Episoder
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In the latest episode, Sean V. Bradley dives into an exclusive recap of the Cox Automotive VIN Solution CRM Masterclass – 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! 📊✨
"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. 🎯
“You 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 – from automated email strategies to leveraging social media DMs and AI – this episode is packed with firsthand experiences and actionable advice that you don’t want to miss! 💡
👉 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. Jenna’s 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 dealership’s sales to new heights. Visit www.podium.com/mcs to learn more!
Dealer Synergy & Bradley On Demand: The automotive industry’s #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 industry’s 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. Don’t 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 dealership’s sales to new heights. Visit www.podium.com/mcs to learn more!
Dealer Synergy & Bradley On Demand: The automotive industry’s #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 industry’s 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 Christian’s 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! Don’t 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, Christian’s 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, Christian’s 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, Christian’s 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 dealership’s sales to new heights. Visit www.podium.com/mcs to learn more!
Dealer Synergy & Bradley On Demand: The automotive industry’s #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 industry’s 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 cars—walk-ins, be-backs, internet ups, phone ups, service conversions, prior customers, referrals, and prospecting—is 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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In this power-packed episode of the Millionaire Car Salesman Podcast, Sean V. Bradley, President of Dealer Synergy, and Karen Bradley, CEO of Dealer Synergy, have the pleasure of sitting down with none other than the legend himself, Jim Fitzpatrick co-founder and president of CBT News!
“Behind every great salesperson is a positive mental attitude, and behind every loser is typically the opposite of that." - Jim Fitzpatrick
Recorded in the jaw-dropping CBT News studio, this episode is INTENSE! We’re talking about Jim’s EPIC journey from running a dealership to building a digital media empire that’s changing the game for the automotive industry!
"If your dealership is 30-40% off [of your sales goals], you’re going to want start listening." - Jim Fitzpatrick
But we don’t stop there! We dive DEEP into the hottest topics shaking up the industry right now—like the rise of electric vehicles (EVs), the power of artificial intelligence (AI), and how they’re transforming the dealership model. Plus, Jim brings the HEAT with stories from his exclusive interviews with top industry insiders. If you want to know what’s NEXT for dealerships and how to STAY AHEAD! Don’t miss out, tune in NOW!
Key Takeaways
Transformative Platforms: CBT News serves as a 'town hall' for the automotive industry, connecting dealers, executives, and other professionals to share ideas and tackle common challenges.
Dealer and Vendor Perspectives: Jim's dual experience as a dealer and vendor allows him to provide unique insights and facilitate balanced discussions relevant to all stakeholders.
Industry Evolution: Current industry trends like EVs and AI significantly influence dealership operations, and staying ahead is crucial for success.
Interpersonal Dynamics: The benefits and challenges of working with a spouse in a professional setting can lead to a successful business partnership and personal growth.
Adapting to Change: The automotive industry must embrace innovation and adaptability to overcome existing challenges and meet consumer demands.
About Jim Fitzpatrick
Jim Fitzpatrick is the co-founder and president of CBT News, a leading platform providing news and interviews dedicated to the automotive industry. With over 25 years of experience in the car business, Jim has transitioned from dealership management to digital media, leveraging his experience to bridge communication between dealers, OEM executives, and industry professionals. Before launching CBT News, Jim was involved with Force Marketing, where he implemented impactful automotive marketing strategies. Known for his engaging interviews and insightful industry analysis, Jim continues to influence and inform automotive professionals nationwide.
Resources:
Podium: Discover how Podium's innovative AI technology can unlock unparalleled efficiency and drive your dealership’s sales to new heights. Visit www.podium.com/mcs to learn more!
Dealer Synergy & Bradley On Demand: The automotive industry’s #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 industry’s 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 Automotive Industry Landscape: Insights from CBT News and Dealership Dynamics Key TakeawaysThe evolving role of digital platforms like CBT News is crucial for dealer and vendor engagement in the automotive industry.
Successful dealership operations hinge on balancing innovation, accountability, and maintaining core fundamentals.
Industry experts emphasize the importance of personal and professional growth for achieving long-term success in the automotive sector.
The Importance of Digital Media in the Automotive IndustryIn today's rapidly evolving automotive landscape, digital media platforms play a pivotal role in bridging the gap between industry players. As discussed in the podcast featuring Jim Fitzpatrick of CBT News and Sean V. Bradley, digital platforms have created unique opportunities for OEMs, dealers, and vendors to engage in meaningful dialogue. "We said, well, look, let's put this out there, and we'll see if there's any takers," said Jim Fitzpatrick on starting CBT News. This reflects the initial uncertainty yet burgeoning potential of digital news networks.
These platforms are not just news purveyors; they are vital for fostering industry-wide collaboration and innovation. For instance, CBT News regularly features interviews with a diverse range of stakeholders—from OEM executives to small dealer owners—each providing insights that are crucial for collective growth. "It's kind of a town hall, if you will, every single day here at CBT News," Jim articulated, emphasizing CBT’s role as a hub for industry dialogue.
By providing a space to share best practices and innovations, digital outlets like CBT News empower industry players to stay ahead of emerging trends, fostering an inclusive environment where varied perspectives enrich the conversation. Given the industry's shift towards incorporating electric vehicles (EVs) and Artificial Intelligence (AI), these platforms are instrumental in guiding dealerships as they adapt to new technologies.
Balancing Innovation and Core Dealership FundamentalsWhile digital transformation is vital, maintaining focus on core operational fundamentals remains a challenge for many dealerships. The discussion between Jim Fitzpatrick and Sean V. Bradley highlighted a recurring theme in the automotive space: the need for dealers to innovate without losing sight of essential business practices.
Bradley pointed out that dealerships often struggle to implement next-level strategies because they have yet to master the basics. "By 2025, we shouldn't have the same antiquated conversations about calling people back or basic stuff," he stressed. This calls for a reassessment of internal processes and training methodologies to ensure that foundational competencies are robustly developed before pursuing advanced initiatives.
For instance, Jim Fitzpatrick shared an anecdote on how easily internal inefficiencies could be overlooked, leading dealers to externalize blame when things go wrong. "I'd be getting ready in the morning. I say, I have a great idea. She'll go, wait a minute. Can we just focus on the last 14 great ideas that you had?" he quipped, underscoring the importance of disciplined execution even amidst a proliferation of ideas.
Dealers must focus on harmonizing the pursuit of innovation with established business fundamentals. This balanced approach enables them to remain agile and responsive to industry disruptions while ensuring sustained operational excellence.
Prioritizing Personal and Professional Growth in the Automotive IndustryPersonal and professional development is increasingly recognized as the cornerstone of long-term success within the automotive sector. Industry leaders like Jim Fitzpatrick and Sean V. Bradley underscore the value of incorporating holistic development approaches that go beyond traditional sales training.
Fitzpatrick noted the positive effects of engaging with self-improvement resources, indicating, "we have got five kids. It's a blended family. But we don't have any children other than our little dog. We love it." His words underscore the importance of adopting a balanced lifestyle, which directly impacts professional efficacy.
Furthermore, Karen Bradley highlighted, "Life is so short… you share the same mission and goals, and you're both driving for the same thing." This ethos aligns with the broader industry perspective that strong collaboration, both personally and professionally, enriches team dynamics and performance.
Incorporating elements of personal development such as stress management, emotional intelligence, and positive mindset training can significantly enhance performance across all levels of the dealership. By investing in their human capital, dealerships can inspire a dedicated and dynamic workforce poised to excel in an ever-changing industry landscape.
Dealers who prioritize comprehensive development strategies will likely cultivate an empowered, motivated workforce, better equipped to meet the evolving demands of today’s market.
Engagement with digital media, alignment of innovation with core fundamentals, and commitment to personal growth paint a promising future for the automotive industry, pushing boundaries and fostering a more interconnected, vibrant community. Armed with these insights, dealerships can confidently navigate the challenges and opportunities that lie ahead, ensuring sustained growth in a rapidly evolving market.
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In this power-packed episode of the Millionaire Car Salesman Podcast, host Sean V. Bradley sits down with two top executives from Cox Automotive's VinSolutions – Mark Vickery, AVP of Performance Management, and Kevin Schmitt, Senior Performance Manager. Together, they dive deep into the exclusive VinSolutions Masterclass happening on November 6th in Chicago, designed to help automotive dealers maximize their CRM effectiveness.
"CRM is your compass. If you want to sell more cars, you need to know where you're at, where you're going, and where the problems are."
- Kevin Schmitt
The conversation focuses on the importance of CRM in today's automotive industry and how dealerships can optimize their systems for peak performance. Mark and Kevin share insights on the importance of culture, accountability, and performance management in transforming CRM tools into powerhouse strategies for success. This episode is a must-listen for anyone looking to get the most out of their CRM and take their dealership's performance to the next level!
"Creating a culture of accountability is the foundation of CRM success; without it, nothing else matters as much."
- Mark Vickery
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🚨 Attention Millionaire Car Salesman Members! 🚨
Want to level up your dealership’s CRM game and boost sales? 🌟 Join the exclusive FREE VinSolutions Masterclass on November 6th in Chicago! Hosted by Sean V. Bradley and VinSolutions’ top experts, this full-day event is designed to help YOU master your CRM and unlock the tools, strategies, and best practices that top dealerships use to sell more cars, acquire more inventory, and drive higher profits. 💰
✨ Seats are limited – secure your spot now and bring your laptop for a hands-on learning experience: www.TinyURL.com/VinSolutions2024
📍 Location: Hilton Chicago/Oak Brook Resort & Conference Center
📅 Date: November 6th, 2024
🎟️ FREE for Millionaire Car Salesman MembersWhether you're new to VinSolutions or a seasoned user, this Masterclass is FREE for all Millionaire Car Salesman members! You’ll walk away with actionable insights, CRM optimizations, and proven techniques that will skyrocket your dealership’s performance. 🚀
Don’t miss out on this game-changing event! Register today to transform your CRM and accelerate your success in 2025. 🔥
Key Takeaways
CRM Utilization: Detailed focus on how effective CRM use is central to dealership success, impacting everything from sales processes to data management.
Performance Management: Insight into Cox Automotive's approach to performance management with an emphasis on ongoing client support through events and workshops.
Event Goals: Highlighting the importance of the November 6 masterclass, which will provide tools and knowledge to optimize CRM usage tailored to individual dealers’ needs.
Dealer Education: Emphasizing training that combines direct involvement of dealers and CRM experts, aimed at real-world applicability and fostering meaningful change.
Leadership and Culture: Identifying how leadership and fostering a culture of accountability are critical to realizing the full benefits of a CRM system.
About Mark Vickery
Mark Vickery is the Associate Vice President (AVP) of Performance Management at Cox Automotive. With over 16 years at the company, Mark leads a team dedicated to enhancing the performance and utilization of VinSolutions CRM clients. His expertise includes developing strategic processes to improve dealer clients' operational efficiency and effectiveness.
About Kevin Schmitt
Kevin serves as a Senior Performance Manager for Dealer Central at Cox Automotive. With over a decade of experience, he is known for his strong performance management skills focused on driving results for automotive dealerships. Kevin is an industry expert with hands-on experience managing dealerships, making significant improvements in processes and CRM utilization.
Resources:
Podium: Discover how Podium's innovative AI technology can unlock unparalleled efficiency and drive your dealership’s sales to new heights. Visit www.podium.com/mcs to learn more!
Dealer Synergy & Bradley On Demand: The automotive industry’s #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 industry’s 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!
Exploring the Future of Automotive Sales and CRM: An Insider’s Perspective
Key Insights:
The significance of CRM as a transformative tool in today's automotive industry cannot be overstated; it is more crucial now than ever before.
Effective utilization of CRM is tied to a dealership's culture of accountability and leadership, which can ultimately drive business success.
The upcoming VinSolutions Masterclass promises to equip dealers with actionable strategies to enhance their operations and CRM use.
In the ever-evolving landscape of the automotive industry, efficient Customer Relationship Management (CRM) systems have emerged as vital tools for dealerships. As emphasized by Sean V. Bradley and colleagues from Cox Automotive, a CRM like VinSolutions isn't just about managing customer data—it's a dynamic engine that powers various dealership operations. This article dives into the insights shared during an engaging and candid discussion about the transformative role of CRM in the automotive sector.
The Pivotal Role of CRM in Today's Automotive LandscapeCRMs have transitioned from being mere tools for managing customer data to becoming indispensable elements that define dealership success. Sean V. Bradley, during the podcast, emphasized that the CRM is perhaps the most important tool in a dealership's arsenal. He passionately advocates that it acts as a “compass” for the dealership, guiding the team towards efficiency and effectiveness:
"CRM is your compass. If you want to get to a direction, you want to sell more cars, you know where you're at, need to monitor it, you have to keep track of it," remarked Kevin Schmitt.
Moreover, the CRM's importance is magnified in times of market change, particularly when traditional sales tactics are being outpaced by evolving customer behaviors and technological advancements. Mark Vickery adds depth to this, illustrating how a CRM acts as "the engine behind the whole thing" in the face of emerging challenges:
"The way people buy cars is going to be different two years from now than it is now. It's already different than it was two years ago."
The implications are clear: dealerships must integrate robust CRM systems into their operations to not only manage customer interactions but also to forecast market shifts effectively.
Creating a Culture of Accountability with CRMThe discussion also highlighted the necessity of having a strong culture of accountability and leadership within the dealership to maximize CRM benefits. Without leadership actively driving CRM utilization, its potential remains untapped. Schmitt articulately expresses this by drawing an analogy to sports:
"The CRM is about a culture of accountability. Without that, I got nothing. It's like the coach's playbook; it's pivotal to game success."
In the transcript, Mark Vickery stresses the need for leadership to spearhead CRM engagement rather than relegating it to a specialized Internet department. This approach ensures that the CRM is intertwined with every aspect of dealership operations, fostering seamless customer service and efficient sales processes:
"If the managers don't care and the general managers don't care, guess who also doesn't care? Nobody."
