Avsnitt
-
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.
-
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!
-
Saknas det avsnitt?
-
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.
-
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.
-
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.
-
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.
-
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.
-
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.
-
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.
-
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.
-
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.
-
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.
-
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.
-
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.
-
In this episode of the Millionaire Car Salesman Podcast, LA Williams hosts Mary Bartlett, a prominent figure in the automotive industry. With an illustrious career spanning almost two decades, Mary shares her journey from a marketing graduate to a general manager, and now a Vice President of Business Development at Montway Auto Transport. Mary offers compelling insights into the automotive sector, focusing on customer experience, leadership, and operational efficiency.
Mary’s story begins with her foray into the automotive industry through a newspaper ad, leading to a successful sales career where she emphasized the importance of customer satisfaction. She recounts her rapid rise through the ranks, attributing her success to her ability to create memorable experiences for her customers. Transitioning into the management realm, Mary highlights the significance of servant leadership and building strong relationships within her team to drive performance and satisfaction. This episode also explores Montway's innovative solutions for automotive transportation, aimed at simplifying logistics and providing consistent, transparent services to dealerships.
Key Takeaways
Customer Experience: Mary emphasizes that creating a positive experience for customers is more crucial than merely selling cars.
Servant Leadership: Successful management involves serving your team, leading by example, and supporting their growth and performance.
Montway Auto Transport: Montway offers a transparent and efficient transportation portal that aids dealerships in managing logistics with ease and reliability.
Adaptability and Learning: Continuous self-improvement through reading, asking questions, and exploring new methods is vital in the ever-evolving automotive industry.
Effective Utilization of Resources: Leveraging tools like Montway’s Automated Portal can save time and improve operational efficiency for dealerships.
About Mary Bartlett
Mary Bartlett joined Montway Auto Transport in 2022 as the Director of Business Development, bringing with her over 20 years of extensive industry experience. Her exceptional leadership and innovative strategies quickly led to her promotion to Vice President of Business Development. In 2023, Mary’s contributions to the field were recognized with the prestigious Women in Supply Chain Award, highlighting her as a trailblazer in the industry.
Before joining Montway, Mary dedicated 12 years to CARFAX, where she revolutionized dealer processes and provided exceptional support to a region encompassing 3,800 dealerships. Her expertise and dedication significantly enhanced operational efficiency and customer satisfaction within the network. Additionally, Mary has held various pivotal roles at franchise dealerships, further solidifying her comprehensive understanding of the automotive sector.
Mary’s career is marked by her ability to drive growth, foster innovation, and lead teams to success. At Montway Auto Transport, she continues to leverage her vast experience to advance the company’s mission and set new standards in business development.
About Montway Auto Transport
Montway is one of the largest and most reputable auto transport companies in the country! Ship Your Car with the #1 Rated Auto Transport Company in the USA. $0 Up Front. Full Insurance Coverage. Customers include thousands of satisfied individuals, as well as corporate clients in the moving and relocation, dealership, auctions, and OEM industries!
Montway Auto Transport has safely shipped 1,000,000+ vehicles to all 50 states. Read their 90,000+ online reviews to hear more about Montway’s 5-star customer service!
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!
Montway Auto Transport: Montway Auto Transport is one of the largest and most reputable auto transport companies in the United States, renowned for its exceptional customer service and reliability. With full insurance coverage and no upfront fees, Montway has safely shipped over 1,000,000 vehicles across all 50 states. Trusted by thousands of individuals and corporate clients in the moving, relocation, dealership, auction, and OEM industries, Montway boasts 90,000+ 5-star online reviews that speak to their unparalleled service and dedication.
From Car Sales to Servant Leadership: Transforming the Automotive Industry Key TakeawaysCreating a Memorable Customer Experience: Elevating sales by focusing on providing exceptional customer experiences rather than just pushing products.
Servant Leadership in Management: Demonstrating how leadership that serves its team can result in higher employee satisfaction, improved performance, and ultimately better customer outcomes.
