis pivotal. Christian acknowledges his growing understanding, "I know there's a lot more out there⌠there's more," which illustrates the necessity of expanding one's horizons beyond traditional methods. By developing a comprehensive, multi-faceted sales approach, automotive professionals can optimize their outputs and significantly enhance their customer base.
The conversation also highlights the need to forecast and strategically plan sales efforts at the start of each month, thereby ensuring a steady progression towards personal sales targets. It's a proactive mindset that distinguishes successful salespeople from the rest.
Continuous Education and Self-Improvement as Catalysts for Career GrowthThe path to success in automotive sales is not solely paved with sales tactics and cold calls; it's also underpinned by a commitment to continuous learning and self-improvement. Christian's academic background in psychology not only enhances his sales skills but also provides a strategic advantage in understanding customer behavior. Bradley insists on the importance of mastering one's craft: "Master your craft. Master the automotive industry like you got a psychology degree."
Learning institutions, self-study, and training platforms such as Bradley on Demand offer sales professionals opportunities to elevate their skills, remain competitive, and anticipate market trends. Christian's enrollment in such a program, as facilitated by Bradley, demonstrates a commitment to enhancing his professional toolkit.
This ongoing educational journey not only serves to enrich one's understanding of industry mechanics but also prepares professionals to tackle unforeseen challenges adeptly. Bradley's notion, "speed and responsiveness can change the game," applies both metaphorically to sales interactions and literally within the sales process and learning curve, indicating the acceleration of success through knowledge.
Recapping Key InsightsIn this dynamic exchange between Sean V. Bradley and Christian Velazquez, several critical themes emerge. Christian's narrative is a testament to how personal experience can drive professional success in unique ways. His disciplined approach, borne out of military service, aligns with Bradley's emphasis on structured planning and diversification of sales strategies. This conversation highlights the need for continuous self-improvement and leveraging one's personal history to build a strong, credible brand in the automotive sales industry.
Christian's journey is not a solo venture but a shared roadmap for anyone seeking to excel in sales. By combining personal stories, disciplined strategies, and a commitment to education, professionals can unlock unprecedented levels of success in their careers. Through this dialogue, we are reminded that in the automotive industry, innovation is born from individuality, and success is built on the foundations of personal and professional growth.
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