This perspective pushes for dealerships to cultivate CRM champions within their teams—individuals who can engage and inspire—a move that undoubtedly steers the dealership towards sustained success.
The Upcoming VinSolutions Masterclass: A Strategic MoveCox Automotive's upcoming VinSolutions Masterclass, set for November 6 in Chicago, serves as a testament to their commitment to dealership success. This event is tailored to immerse VinSolutions clients in a day of learning and strategy, facilitating an exchange of insights and innovative solutions tailored to the current automotive climate.
Sean V. Bradley highlights the value of tapping into external expertise and real-world dealer experiences:
"You're going to be our genius from out of town. You're going to come in, and I've seen you in action before. I mean, you're going to talk about best practices and things for dealers to focus on."
By situating this masterclass within the vibrant context of shared dealer experiences and expert panels, Cox Automotive underscores the importance of collaborative learning. It's an opportunity for dealers to grapple with real challenges and derive concrete solutions, all within a peer-driven environment. Kevin Schmitt further elaborates on the objective:
"This is the shot that you can't miss. If you want to take your store to the next level and you want to bring more balance and you want to bring acquisition and you want to bring profit and you've had enough, you start here."
Bridging the Gap Between Technology and Human InteractionAmidst the technological strides in automotive sales, the need for human interaction remains pivotal. While CRMs optimize and streamline processes, the heart of dealership operations lies in the relationships nurtured along the journey. This is indirectly acknowledged in the transcript, reflecting the synergy needed between cutting-edge tools and human engagement.
The panel discussion during the masterclass offers a unique opportunity to reconcile these elements. By engaging with real-time dealer success stories and CRM best practices, participants can glean insights that are not just theoretical but pragmatic and applicable.
In analyzing these elements, the conversation underlines the necessity of integrating cutting-edge technology like CRM systems into dealership culture. It’s not just about data management; it’s about using data to craft superior customer experiences and drive dealership success. Each of these focal points pivots back to one central tenet: the future of automotive sales hinges on savvy CRM utilization aligned with proactive leadership and a culture of accountability.
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In this electrifying episode of the Millionaire Car Salesman Podcast, Sean V. Bradley sits down with Barry Horn, an auto industry powerhouse and sales consultant at Bob Ruth Ford! In just two short years, this dynamic automotive professional has shattered expectations and transformed his life. Starting his car sales career at the age of 41, he sold an incredible 26 cars in his first month and hasn't slowed down since. With a consistent average of 29 cars per month and a record-breaking month of 40 sales in July, he’s living proof that it’s never too late to thrive in a competitive industry. In this podcast, he shares his financial journey from earning $9,000 in a previous job to grossing $16,000 in a single month through car sales!
Join the conversation on the Millionaire Car Salesman Podcast, where high earnings are celebrated, and the hustle is real. His story isn't just about the numbers—it’s about finding the right opportunity later in life and maximizing it. This podcast is for anyone looking to break through barriers, push beyond limits, and understand the true potential of effort in a meritocratic field like car sales. If you believe in hard work and are looking for inspiration to seize your next big opportunity, this is the episode for you!
Key Takeaways
It's Never Too Late to Start: Barry Horn entered the car sales industry at 41, proving that age is no barrier to success in a competitive field.
First-Month Triumph: Despite being new to car sales, Barry sold 26 cars in his first month, showing that drive and dedication can yield quick results.
Consistent High Performance: With an average of 29 cars sold per month, Barry’s success is not a one-time feat but a consistent achievement driven by focus and hard work.
Record-Breaking Sales: In July, Barry reached a personal milestone, selling 40 cars and grossing $16,000, a testament to his mastery of the sales process.
Financial Transformation: Barry’s journey highlights the incredible financial potential in the car sales industry, as he moved from earning $9,000 in a previous job to $16,000 in a single month.
The Power of Opportunity: Barry’s story emphasizes the importance of finding the right career path that aligns with your personal values and work ethic, leading to both personal and financial growth.
Meritocracy in Car Sales: The car business rewards hard work directly with financial success, making it an attractive option for those willing to put in the effort.
Mindset of a Millionaire Car Salesman: This episode dives into the Millionaire Car Salesman Group’s ethos, where high earnings are celebrated, and success is accessible to anyone with ambition and grit.
Inspiration for Late Bloomers: For those who think it’s too late to make a career change, Barry’s story is a powerful reminder that the right opportunity can lead to life-changing success at any stage of life.
Breaking Barriers in Sales: This episode is a must-listen for anyone looking to push their limits, take control of their financial destiny, and thrive in the high-stakes world of car sales.
About Barry Horn
Barry Horn is an accomplished automotive sales consultant who made a bold entrance into the car sales industry at the age of 41. With a background in sales and a drive for success, Barry quickly established himself as a powerhouse in the automotive field. In his first month, he sold an impressive 26 cars and has since maintained an average of 29 cars per month. His record-breaking month came in July, where he sold 40 cars and earned a remarkable $16,000, nearly doubling his previous income from another job.
Barry’s journey is a testament to his relentless work ethic and belief in the meritocratic nature of the car business. He thrives in the fast-paced world of automotive sales, leveraging his experience and dedication to consistently exceed expectations. A member of the Millionaire Car Salesman Group, Barry is passionate about sharing his success story and inspiring others to achieve financial freedom through hard work and perseverance.
Barry's rapid ascent in the automotive industry is a powerful example of how it's never too late to make a career change and thrive in a competitive environment. He continues to push boundaries, setting new standards for success and motivating others with his story of transformation and triumph.
Resources:
Podium: Discover how Podium's innovative AI technology can unlock unparalleled efficiency and drive your dealership’s sales to new heights. Visit www.podium.com/mcs to learn more!
Dealer Synergy & Bradley On Demand: The automotive industry’s #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 industry’s 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 FUN and engaging episode of the Millionaire Car Salesman podcast, Sean V. Bradley and LA Williams are joined by Karen 'Karina' Bradley, the CEO of Dealer Synergy and a former recording artist, to discuss the intersection of music and the automotive industry! The episode kicks off with a vibrant introduction highlighting the release and success of Dealer Synergy's "Buy A Car" music video. Throughout the episode, Karen shares her rich history in the music industry, reflecting on her collaborations with artists like Meek Mill and Papoose and how these experiences have shaped her journey in the automotive industry!
"It's not just about selling cars; it's about creating a brand that people love and remember." - Karen 'Karina' Bradley
The conversation transitions into discussing creative marketing strategies that dealerships can adopt. Using examples from her music career and Dealer Synergy's marketing initiatives, Karen emphasizes the importance of top-of-the-mind awareness (TOMA) and innovative social media content. The hosts brainstorm ideas such as car comparison parodies, celebrity impersonation videos, dealership reality show spoofs, and TikTok challenges. They stress that engaging and humorous content can significantly boost brand visibility, enhance customer relationships, and ultimately drive sales. Whether you're a new car salesman or a seasoned professional looking to refresh your marketing tactics, this episode is packed with practical advice and creative inspiration!
Watch the Official ‘Buy A Car’ Music Video: https://youtu.be/YGKzwy9x-b8
Key Takeaways
Innovative Marketing: Creative and humorous content, such as parodies and spoof videos, can significantly enhance customer engagement and boost dealership visibility.
Top-of-the-Mind Awareness (TOMA): Consistently creating and posting engaging content can ensure that your dealership remains at the forefront of potential customers’ minds when they are ready to make a purchase.
Utilizing Social Media: Platforms like TikTok are essential for reaching younger audiences and expanding your dealership's reach through challenges and user-generated content.
Collaborative Efforts: Engaging employees and customers in creative projects enhances workplace culture and promotes a sense of community around your brand.
Leverage Backgrounds: Drawing on diverse experiences, such as a background in the music industry, can offer unique insights and approaches to dealership marketing strategies.
About Karen ‘Karina’ Bradley
Karen 'Karina' Bradley, also known as KB, is the CEO of Dealer Synergy, a company she has helped grow into a dominant force in the automotive industry. Karen was a recording artist before transitioning into her current role. During her music career, she collaborated with high-profile artists such as Meek Mill, Papoose, and DJ Diamond Kuts. Known for her exceptional skills in video search engine optimization and social media marketing, she brings a creative edge to Dealer Synergy’s operations and is instrumental in blending innovative marketing strategies with traditional sales tactics.
Resources:
Podium: Discover how Podium's innovative AI technology can unlock unparalleled efficiency and drive your dealership’s sales to new heights. Visit www.podium.com/mcs to learn more!
Dealer Synergy & Bradley On Demand: The automotive industry’s #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 industry’s 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!
The Art of Infusing Sales with Entertainment: Lessons from the Millionaire Car Salesman PodcastIn the realm of automotive sales, creating a lasting impression is key. In a recent episode of the Millionaire Car Salesman Podcast, the hosts delve into innovative strategies, fused with entertaining elements, that car dealerships can leverage to enhance their brand and connect more deeply with their audience.
Key TakeawaysLeveraging Entertainment for Sales: Infusing humor and creative elements in sales strategies can make your dealership stand out, fostering a unique connection with potential buyers.
Harnessing Social Media Challenges: Utilizing platforms like TikTok and creating engaging challenges can significantly extend a dealership’s reach and enhance its marketing efforts.
Creating Authentic Content: Involving employees and utilizing authentic, humorous scenarios in videos can improve dealership culture and drive top-of-mind awareness among potential customers.
Leveraging Entertainment for Sales Embracing Parody and SpoofsIn the competitive world of automotive sales, standing out is essential. During the podcast, Karen "Karina" Bradley provides a brilliant strategy: creating parody videos to highlight your dealership's uniqueness. This can be done through humorous comparisons between cars and unusual alternatives like llamas or skateboards. Bradley explains, “You might have that character at the dealership… you could name them whatever… and figure out so on the first day of car sales, you know, whatever, whatever, whatever.”
Parody and humor are potent tools. They offer a refreshing break from the conventional and often tedious car sales pitch. By presenting cars in a comical light, dealerships can attract not only potential buyers but also a broader audience who initially might not be in the market but could be influenced by the humorous content later.
Celebrity Car Salesperson SpoofsAnother creative approach discussed amongst the team involved mimicking the selling styles of celebrities. Whether it’s a Kevin Hart-style over-the-top pitch or a Taylor Swift-themed sales scenario, these spoofs can capture attention. LA Williams suggested, “You get somebody else that could do a Taylor Swift impression, right. And have them on there talking about, you know, whatever song that you that Taylor Swift might want to do.”
Such strategies can humanize a dealership, making it relatable and memorable. These lighthearted impersonations can appeal to various demographics, especially younger audiences, and could lead to increased customer turnout.
Harnessing Social Media Challenges The Power of TikTok ChallengesSocial media is a powerful tool for engagement, and TikTok, in particular, stands out for its reach and influence, especially among younger demographics. Bradley highlights the value of TikTok challenges by suggesting dealerships launch humor-centric challenges related to car shopping experiences, real or exaggerated.
“The whole name of the game is becoming the person or the business that people say yes to even before they know what the opportunity is,” Williams emphasizes. These challenges not only engage the dealership’s existing customers but extend their reach to the customers' networks, effectively creating a web of organic promotion and multiplying the visibility of the dealership.
The Ripple Effect of Social MediaBy tapping into the creativity of their clientele, dealerships can encourage the production of user-generated content, which in return promotes the dealership. Bradley explains, "So being able to tap into this platform [TikTok] is very important for growing your audience… This would be probably a good time to start thinking about some of these." The interactive nature of TikTok challenges fosters a community spirit where customers feel part of the dealership’s success story, fostering loyalty and long-term engagement.
Creating Authentic Content Authenticity in Employee EngagementInvolving dealership staff in creative projects can greatly enhance the company culture and internal morale. By creating fun and engaging content that showcases the behind-the-scenes aspects of dealership operations, employees feel valued and part of the larger vision. Bradley discusses creating roles for employees in parody videos, “You could actually make this a series… and have that person in it that I don't know if you guys have ever seen Allstate, the mayhem guy that's always causing mayhem.”
Authentic content not only endears the dealership to its employees but also to consumers who appreciate the genuine effort. By showcasing real employees and real scenarios, dealerships can break down barriers with potential customers, moving away from the faceless corporation image to a more personal and relatable entity.
Enhancing Top-of-Mind Awareness (TOMA)Creating parodies, spoofs, and humorous content is not just about immediate sales but about building top-of-mind awareness (TOMA). Bradley points out the long-term benefit of this approach: “It is important, though, to follow it up with the problem… Joe Schmo may do this and you can title him whatever, but you know, this here at ABC motors, this is how it's supposed to be done.”
By consistently appearing in entertaining and positive contexts, a dealership can embed itself in the minds of potential customers. When these potential customers are ready to make a purchase, the dealership that has entertained them and stayed relevant will be the one they turn to.
The richness of this podcast episode lies in its myriad of practical, creative, and actionable strategies for car dealerships. By blending entertainment with car sales, dealerships can transcend merely transactional relationships and foster lasting, impactful connections with their audiences. Whether through humorous parodies, engaging social media challenges, or authentic employee-driven content, the key is to stay memorable, relatable, and always top-of-mind.
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In this insightful episode of the Millionaire Car Salesman Podcast, LA Williams engages in a rich conversation with David Sutton, a veteran in the automotive industry, discussing his vast career, innovative strategies, and significant contributions. From his beginnings in Detroit to top-level roles at General Motors and Volkswagen, David shares the journey that led him to his current role at Montway. His extensive experience is peppered with valuable lessons on strategic decision-making, the importance of data in remarketing, and effective vehicle transportation strategies.
David highlights his transformative work in various roles, emphasizing the necessity of exceeding expectations, effective communication, and continuous learning. His narrative dives into the functionality of Montway's innovative tools, designed to streamline the vehicle transport experience for dealers, enhancing efficiency and ensuring customer satisfaction. From auction operations to the intricacies of car transportation logistics, David shares practical advice and insights that can elevate any car salesman's career to new heights.