Innovative Solutions in Car Transport: Discussing the advantages of leveraging technology for vehicle transportation, creating transparency and improving efficiency for dealerships.
Creating a Memorable Customer Experience in Automotive SalesIn today's competitive world, the automotive industry demands more than just salesmanship—it requires a robust focus on delivering exceptional customer experiences. Mary Bartlett’s illustrious career trajectory in the car business underscores the critical importance of treating customers with care and respect. As Mary aptly puts it, "People don’t buy cars; they buy experiences."
Mary’s insight delves deep into the art of selling cars. She recounts her early experience where she sold a car without being a salesperson, simply by being honest and transparent. "I just told them, I'm not a salesperson…I think immediately they were like, you're not a car salesman," she recalls. This genuine approach broke down customer barriers instantly. Similarly, fostering this honesty and warmth in dealership practices can engender customer loyalty and repeat business.
Moreover, Mary emphasizes the need to adapt to modern customers who demand convenience and a seamless buying experience. "When you look at the most successful companies in the world, Amazon…they make it convenient," she notes, suggesting that the same principle applies to car dealerships. By prioritizing customer convenience and engagement, dealerships can set themselves apart in a crowded market.
Servant Leadership: A New Paradigm in Dealership ManagementServant leadership stands out as a transformative force within the automotive industry. Mary Bartlett’s career ascent from a car salesperson to the Vice President of Business Development for Motley is a testament to the power of this leadership style. "I've always been a manager that serves her team," she affirms, explaining her methodology of leading by example.
This hands-on approach was epitomized during her tenure as a General Manager when she cleaned a bathroom herself to demonstrate her commitment to workplace cleanliness and her team’s morale. "I think you have to show people that you want them to win at all costs," Mary asserts. Such acts of service and humility foster a positive work environment and inspire employees to put in their best efforts.
Mary’s narrative aligns with broader trends in organizational leadership where empathy, support, and shared goals drive the team forward. By investing time in understanding and addressing the needs of their staff, managers can enhance job satisfaction and performance. "When people don't feel heard…what does that satisfaction look like?" she questions, underscoring the necessity of effective communication and active listening in leadership roles.
Innovative Solutions in Car Transport: A New FrontierThe realm of vehicle transportation often lingers in the background of dealership operations, but it holds crucial importance. This is where Mary Bartlett’s current role with Montway Auto Transport becomes pivotal. She highlights the advantages of leveraging technology to streamline this process. "Dealers are some of the smartest people…but transportation is kind of in the back of their mind," she observes, introducing the Montway Automated Portal (MAP) as a game-changer.
MAP offers dealerships real-time quotes for vehicle transport, ensuring transparency and consistency. This innovative tool allows users to track vehicles from start to finish and maintain detailed records, resolving many logistical headaches. "Knowing what you're going to pay in the transport before you even bid on that car is very helpful," Mary explains, emphasizing how this knowledge aids in making profitable buying decisions.
Furthermore, Montway’s commitment to customer service is exemplified by their proactive problem-solving approach. Mary recounts a scenario where they arranged a Thanksgiving vehicle delivery to prevent potential damage to a dealership’s reputation. "It cost us some money…but it was the right thing to do," she remarks, showcasing Montway’s dedication to their dealer partners.
Amplifying Success Through Continuous Learning and DevelopmentMary Bartlett’s impressive career path is underpinned by her relentless pursuit of self-improvement and learning. The importance of continuous education and being proactive in gaining knowledge come through strongly in her narrative. "I'm consistently reading," she states, pointing to books like "Unreasonable Hospitality" as sources of valuable insights.
The practice of dedicating time each day to activities that push one out of their comfort zone can significantly enhance leadership and personal growth. "Take 20 minutes a day doing something that makes you uncomfortable," Mary advises, underscoring the value of challenging oneself. Whether through reading industry-specific literature, engaging with educational content on platforms like LinkedIn Learning, or participating in professional conferences, the pursuit of knowledge remains a cornerstone of professional excellence.
