The Dealer Playbook
Michael Cirillo
The Dealer Playbook is the top-rated podcast for automotive professionals who want to dominate the retail industry. Hosted by Michael Cirillo, this show delivers expert interviews, proven strategies, and actionable insights to help you sell more cars, lead stronger teams, and grow thriving dealerships. Whether you work in sales, service, F&I, marketing, or management, you’ll gain the tools and confidence to excel in a rapidly evolving market.
Join thousands of listeners every week who trust The Dealer Playbook as their go-to resource for career growth and dealership success. Subscribe now and unlock the secrets to staying ahead in the fast-paced world of retail automotive."
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Top 10 The Dealer Playbook Episodes
Goodpods has curated a list of the 10 best The Dealer Playbook episodes, ranked by the number of listens and likes each episode have garnered from our listeners. If you are listening to The Dealer Playbook for the first time, there's no better place to start than with one of these standout episodes. If you are a fan of the show, vote for your favorite The Dealer Playbook episode by adding your comments to the episode page.
10/25/18 • 53 min
No matter what your past looks like, you have control of your future. Shawn Hays shares his inspirational story about how the car business helped change his life. Co-founder of the Sales Hustler movement, Shawn explains the most critical elements of being a successful car salesperson. Hint, it may not be what you think.
Check out the Sales Hustlers group on Facebook: https://www.facebook.com/groups/saleshustlers/
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Sell Like A Pro: A Game-changing Video Hack For Car Dealers
The Dealer Playbook
10/19/23 • 15 min
We all want more customers right? In this highly competitive world of auto - industry, turning prospects into loyal customers is a crucial skill for success. But It's always crucial to nurture prospects from the start so they become clients.
Well in this episode, I want to share an exciting and innovative strategy with you that will revolutionize the way you turn prospects into loyal customers. So, whether you're watching this on YouTube or listening in, stick around because what we're about to dive into is a game-changer.
What We Discuss In This Episode:
Have you ever wondered how industry giants like Uber, Airbnb, and Amazon achieved their success without inventing something entirely new?
In this episode, I delve into the concept that innovation isn't necessarily about groundbreaking ideas but about reimagining and assembling existing tools in a fresh way. I challenge the notion that innovation is reserved for those with billion-dollar budgets and instead emphasize how every dealership can leverage what they already have to create extraordinary experiences for customers.
Key Takeaways:
It's Not About What You Have, but How You Use It:
I break down the myth that innovation requires inventing something entirely new. Drawing parallels with companies like Uber and Airbnb, I reveal that their success lies in creatively combining existing elements.
Assembling the Automotive Ecosystem:
Explore how your dealership already possesses the tools for success—internet, phones, cameras, CRMs, DMSs, and vehicles. The key is in assembling these components to craft a seamless experience for your customers.
The Personalized Connection Strategy:
Discover a simple yet powerful strategy using your CRM, smartphone, and a dash of creativity. Learn how personalized videos addressed to each customer can deepen relationships, encourage repeat visits, and set your dealership apart.
Imagine a world where every interaction with your audience feels personal and meaningful. Personalized videos allow you to connect with your customers on a deeper level, creating a sense of exclusivity and making them feel valued. This level of customization goes beyond simply addressing the viewer by name; it involves understanding their preferences, needs, and interests.
When a viewer receives a video that speaks directly to them, it becomes more than just a marketing message; it becomes a conversation. By tailoring your content to their specific needs, you can establish a sense of trust and credibility. This personalized approach shows that you understand their pain points and are committed to providing solutions.
I'd love to hear your thoughts on this strategy or any innovative ideas you've been contemplating. Connect with me on LinkedIn, Facebook, or Instagram, or wherever youlisten to our podcast.
Listen to the full episode for insights and context from me!
⭐️ Like this show? Please leave us a review here — even one sentence helps! Consider including your LinkedIn or Instagram handle so we can thank you personally!
Connect with Michael Cirillo
More Dealers Are Choosing To Partner with FlexDealer
Looking for a reliable, high-performance dealership marketing partner? Visit https://www.flexdealer.com to discover why more and more dealers are choosing them over big-box providers.
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The Power Of Inventory In Your Dealership, Starting a Business With a Friend, The Future of Auto Retail | Dan Collingridge
The Dealer Playbook
12/28/23 • 25 min
It all began with automotive inventory management software.
I never imagined I'd end up in the automotive industry. Back in the day, my childhood buddy Dan Collingridge and I had this grand plan of starting a record label and radio station dedicated to alternative rock music, the dream we called 1500 am THE PITT. I went to school to chase my sound engineering certificate, and Dan pursued his master’s degree in computer science. We were on the brink of making THE PITT a reality!