Key Takeaways
Strategic Decision-Making: Learn from David's experience with General Motors' internal consulting on how to balance different views and collaborate for successful decision-making.
Exceed Expectations: Understand the importance of over-delivering and the mantra that "high energy equals high income."
Importance of Vehicle History: Discover why knowing vehicle history is crucial in remarketing and how it impacts ROI.
Efficient Transportation: Explore the benefits of using tools like Montway Automation Portal for seamless vehicle transportation management.
Continuous Learning: Embrace the power of continuous education and mentorship as key drivers for a successful career in the automotive industry
About David Sutton
David Sutton is a seasoned automotive industry professional with a rich history in strategic decision-making and vehicle remarketing. He began his career in Detroit, cradled in the heart of the automotive industry, and has leveraged his business studies from Central Michigan University into various strategic roles. David's professional journey includes significant stints at General Motors, Volkswagen of America, Carfax, and now Montway, where he serves as a key player in enhancing transportation solutions for vehicles across North America. Known for his strategic prowess and collaborative spirit, David has also been actively involved in the Automotive Remarketers Alliance, contributing significantly to professional training and standards in the industry.
Resources:
The Goal Book: Recommended by David Sutton, "The Goal" by Eliyahu Goldratt for understanding process improvement.
Podium: Discover how Podium's innovative AI technology can unlock unparalleled efficiency and drive your dealership’s sales to new heights. Visit www.podium.com/mcs to learn more!
Dealer Synergy & Bradley On Demand: The automotive industry’s #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 industry’s 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 invites Ace Barrow, an Acquisition Specialist at Ed Martin Toyota, for an in-depth discussion on the art and strategy of acquiring cars directly from the public! Sean and Ace delve into the unique role of a full-time car buyer, discussing innovative techniques for vehicle acquisition, the importance of building a personal brand within the dealership, and strategies to expand inventory without relying solely on auctions and trade-ins. The conversation also touches on the significance of proactive customer engagement and how creating robust referral networks can significantly boost a dealership's inventory and overall success!
Ace shares insightful details on his day-to-day operations, balancing customer interaction in the service lounge with strategic outreach to potential sellers. He reveals his approach to seamlessly integrating acquisition conversations during routine service appointments and the effectiveness of consistent follow-ups. Sean and Ace also brainstorm on scaling these efforts through technology and digital marketing, highlighting software like VINCUE and strategies inspired by successful dealerships like Country Hill Motors. This episode offers invaluable insights for dealerships looking to refine their acquisition techniques and leverage public sales for greater financial efficiency!
Key Takeaways
Proactive Vehicle Acquisition: The importance of having a dedicated professional to actively seek out vehicle purchases from the public, rather than solely relying on auctions and trade-ins.
Customer Interaction Techniques: Practical tips on how to approach and engage customers in the service lounge about selling their vehicles, ensuring a non-invasive and positive experience.
Building a Personal Brand: Strategies for creating a personal brand within the dealership to enhance the acquisition process and attract more sellers from the community.
Leveraging Technology: Recommended tools and software like VINCUE for streamlining vehicle acquisition processes and enhancing efficiency.
Expanding Referral Networks: The benefits of creating partnerships with local businesses such as motorcycle and RV dealerships to generate a steady flow of used car inventory.
About Ace Barrow
Ace Barrow is a seasoned automotive professional with over five years in the auto industry, currently serving as an Acquisition Specialist at Ed Martin Toyota in Noblesville, Indiana. Prior to his automotive career, Ace enjoyed a rewarding 33-year career in a different field before transitioning into car sales and eventually focusing on the acquisition of vehicles from the public.
Resources:
Podium: Discover how Podium's innovative AI technology can unlock unparalleled efficiency and drive your dealership’s sales to new heights. Visit www.podium.com/mcs to learn more!
Dealer Synergy & Bradley On Demand: The automotive industry’s #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 industry’s 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!
How to Buy Cars from the Public and Maximize Dealership Profitability Key Takeaways:Building a proactive vehicle acquisition strategy can significantly boost dealership profitability.
Creating a brand within the dealership for car acquisition can enhance community reach and streamline the buying process.
Utilizing technology and external networks can scale acquisition operations efficiently.
Mastering Vehicle Acquisition: Strategies for Dealerships
In the automotive industry, focusing solely on selling cars leaves a significant gap in potential profitability. Buying cars from the public not only saves on auction fees but also increases dealership inventory with well-maintained vehicles. This strategy allows dealerships to control their destiny better. Ace Barrow from Ed Martin Toyota epitomizes this proactive approach, leveraging customer relations and service interactions to buy vehicles directly from the public. Here, we delve into strategic insights shared by Ace and Sean V. Bradley on the Millionaire Car Salesman podcast, highlighting efficient acquisition methods and broader implications for dealerships.
Developing a Proactive Acquisition Strategy
Dealerships often overlook the strategic advantage of proactively buying cars from the public. As Ace Barrow explains, "We like to buy cars from customers. Would you mind if I made an offer while you waited?" This simple, direct approach initiates the conversation, removing the pressure of selling. Ace targets about 24 customers daily within the dealership's service lounge, which sees around 110 repair orders per day.
"People know me. They like me. They say, 'hi, Ace,' before I introduce myself to them now because they're used to me coming up and in a non-threatening way, giving them an appraisal whether they buy a car or not."
However, there’s room for scaling this strategy. As Sean V. Bradley suggests, dealerships should explore integrating appraisals into the service process systemically. This could involve preemptively appraising every vehicle that enters for service, attaching a detailed offer, and engaging with the customer proactively.
Enhancing Customer Experience in Service Departments
Maintaining positive customer experiences in service lounges is crucial, especially when integrating acquisition efforts. Ace emphasizes a calm, comfortable environment to ensure customers aren’t discouraged by aggressive pitches.
"We want them to come back for service the next time instead of staying away because of this obnoxious guy who tried to appraise my car."
To balance acquisition initiatives with customer satisfaction, dealerships can provide attractive, non-intrusive offers. This tactical blend preserves service department reputation and encourages repeat business, even if customers initially decline to sell their vehicle. Integrating educational materials and digital options, like dedicated kiosks for vehicle appraisals, could enhance this approach.
Building a Brand within the Dealership's Brand
Creating a distinctive brand for acquisition specialists within a dealership can amplify outreach and credibility. As Sean advises Ace, having a catchy, specific brand name like "I Buy Cars" or "We Buy Any Cars" not only clarifies the service but also aids in marketing and digital presence.
"Step one when you're trying to build your brand within the dealership's brand, you want to be able to kind of personify your brand… We buy used cars. I buy used cars in Indiana."
Supporting this brand with dedicated digital assets, such as a specialized website and social media channels, can enhance visibility and attract more customers. Platforms like Upwork and Fiverr are cost-effective solutions for developing logos, social media banners, and branded content, crucial for maintaining a professional image.
Further, Ace can draw from the experience of car sales elites like Cody Carter, who has his own site and generates substantial leads independently. Emulating such strategies could see Ace setting up a tailored acquisition website, facilitating digital retailing and broadening his reach beyond current customers.
Utilizing External Networks and Technology
Scaling acquisition operations efficiently requires leveraging external networks and advanced technology. Sean underscores the value of partnerships with local motorcycle and RV dealers for referrals. By offering to appraise trade-in vehicles on-site, Ace could tap into a broader market, obtaining vehicles from diverse sources.
"Develop relationships with all of the motorcycle dealerships, the Kawasaki, the BMW dealerships, the Harley Davidson dealerships, our sports, ATV's, Jet skis, Sea-doos, RVs, trailers… Those are referral agents."
Incorporating tools like VinCue can streamline this process, enhancing tracking, pricing accuracy, and customer relationship management. VinCue integrates functions like Kelley Blue Book Instant Cash Offer and Facebook Marketplace listings, which magnify lead generation capabilities. Combining technology with a robust referral network increases acquisition efficiency, allowing specialists to handle more transactions seamlessly.
Ace’s success at Ed Martin Toyota is a testament to the importance of a dedicated acquisition strategy. By proactively engaging with service customers, creating a standalone brand, and leveraging technology, dealerships can significantly enhance their inventory with quality used cars while bypassing the costly auction process. Furthermore, developing local partnerships and utilizing sophisticated software can optimize this process, paving the way for infinitely scalable operations. For dealerships eager to stay ahead, mastering vehicle acquisition is no longer optional—it's a necessity.
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In this captivating episode of the Millionaire Car Salesman Podcast, hosts LA Williams and Sean V. Bradley sit down with sales superstar Nathan Hancock to uncover an awe-inspiring journey of determination and success! Nathan reveals how he defied the odds, conquering significant physical challenges to rise to the top in the competitive automotive sales industry.
This episode is brimming with motivational insights and actionable strategies, making it a must-listen for anyone in sales or anyone who's facing their own battles. From living with a rare muscular congenital disorder to becoming a top-performing car salesman, Nathan's story is inspiring—it's a powerful testament to the strength of the human spirit!
Tune in to discover the secrets behind Nathan's incredible resilience and success!
Key Takeaways
Mindset is Critical: Maintaining a positive and proactive mindset is crucial in overcoming both personal and professional challenges.
Celebrate Small Wins: Recognizing and celebrating small milestones can provide the motivation needed to achieve larger goals.
Health Matters: Physical and mental health are foundational to sustaining success in high-pressure environments.
Be Authentic: Leveraging personal stories and being genuine can help in building strong rapport with clients.
Support Systems: Surrounding oneself with supportive and positive people can significantly enhance one's professional journey.
About Nathan Hancock
Nathan Hancock is a highly effective and inspirational sales consultant at Jim Tidwell Ford with a remarkable journey of resilience and success. Despite being a double amputee with a rare condition called arthrogryposis, Nathan has achieved outstanding feats in the automotive industry, selling up to 26 cars a month and earning over $130,000 annually! His unique perspective and determination make him a standout figure in car sales, illustrating that physical limitations need not hinder professional excellence!
"My mindset plays or has played the most vital role in my success." – Nathan Hancock
Resources:
Podium: Discover how Podium's innovative AI technology can unlock unparalleled efficiency and drive your dealership’s sales to new heights. Visit www.podium.com/mcs to learn more!
Dealer Synergy & Bradley On Demand: The automotive industry’s #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 industry’s 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!
Unlocking Success: Lessons from Overcoming Adversity in Car Sales Three Key Takeaways:Mindset is Key: Both Sean V. Bradley and Nathan Hancock emphasize the power of a positive mindset and tenacity in overcoming personal and professional challenges.
Celebrate Milestones: Recognizing and celebrating small victories can be a motivational force, catalyzing continued success and growth.
Physical and Mental Health: Advocated the importance of maintaining overall well-being as an essential component for achieving peak performance in any role.
The Power of an Unwavering MindsetSuccess in the automotive sales industry hinges on more than just sales tactics and techniques. It’s about mental resilience and an unwavering belief in one’s own worth and abilities. Nathan Hancock, an inspiring figure in the industry, eloquently articulates this in the Millionaire Car Salesman podcast. Nathan, a double amputee living with a rare condition called arthrogryposis, shares his journey of overcoming adversity.
Nathan's approach to breaking the cycle of negativity is profound. He explains, "My mindset plays the most vital role in my success. I've learned to stop with the negative self-talk because it’s just projected anxiety. You have to be positive and proactive about your approach to life." This deliberate mental conditioning allows Nathan to turn potential barriers into opportunities, showcasing that an indomitable spirit can defy the odds.
Nathan’s success reflects principles from Stephen Covey's "7 Habits of Highly Effective People," particularly the first habit: Be Proactive. Sean V. Bradley notes, “Effective people understand the difference between circle of concern and circle of influence. They spend more time on what they can control – their thoughts, actions, and behaviors."
Embracing Small Victories as Catalysts for GrowthEvery step towards success should be acknowledged and celebrated, no matter how small. Both Bradley and Hancock stress the importance of recognizing milestones and making achievements a communal celebration. This theme resonates deeply throughout their discussion.
Nathan mentions, "You have to celebrate those tiny steps enough. Today, I made 30 calls. If you didn’t sell a car, celebrate the fact that you got out of your box to make those calls." This principle isn’t about lowering standards but about cultivating an environment where progress, irrespective of its scale, is recognized and appreciated.
This philosophy extends to management and ownership within the dealership. "Can you imagine if a 10-car salesperson hits 14 cars and nobody cares?" asks Sean Bradley. "It is so demoralizing and anticlimactic.” Creating a culture that acknowledges incremental progress breeds confidence and motivates further achievement.
Investing in Physical and Mental HealthThe wellbeing of salespeople, both physical and mental, is another critical component highlighted in the podcast. Proper nutrition, hydration, and self-care are not just requisite for personal health but are fundamental to professional performance. Nathan discusses how his mother, a certified nutritionist, taught him the balance of physical health.
"Physical health is half the battle of a mental mindset," Nathan explains. "You should celebrate the fact that you tried, even if the results don't pan out right now, because you're not going to go from a 10-car to a 30-car salesperson necessarily overnight."
This sentiment is mirrored in the broader business context. Sean V. Bradley emphasizes, "If your employees are unhappy because they’re having problems at home or other personal issues, you're withdrawing from the emotional bank account. You'll never get peak performance."
LA Williams emphasizes gratitude as a tool to combat negativity and maintain a positive outlook. He asserts, "Gratitude and negativity cannot exist in the same space. Practice gratitude and watch how your perspective changes."
Maintaining a holistic view of health – physical, mental, and emotional – is essential for sustainable success.
The takeaways from this episode of the Millionaire Car Salesman podcast are profound and actionable. By embracing a resilient mindset, celebrating incremental milestones, and maintaining overall health, sales professionals can navigate obstacles and achieve peak performance. These lessons transcend the automotive industry and can be applied to any professional domain, demonstrating that true success is built on a foundation of personal empowerment and proactive ambition.
