Millionaire Car Salesman Podcast

We’re kicking off 2024 in this insightful episode of the Millionaire Car Salesman Podcast, your host, Sean V. Bradley, is joined by Steve Roessler, co-founder of DriveCentric. Together, they delve deep into the pivotal role of CRM technology in the automotive industry and its transformative impact on customer engagement in the Automotive Industry!

Sean and Steve provide valuable insights into the current state of CRM and the technology within it in the automotive industry! Both advocate for a shift in focus from transactional to relational communication, emphasizing the pivotal role CRM systems play as the heart of a dealership. The discussion explores the transformative power of video emails and text messages in fostering personalized and engaging interactions with customers.

Furthermore, Steve delves into the integration of AI, particularly Chat GPT, into CRM systems. He illustrates how AI technologies can revolutionize customer engagement by automating responses and assisting salespeople with prompts, ultimately enhancing efficiency! The episode concludes with a forward-looking perspective on the future of CRM, highlighting the significance of conversational marketing and the role of AI in optimizing communication processes within dealerships! Tune in to gain valuable insights into maximizing the potential of CRM technology and staying ahead in the automotive industry!

Key Takeaways

• CRM technology is the heart of a dealership and should be used to foster engagement and build relationships with customers
• Video emails and text messages are powerful tools for creating personalized and engaging communication with customers
• AI, such as Chat GPT, can enhance CRM systems by automating responses and providing prompts for salespeople
• The future of CRM in the automotive industry lies in conversational marketing and leveraging AI to streamline communication and improve efficiency

"The best CRM is the one that's used." - Steve Roessler, DriveCentric

About Steve Roessler

Steve is recognized as one of the most prominent voices in automotive advocating for dealerships, customers, and the community. Steve was rated #2 NADA Most Popular Speaking Session, and won 2022's AWA Best Speaker Award. With his infectious personality, audiences enjoy a learning environment that’s fun, inclusive, and informative. Steve has been educating the automotive community for over 10 years, but has another 15 years of expertise servicing customers and teaching them to embrace new technology and long-term strategies that drive sales and market share growth while providing an exceptional customer experience.

Introduction

In the fast-paced world of automotive sales, staying ahead of the competition is crucial. One of the most powerful tools at a dealership's disposal is a Customer Relationship Management (CRM) system. However, many dealerships struggle to fully harness the potential of their CRM, leading to missed opportunities and lost revenue. In this article, we will explore the key challenges faced by dealerships in relation to CRM and how innovative solutions, such as Drivecentric's AI integration, are revolutionizing the industry.

The Importance of Cultivating Relationships

In any sales industry, building relationships with customers is paramount. However, in the automotive industry, where the majority of interactions occur online, cultivating these relationships digitally is essential. Traditional CRM systems have focused primarily on database management, but the future lies in engagement-first approaches. As Steve Roessler, CEO of Drivecentric, explains, "We're teaching stores to think engagement first and database second. Customers are buying cars faster than ever, and we need to adapt to this new reality."

According to Roessler, one of the key challenges faced by dealerships is the shift from in-person interactions to digital showrooms. To bridge this gap, dealerships must embrace conversational commerce. This means using tools such as gifs, memes, and videos to create engaging and personalized conversations with customers. As Roessler points out, "Texting is the number one form of communication, and we need to leverage that. By using gifs, memes, and videos, we can create a more relatable and engaging experience for customers."

The Rise of Video

Video has emerged as one of the most powerful mediums for communication. It allows for the conveyance of sight, sound, motion, and emotion, creating a more immersive experience for customers. According to Roessler, dealerships that utilize video emails and video text messages see significant increases in open rates and engagement. He cites a 35-store group that saw an average $400 gross increase on the front-end with video versus no video. The key is to make videos persona...

In this riveting episode of the Millionaire Car Salesman Podcast, host Sean V. Bradley delves into the extraordinary success journey of David Gutierrez, a standout car salesman at Easy Honda. David's remarkable story unfolds as he reveals the ingenious techniques and strategies that propelled him into the coveted six-figure income bracket within just one year in the automotive sales realm.

Listeners are treated to an insider's perspective on David's emphasis on community engagement as a pivotal factor in building a strong and loyal customer base. The conversation takes an intriguing turn as David shares how he leverages cutting-edge tools such as AI and ChatGPT to revolutionize customer interactions, showcasing the transformative potential of technology in automotive sales.

Central to David's success is his unwavering commitment to education and continuous self-improvement, highlighting the indispensable role of training and podcasts in staying at the forefront of the industry. As a trailblazer who adeptly navigates the ever-evolving market dynamics, David Gutierrez stands as a beacon of inspiration for aspiring sales professionals, offering valuable insights for those aiming to carve out a thriving career in the competitive world of automotive sales. Tune in to this episode to glean wisdom from David's journey and discover the keys to achieving excellence in the automotive sales arena.