Life had different plans, though. As adulthood kicked in, I found myself in the automotive world, merchandising vehicles for dealer groups across Vancouver, Canada. With each passing day, my exposure to the industry deepened, and so did my desire to assist the dealers I worked with.
That's how the idea came from. We crafted what is now the most dependable inventory management software in the industry.
As for that sound engineering degree, I may not have become a famous radio DJ, but it did inspire me to launch The Dealer Playbook podcast.
What We Discuss In This Episode:
- The Unlikely Partnership: Dan and I reflect on the remarkable journey from being friends since high school to becoming successful business partners. We explore the unique dynamics of turning a long-lasting friendship into a thriving CEO-CTO collaboration.
- Finding the Perfect Harmony: Discover the secrets behind the success of our partnership. We unveil how our distinct personality traits, honed through years of friendship, became the driving force behind FlexDealer.com's innovation.
- The Birth of FlexDealer.com: Dan spills the beans on how the initial idea of creating a portal for dealerships evolved into a comprehensive inventory marketing system that puts speed and control back in the hands of dealers.
- Culture as the Fuel: We delve into the significance of cultivating a positive corporate culture. Dan shares his insights on maintaining a vibrant company culture, emphasizing the importance of finding the right people to sustain the unique vibe of FlexDealer.com.
- Inventory as the Nucleus: As we navigate through the complexities of the automotive industry, Dan sheds light on the critical role of inventory in our technology-driven era. Learn how FlexDealer.com's innovative solutions empower dealerships to streamline processes, from capturing inventory to rapid market deployment.
- The Future of Auto Retail: We wrap up the episode with a glimpse into the future of auto retail. Dan discusses the challenges and opportunities that lie ahead and how technology will continue to shape the landscape of the automotive industry.
Listen to the full episode for insights and context from Dan Collingridge!
⭐️ Like this show? Please leave us a review here — even one sentence helps! Consider including your LinkedIn or Instagram handle so we can thank you personally!
Thanks, Dan Collingridge!
If you enjoyed this episode featuring Dan Collingridge, support us by clicking the links!
Connect with Dan Collingridge on LinkedIn
Connect with Michael Cirillo
Connect with Michael on LinkedIn
More Dealers Are Choosing To Partner with FlexDealer
Looking for a reliable, high-performance dealership marketing partner? Visit https://www.flexdealer.com to discover why more and more dealers are choosing them over big-box providers.
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DPB 093: Ryan Stewman (aka Hardcore Closer) on How to Negotiate and Close a Car Deal
The Dealer Playbook
06/30/16 • 45 min
Ryan Stewman (a.k.a Hardcore Closer) has never had a salaried job in his life. He has a real 'eat-what-you-hunt' mentality which fosters his consistent entrepreneurial approach to sales.
In Episode 93 of The Dealer Playbook, Ryan walks through the best way to navigate negotiating and closing a car deal. Using real examples from his life as a car sales professional, he shares a unique way of viewing everyday challenges that every car pro faces.
Understand the common phrases that car shoppers use
From "just looking" to "what's the best price you can give me", understanding why car buyers use these phrases is essential to working through the sales process.
"They've been taught to say those things from their parents, and their parents, and their parents and on and on..." It's all they know how to say when placed in that situation.
The sooner you can get over the fact that most car shoppers will repeat the same phrases, the better off you'll be.
Rather than complaining that all of them say the exact things or have the same objections, leverage those phrases to come up will killer solutions. Each customer provides you with one more opportunity to get your work tracks right.
Learn the word tracks
It's no secret that certain word combinations work better than others. Ryan Stewman shares some valuable word tracks that can break the ice and seal the deal.
Ask questions
When asked about the most valuable sales lesson he's learned was, Ryan responded, "Ask questions."
This is a practice that comes preloaded in every sales training course there is. Sadly, very few adopt the practice into their routine.
A significant element of asking is listening. If you ask questions, you have to be willing to genuinely take an interest in what the other person is saying. Once you do, it may surprise you how much information they volunteer that will help you advance the sale even further.
Insist on the business
If you've gone out of your way to answer questions, convey value and provide an enjoyable experience, don't be afraid to insist on the business. If the customer is asking about the lowest price you can offer, consider the vehicle sold. Ryan Stewman submits that when customers ask for a price, they've already agreed to buy the vehicle, they're just kicking off the negotiation.
Play the game
Not only is it vital to know the game you're playing, but you need to be willing to play it.
It's crazy how many car pros complain about the negotiation process when working a car deal, but that's just part of the game. If you take the time needed to know how to navigate the game, your chances of winning increase exponentially.
Connect with the Hardcore Closer:
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Wednesday Word: Living
The Dealer Playbook
02/05/20 • 9 min
What does it mean to truly live? In this Wednesday Word episode of the podcast, Michael Cirillo and David Bradley have a conversation about the deep meaning of the word LIVING and how it can positively affect the actions you take on a daily basis.