Nathan Hancock’s story, coupled with the insights from Sean V. Bradley and LA Williams, offers a compass for both novice and seasoned professionals aiming to excel amidst adversity. The integration of mindset, recognition, and holistic health sets the stage for transformative success.
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In this exciting episode of the Millionaire Car Salesman Podcast, Sean V. Bradley welcomes the latest powerhouse to join the Dealer Synergy executive team—Jenna Blankenbiller! With over 12 years of experience in the automotive industry, Jenna's expertise has driven significant growth at Bob Ruth Ford, one of Dealer Synergy's flagship clients. Now, as the new Director of Dealer Relations at Dealer Synergy, Jenna is set to scale her proven strategies to benefit a broader range of clients!
Tune in as Sean and Jenna dive into her innovative methods for scaling Internet sales departments and her pivotal role in the successful integration of an international BDC team. They also discuss the game-changing new venture—Dealer Synergy’s outsourced BDC call center in Belize—and the advanced training techniques that will set this team apart! Whether you're looking to optimize your BDC operations or stay ahead with cutting-edge automotive sales strategies, this episode is packed with insights that you won't want to miss!
Key Takeaways
Integration of International BDC Teams: Jenna’s experience with managing remote BDC teams will be crucial in shaping Dealer Synergy's new call center in Belize.
CRM Proficiency: Dealer Synergy’s outsourced BDC agents will receive immersive training in various CRMs like VinSolutions, DealerSocket, and DriveCentric.
Podium's AI BDC: The inclusion of Podium's AI BDC ensures ultra-fast response times, enhancing customer engagement and sales conversions.
BDC Employee Well-being: Emphasis on treating BDC agents as integral parts of the team through recognition, support, and inclusive activities.
Accountability and Success: The importance of holding BDC agents accountable and the resulting success in sales performance demonstrated by Jenna’s achievements.
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. Jenna’s 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 dealership’s sales to new heights. Visit www.podium.com/mcs to learn more!
Dealer Synergy & Bradley On Demand: The automotive industry’s #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 industry’s 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!
Elevating Automotive Business: Outsourcing BDC for SuccessKey Takeaways
Importance of an efficient and resourceful outsourced BDC center.
Integration of AI and CRM expertise for ultimate customer engagement.
Leveraging experienced leadership for enhanced business processes and training.
Innovations in Automotive Business: The Power of Outsourced BDCIn the ever-evolving automotive industry, efficiency, customer engagement, and innovative business practices are paramount. The recent conversation between Sean V. Bradley and Jenna Blankenbiller illuminates the transformation that an outsourced Business Development Center (BDC) can bring to automobile dealerships. With Jenna joining Dealer Synergy as the Director of Dealer Relations, her extensive experience in automotive sales and BDC management offers invaluable insights into optimizing dealership operations and customer interactions.
The Role of a Sophisticated BDC: Transforming Dealership OperationsOne of the critical themes emphasized in the discussion is the pivotal role that a well-managed, sophisticated BDC plays in transforming dealership operations. Jenna’s experience at Bob Ruth Ford, where she successfully ramped up internet sales from 75 to 356 units per month, underscores this point.
Jenna emphasizes, "We do call it the VIP experience. You get to shop with Bob Ruth for the way you want to shop, if you want to come in. And we have a process that you can do it that way.”
The importance of providing customers with multiple shopping experiences tailored to their preferences cannot be overstated. Whether customers opt for curbside pickup, remote service, or a complete online transaction, a responsive BDC ensures consistent engagement and smooth transactions. Additionally, Jenna shares that Bob Ruth Ford incorporated a blend of international and domestic BDC representatives, enhancing flexibility and scalability.
CRM and AI Integration: Enhancing Customer EngagementLeveraging Customer Relationship Management (CRM) systems and Artificial Intelligence (AI) has proven to be a game-changer in automotive sales. As Sean V. Bradley articulates, "Our outsourced call center will do 30 days of full-blown follow-up, 60 days follow-up, and 90 days follow-up depending on your goals and details at the dealership.”
The ability to integrate with popular CRMs such as VinSolutions, DealerSocket, Elite CRM, and others, ensures seamless continuity between the dealership's in-house operations and the outsourced BDC team. This facilitates not only transparent management but also enables comprehensive follow-up strategies.
Moreover, the integration of AI technologies like Podium's AI BDC significantly enhances response times. Sean Bradley points out, “Podium’s AIBDC can get it done in 15 seconds. I love it when a prospect answers the phone and they’re like, wow, I’m still on the computer. And I'm like, sorry for the delay.”
This rapid response capability, combined with the extensive training and expertise of Dealer Synergy’s team, ensures unmatched customer satisfaction and elevated sales performance.
Valuing and Motivating BDC Teams: Building Strong, Productive RelationshipsAnother crucial element discussed is the significance of valuing and motivating the BDC team. Jenna recalls how she prioritized taking care of her team at Bob Ruth Ford, which was instrumental in their success. She reflects, "I always made it a point, like, not to let people, whether in the dealership, sales staff or even other agents, bully them or, you know, push them around.”
Creating a supportive environment where BDC team members feel valued and appreciated is vital. Jenna underscores the importance of integrating fun activities and team-building exercises, which help break the monotony of their roles and foster a positive work environment.
She recounts, "We would take rebuttals or product knowledge and just like a normal Jenga game, we would write them, like, all over. You would do, like, jokes and, like, sometimes you would do like, you know, dealer synergy questions or things like that.”
Such practices not only improve morale but also enhance the team's knowledge and skills, ultimately leading to better customer interactions and increased sales.
Scalability and Efficiency: The Future of Outsourced BDC ServicesThe conversation sheds light on the scalability and efficiency advantages presented by Dealer Synergy’s Outsourced BDC services. With access to a 300-plus staffed call center in Belize, dealerships can significantly reduce costs while maintaining high levels of service quality. This is further enhanced by Dealer Synergy’s intensive training programs, which ensure that BDC agents are proficient in handling various customer interactions.
Jenna expresses her excitement about this expansion, "I’m so excited about it. It’s going to be a whole different experience. I mean, we were successful at Bob Ruth board. Now we get to be even more successful with more people.”
The integration of advanced tools, such as conversational AI and extensive CRM expertise, provides an unprecedented level of service and operational efficiency that is not only cost-effective but also scalable to meet the growing demands of dealerships.
Building a Stronger Future Together: Dealer Synergy's VisionWhat sets Dealer Synergy apart is its commitment to continuous improvement and the betterment of its client dealerships. By bringing Jenna into the fold, they are not just adding another executive but infusing the organization with someone who resonates deeply with their mission. Jenna’s firsthand experience and success in turning around dealership sales through effective BDC management and a robust follow-up process are assets that promise to revolutionize how Dealer Synergy serves its clients.
Jenna shares, "I believe a lot in what you guys do. And that was one of the reasons I was successful at Bob Ruth four, too. I believed in your processes and what you guys do here at dealers energy.”
This mutual respect and shared vision signify the beginning of a transformative journey that aims to set new benchmarks in the automotive industry. Together, they are geared to elevate client dealerships by merging technology, expert training, and an unwavering focus on customer satisfaction.
Dealer Synergy’s Outsourced BDC is more than just a cost-saving measure; it is a strategic initiative designed to enhance customer engagement, streamline operations, and significantly boost sales performance. As dealerships navigate the complexities of the modern automotive landscape, having a trusted partner like Dealer Synergy, equipped with the expertise and resources to deliver exceptional results, can make all the difference.
By focusing on CRM integration, valuing and motivating their teams, and leveraging cutting-edge AI technology, Dealer Synergy is poised to lead the way in helping dealerships achieve their goals and exceed customer expectations.
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In this enlightening episode of the Millionaire Car Salesman podcast, Host Sean V. Bradley sits down with Ross Tinkham, Vice President and General Manager of Automotive at Podium, to dissect the transformative power of Artificial Intelligence (AI) in dealerships across the country! They delve into how AI can revolutionize the traditional Internet Sales and Business Development Center (BDC) models to drastically improve lead engagement and conversion rates.
Sean and Ross take a deep dive into the functionality of Podium’s AI BDC tool, detailing its advantages and practical applications. They discuss the specific challenges dealerships face, such as low lead response rates and the inefficiencies of traditional human-only follow-ups. Ross highlights how Podium’s AI can engage leads instantaneously and maintain a high level of conversation quality, thus freeing human resources to focus on higher-value activities! They also explore how AI serves as a backup during unforeseen disruptions, such as the CDK ransomware incident, making a compelling case for its inclusion in any dealership's tech stack! Whether you're a single dealership or a large auto group, the insights shared in this episode are invaluable for staying ahead in today's competitive market!
Key Takeaways
Enhancing Efficiency: AI can dramatically cut down on the time and effort required by human resources to engage leads, thereby increasing overall efficiency.
Strategic Utilization: Implementing AI at specific times, like after-hours or during understaffed periods, ensures continual lead engagement.
Faster Response Times: Using AI for instant response boosts lead conversion rates, aligning with NADA's finding that faster responses correlate with higher closing ratios.
Continuous Learning: AI learns over time, improving its interaction quality and adapting to customer preferences.
Backup Solution: AI provides a fail-safe during CRM outages or other technical issues, as demonstrated during the CDK ransomware incident.
About Ross Tinkham
Ross Tinkham is a visionary leader in the automotive industry, dedicated to transforming how dealerships connect with customers through the strategic use of video communication. With extensive experience in sales, marketing, and customer engagement, Ross advocates for making video a standard practice in key stages of the sales process, including follow-ups, service updates, vehicle tours, and after-sale communications. He believes that personalized video messages foster trust and loyalty, while video service updates keep customers informed and engaged. Ross also champions using video for detailed vehicle tours, offering potential buyers an immersive experience that enhances emotional connections with the vehicle before they visit the dealership. His commitment to integrating video at every touchpoint has positioned him as a leading expert in creating more meaningful and effective customer interactions that drive satisfaction and sales success in the automotive industry.
Resources:
Podium: Discover how Podium's innovative AI technology can unlock unparalleled efficiency and drive your dealership’s sales to new heights. Visit www.podium.com/mcs to learn more!
Dealer Synergy & Bradley On Demand: The automotive industry’s #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 industry’s 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 AI in Automotive: Transform Your Dealership's Efficiency with Conversational AI Key TakeawaysEnhanced Lead Engagement: Leveraging AI can dramatically improve lead response times, leading to higher conversion rates.
Strategic Use of AI: Strategic deployment of AI, both when human resources are present and absent, ensures seamless 24/7 lead engagement.
AI and Human Collaboration: A balance between AI and human effort maximizes productivity and ensures efficient follow-up without compromising on quality.
In the rapidly evolving automotive industry, leveraging technology is no longer a luxury but a necessity. This article delves into an insightful conversation between Sean V. Bradley and Ross Tinkham, where they explore the transformative potential of artificial intelligence (AI) in automotive dealerships. Our discussion centers on the practical applications, strategic deployment, and immense benefits of integrating AI into everyday dealership operations.
Boosting Lead Engagement with AIOne of the primary challenges dealerships face is engaging potential customers effectively and promptly. Sean Bradley rightly highlights a significant pain point: the difficulty in reaching prospects through traditional methods. According to Bradley, “…the single biggest problem with Internet BDC engagement… is the vast amount of effort required just to get someone to answer the phone or call you back.”
Ross Tinkham elaborates on how conversational AI can revolutionize this aspect. He explains, “Conversational AI… is built on newer technology pioneered by companies like OpenAI Chat, GPT Four, allowing AI to engage with a human… with the same quality of interaction that a human would provide.” This means dealerships can now ensure every lead is engaged almost instantaneously, improving the chances of conversion.
Furthermore, Tinkham shares compelling statistics: "44% improved conversion rate from lead to set if you're engaging within five minutes as opposed to 2 hours." This underscores AI's critical role in ensuring that dealerships not only engage prospects faster but do so efficiently, leading to significantly higher conversion rates.
Strategic Deployment of AI for Optimal ResultsThe strategic deployment of AI can dramatically enhance dealership operations, especially when human resources are scarce or during off-hours. Bradley provides a poignant example: "A lot of dealers that had CDK and had podium AI, it saved them because it was almost like a backup generator."
By leveraging AI, dealerships can maintain 24/7 engagement with potential buyers. Tinkham suggests, “You could have AI running in tandem with your staff… which will free your human resources for tier two activities that AI can't do.” This strategic deployment ensures that no lead is left unengaged, irrespective of the time of day, and human resources remain available for high-level tasks that require a personal touch.
Moreover, AI can be particularly beneficial for smaller dealerships or those with limited human resources. By using AI, these dealerships can handle lead volumes effectively without overburdening their staff, as Bradley illustrates: "If you've got a small dealership… it might not be fiscally responsible or operationally realistic to hire two or three BDC reps… but what they might be able to do is implement AI."
Harmonizing AI and Human EffortA significant theme in the conversation is the harmonious blend of AI and human effort. The consensus is that AI is not here to replace human jobs but to enhance them. Tinkham emphasizes, “…don't view AI as a threat to anybody's job… It's about repositioning your people to drive more value for the business and hopefully enjoy what they're doing.”
This balance can be illustrated through a real-world example Tinkham shares: "A 14-location dealer group… run a centralized BDC… adopted AI early on to assist with lead engagement." By leveraging AI for initial engagements, their BDC team could focus on higher-value tasks, ultimately operating more efficiently without increasing headcount. The AI achieved a "35% set rate from lead to test drive, matching up with what their best BDC agents were doing."
By focusing human resources on tasks that require personal interaction and strategic thinking, and utilizing AI for routine follow-ups and initial engagements, dealerships can ensure optimal productivity and higher job satisfaction among their staff.
Rethinking Traditional Follow-Up StrategiesThe strategic application of AI also offers a profound rethinking of traditional follow-up strategies. Bradley proposes an interesting model for AI integration: using AI for the crucial first 31 days of follow-up, with potential for human resource deployment in the initial engagement where purchase likelihood is highest.