Key Takeaways

• Success in automotive sales is significantly enhanced by supporting and engaging with the community
• Embracing new technologies like AI and ChatGPT can yield positive results in customer communication
• Continuous self-improvement through resources like industry podcasts is essential to personal growth
• Strategic financial planning and investment in assets, like real estate, are crucial for long-term wealth
• Establishing a relationship and understanding the customer’s needs is fundamental to closing sales

"Every morning on the way to work... I listen to the podcast every single morning, and I train every single morning all the time."

- David Gutierrez, Sales Consultant at Easy Honda (Houston, TX)

About David Gutierrez

David Gutierrez, a dynamic and ambitious young professional, has swiftly ascended the ranks in the competitive world of automotive sales. At just 23 years old, David has not only exceeded the six-figure earnings mark but has also become a standout performer at Easy Honda in Houston, Texas.

Originally from Mexico, David's journey in the automotive industry began when he relocated to Houston at the age of 7. Growing up, his exposure to the business was through his father, who worked in various capacities within local dealerships. However, it wasn't until 2021, amid pandemic-induced challenges, that David found himself stepping into the world of car sales.

Starting as a porter, David worked for an owner with multiple dealerships in California, where he gained insights into the industry. His path took a turn when, after a few months, he transitioned to sales. In September 2022, David joined a Honda dealership in Houston, selling used cars. Under the guidance of mentors and with a determination to learn and grow, he quickly made his mark.

In his early months, David achieved a significant milestone by earning his first $10,000 in a single month, a feat that sparked his realization of the vast opportunities in the automotive sales arena. Fueled by a desire for personal and professional development, David committed to self-improvement, mindset refinement, and goal setting.

His efforts bore fruit as he consistently sells over 20 cars per month, securing the position of a top salesperson in the pre-owned department for seven consecutive months. Beyond personal success, David sees his journey as a means to positively impact his family's life and envisions this as just the beginning of his upward trajectory in the automotive sales industry.

Connect with David on Instagram: @cardealsbydave

Phone Number: 832-282-4860

David Gutierrez is not merely a car salesman; he's a testament to the transformative power of dedication, hard work, and a relentless pursuit of excellence in the pursuit of one's goals.

The world of automotive sales is a battleground, with cutthroat competition and relentless demands for success. Amidst this high-stakes arena, it's the stories of professional growth and financial triumph that ignite a spark of inspiration in both industry veterans and novices. The transcript of a conversation between Sean V. Bradley and rising star David Gutierrez offers a glimpse into the dynamics that drive profitability and exponential sales in the automotive sector.

Key Takeaways:

• Establishing deep co...

This week on the Millionaire Car Salesman Podcast, Sean V. Bradley continues the conversation with Geno Kyle, General Sales Manager at Hubler Automotive Group in Indianapolis, IN. The automotive industry, as a whole, needs to go back to the basics: Road to the Sale, Customer Worksheet, Customer Needs Analysis, etc. Having forms that both new and veteran sales professionals can use accurately leads to the best customer experience at any dealership. What other basics and secrets can these industry giants dish out? Listen in to see what else you can implement at your dealership.

About Geno Kyle

Geno Kyle has been in the automotive industry for 30 years. At the start of his career, he had an interview at a dealership and was told he needed the commitment or talent to be a salesperson. He did not let that deter him from becoming who he is today. Car salesmen trained under Geno Kyle’s expertise have sold between 36-40 cars a month. He believes and trains on the concept that having faith in yourself, doing things outside of what you see every day, and mapping out the blueprint to your goals is key to major success.

About Hubler Automotive Group

The Hubler Automotive Group has been serving Indiana drivers for nearly 60 years with top-notch car sales, service, and financing. Franklin Hubler founded the Hubler Automotive Group in 1961 when he bought a Chevrolet dealership in Indianapolis, IN. Now -- three generations later -- we have 14 locations in seven counties throughout Central Indiana. That makes us one of the largest dealership groups in the state. If you’re looking to buy a new car, service the vehicle you own or browse an impressive selection of used cars for sale in Indiana, turn to one of the Hubler Automotive Group dealerships.

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 Podcast: is the #1 resource for automotive sales professionals, managers, and owners. Also, join The Millionaire Car Salesman Facebook Group today!

The Against All Odds Radio Show: Hosting guests that have started from the bottom and rose to the top. Also, join The Against All Odds Radio Show Guests & Listeners Facebook Group for the podcasted episodes.

For more interactivity, join The Millionaire Car Salesman Club on Clubhouse.

Win the Game of Googleopoly: Unlocking the secret strategy of search engines.

The Millionaire Car Salesman Podcast is Proudly Sponsored By:

Money Mind Mapp (M3): Visit MoneyMindMapp.com for help in revolutionizing your business to help you sell more cars by tracking, projecting, and forecasting your personal sales goals!

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 needs to sell more cars, more often and more profitably!

In this strategic episode of the Millionaire Car Salesman Podcast, your host, L.A. Williams, delves into the art of effective negotiation in the automotive sales arena! The Blind Master shares key insights and techniques, underscoring the pivotal role of active listening and the mirror technique in signaling genuine understanding to customers. This episode explores the potency of strategic silence and its ability to prompt customers to divulge more information willingly.