Moreover, fostering a culture of openness and curiosity is vital. Mary’s method of asking thought-provoking questions, such as "What keeps you up at night?" helps unearth deeper insights and solutions that might not be immediately evident. This reflective approach not only nurtures personal development but also strengthens organizational strategies and operations.
Mary Bartlett’s dynamic insights present a comprehensive framework for thriving in the automotive industry. Focusing on customer experience, embracing servant leadership, utilizing innovative transportation solutions, and committing to continuous learning form the cornerstone of transformational success. As dealerships and industry professionals internalize these principles, they pave the way for a prosperous and resilient future in automotive sales and management.
-
In this insightful episode of "Academy Class Turn Podcast," host Sean V. Bradley, the President of Dealer Synergy and creator of the Millionaire Car Salesman Group, discusses the intricacies of special finance with Bob Harwood, VP of Sales at Interactive Financial, and Cody Carter, a finance expert. The focus is on how dealerships can efficiently manage subprime leads, optimize their special finance departments, and increase their profitability by understanding and catering to a segment of the market that is often overlooked but highly lucrative.
The episode delves into the fundamentals of special finance, defining it comprehensively and exploring the strategies dealerships can use to cater to customers with bad or no credit. With the help of detailed data and firsthand experiences, Bob and Cody shed light on the importance of having the right inventory, establishing robust relationships with a diverse range of lenders, and the significance of a well-trained and specialized team. They also discuss the high profitability of special finance deals, highlighting real-world examples and actionable insights.
Key Takeaways
Understanding Special Finance: Bob Harwood explains that special finance includes subprime, deep subprime, ghosts, and ITINs, comprising about a third of the market according to Experian.
Profitability: Special finance deals are often back-end heavy due to higher interest rates and ancillary product sales, leading to significantly higher average gross profits per vehicle.
Inventory Strategy: Having the right inventory that books out well is crucial. Dealerships should focus on vehicles that fit subprime customers' budgets and financial capabilities.
Team Training: A dedicated team well-versed in special finance can greatly enhance customer service and improve closing rates. This includes specialized training for BDC agents and finance managers.
Proactive Lead Generation: Using targeted marketing strategies like online leads, radio, and direct mail can help dealerships proactively attract and convert special finance customers without tarnishing their brand.
About Bob Harwood
Bob Harwood is the Vice President of Sales at Interactive Financial. With a career spanning over 25 years in special finance, Bob has been a prominent figure in the automotive finance industry. He has been with Interactive Financial since 2004 and has been instrumental in training thousands of professionals and aiding dealerships in processing millions of applications leading to substantial car sales.
About Cody Carter
Cody Carter is acknowledged as one of the industry's leading finance experts and the #1 Car Salesman in the World. Known for his exceptional skills in leasing and handling high-credit scores, Cody consistently outperforms many traditional dealership finance managers. His expertise is particularly noted in his ability to navigate complex finance scenarios and cultivate strong relationships with credit unions and banks.
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!
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!
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!
The Secret to Winning Big in Special Finance: Insights from Industry Leaders Unlocking the Secrets of Special FinanceSpecial finance, including bad credit, no credit, and subprime loans, represents a significant and often overlooked opportunity in the automotive industry. This concept can be incredibly lucrative if approached with the right strategies, tools, and mindset. Ease into the nuanced world of special finance with the insights from automotive experts Sean V. Bradley and Bob Harwood, as they reveal compelling tactics to maximize profits and help more customers drive away happy.
Key Takeaways:Diverse Lending Options: Understanding the importance of varied lenders is crucial to cater to different special finance needs.
Customized Processes: Having tailored processes and CRM strategies significantly boosts success in the special finance market.
Specialized Training: Proper training and dedicated roles for handling special finance customers can drive significant profits and customer loyalty.