Bradley explains, “For the first 31 days, it's every single day I'm going to follow up with somebody… and then for the next 60 days, it’s every two to three days.” This hybrid model, where AI supports consistent initial follow-up and humans take over more strategic, personalized interactions, maximizes the chances of converting leads throughout the extended buying cycle.
Tinkham supports this view by indicating that AI can manage routine communication seamlessly, allowing humans to step in for strategic interactions without the potential lead feeling overwhelmed or ignored. This dual approach ensures no lead falls through the cracks, and follow-up remains effective and persistent without being intrusive.
Seamless Collaboration: AI as a Dealership EnablerIn the final analysis, the collaborative potential of AI and human resources within dealerships opens new avenues for operational efficiency and customer engagement. Tinkham encapsulates the essence with a hopeful outlook: "This is where everything is going… get on board to a degree you're comfortable and start to figure out what works for you."
Dealerships embracing AI not only enhance their engagement strategies but can also improve their staff's overall efficiency and satisfaction. Whether it's quicker response times, better handling of lead overflow, or ensuring consistent follow-up, the integration of AI offers a competitive advantage that's hard to ignore.
This exploration makes one thing clear: AI in automotive is not just a trend—it’s a vital technology that, when strategically implemented, can transform dealership operations, driving significant improvements in engagement, conversion rates, and overall customer satisfaction.
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In this latest episode of the Millionaire Car Salesman Podcast, join host Sean V. Bradley as he unveils game-changing strategies designed to boost engagement and conversions in your dealership and the automotive industry! Originally tailored for Toyota, this presentation showcases methodologies and technologies that any dealership and automotive professional can leverage to increase engagement, heighten the customer experience, and ultimately sell more cars!
Sean begins by emphasizing the importance of diversifying communication channels, including AI, text messaging, video, and social media DMs, to outshine competitors and meet modern customer expectations. He highlights data from Podium, showing how incorporating AI-driven responses can significantly enhance engagement rates with near-instantaneous, highly detailed, and professional replies to customer inquiries.
Tune in to discover how you can transform your dealership's approach to customer communication and stand out in the competitive automotive market!
Key Takeaways
Utilize AI for Customer Interaction: AI and conversational AI can drastically reduce response times and increase the quality of initial customer interactions.
Diversify Communication Methods: Beyond traditional phone and email, explore text messaging, video emails, video conferencing, social media DMs, and even memes and GIFs to maintain customer engagement.
Invest in Text Messaging: Customers have a 98% open rate for text messages, with 95% of texts being opened within three minutes, making it a highly effective communication tool.
Video Emails for Engagement: Implementing video emails post-engagement can enhance customer connection and increase appointment show rates by 75%.
Creative Personalization: Tactics including memes, GIFs, handwritten notes, e-cards, and even gifts can personalize and humanize customer interactions, setting a dealership apart from its competitors.
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 “CSP” designation in the National Speakers Association. Sean is also a member of the elite “Million Dollar Speakers Group” 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 Dealers’ Choice Award Winner for being the “Best of the Best Internet Sales Trainer” and “Mobile Media Provider” 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 “Win the Game of Googleopoly”, 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.
Resources:
Podium: Discover how Podium's innovative AI technology can unlock unparalleled efficiency and drive your dealership’s sales to new heights. Visit www.podium.com/mcs to learn more!
Dealer Synergy & Bradley On Demand: The automotive industry’s #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 industry’s 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 New Forms of Communication to Boost Engagement and Conversion in Auto Sales
In today’s competitive automotive sales landscape, leveraging innovative communication strategies is imperative for increasing engagement and conversion rates. During a dynamic presentation, Sean V. Bradley, the “Millionaire Car Salesman,” delved into emerging forms of communication designed to elevate dealership performance. This article encapsulates the key insights and provides a deep dive into the transformative potential of these strategies.
Key TakeawaysSpeed to Lead: Utilizing advanced tools, especially AI, can ensure faster response times, increasing conversion rates significantly.
Diverse Communication Mediums: Incorporating unconventional methods such as memes, GIFs, and video emails can stand out in the crowded marketplace.
Technological Integration: Effective use of AI and automation streamlines processes, allowing for higher engagement without compromising personal touch.
Harnessing the Power of Conversational AI for Instant EngagementSEO Optimized Heading: The Impact of AI on Engagement and Conversion
In the modern digital age, AI's role in customer communication is both revolutionary and essential. Sean Bradley emphasized the profound impact that conversational AI can have on engagement. He cited extensive data from Podium, demonstrating AI's brisk response capabilities. Bradley shared, “somebody just types in, hey, I’m looking for a black f 150. And bam. Within a minute. Something this detailed, this professional specific is done by artificial intelligence.”
Artificial intelligence in dealership operations serves more than just an operational role; it becomes part of the sales strategy. By providing instant responses that are detailed and professional, AI frees up human resources to focus on more complex tasks, hence improving overall efficiency. AI tools process large data sets to generate precise and informative replies, meeting customer inquiries with unprecedented speed. Bradley noted, “AI enables machines to learn from experience and adapt to new inputs by analyzing large amounts of data and identifying patterns.”
Embracing AI doesn’t mean sidelining the human touch but augmenting it. AI can act as an "army of you," handling numerous inquiries simultaneously, thus ensuring no potential lead slips through the cracks.
Diversifying Communication Channels: Beyond Traditional MethodsSEO Optimized Heading: Unconventional Communication Channels that Engage
Exploring beyond traditional calls and emails, Bradley advocated for a diverse communication arsenal, including memes, GIFs, video emails, and even personalized text messages. These approaches cater to the ways modern consumers interact daily.
Bradley acknowledged the challenge of gaining prospects' attention amid various dealership communications vying for their response. “The average dealership is not using Apple FaceTimes or memes or cash app or Venmo or animated gifs or things like that,” he remarked. This diversity is key to cutting through the noise and capturing consumers' interest through unexpected channels.
For instance, incorporating memes can infuse humor into interactions, breaking the monotony of typical sales communications. An example shared was: “I have a very special set of skills to help you buy a brand new car.” Similarly, GIFs, with their visual and animated appeal, serve as an engaging way to relay messages and establish rapport, as seen with the Giphy.com resources Bradley recommended.
The Transformative Potential of Video CommunicationSEO Optimized Heading: Utilizing Video Emails and Calls for Higher Engagement
In an era where visual content reigns supreme, Bradley underscored video communication's potency. Video emails, for instance, can significantly boost engagement rates. He mentioned, “video email increases read open rates up to 300%… once you've engaged, use video 100% of the time after engagement.”
Video communication allows dealers to present a more personal touch, making interactions more memorable. By using video for appointment confirmations and follow-ups, dealerships can enhance the customer experience, making it more engaging and trustworthy. Bradley demonstrated this through examples of video email templates integrated into CRMs, showcasing their ease of use and impact.
Moreover, leveraging Apple FaceTime, Skype, or Google Duo for live interactions offers a dynamic way to engage with prospects. Bradley justified this strategy, “People are not expecting to be FaceTimed or Skyped by a car salesman… you're really catching people way off guard.” This element of surprise can increase response rates and foster a more immediate connection.
Continuing Innovation and Personalized Customer EngagementBradley's presentation highlighted the necessity of evolving beyond standard practices to thrive in automotive sales. By integrating AI for efficiency, leveraging diverse and unconventional communication mediums, and capitalizing on video technology's intimate appeal, dealerships can set themselves apart in a crowded market.
The focus remains on engagement and conversion, with the primary goal being to create an enriched, responsive, and customer-centric sales environment. As Bradley articulated, “if you want the things that the average person doesn’t have, you’ve got to be willing to do the things the average person isn’t willing to do.”
Incorporating these innovative strategies ensures dealerships not only stay abreast of technological advancements but also continually exceed customer expectations, driving sustained growth and success.
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The Millionaire Car Salesman Podcast is back with another action-packed episode! Join Host LA Williams, Vice President of Dealer Synergy, and special guest Larry Brianard, General Sales Manager at Dennis Dillon CDJR, as they delve into the intricacies of becoming a top-performing car salesperson! In this episode, LA and Larry discuss the transformation from selling vacuum cleaners to dominating the car sales industry with actionable sales techniques and ethical practices!
Larry Brainard opens up about his journey, sharing powerful principles that have driven his success, including the importance of asking the right questions and building trust with customers. LA and Larry dive into a step-by-step guide on executing flawless test drives and product presentations to ensure that every sales interaction is not only professional but also highly effective! Don’t miss this episode packed with practical tips and inspiring stories that will elevate your sales game to the next level!
Key Takeaways
Sales Principles: Larry emphasizes key principles such as "how you do anything is how you do everything" and the importance of listening to customer needs to drive successful sales.
Process Mastery: The episode underscores the necessity of not skipping steps in the sales process, from initial greetings to finalizing the deal, ensuring all customer interactions are thorough and genuine.
Conscious Competence: Larry explains the four levels of competence, focusing on the importance of reaching the stage of being unconsciously competent to perform at peak levels without second-guessing.
Customer Trust: Building trust with customers through consistency, transparency, and effective product presentations is highlighted as a cornerstone of sales success.
Test Drive Techniques: Larry shares detailed strategies for conducting impactful test drives, making sure that both the primary and secondary drivers feel engaged and valued.
Resources:
Podium: Discover how Podium's innovative AI technology can unlock unparalleled efficiency and drive your dealership’s sales to new heights. Visit www.podium.com/mcs to learn more!
Dealer Synergy & Bradley On Demand: The automotive industry’s #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 industry’s 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!
Unlocking Sales Excellence: Insights from Top Automotive Experts Key TakeawaysMastering the Sales Process: Consistency and a deep understanding of each step in the sales process prevent shortcuts and ensure thorough engagement with customers.
Effective Customer Engagement: Building a strong rapport through active listening and addressing the unique needs of each customer elevates the sales experience.
Importance of Training: Continuous training and moving beyond conscious competence to intuitive expertise set-top sales professionals apart.
Introduction
In the competitive world of automotive sales, mastering the intricate art of customer engagement and sealing deals is paramount. The Millionaire Car Salesman Podcast recently featured Larry Brainer, Internet Director and Trainer for the Dennis Dillon Auto Group, who shared invaluable insights into becoming a top-tier automotive salesperson. This article unpacks Brainer’s approach, emphasizing core principles such as adhering to a structured sales process, effective customer interaction, and the indispensability of rigorous training.
Mastering the Sales ProcessAdhering to a structured process in sales ensures that every customer interaction is thorough and leaves no room for error. As Larry Brainer puts it, "If you shortcut your process, you shortcut your paycheck." This principle was echoed throughout the podcast and forms the bedrock of Brainer's philosophy.
Brainer recalls his own experiences in vacuum cleaner sales, which laid a solid foundation for his automotive career. Dealing with high-stakes sales on a tangible yet less glamorous product taught him the value of a disciplined approach. Success in the automotive industry demands that salespeople never skip steps, even when customers try to steer the conversation prematurely towards pricing.
Consider his advice during vehicle presentations: "Larry, you said you're towing your RV up over Horseshoe Bend Pass… In a minute when we drive it, you're going to love the fact that…" This narrative not only builds anticipation but ensures that the customer sees the vehicle's value firsthand before discussing numbers.
Maintaining control of the demonstration and systematically verifying feature claims – from torque to sound insulation – affirms trust and validates the salesperson's expertise. The consistency in executing these steps imbues the entire process with professionalism, ensuring that potential buyers feel comprehensively catered to. It's this meticulous attention to detail that sets seasoned professionals apart from amateurs.
Effective Customer EngagementUnderstanding and meeting the unique needs of each customer is a hallmark of effective engagement. Brainer emphasizes active listening, asserting, "Good questions get good answers, better questions get better answers, and better listeners ask better questions." This approach allows salespeople to uncover clients' deepest needs and tailor their sales strategy accordingly.
For instance, Brainer recalls a time with a customer named Helen. Her primary concern was safety, stemming from a recent accident involving a friend. By directly addressing her fears and showing her the features of a Lincoln Navigator, Brainer built a critical emotional connection. He stated, "Larry, I want to know that if I hit somebody, I’m going to win."
This kind of engagement goes beyond mere product features; it taps into the customer’s personal concerns and aspirations. Another illustrative story involves a couple buying an F-450 truck. Knowing that involving both decision-makers was crucial, Brainer ensured both the husband and wife drove the vehicle, making both feel equally valued in the decision-making process.
Effective engagement involves anticipating needs and preemptively addressing concerns. Brainer’s methods demonstrate that sales are not merely transactions but relationships built on trust and mutual respect. This deep level of engagement transforms sales encounters into memorable experiences, fostering lasting customer loyalty.
Importance of TrainingBrainer’s stories highlight the critical role of training in sales excellence. Drawing on Vince Lombardi’s wisdom, he underscores the importance of practice, "An amateur practices until they get it right. A professional practices until they can no longer get it wrong."
The path to sales mastery involves moving from conscious competence, where actions require deliberate thought, to unconscious competence, where skills are performed effortlessly. This transition is crucial, as it frees up mental bandwidth to fully engage with customers and respond to their cues dynamically.
Reflecting on his journey, Brainer's initial stint in training came from demonstrating superior product knowledge in sales training sessions. His ability to perform polished walks-around showcases how immersive practice builds confidence and competence, both of which are visible and felt by customers. He shared, "It’s not what you say, it’s how you say it." This highlights the need for salespeople to internalize their training so deeply that their delivery feels natural and unrehearsed.
Regular, rigorous training transforms sales practitioners into experts who can predict and navigate customer interactions seamlessly. These trained professionals can then fully embody Zig Ziglar's idea that really good technique, in the hands of a really good person, becomes unrecognizable as technique – it simply feels like a superior service.
Synthesizing InsightsLarry Brainer’s approach to sales excellence intertwines a structured process, deep customer engagement, and relentless training. It is this triad that forms the basis of his successful methodology. The meticulous adherence to each step ensures nothing is overlooked, reinforcing the credibility and appeal of both the salesperson and the product.