DPB 082: How To Sell A Car Per Day with Fran Taylor
The Dealer Playbook
02/18/16 • 36 min
In this power packed session we are sitting down with our friend and automotive sales expert Mr. Fran Taylor the founder of Taylor Techniques sales training company.
You might remember Fran from episode 29 where he talked about sales prospecting for car sales professionals and in this session he sits down with us to talk about “How To Sell A Car Per Day.
Here is a quick preview of this session with Fran Taylor:
Steps a car sales professional needs to take to sell a car per day.
Fran breaks down the activities and strategies todays car sales professionals need to be taking daily in order to sell a car per day.
Setting your goals.
Fran chats about the power of goal setting and how you should be setting yourself goals that money can by.
Investing in yourself.
Fran always says invest in yourself and you will make money, invest zero in yourself and receive zero in return. Learn what a car sales professional should be investing in and how to leverage those investments.
That is just a small sample of the valuable information Fran Taylor drops in this session.
Connect with Fran Taylor
You Know The Drill, Now It's Your Turn
The whole team at DPB can not thank you enough for all the support and love you have been giving us.
Whether you loved it, hated it, want more of it, or want something different , we want to hear your voice.
Sound off below with your thoughts, opinions, suggestions, questions, etc. and lets keep this conversation going.
See you next time ;
Have You Checked Out Michael Cirillo's Best Selling Book "Don't Wait Dominate?
- Get Michael's book here.
Connect With Team DPB
Wednesday Word: Motivate
The Dealer Playbook
04/01/20 • 26 min
Today's Wednesday Word is very timely as we are each faced with circumstances that will either propel us forward or bring us to a screeching halt. COVID-19 has leveled the playing field in many ways, especially because every person on the planet is impacted in some way or another.
Napoleon Rumteen: How Tekion Is Increasing Efficiency For Dealers And Car Shoppers
The Dealer Playbook
02/24/22 • 30 min
Car shoppers are looking for more ways to research and purchase vehicles, but that doesn't mean they want to do the entire process online (yet.) The car business is a people business, which means that in this day in age, it's more important than ever to understand people.
Napoleon Rumteen is the Senior Vice President of Commercial Operations at Tekion; a modern cloud-based DMS that is on a mission to streamline dealer operations across the entire dealership.
What we discuss in this episode:
- It's a challenge for dealerships to source various inter-department problems and then figure out how to connect them together with the variety of vendors required.
- The average dealership utilizes 15 - 20 different platforms in order to operate their business, most of which are siloed and not able to effectively communicate with one another.
- The car business is a people business. That doesn't necessarily mean that ti will require the same level of human touch as it currently does, but it will require that we understand people.
- The market is telling us how they want to transact on vehicles and it's our job to meet that demand.
- In order to do so efficiently, dealers need systems that can speak to one another and maintain a pure flow of data.
- When connected technologies can speak in real-time, then you can have machine learning. With machine learning, you can have systems that correct themselves instantly to meet the consumer's behaviors, which is required for a fully online transaction.
- We're at a place in the automotive community where we can facilitate true Artificial Intelligence
- One of the best places for dealerships to start preparing for a more connected ecosystem is internal with their inter-departmental communication process. By utilizing systems like Slack or Discord, dealers can have a communication network that allows each person in the dealership to have quick access to the information they need when they need it. In so doing, they are able to provide a more efficient customer experience.
- Listen for even more insights from this episode.
Like this show? Please leave us a review here — even one sentence helps! Consider including your LinkedIn or Instagram handle so we can thank you personally!
Thanks, Napoleon Rumteen
If you enjoyed this conversation with Napoleon Rumteen, please let them know by clicking on the links below and sending a message.
Shawn Armorer: The Power of Human Connection in a World of AI (NIADA)
The Dealer Playbook
06/22/23 • 12 min
Shawn Armorer is the founder and owner of BDC Alchemy consulting. He is 20 year seasoned automotive BDC growth expert with career revenues exceeding 40 million dollars.
In this episode he joins Michael to discuss the transformative power of the human element in the face of increasing reliance on artificial intelligence (AI) in the automotive industry. Shawn shares his insights on the importance of staying true to oneself, embracing emotional intelligence, and cultivating meaningful relationships to thrive in a world driven by technology.
Discover why the guest experience and employee well-being should take precedence over AI implementation, and explore the potential pitfalls of blindly adopting AI without considering its long-term consequences. Get ready to challenge conventional thinking and gain a fresh perspective on the future of human-centric business practices.
What We Discuss In This Episode:
- Discover why staying true to oneself and speaking your truth are paramount in today's industry.
- Understand the limitations of AI and how it may hinder genuine connections with customers.
- Uncover the potential risks of relying too heavily on AI without considering the impact on employee experience.