Understanding the Importance of Special Finance Why Special Finance MattersSpecial finance isn't just about selling cars to people with bad credit; it's about tapping into a massive, often underserved segment of the market. As Bob Harwood emphasizes, "22% of U.S. consumers have a FICO score below 620, and another 12% have no credit file at all." That means about a third of the population falls into the special finance category. This isn't just an afterthought; it's a comprehensive business strategy that can drive significant profits.
Sean V. Bradley, a seasoned expert in automotive dealership strategies, supports this notion. Talking about his experience at Pine Belt, where they sold nearly 100 subprime units a month, he illustrates the potential of a well-implemented special finance strategy. "Instead of seeing subprime as a headache, view it as a massive profit center."
When it comes to high-line stores like Lincoln or BMW, Harwood asserts, "Any dealership can do well with subprime if there's a top-down commitment." Special finance customers aren't just confined to budget models but can also aspire for high-end brands, provided they find the right dealership to meet their needs.
Building a Proactive Special Finance Strategy Essential Components for SuccessTo truly excel in special finance, dealerships must adopt a proactive approach rather than relying solely on walk-ins or random opportunities. Harwood highlights that "if you're not proactively soliciting the business and it's something you want to do, you're just not going to get those folks as walk-ins."
Inventory Management: Having the right inventory is vital. “If you don’t have cars that book out, they’re not going to be able to get funding or make any money on it,” explains Bradley. Vehicles that retail for $25,000 or less and book out well in terms of value are most suitable for subprime deals. This ensures dealers can keep the payments within an affordable range for customers, typically around $500 a month.
Funding and Financial Partnerships: Diversifying your lender base is equally crucial. Harwood suggests a broad range of lending partnerships, from full-spectrum lenders like Capital One to niche ones catering to specific borrower profiles. "Understanding the lender’s program is essential, as it helps in effectively structuring the deals," he notes.
Customer Satisfaction: A tailored process for special finance deals is indispensable. Harwood points out, “If the customer feels respected and gets a deal that fits their needs, you have a customer for life.” Special finance customers, though often seen as high-risk, can be highly loyal if treated with respect and empathy.
Implementing Tailored Processes and Training The Power of Customized CRM StrategiesA well-implemented Customer Relationship Management (CRM) strategy tailored for special finance can make all the difference. "Dealerships should have a defined process outlining each stage of the sales process,” advises Bradley. The automation and AI in CRM systems should be customized to cater specifically to special finance customers.
The experience at Pine Belt further solidifies this approach. They used a pseudonym, Auto Credit Approved, to keep the special finance branding separate from the main dealership branding. This ensured the high-line brand of Pine Belt Cadillac remained untarnished while still capturing the subprime market effectively.
Training the Right People: The people handling special finance customers should be well-versed in credit issues and financial options. Bradley underscores the value of specialized training: "Properly training and having a dedicated role for special finance makes a significant impact on profitability and customer satisfaction."
Effective Communication: Follow-up communication strategies should reflect the urgency and shorter buying cycle of special finance customers. Bradley mentions, "50% of special finance buyers end up purchasing within 30 to 90 days from the time they first start looking."
Maximizing Leads and Opportunities Generating High-Quality LeadsHaving the right opportunities aligns closely with success in special finance. Harwood suggests a mixed approach depending on the dealership’s capability and branding strategy.
Traditional Media: "TV, radio, and direct mail can drive a lot of subprime traffic," he says. These methods work best for dealerships willing to accommodate high traffic and sort through many leads.
Online Marketing: For those concerned about brand image, online lead generation through third-party providers like Carloan.com offers anonymity and effectively filters leads. "Using a company like ours, we generate the traffic without the dealership’s name ever being attached," Harwood affirms.
Referrals and Social Proof: Continuous engagement with existing customers can also drive more special finance leads. Creating satisfied, loyal customers who spread the word about the dealership's ability to handle special finance needs can generate invaluable referrals.
The nuances of special finance are intricate but incredibly rewarding for dealerships willing to adopt a proactive, customer-centric approach. Diverse funding options, customized processes, and specialized training can significantly amplify success. By creating a robust special finance strategy, dealerships can not only increase their profitability but also build long-term customer loyalty.