Building robust customer relationships by listening and responding genuinely to their needs transforms simple transactions into meaningful experiences. Training, continually pursued and refined, elevates a salesperson from a mere executor of tasks to a master of the craft.
These principles do not merely add value to the automotive sales profession; they redefine it, setting a high bar for what it means to be an effective and empathetic salesperson. By internalizing these teachings, aspiring professionals can pave their own path toward unparalleled success in the automotive industry.
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Welcome to an engaging episode of the Millionaire Car Salesman podcast, where host Sean V. Bradley sits down with Roy "The Wolf" Davila, General Sales Manager at Mike Terry Auto Group, to discuss the evolving landscape of car sales and dealership operations. This episode dives deep into the intricacies of the modern automotive industry, emphasizing the importance of training, innovative solutions, and maintaining a winning culture within dealerships!
In this enlightening conversation, Sean and Roy explore current challenges in the automotive industry such as HR deficiencies, the integration of AI, and the value of outsourcing to deal with staffing issues. They also discuss the significance of purpose-driven management and how to navigate the post-pandemic market to keep dealerships thriving! Don't miss this episode packed with valuable insights and strategies to help you stay ahead in the ever-changing automotive industry!
Key Takeaways
Embrace AI in Dealerships: Utilizing AI, such as Podium's solutions, can bridge staffing gaps and enhance lead follow-ups, ensuring no opportunity is missed.
Outsourced BDC in Belize: Dealer Synergy's new initiative offers an outsourced call center in Belize, providing a cost-effective and efficient way to manage lead generation and follow-up.
Relationship Building & Training: Focusing on strong interpersonal skills and continuous training helps sales teams better engage with customers and adapt to market changes.
Purpose-Driven Leadership: Motivating teams involves more than just financial incentives; it requires building trust, providing support, and aligning with employees' personal and professional goals.
Navigating Post-Pandemic Challenges: Dealerships must adapt to the residual impacts of the pandemic, including handling negative equity and evolving customer expectations.
Resources:
Podium: Discover how Podium's innovative AI technology can unlock unparalleled efficiency and drive your dealership’s sales to new heights. Visit www.podium.com/industry/automotive-oem/ to learn more!
Dealer Synergy & Bradley On Demand: The automotive industry’s #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 industry’s 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!
Unlocking Automotive Mastery: AI Integration and Transformative Leadership Key Takeaways:Artificial Intelligence (AI) as a Game-Changer: Utilizing AI transforms HR deficiencies by enhancing customer follow-ups with unprecedented efficiency.
Purpose-Driven Leadership: Tapping into employees' purpose significantly heightens engagement, loyalty, and performance.
Comprehensive Training: Essential for equipping salespeople with necessary skills, integrating relationship building, effective communication, and detailed vehicle knowledge.
The automotive industry is evolving at a breakneck pace, and the key to thriving in this dynamic environment is leveraging cutting-edge technologies combined with transformative leadership. The recent conversation between Sean V. Bradley and Roy "The Wolf" Davila sheds light on some of the most pressing challenges and groundbreaking solutions for dealerships today. Below, we delve into the core themes from their dialogue: utilizing AI to solve HR problems, the importance of purpose-driven leadership, and the vital role of training in the modern dealership.
Harnessing Artificial Intelligence to Revolutionize Dealership OperationsAs dealerships grapple with HR deficiencies, artificial intelligence (AI) emerges as a pivotal solution. Sean V. Bradley emphasized this point, noting that AI can bridge the gap where human resources fall short. One of the standout AI implementations discussed was Podium AI, which acts as a virtual sales representative, responding to leads and scheduling appointments 24/7.
Bradley explains the significance: “The ability to have a team of artificial agents… means that you are all places at all times. Being omnipresent with AI can help a dealership that has HR deficiencies.” This statement underscores AI's potential to maintain continuous customer engagement, thereby maximizing sales opportunities.
Roy Davila supports this by sharing his own experiences with AI in his dealership: “I've already had over 300 Internet leads… If I just relied on the personnel alone, that would not, I'd be dropping opportunities left and right.” This quote highlights the effectiveness of integrating AI into dealership operations and its impact on managing overwhelming lead volumes efficiently.
AI's machine learning capabilities differentiate it from basic chatbots, as AI analyzes large volumes of communication data to adapt and improve interactions over time. Bradley mentions, “real AI… learns from what the person is saying… It gives it a more sophisticated type of conversation and response.” Thus, dealerships should embrace AI not just as a supplementary tool but as a central component of their customer engagement strategy.
Purpose-Driven Leadership for Maximum Employee EngagementAn essential theme from the conversation is the importance of purpose-driven leadership. Davila stresses that leaders must embed purpose into their dealership culture to drive employee engagement and performance. He states, “In the absence of purpose, the only thing that's going to drive your people are titles and money.”
Davila’s approach at the Mike Terry dealership is a testament to this. By actively engaging with his team and demonstrating his own commitment and capabilities, he has been able to inspire and lead effectively. He shared his methodology: “I took turns. I picked up phones. I led by doing what I'm about to ask my people to do… You cannot come in boasting titles, positions or anything else like that.” This hands-on leadership builds trust and ensures that employees feel valued and motivated.
Reflecting on this strategy, it's evident that employees are more likely to be loyal and driven when their leaders show a genuine investment in their development and success. The emotional deposits that managers make by supporting and working alongside their teams create a robust foundation for an engaged and high-performing workforce. As Davila concluded, tapping into the “purpose gene” helps navigate through challenges and fosters a resilient team ready to face any market conditions.
Comprehensive Training: The Cornerstone of Sales EffectivenessBoth Bradley and Davila emphasize that continuous, comprehensive training is crucial for sales teams to excel, especially in a post-pandemic market where traditional sales tactics are obsolete. Training should extend beyond basic product knowledge to encompass relationship-building skills, effective communication, and a thorough understanding of the sales process.
Bradley poignantly states, “You need to have a personality… be able to engage with another human being, be able to establish common ground, be able to humanize themselves.” This focus on rapport-building is a critical first step in the sales process that many salespeople overlook. Enhancing social skills ensures that sales professionals can connect with customers on a deeper level, fostering trust and making the sales experience more pleasant and effective.
Communication skills also play a pivotal role. Bradley challenges dealerships to practice and refine their speech, much like a musician practices an instrument. “Where are you practicing neuro-linguistics? Where are you practicing the science of communication?” he asks, urging a more disciplined and structured approach to developing these skills.
Moreover, understanding complex financial scenarios and vehicle functionalities becomes increasingly crucial as customers return post-pandemic, often faced with negative equity and financial insecurities. Davila highlights the need for empathy and problem-solving: “Hey, Sean, I apologize, man. Here's what I'm going to do. I'm going to come up with a solution.” This solution-oriented approach reassures customers and builds long-term loyalty.
Recapping Insights and Future ImplicationsThe automotive industry stands at a crossroads, with AI integration, transformative leadership, and comprehensive training emerging as pivotal elements for success.
Utilizing AI alleviates HR constraints, dramatically improves customer engagement, and ensures consistent follow-up, vital for sustaining sales momentum. As dealerships face increasing lead volumes and customer inquiries, AI becomes indispensable.
Purpose-driven leadership focuses on building a strong team culture, where employees are motivated by a sense of purpose and are willing to go the extra mile. Leaders like Roy Davila demonstrate that earning trust through action and embedding a deeper sense of purpose can significantly enhance team performance and loyalty.
Comprehensive training is essential to equip sales teams with the tools they need to succeed in today’s market conditions. From building relationships to mastering communication, training ensures that salespeople can navigate complex interactions and deliver exceptional customer experiences.
In embracing these strategies, dealerships can navigate the evolving automotive landscape, ensuring sustainable growth and success. By focusing on innovative technologies, empathetic leadership, and in-depth training, the path forward becomes clear—one that prioritizes both employee development and customer satisfaction.
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In this latest Millionaire Car Salesman podcast episode, hosts LA Williams and Tianna ‘T Got Your Keys’ Mick sit down with Tracy Myers, Dealer Principal of Frank Myers Auto Maxx, and pioneering figure in the automotive industry, to uncover his transformative journey and invaluable insights! Tracy shares his unexpected path from a reluctant car dealer's son to a respected industry leader, offering lessons learned along the way! This episode is packed with practical advice for salespeople, managers, and leaders, emphasizing continuous learning, effective networking, and building meaningful relationships to drive success.
Starting with the importance of networking and continuous learning, Tracy underscores how relationships and educational events shape successful careers. Plus, don't miss the chance to take your dealership to the next level by attending the Unfair Advantage Automotive Mastermind Group on August 1st in Myrtle Beach, SC for FREE! Register now and use promo code SYNERGY to unlock this exclusive offer. Learn from the best and gain actionable tips to enhance your dealership's performance!
👇REGISTER: https://www.eventbrite.com/e/unfair-advantage-automotive-mastermind-group-the-ciada-convention-expo-tickets-789831195367
Promo Code: SYNERGY
Key Takeaways
Networking and Relationships: Building a robust network is crucial as your network is your net worth.
Continuous Learning: Always be a student. Attend educational events and read voraciously to stay ahead.
Positive and Structured Training: Daily training on follow-up, sales processes, and positive affirmations can significantly impact sales team performance.
Empathy in Leadership: Understanding your team’s personal and professional struggles fosters a positive and productive work environment.
Trust and Delegation: Trusting trained and capable employees allows leaders to step back and ensures business continuity.
Resources:
Podium: Discover how Podium's innovative AI technology can unlock unparalleled efficiency and drive your dealership’s sales to new heights. Visit www.podium.com/industry/automotive-oem/ to learn more!
Dealer Synergy & Bradley On Demand: The automotive industry’s #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 industry’s 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!
The Power of Networking in the Automotive IndustryIn the realm of automotive sales, one maxim holds true: “Your network is your net worth.” This simple yet profound statement encapsulates the importance of building and maintaining strong relationships within the industry. Tracy Myers, a pioneer in the automotive field, emphasizes this point fervently during his discussion with LA Williams and Tianna Mick.
“The more people you know that are in influential positions of power, money, knowledge, that’s the more successful you will be,” Myers asserts.
Myers recounts how traditional face-to-face interactions, such as attending Chamber of Commerce meetings or Better Business Bureau gatherings, have significantly contributed to his success. These interactions are not solely about expanding one’s circle but about deepening relationships, understanding consumer needs, and ultimately enhancing business reach.
In an era dominated by technology, it’s easy to rely solely on digital connections. However, Myers advises against this:
“The circle, now, if they’re not careful, it’s just on their phone. Once again, that’s a good extension of your network, but it shouldn’t be your network.”
Balancing digital connections with in-person interactions creates a robust network that is more likely to yield positive business outcomes. For instance, meeting potential clients or business partners at car shows or community events and then connecting with them online helps sustain and grow those relationships.
The Significance of Continuous Learning and TrainingAnother pillar of success that Myers stresses is the importance of continuous learning and regular training.
“We do train. I’m a firm believer in training. We train our leadership team daily,” Myers notes, emphasizing the structured training regimen his dealership adopts.
Training in Myers’ dealership is comprehensive and diversified to cover various aspects of the business. For example, Mondays and Thursdays are dedicated to follow-up strategies, ensuring all team members understand the importance of maintaining relationships with clients. Tuesdays focus on the sales process, where the team learns and internalizes the dealership’s unique sales methodology.
Moreover, Wednesdays offer a more introspective approach, often serving as therapy sessions where team members discuss their ‘why’—an exploration of their motivation and purpose. This holistic approach resonates with the idea that effective training goes beyond mere technical skills, encompassing personal development and emotional intelligence as well.
Fridays are reserved for celebrating successes, however small, reinforcing a positive mindset among employees.
“We cheer them on. So there are very specific things that we train on… It’s important to build their library and build them up,” Myers explains.
This continuous education model not only enhances the skills of individual team members but also aligns everyone with the dealership’s broader goals and values.
Effective Leadership and Empathy in ManagementLeadership in the automotive industry extends beyond authoritative management. Effective leaders, as Myers suggests, are empathetic and willing to foster a nurturing environment. He shares a personal story highlighting a mistake he made in handling an employee situation, which turned into a teaching moment.
“I handled something entirely wrong. I lost my temper… I knew that wasn’t me,” Myers recounts, emphasizing the importance of recognizing one’s faults and making amends.
This approach underscores a critical leadership trait: empathy. Understanding the struggles and challenges of employees and addressing them with compassion can significantly impact team morale and productivity. Managers should create safe spaces where open communication is encouraged, and team members feel valued.
Additionally, Myers highlights the importance of delegation and trust in effective leadership:
“If I’ve got to micromanage you, then you’re not the guy for the job,” Myers states, quoting wisdom from his father.
Delegating responsibilities to capable individuals allows for personal and professional growth within the team. It also fosters a culture of accountability and trust, essential elements for a thriving workplace.
By focusing on these leadership principles, Myers has maintained a successful, low-turnover dealership, where employees feel empowered and appreciated.
Broader Implications and Continuous ImprovementIn the larger context, these insights from Tracy Myers offer valuable lessons applicable beyond the automotive industry. Networking, continuous learning, and empathetic leadership are universal concepts that can drive success in various business domains.
Networking remains a cornerstone of professional growth. Whether you’re in automotive sales or another industry, expanding and nurturing your network can open doors to new opportunities and partnerships. Continuous learning ensures that both individuals and organizations stay relevant and competitive in an ever-evolving market. It’s essential to create a culture where learning is prioritized and celebrated.
Leadership, anchored in empathy and trust, fosters a positive work environment where employees feel motivated and connected. Such leadership not only improves retention rates but also cultivates a culture of excellence and innovation.