LA introduces the concept of "no-oriented questions" and elucidates their role in countering superficial affirmations from customers. The discussion underscores the importance of fairness in negotiations and recommends the use of accusation audits to preemptively address potential objections. LA highlights the value of role-playing and the strategic use of emotional labeling to foster transparency and achieve success in the sales process!

In the world of car sales, mastering the art of negotiation over the phone is where the money is truly made. Tune into this episode to elevate your negotiation skills and unlock new levels of success in automotive sales!

Key Takeaways

• Use the mirror technique to repeat back the last few words a customer says, showing that you are actively listening
• Strategic silence can encourage customers to share more information and allow ideas to resonate in their minds
• No-oriented questions can counter the counterfeit yes and provide a more honest response from customers
• Fairness is crucial in negotiations, and presenting fair options can lead to successful outcomes
• Role-playing scenarios with colleagues can help salespeople prepare for different situations and improve their skills
• Labeling customers' emotions can create transparency and address potential objections before they arise

"Role-playing scenarios with colleagues can help salespeople improve their skills and handle different situations." - L.A. Williams

About LA Williams III aka The Blind Master

L.A. Williams is the Vice President of Dealer Synergy. He has 12+ years of automotive sales experience and has made it his mission to help, educate and level up anyone he comes in contact with. LA once started as a frontline analyst for the organization, but quickly worked his way through the ranks to most recently landing him his current role of Vice President and an official company partner. Although LA holds an executive position with Dealer Synergy, he is completely “hands-on” with the Dealer Synergy family of programs.

LA is the preeminent subject master on “Phone Sales” in the Automotive Sales Industry and has earned the nickname and title of “The Blind Phone Master”. LA has been blind for 35+ years and has focused his energy on the art of sound, tone, and inflection. With his inability to see and only hear, he can solely judge a person’s phone abilities and verbal tools based on what they say and how they say it. This makes him the perfect coach and phone sales expert on planet Earth. LA has trained thousands of Automotive Sales professionals, Internet / BDC professionals, Sales Managers, General Managers and Dealer Principals on how to dominate the phones with his “The Blind Phone Master’s Phone Sales Mastery” strategies.

Furthermore, LA is an NADA Convention Speaker and a frequent 20 group speaker, including the official Internet Sales 20 Group . In addition to his training and speaking engagements, LA is the official co-host of the globally known Millionaire Car Salesman Podcast and a moderator of the Millionaire Car Salesman Facebook Group.

LA is also a very successful music producer. He has produced tracks for Dr. Dre, Lil Wayne, Katy Perry, Karina Bradley, and scores more. In addition to having worked with some of the best in the music industry, LA has worked in movies. He was even the voice for Jigsaw in 4 of the SAW movies! LA has taken his music producer, audio, and voice talent to bring a strong form of “entertrainment” to the industry and has blessed us with many motivating and fun remix tracks, applicable to the automotive sales industry.

Introduction

In the world of automotive sales, negotiation skills are crucial for success. While many sales professionals are already talented in their craft, there is always room for improvement. In this article, we will explore the power of negotiation and how it can take your sales game to the next level. Drawing from my experience working with renowned negotiator Chris Voss, I will share some of the techniques and strategies that have proven to be highly effective. By implementing these tactics into your daily process, you can enhance your ability to listen to customers, address their concerns, and close deals with confidence.

The Mirror Technique:

One powerful negotiation...

This week on the Millionaire Car Salesman Podcast, Sean V. Bradley and L.A. Williams are back together and answering the Millionaire Car Salesman Facebook Group questions. If you’ve ever asked yourself any of the following questions:

• What are the five most important things a new salesperson should focus on as they begin their new career?
• Are you new to the automotive industry?
• Wondering how to market your previous work experience into a job in the automotive industry?
• What are the best franchises to work for?
• How can you maximize your internet efforts?

These questions build the foundation for the automotive sales force of today and beyond. So arm yourself with the answers to build your own future.

About Dealer Synergy

Dealer Synergy is an Award-Winning Training, Consulting, and Accountability firm that has built the most profitable Internet Sales and Business Development departments for Automotive Dealerships across North America. Clients will have access to live support from our expertly trained Management Team, our Technology Team, to assist with all website, graphics, video production, and social networking needs, and our team of analysts who excel in human resources, mystery shopping, and phone training!

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 Podcast: is the #1 resource for automotive sales professionals, managers, and owners. Also, join The Millionaire Car Salesman Facebook Group today!

The Against All Odds Radio Show: Hosting guests that have started from the bottom and rose to the top. Also, join The Against All Odds Radio Show Guests & Listeners Facebook Group for the podcasted episodes.

For more interactivity, join The Millionaire Car Salesman Club on Clubhouse.

Win the Game of Googleopoly: Unlocking the secret strategy of search engines.

The Millionaire Car Salesman Podcast is Proudly Sponsored By:

Money Mind Mapp (M3): Visit MoneyMindMapp.com for help in revolutionizing your business to help you sell more cars by tracking, projecting, and forecasting your personal sales goals!

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 needs to sell more cars, more often and more profitably!