This deep dive into the world of special finance reveals untapped opportunities and strategies that any forward-thinking dealership can implement to drive success and customer satisfaction. Happy selling!
-
In this captivating episode, Sean V. Bradley, creator of the Millionaire Car Salesman group, welcomes back Anthony Castillo, a Millionaire Car Salesman veteran and visionary in the automotive sales industry! The conversation is a deep dive into Anthony's recent experiences and innovative methods that have helped him succeed in the competitive world of car sales!
Throughout the episode, the dialogue focuses on Anthony's key contributions to the Internet Sales 20 Group Conference, where he shared his insights on using AI to streamline dealership operations. He also elaborates on the "Owner's Club," a unique strategy he has devised to build lasting relationships with clients and encourage referrals! Anthony's approach is grounded in personalization, community building, and leveraging technology, particularly artificial intelligence, to amplify his sales effectiveness. His creativity in sales and marketing strategies sets him apart in the automotive industry. Equipped with actionable strategies and a focus on creating an exceptional customer experience, this episode is filled with valuable takeaways!
Key Takeaways
Anthony Castillo has innovatively used artificial intelligence within his dealership to enhance communication with clients and improve sales processes.
The "Owner's Club" concept developed by Anthony is a customer appreciation program designed to increase loyalty and backend profit.
Cross-promotional marketing with local businesses can significantly enhance an automotive professional's value proposition to clients.
Anthony demonstrated the power of social media and video content in showcasing the unique benefits provided to his car buyers.
Sales is about the transference of energy; providing a superior value proposition can differentiate one's services from competitors and influence customer decisions.
About Anthony Castillo
Anthony Castillo, born and raised in Georgia, started in the construction industry, but he made a commitment to his family. Anthony moved across the country to begin his first year as a Sales Consultant moving to Colorado by himself. He motivated himself to get back to his family, and life-changing allowed Anthony to make a better life for his family, and that still drives him to this day.
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!
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!
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!
Building a Car Sales Empire: Lessons from a Veteran's JourneyNavigating through the intricately competitive world of car salesmanship, innovative tactics and thoughtful customer engagement strategies have proven to be key differentiators for success. A candid conversation between industry veterans Anthony Castillo and Sean V. Bradley reveals the inside scoop on what it takes to level up in automotive sales.
Key Takeaways:
Embrace continuous learning and training to stay ahead in the automotive industry.
Leveraging artificial intelligence and creating a unique value proposition can differentiate you from competitors.
Personalization and community building are powerful tools for creating customer loyalty and driving referrals.
Elevating Customer Experience with AI and an Owner's ClubIn a digital era where personalization is paramount, Castillo's use of artificial intelligence (AI) to mimic his conversational style demonstrates an innovative approach to customer relationship management. By implementing AI-driven communication, Castillo ensures consistent, personalized follow-ups, making every client feel valued.
"I've been actually doing a lot of training after coming back from is 20 g, because, you know, after everybody said, once you stop learning, you start dying," says Anthony Castillo. His dedication to learning pays off in his adept use of technology to enhance the customer experience.
Moreover, the cultivation of an exclusive 'Owners Club' sets a high bar in terms of customer loyalty programs. Castillo curates an experience that doesn't end with a car sale but extends into a full-fledged community with tangible benefits, driving customer satisfaction and repeat business.
"The owner's club… I want them to remember me, you know? And I want them to be able to talk about me after they leave the dealership, because I'll always have, like, follow-up," Castillo emphasizes. This approach not only fosters loyalty but also encourages word-of-mouth referrals, drastically expanding his client base.
The Art of Synergy in Sales: Strategies for a Thriving CareerIn his dialog with Castillo, Sean V. Bradley stresses the importance of creating a robust value proposition and energetic transference. It's crucial for a salesperson to not only articulate their value but also to ensure that customers and peer businesses are amplifying that message.