Final ThoughtsTracy Myers’ approach to the automotive business provides a roadmap for success rooted in timeless principles. Building and leveraging a strong network, committing to continuous learning, and leading with empathy are not just strategies but mindsets that can transform businesses. As you navigate your professional journey, remember to cultivate meaningful relationships, never stop learning, and lead others with compassion and trust. This holistic approach will not only propel your career forward but also create a legacy of positive impact within your industry.
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In this exciting and insightful episode of the Millionaire Car Salesman Podcast, hosts LA Williams and Tianna Mick, aka T 'Got Your Keys,' delve into the significance of accountability in automotive sales management! They kick off with a compelling discussion on the power of prompt responses to potential buyers and how it can boost sales outcomes. They highlight Podium's AI BDC tool as a game-changer for achieving rapid response times, setting the stage for a broader conversation on effective sales strategies and management techniques!
LA and Tianna also navigate listener questions, focusing on the theme of accountability versus micromanagement! They explore the differences between these approaches and their substantial impact on dealership dynamics. Don't miss this episode filled with valuable insights for automotive professionals looking to enhance their dealership's success!
Key Takeaways
Accountability vs. Micromanagement: Understanding the fine line between holding your team accountable and micromanaging their every move.
Creating Safe Environments: The importance of fostering a safe space for feedback to promote accountability without making team members feel scrutinized.
Emotional Intelligence: The critical role of emotional intelligence in leadership and its impact on team dynamics and performance.
Metrics and Systems: Utilizing data and systems to ensure accountability and streamline tasks without overwhelming the team.
Future of Management: Insights into how the future of management will evolve with an emphasis on emotional intelligence and effective accountability practices.
Resources:
Podium: Discover how Podium's innovative AI technology can unlock unparalleled efficiency and drive your dealership’s sales to new heights. Visit www.podium.com/industry/automotive-oem/ to learn more!
Dealer Synergy & Bradley On Demand: The automotive industry’s #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 industry’s 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!
The Power of Accountability in Automotive Sales Management Key TakeawaysAccountability is distinct from micromanagement. It's about enabling self-responsibility rather than imposing control.
Emotional intelligence (EI) is crucial for leadership, ensuring that leaders can adapt their management style to suit different team members.
Shared responsibility among team members fosters a cohesive, highly functional work environment, easing the burden on leadership.
The Line Between Accountability and MicromanagementIn the automotive sales world, one critical topic often overlooked is the nuanced difference between accountability and micromanagement. It’s essential for sales managers to understand these concepts clearly to create a productive environment where their sales teams can thrive. As LA Williams points out, “Winners love accountability but hate micromanagement.” This sentiment echoes through dealerships nationwide, emphasizing the need to hold team members accountable without stifling their autonomy.
Defining and Distinguishing ConceptsMicromanagement involves a manager incessantly overseeing every minor task, creating a restrictive environment. Williams explains, "If you got to keep checking on me every 15 minutes to see if I did something that you knew was going to take 4 hours in the first place, well, then that's micromanaging.” This approach often leads to frustration and a lack of motivation among team members.
On the other hand, accountability fosters self-responsibility. It allows for occasional check-ins while trusting team members to deliver results. This means framing expectations clearly and enabling employees to self-assess their progress. For instance, instead of repeatedly asking if a task is complete, a manager might say, “When you spoke to Shawn, what did he say about such and such?” This approach compels the salesperson to reflect on their own commitment and performance.
Implications for Sales TeamsThe shift from micromanaging to fostering accountability involves creating an organizational culture where expectations are transparent and aligned with the dealership’s goals. This nurtures a work environment where team members feel valued and empowered rather than scrutinized. Trusting them to complete tasks encourages ownership of their responsibilities, ultimately resulting in higher productivity and job satisfaction.
"Make July your New New Year's," suggests Williams, encouraging teams to treat mid-year benchmarks with the same vigor as new year's resolutions. This mindset shift can drive performance and foster a proactive approach to achieving sales targets.
Emotional Intelligence: The Cornerstone of Effective LeadershipEmotional Intelligence (EI) is more than a buzzword; it's a fundamental asset for any effective leader, especially in high-pressure sales environments. Leaders equipped with high EI can navigate team dynamics adeptly, ensuring that accountability measures are both fair and motivating.
Tailoring Your ApproachA key aspect of EI in leadership is understanding that different team members may require different management styles. Williams illustrates this by explaining, “I have to coach people differently because some people can take certain stuff and some people can't…It makes the manager weak who can't not yell when it’s time to not yell.” Recognizing individual needs and adjusting responses accordingly ensures that each team member receives the support and guidance they need to succeed.
Managing Emotions in ManagementThe ability to manage one's emotions and choose the right emotional response for any situation is a mark of a strong leader. Winners choose which emotion to use to get the desired result, rather than allowing emotions to control them. For example, Williams recounts how he might get quiet and start making phone calls during a time of distraction, prompting his team to follow suit without him having to say a word.
Jonathan Dawson’s technique is another excellent example: "When you did that thing, how did you want me to feel when you did that?" This kind of question encourages self-reflection and accountability, fostering an environment where team members are encouraged to think about the impact of their actions.
Real-World ImpactsIntegrating EI in management transforms dealership culture. As Tiana Mick notes, “If you realize that, okay, hey, yelling at this so-and-so employee might not get me the result that I want… You need to learn how to manage your different people, different relationships.” A leader who exhibits high EI can mitigate conflict, inspire performance, and build a cohesive team that works together seamlessly.
Building a Culture of Shared ResponsibilityOne of the most profound advantages of fostering a culture of accountability is the resultant shared responsibility among team members. When accountability becomes the norm, it not only eases the burden on leadership but also empowers the team to self-regulate and support each other.
Empowering the TeamWhen accountability is ingrained in team culture, leaders no longer need to manage every detail. As Williams explains, "When accountability is the norm, quote, unquote, sidelines don't mind holding people accountable.” This peer-driven accountability creates an environment where everyone is invested in each other’s success.
This approach is evident in real-world practices at leading dealerships. Williams recounts, "It's real easy around here…Every person will hold every other person accountable and they won't be shy about it.”
Practical Steps to Foster AccountabilityImplementing structured systems, like checklists or CRM tools, can significantly bolster accountability without being overbearing. Mick highlights the efficiency of these systems, stating, “If you, as a team member, took your responsibility, had your sheets and your numbers and your sheet and your system, then your manager just has to log in, go to your name, and see where you're at.”
By using metrics and systems, managers can provide clear, objective performance data that team members can reference and act upon independently. This method eliminates the need for constant oversight and fosters an environment where team members take responsibility for their progress.
Future Trends in ManagementAs the future of automotive sales management evolves, the emphasis on emotional intelligence and shared responsibility is likely to grow. Leaders who are emotionally intelligent and create a supportive yet accountable environment will be best positioned to succeed. They will be able to attract and retain top talent, reduce turnover, and foster a productive, enthusiastic team culture.
Understanding the difference between accountability and micromanagement, honing emotional intelligence, and fostering a culture of shared responsibility are not just abstract concepts; they are actionable strategies that can transform a dealership's dynamic. Leaders who invest in these strategies will not only see a marked improvement in team performance but also create a more satisfying work environment for their employees. This holistic approach to management is the future of successful automotive sales leadership.
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Welcome to another exhilarating episode of the Millionaire Car Salesman Podcast featuring LA Williams and Sean V. Bradley as they navigate through the tumultuous yet exciting automotive industry landscape. This dynamic duo dives deep into recent issues, providing insights on how to master adverse situations and leverage innovative solutions like artificial intelligence and international staffing to safeguard and enhance dealership operations.
In this episode, Sean and LA discuss the extensive impact of the CDK cyber attack that affected around 15,000 dealerships, leading to an estimated 100,000 fewer cars sold in June 2024 alone. They break down how dealerships can better prepare for such crises by focusing on essential backup plans, seamless lead routing, and the power of artificial intelligence. The duo elaborates on how some dealers turned to manual systems and collaborative strategies to stay operational during the outage. Additionally, they spotlight the importance of HR strategies and how international staffing can be a game-changer for your dealership.
Tune in to gain valuable insights and practical advice that can transform your dealership's approach to crisis management and operational efficiency. Don't miss this opportunity to learn from the best in the industry!
Key Takeaways
Importance of preparedness in dealing with unexpected crises like cyber attacks.
Strategies for handling automotive industry disruptions, such as lead rerouting and manual backups.
Leveraging artificial intelligence to maintain operations and enhance customer interactions.
Utilizing international staffing solutions to fill HR gaps and improve overall dealership performance.
Upcoming Dealer Synergy events and initiatives aimed at transforming the automotive industry.
Resources:
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 & Bradley On Demand: The automotive industry’s #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 industry’s 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 Cyber Attacks and Embracing AI in Automotive Dealerships: Insights and Innovations Key TakeawaysProactive crisis management: Emphasize preparation and rapid response to potential cyber threats to minimize business disruptions.
AI and international employees: Leveraging AI and international talent can enhance operational efficiency and service quality.
Continuous innovation: Staying ahead of technological advancements and evolving business practices to ensure long-term success.
Proactive Crisis Management Amid Cyber ThreatsRecent events in the automotive industry underscore the vital importance of preparing for and managing crises. Sean V. Bradley and LA Williams of Dealer Synergy delve into the ramifications of the recent CDK cyber attack that impacted 15,000 dealerships, revealing essential strategies for resilience and recovery.
Redirecting Communication ChannelsOne immediate response to the cyber outage was rerouting leads to different email addresses to maintain communication with potential buyers. Bradley emphasizes the necessity of such measures to mitigate the effects of system failures:
"First of all, there was a major outage, so our systems were down throughout the country. But keeping the public informed and maintaining communication was key."
Such proactive measures ensure that businesses remain functional during crises, even if they cannot rely on standard operational procedures.
Utilizing Paper FormsAnother adaptive strategy during the CDK outage was reverting to paper forms. Many modern dealerships, accustomed to digital processes, were unprepared for a scenario where they needed to operate without digital systems.
"Some dealerships didn't even have paper buyer's orders," Bradley notes, highlighting a critical oversight that can be easily rectified through preparedness.
Ensuring that essential documents, like buyer’s orders and trade appraisals, are available in physical form can serve as a contingency, providing a fallback when digital systems are inaccessible.
Leveraging AI and International TalentIn an industry increasingly shaped by technological innovations, the integration of AI and international employees is emerging as a transformative strategy. Bradley and Williams explore how these tools can address labor shortages and enhance dealership operations.
Artificial Intelligence in Crisis ManagementArtificial intelligence (AI) played a crucial role during the CDK outage. By redirecting leads to AI-powered platforms like Podium, dealerships were able to maintain customer engagement despite significant disruptions.
"Dealers rerouted all their leads to their podium AI platform, allowing them to intelligently organize follow-up communications and keep track of customer interactions," explains Bradley.
With AI handling communication, dealerships can ensure consistent customer service and engagement, even when internal systems are compromised. This approach not only addresses current issues but also sets a precedent for handling future crises more effectively.
International Employees (W8 Ben Employees)Bradley introduces the concept of W8 Ben international employees, particularly from countries like the Philippines, as a solution to the automotive industry's labor challenges. These employees, functioning as general contractors, provide a myriad of operational benefits without the overhead costs associated with traditional employment.
"They work on a Zoom call all day, using Voice over IP phone systems to take consumer calls and manage CRM systems just like they were sitting in the dealership's office,” Bradley explains.
The integration of international employees helps dealerships manage high operational volumes without the added financial burden of domestic employment laws and costs, allowing for a streamlined and efficient workflow.
Continuous Innovation for Long-Term SuccessInnovation remains a cornerstone of success in the automotive industry. Bradley and Williams emphasize the importance of staying ahead of technological trends and evolving business practices to ensure long-term growth and resilience.
In-House Call CentersA novel approach is the development of in-house managed call centers, such as a potential expansion into Belize for Dealer Synergy.
"Imagine creating a team that we can train with our regimens, CRM processes, and artificial intelligence, leveraging the best practices we’ve built over years in the industry," muses Bradley.
By establishing call centers in regions with favorable labor conditions and time zones, dealerships can maintain high service standards while managing costs effectively.
Expanding Industry EngagementDealer Synergy's ongoing involvement in high-profile events and collaborations, such as speaking at NADA 20 groups and expanding contracts with OEMs like Toyota, reflects a commitment to industry leadership and continuous improvement.
"We are collaborating with NADA's 20 groups and expanding our relationships with Toyota OEM, among other initiatives," Bradley shares, demonstrating a proactive approach to fostering industry partnerships and driving innovation.
These engagements not only enhance industry knowledge but also ensure that dealerships remain at the forefront of best practices and technological advancements.
Navigating cyber threats and embracing technological advancements are imperative for automotive dealerships aiming for long-term success. By implementing proactive crisis management strategies, leveraging AI and international employees, and continuously innovating, dealerships can resiliently navigate disruptions and capitalize on emerging opportunities. The insights from Bradley and Williams highlight the necessity of preparedness and adaptability in an ever-evolving industry landscape.
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In this engaging episode of the Millionaire Car Salesman podcast, host Sean V. Bradley converses with Angel Gross, part-owner of 144 Motors—an independent dealership in Goldsboro, North Carolina. With aspirations to significantly increase sales, Angel seeks Sean's expert advice on strategies to enhance traffic and conversion rates at her dealership!
Tune in to hear Sean's insights on effective tactics for boosting dealership performance, including innovative approaches to marketing, inventory management, and building a strong referral network. This episode is packed with valuable takeaways for anyone in the automotive industry looking to drive more traffic and increase sales! Don't miss out on these expert tips that can transform your dealership's success!
Key Takeaways
Optimize Your Website: Ensure that your dealership’s website is SEO-friendly and drives traffic directly to your Vehicle Display Pages (VDPs). Consider using a professional service specializing in automotive websites.
Leads and Advertising: Consider online classifieds and third-party lead providers like AutoTrader, cars.com, and TrueCar, but be mindful of costs and the need for high-quality leads.