- Learn practical strategies for nurturing emotional intelligence and adapting communication styles to different personalities.
- Explore the importance of setting employees up for success through transparent culture and purposeful onboarding.
- Gain insights into the shift from traditional management to empowering leadership within dealership environments.
Michael Cirillo and Shawn Armorer delve into a topic that impacts us all: the rise of AI and its implications for the automotive industry. By focusing on the human element, they challenge the prevailing narrative surrounding AI adoption. Through personal anecdotes, expert insights, and thought-provoking questions, they illuminate the power of authenticity, emotional intelligence, and genuine connections in a world often dominated by technology. Prepare to be captivated as they shed light on the crucial role of people in a rapidly evolving landscape, encouraging listeners to question the status quo and embrace the true essence of human interaction.
Join Michael and Shawn on this captivating episode as they navigate the intersection of technology and humanity, reminding us of the timeless value of human connection and the need to strike a balance between innovation and authenticity. Don't miss out on this compelling conversation that challenges conventional wisdom and offers a fresh perspective on the future of the automotive industry.
Listen to the full episode for insights and context from Shawn Armorer!
⭐️ Like this show? Please leave us a review here — even one sentence helps! Consider including your LinkedIn or Instagram handle so we can thank you personally!
Thanks, Shawn Armorer!
If you enjoyed this episode featuring Shawn Armorer, support us by clicking the links!
Connect with Michael Cirillo
More Dealers Are Choosing To Partner with FlexDealer
Looking for a reliable, high-performance dealership marketing partner? Visit https://www.flexdealer.com to discover why more and more dealers are choosing them over big-box providers.
Sean V. Bradley: The Secret To Making Big MONEY Selling Cars
The Dealer Playbook
09/11/14 • 52 min
"If you do not have GPS precision and know where you are going, how are you going to make money"?
Sean V Bradley
One thing everyone in the automotive industry wants MORE of but seems to never talk about is MONEY.
There is nothing wrong with wanting to make more money and that just so happens to be the topic of "The Dealer Playbook" session 24.
Money, Money, Money, MONEY
In session 24 of the DPB podcast Robert and Michael sit down with automotive internet sales expert and CEO of the award winning automotive training company Dealer Synergy Sean V Bradley.
When it comes to building powerful and successful dealership internet departments Sean and his team at Dealer Synergy are the go to team.
Sean V Bradley and his team at Dealer Synergy have worked with many dealerships internet departments and in less then 90 days he has helped them double, triple and even quadruple the amount of cars they sell online.
The proof is in the pudding and Sean V Bradley knows how to make it happen and how to make money.
That is exactly why the DPB team knew that Sean was the right man for this session.
What You Will Learn From Sean V Bradley
How to make MONEY in the automotive industry
The Money Map to making more money for showroom sales professionals
Building a profitable internet department
The truth about 3rd party lead providers
And that is just the tip of the iceberg on what to expect in this powerful session with DPB's good friend Sean V Bradley.
Get More From Sean
If for some reason you are not connected with Sean v Bradley here is how to so.
Sean's Facebook- https://www.facebook.com/seanvbradley?fref=ts
Sean's Twitter- https://twitter.com/seanvbradley
Make sure you cash in on your free test drive of Sean's virtual training for dealerships here - http://www.bradleyondemand.com/Home/
Make sure to check out the Internet Sales 20 Group which Sean is the founder of and you can catch up with Robert Wiesman & Michael Cirillo there in Boston starting on September 22nd, check it out here- http://internetsales20group.com/
Don't Miss This
The whole team at "The Dealer Playbook" is super excited for Michael Cirillo's upcoming book release 'Don't Wait, Dominate.
Not only will you be the first to hear about it's release but also get access to some limited exclusive bonus material by registering with just your email address by clicking here- http://www.michaelacirillo.com/book
Your Turn
Like always we want to hear from you!
Drop your questions, comments, complaints and or suggestions in the comment section below.
Be sure to get subscribed to "The Dealer Playbook" so you never miss a session and do us all a favor and share this with some one it could help.
See you next week!
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FAQ
How many episodes does The Dealer Playbook have?
The Dealer Playbook currently has 1242 episodes available.
What topics does The Dealer Playbook cover?
The podcast is about Personal Growth, Marketing, Management, Automotive Industry, Podcasts, Leadership Development, Digital Marketing, Business and Customer Experience.
What is the most popular episode on The Dealer Playbook?
The episode title '#144: Critical Life Hacks You MUST Know to Be More Successful at Selling Cars' is the most popular.
What is the average episode length on The Dealer Playbook?
The average episode length on The Dealer Playbook is 28 minutes.
When was the first episode of The Dealer Playbook?
The first episode of The Dealer Playbook was released on Apr 4, 2014.
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