Sean posits, "Sales is about transference of energy…You've got to have that momentum, and it can't just come from you." He advocates for a sales approach that manifests as a visible, communal chorus of satisfaction and endorsement, magnifying Castillo's personal brand and market presence.
Collaboration with Local BusinessesA pivotal insight from their chat is the potential for local business partnerships. By aligning with neighborhood establishments, Castillo can offer his customers a range of enticing benefits, from discounts at restaurants to free trials at gyms, all under the umbrella of the Owner's Club.
"You could even do a live IG, live Facebook, live at, let's just call it Mama's meatballs and pizzeria," suggests Bradley. This tactic not only brings unique perks to customers but also generates free exposure for local businesses, creating a robust network of mutually beneficial relationships.
Empowering Customers with Referral ProgramsAnother theme is the strategic use of referral programs. By placing referral cards within the Owners Club's packages, Castillo could dramatically increase their distribution, creating a ripple effect of potential sales leads.
"Every time I get one of these cards back, we will make one of your car payments up to $400," Bradley explains, highlighting how such an offer can incentivize customers to become active advocates for Castillo's services.
The Path to Success Is Paved with Value and VisibilityTo surmount the humdrum of traditional salesmanship, Castillo's approach of combining AI sophistication with an immersive customer experience exemplifies the innovation required to excel in today's automotive landscape. When backed by strategic visibility and community integration, this experience doesn't just satisfy customers but transforms them into loyal patrons and eager brand ambassadors.
Considering Bradley's advice, Castillo stands at a threshold of exponential growth. By crafting a visible, value-laden narrative and entrenching his practice within the communal fabric, he nurtures a business model that promises sustainability and success.
Ultimately, Castillo and Bradley's conversation paints a picture of a future where the car salesman isn't just a vendor but a pivotal community figure, creating a web of reciprocal benefits for customers and local businesses alike. This vision outlines the evolution of car salesmanship from mere transaction to comprehensive, community-centric experience, proving that innovation and resilience remain the driving forces behind enduring success.
-
In this thought-provoking episode of the Millionaire Car Salesman podcast, Sean V. Bradley, President of Dealer Synergy, engages in a compelling conversation with Ken Hill from 700 Credit—a platform integral to the financing function at automotive dealerships. The talk delves deep into the nuances of car sales, credit reports, and the evolution of customer financing, especially within the subprime market.
Ken opens up about his extensive background in credit, setting the stage for a rich discussion on the importance of understanding a customer's financing situation early in the sales process. They dissect the traditional pitfalls of special finance, emphasizing empathy and addressing the stigmatization often associated with bad credit customers. The dialogue gravitates toward the game-changing potential of soft credit pulls, which do not affect a customer's credit score—paving the way for a smoother sales experience and establishing better-informed customer relationships.
Don’t miss this informative conversation with Ken Hill, where he shares his personal experience with credit challenges and emphasizes the need for empathy in the industry. Gain valuable insights into the benefits of soft credit pulls and how they can alleviate consumer concerns about impacting their credit score. Learn how to implement soft credit pull technology in your dealership and maximize its potential for better customer relationships and sales success.
Key Takeaways
Soft credit pulls do not negatively impact the consumer's credit score and offer a competitive edge by ensuring accurate payment quotes and lender alignment.
Special finance customers require empathetic handling and a focus on approval first, rather than vehicle selection, to ensure a smoother sales process.
Dealerships should not shy away from adopting soft pull technology due to perceived costs, as it aids in effective conversation and reduces friction in the finance office.
Utilization of AI in chat interfaces can significantly enhance the quantity and quality of pre-qualified leads received by a dealership.
Including soft pull capabilities in the dealership's digital retailing experience can drastically improve both customer satisfaction and the efficiency of the sales process.
About Ken Hill
With nearly 30 years in the credit industry, Ken Hill brings a wealth of experience and expertise. He began his career when credit checks were required for purchasing cell phones and transitioned into the automotive sector about 20 years ago. This shift allowed him to specialize and develop products tailored to the unique needs of the automotive industry, particularly focusing on compliant solutions.