Inventory Acquisition Strategy: Develop relationships with local businesses such as motorcycle dealerships, RV dealerships, and more, to acquire vehicles through trade-ins rather than just auctions.
Referral Programs: Enhance your referral program to make it more enticing. Consider increasing payout amounts temporarily to stimulate immediate sales growth.
Leveraging Social Media: Utilize platforms like Facebook Marketplace for free advertising and consider paid social media ads for more targeted reach and lead generation.
About Angel Gross
Angel Gross is the part-owner of 144 Motors, an independent automobile dealership located in Goldsboro, North Carolina. Angel manages various operational aspects of the dealership, including inventory management and sales strategies. With a strong determination to boost sales and enhance business performance, Angel seeks innovative approaches to attract more customers and drive growth within a highly competitive market.
Resources
Dealer Synergy & Bradley On Demand: The automotive industry’s #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:
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 industry’s 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!
Proven Strategies to Boost Sales in Independent Dealerships: Insights from Sean V. Bradley and Angel GrossKey Takeaways
Diversify lead generation and acquisition strategies to combat slow traffic and sales.
Leverage organic SEO and strategic partnerships to enhance visibility and customer flow.
Invest in a robust referral network to generate consistent, high-quality leads.
The Power of Diversification in Lead GenerationIndependent dealerships often face the challenge of attracting sufficient traffic and generating leads. For Angel Gross and her dealership, 144 Motors in Goldsboro, North Carolina, this is a pressing issue. With a goal of increasing their monthly sales from 8-10 units to 20, diversification in lead generation strategies becomes essential. Sean V. Bradley, president of Dealer Synergy, emphasizes the need for multiple avenues to generate business opportunities.
"You need leads that, like, as someone your size, you need opportunities to do business," Bradley asserts. He highlights a comprehensive approach, suggesting online classifieds like Autotrader, Cars.com, CarGurus, Kelley Blue Book, and Edmunds. These platforms offer inventory-based opportunities by syndicating your listings, exploiting the SEO potential through Vehicle Display Pages (VDPs), and driving traffic directly to your dealership’s website.
However, Bradley also warns of the high costs associated with these services, which may not be cost-effective for smaller dealerships. For instance, Autotrader could charge up to $10,000 a month for their 'bells and whistles,' an investment that may be unrealistic for independent dealerships with limited budgets. Therefore, evaluating each service’s cost-benefit ratio is crucial.
The Strategic Use of Organic SEO and PartnershipsIn the digital age, having a robust online presence goes beyond just having a website. For 144 Motors, Bradley suggests focusing on making their digital footprint more effective through organic SEO and strategic content creation. He advises against over-reliance on paid Google Ads, which are not cost-effective given their low click-through rates.
Bradley emphasizes, "You should have a website that is designed the right way for your small business… focused on organic search engine optimization." This involves optimizing content on the dealership’s website, such as creating dedicated pages for special financing and bad credit solutions. These pages can significantly improve organic search rankings, making it easier for potential customers to find the dealership.
Moreover, Bradley champions leveraging strategic partnerships with local businesses to enhance visibility and generate leads. Establishing relationships with motorcycle dealerships, RV dealerships, and power sports dealerships can create a mutually beneficial arrangement where both parties profit from referrals and trade-ins. For instance, dealerships might receive vehicles that motorcycle dealers do not want to keep, thus broadening their inventory without the high costs associated with auctions and transportation.
Bradley states, "The auction is the worst thing for you guys." He explains that buying cars directly from local businesses or the public provides a more cost-effective and sustainable solution. By focusing on relationships and building a localized network, dealerships can secure better inventory while reducing operational costs.
Building a Robust Referral NetworkReferral networks can be a game-changer for independent dealerships, creating a sustainable flow of high-quality leads. Bradley passionately believes in investing in a robust referral program that motivates individuals to bring potential buyers.
"You have got to develop a referral network… I don't know if I'm going to break my neck for $200. But you're telling me I can make $700 by giving these people two deals?" Bradley's insight underscores the need for substantial financial incentives to compel potential referrers to actively participate in the program.
To illustrate, Bradley suggests targeting individuals with significant social reach, such as bartenders, tattoo artists, waiters, and other local business employees who interact with numerous people daily. These individuals can act as ‘informants’ who bridge the gap between the dealership and potential buyers. By offering higher referral fees, even on a temporary basis, dealerships can stimulate interest and increase the volume of qualified leads.
Through diversification in lead generation, strategic SEO use, local partnerships, and a robust referral network, independent dealerships like 144 Motors can navigate slow sales periods and reach their sales goals. By integrating these approaches, the potential for sustainable growth and market presence becomes more attainable, ensuring the dealership's long-term success. Engaging in continuous assessment and adaptation of these strategies will keep the dealership ahead in a competitive market, driving consistent customer traffic and sales.
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In this latest episode of the Millionaire Car Salesman Podcast, host Sean V. Bradley sits down with Bob Lanham, the Senior Vice President of Manufacturer Relations at CarNow, to explore the transformative impact of digital retailing in the automotive industry. Bob reveals how we are witnessing the second-largest digital shift since the advent of the internet, emphasizing the critical need for dealerships to seamlessly connect their digital and physical showrooms to meet the rapidly changing consumer expectations!
Sean and Bob passionately argue why embracing digital tools is essential for enhancing customer engagement and satisfaction. The conversation is packed with actionable strategies and real-life success stories from top-performing dealerships! Bob provides valuable insights on the power of data—how understanding and using it correctly can vastly improve customer experiences and boost dealer profitability.
The episode also features Cody Carter, who shares his firsthand experiences and remarkable success stories! He demonstrates the tangible benefits of integrating digital retailing into daily sales operations. Additionally, the discussion highlights the importance of training and process adaptation to fully leverage digital retail tools!
Don't miss out on this insightful episode that equips automotive professionals with the knowledge and inspiration to thrive in today's digital-driven market!
Key Takeaways
Embrace Digital Transformation: Understanding the connection between online engagement and physical showroom visits is crucial for modern dealerships.
Enhance Customer Experience: Investing in digital retail tools can significantly boost customer satisfaction and streamline the buying process.
Utilize Data Wisely: Properly analyzing and acting on data can increase lead quality and improve closing rates.
Learn from Industry Leaders: Examples from top dealerships and industry experts like Cody Carter illustrate the practical benefits of digital retailing.
Continuous Training and Adaptation: Regular training and willingness to adapt processes are key to successfully implementing digital retail strategies.
About Bob Lanham
Former Meta executive, Bob Lanham, has joined CarNow as their Senior Vice President of Manufacturer Relations. Bringing more than two decades of technology and leadership experience, Lanham is responsible for supporting sales, product development and marketing operations.
“Throughout my career I’ve partnered with many dealer platforms, and CarNow consistently topped the list of innovators,” said Lanham. “CarNow’s team has developed the platform with dealer experience and execution top of mind, which makes it a standout system that directly drives sales and service revenue. I’m so excited to join the team at this very promising juncture.”
Lanham is an experienced technology professional who has served in key marketing and sales roles at leading brands such as Microsoft, Yahoo, Hulu, Shazam and Meta. He will play a critical role in ensuring CarNow’s enablement of the success of its customers and partners by expanding its collaboration with its more than 25 OEM partners.
“Bob is a truly respected and accomplished leader who has spent his career at the forefront of innovation in technology,” said Andy Park, CEO of CarNow. “I’m thrilled to welcome him to our leadership team where his experience and strategic vision will be pivotal in shaping the next chapter of growth for CarNow and our customers.”
As the Head of Automotive Retail at Meta, Lanham developed the company’s automotive retail narrative and strategy, writing its first-ever “Automotive Playbook for Dealers” that is used daily by automotive professionals around the world. Lanham has spoken at more than 500 industry, OEM and dealer events globally. He began his career selling automobiles, working in the F&I office, and serving as an internet manager at Toyota of Sarasota. Lanham earned a Bachelor of Science from Elon University.
Resources
Dealer Synergy & Bradley On Demand: The automotive industry’s #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:
Dealer Synergy: The #1 Automotive Sales Training, Consulting, and Accountability Firm in the Automotive Industry! We have been building Internet Departments and BDCs for over two decades! It is this experience that has allowed us to develop the absolute best automotive Internet Sales, BDC, and CRM solutions for car dealerships. We have created the most effective training programs and processes. Phone scripts and rebuttals are our specialties, while CRM action plans, strategies, and templates are our expertise! Dealer Synergy will take both your tools and your people to the next level.
Bradley On Demand: Automotive Sales Industry’s #1 Interactive Training, Tracking, Testing and Certification Platform. With over 7,500 training modules, our platform has everything you and your dealership need to sell more cars, more often and more profitably!
The Digital Showroom Revolution: Connecting Online and Offline ExperiencesAs Bob Lanham eloquently states, "We are entering what I think is the second biggest digital transformation since the introduction of the Internet." The modernization of digital retailing tools is not just about convenience; it’s about transforming the entire car buying and selling process. In the automotive industry, the distinction between digital and physical showrooms is fading, necessitating an omnichannel approach to meet consumer expectations.
"71% of consumers say that they'd likely complete their next vehicle purchase using an omnichannel approach," Lanham notes, highlighting the importance of integrating online research with in-store experiences seamlessly. This adaptation is crucial, especially when only 8% of consumers prefer to shop entirely in person. Lanham reinforces that dealers need to accommodate every customer type—whether completely digital or totally traditional—to succeed in today's competitive market.
Being adaptable is no longer optional; it is a critical component of providing an exceptional customer experience. Dealers adopting digital tools have seen substantial increases in purchase satisfaction, breaking a three to four-year plateau.
Leveraging Data for Superior Customer Experience Understanding and Utilizing Digital Retailing BehaviorIn the realm of digital retail, understanding consumer behavior through data analysis is critical. As Lanham observes, "Consumers are simply trying to figure out what they can or can't afford against a vehicle on your lot." To capitalize on this behavior, dealerships must provide a transparent, frictionless online experience that aligns closely with the in-store process.
Lanham emphasizes, "Most digital retailing solutions still to this day are not set up to sell cars solely online. Many states still require that wet ink, so they have to come in anyway." This reality stresses the importance of not viewing digital retailing tools as mere lead generators but as comprehensive facilitators of the buying process.
He also provides valuable insight into the effectiveness of removing lead gates: "When someone cancels from car, now when we have a dealer say, hey, I no longer want to use your digital retailing solution, believe it or not, our number one competitor that we lose digital retailing to is to no digital retailing." This highlights how resistance to change can impede progress. By removing lead gates and allowing customers to proceed further into the buying process, dealerships can significantly improve lead quality and reduce friction.
The Cody Carter Phenomenon: A Case Study in digital retailing ExcellenceCody Carter, the world’s top car salesman in 2023, provides a stellar example of the transformative power of digital retailing. Carter’s approach showcases how seamlessly integrating digital tools into sales processes can yield extraordinary results.
"He doesn’t sell cars like the rest of us do," says Sean V. Bradley. Carter utilizes a dedicated website, complete with a robust digital retail tool, to streamline deals before customers even step foot in the dealership.
When customers visit Cody's site, they can select their vehicle, choose financing options, and complete substantial parts of the transaction online. Carter points out, "Most digital retailing tools are roughly the same, so you'll be able to get the same type of idea at your dealership, whatever retail tool you're using." This process not only enhances customer convenience but also allows Carter to handle a remarkable volume of sales efficiently.
Carter’s strategy revolves around transparency and ease of use, empowering customers with the information and control they need to make informed decisions. "Those deals just become so easy. You just have them constantly coming through on the carousel right into your showroom," Carter explains, showcasing the power of a well-implemented digital retailing solution.
Enhancing the Showroom Experience with Digital Retailing Tools Streamlining Sales Processes for Efficiency and Customer SatisfactionDigital retailing doesn't stop at the website; its principles are equally critical within the showroom. The integration of tools like Toyota's Smartpath can revolutionize the traditional sales process by combining modern technology with the personal touch of in-store interaction.
"Digital retailing helps us either directly through your phone or through an iPad that you can carry with you in the showroom," explains Carter. By leveraging these tools, sales consultants can provide accurate and immediate information without the back-and-forth traditionally required. This not only builds trust through transparency but also enhances the overall customer experience.
The ability to track consumers' online actions and translate that into a smooth in-store experience is a game-changer. Lanham illustrates this with an example: "We have some stores that have two monitors. One monitor facing the consumer, one monitor that's for the sales representative." This dual-display system ensures that both parties are on the same page, fostering a more collaborative and transparent sales process.
Facilitating Better In-Store Engagement through TechnologyUsing digital retail tools in the showroom aligns the technological advantages of online shopping with the personal engagement of in-store experiences. As Lanham shares, "If those that use car now, when they come into the store, if they have that barcode, that confirmation, they can take a picture of that barcode. And the second they take a picture of that barcode, it checks that consumer into the showroom experience." This seamless transition from online to offline helps maintain the momentum of the purchase journey, enhancing customer satisfaction and increasing the likelihood of closing the deal.
Furthermore, ensuring that sales representatives are well-versed with these tools is vital. Training and proper implementation can lead to a more efficient and productive dealership. Lanham advises, "Take the training seriously and test and learn. I'll give you a great example. We deal with a number of the larger groups throughout the country, and one group has designated specific sales consultants to only handle the digital retailing ups, and they have to earn it."
Embracing the potential of digital retailing is not just about installing a new tool; it’s about fundamentally transforming the car buying experience. The goal is to create a seamless connection between online research and in-store purchases to meet modern consumer expectations. By understanding and leveraging consumer behavior data, fostering transparency, and seamlessly integrating technology into the showroom experience, dealerships can significantly enhance customer satisfaction and drive higher sales volume.
The insights shared by industry leaders in this transcript showcase the undeniable benefits of adopting digital retailing tools. As Bob Lanham aptly puts it, "Digital retailing is simply taking the in-store process and bringing it online." This blend of technology and traditional sales techniques is not just the future—it’s the present, and those who adapt will thrive in this new landscape.
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