At 700Credit, Ken manages the business development, sales, and support teams. He is backed by an exceptional team with extensive automotive and industry experience, collectively exceeding 100 years. Ken's leadership and dedication to the industry continue to drive innovation and excellence at 700Credit. He remains passionate and excited about the future, continually striving to enhance and refine credit solutions in the automotive world.
About 700Credit
700Credit is the automotive industry’s leading provider of credit reports, compliance solutions, soft pull products, identity & fraud verification, synthetic fraud detection and driver’s license/facial recognition authentication platforms. 700Credit has over 21,000 dealers today in Automotive, RV, Power Sports and Marine. 700Credit is the integration leader with over 200 software partners with direct integrations for easier dealer access. For more information about 700Credit, visit www.700credit.com.
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!
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!
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!
Navigating the Intricacies of Car Finance: Insights from Industry ExpertsThe automotive industry is often perceived as a constant battle between dealers and consumers over car financing. However, experts from the industry bring to light several critical practices and strategies that can benefit both parties. Through an insightful conversation with Ken Hill, the managing director of 700 Credit, we uncover the nuanced dynamics of car financing. This discussion touches upon the significance of credit reports, the advantage of soft credit pulls, and the transformative potential of digital retailing.
Key TakeawaysSoft Credit Pulls: Dealers can leverage soft credit pull technology to accurately assess a buyer’s credit without impacting their score, enhancing customer experience and dealership efficiency.
Special Finance Opportunities: Understanding and catering to customers with bad credit or unique financial situations can open up a significant market for dealers while providing valuable service to those customers.
Digital Retail Revolution: The integration of soft pull technology in digital retailing platforms, like Toyota’s Smartpath, simplifies the car buying process, bringing transparency and convenience to consumers.
The Game-Changing Value of Soft Credit Pulls Understanding Soft vs. Hard Credit PullsIn the automotive finance realm, soft credit pulls have emerged as a powerful tool that revolutionizes how dealers engage with potential buyers. Unlike hard credit pulls, which can negatively impact an individual’s credit score, soft pulls provide a detailed credit report without any adverse effects. "We have a soft pull tool that I can send you, a link you can complete, and basically we'll do a soft inquiry on your credit file. It doesn't impact your score." says Ken Hill, illustrating the convenience and safety for the customer.
Soft credit pulls allow sales representatives and potential customers to initiate meaningful conversations around financing options, knowing exactly where they stand credit-wise. This openness and clarity can significantly reduce the 'payment friction' commonly encountered in the latter stages of a vehicle purchase.
Integrating Soft Pulls Into the Sales ProcessOne of the most significant benefits of these soft pulls is their fluid integration into a dealership's sales process. For instance, incorporating a soft pull call-to-action on the dealer's website or digital retailing tools, such as Toyota's Smartpath, can greatly improve the accuracy of loan pre-qualification. Ken highlights, "…soft pulls should be utilized so that you can have better conversations with consumers and provide them more accurate payment quotes at the top of the funnel rather than waiting until the finance office."
By enabling soft pulls at strategic points, whether it's through a dealership website, digital retailing software, or even QR codes in the showroom, the dealer can foster transparency from the get-go and pave the way for smoother sales transactions.
The Untapped Potential of Special Finance Addressing the Stigma and OpportunityAn essential part of the transcript revolves around the misconception dealerships may have about customers with bad credit. Special finance opportunities, which cater to buyers with poor or no credit history, demand a nuanced approach that goes beyond the stigma. "Do you agree that it shouldn't just be perceived for people that are crackheads, that don't pay their bills and, like, the streets?" asks the interviewer, highlighting the need for empathy and deeper understanding.
Special finance is not only about giving a second chance to individuals facing financial hardship but also about tapping into a significant market segment. According to Hill's experience, dealerships focusing on special finance can be exceptionally successful. He shares a personal anecdote of financial struggle to illustrate that bad credit does not necessarily equate to irresponsibility but can be a result of unforeseen circumstances.
Best Practices for Special FinanceFor dealerships aiming to capitalize on special finance, it's crucial to work closely with soft pull tools and align with the right lending programs based on the consumer's precise financial standing. As Ken elaborates, "…there's nothing worse than a sales experience and thinking you're going to pay one and coming away or not getting the car because you couldn't get that payment right." Therefore, integrating special finance strategies into the dealership's process can not only benefit the customer but can also lead to a higher rate of sales conversions and customer loyalty.
The Digital Retail Transformation Implementing Digital Retail with Soft PullsWith technology advancing leaps and bounds, digital retailing is reshaping the automotive sales landscape. Smartpath by Toyota, for example, seamlessly incorporates soft pulls into the car-buying process. Ken discusses the importance of dealers properly implementing soft pulls within digital retail platforms: "…my opinion, there's some good digital retailing tools out there, but there's a lot that don't take advantage and force more of their consumers to initiate that soft pull within the tool."
A successful digital retailing strategy aligns consumer experience online and in-store, ensuring that the transition is smooth and continuity is maintained. This not only elevates customer satisfaction but also streamlines the sales process for the dealership.
The Future of Digital RetailingThe broader implications of integrating soft pull technology in digital retailing suggest a future where the need for in-person negotiation is significantly reduced. As AI technologies evolve, they could potentially use extensive credit-related data to create highly personalized financing options for customers. This tech-forward approach continues to cement digital retailing as a predominant force that could eventually allow most of the car purchasing decisions to be made from the comfort of a buyer's home.
The insights gleaned from Ken Hill's expertise confirm that there is an ongoing shift in automotive sales strategies, with a strong focus on customer-centric technologies and practices. This shift not only responds to the changing landscape of consumer expectations but also emphasizes the importance of transparency and trust in the traditionally opaque world of car financing. By harnessing soft credit pulls, empathizing with customers across the credit spectrum, and embracing the digital retail revolution, dealerships can armed themselves for a future where every sale begins with a nuanced understanding of the customer's needs and financial reality.
-
In this innovative Millionaire Car Salesman episode, host Sean V. Bradley, CSP delves into the world of auto brokers with special guest Cody Carter, literally the #1 Car Salesman in the WOLRD! Drawing from his extensive experience, Cody reveals the secrets behind his remarkable success, having sold over 1,400 cars in a single year! Join us as Cody shares his insider strategies for harnessing the power of auto brokers to amplify sales volume and gross profit!
Learn about the pivotal role of auto brokers, their motivations, and how they generate revenue. Gain practical insights on building strong alliances with brokers, establishing partnerships with broker-friendly banks, and safeguarding against potential fraudulent practices. With Cody's expertise at your disposal, this episode is a game-changer for automotive professionals looking to maximize their sales potential. Tune in now and embark on the path to unparalleled success in the automotive industry!
Key Takeaways
Learn to increase car sales volume and gross through the strategic use of auto brokers, going beyond the standard dealership model.
Discover the importance of setting expectations and terms with brokers to ensure professionalism and avoid potential fraud.
Understand the diverse ways to sell cars, with a focus on referrals and prospecting that many salespeople overlook.
Uncover the financial impact of broker deals, revealing how they can equate to substantial monthly earnings.
Gain insights into CRM strategies and customizing relationships with brokers to efficiently manage and grow sales.
About Cody Carter
Cody Carter has been in automotive sales for the last 10+ years and has earned himself the title of #1 Salesman in the Nation. He currently is the Internet Sales Manager at Tustin Toyota with his own Toyota webpage, Cody’s Tustin Toyota, and platform, SellLikeCody. Cody took initiative and drove his own personal traffic to his website retracauto.com, his last name spelled backwards, and now is: Cody’s Tustin Toyota. Cody has built his brand, Retrac Auto, and surpassed the rest of the country in car sales! Go to SellLikeCody.com to get access to his exclusive sales training course!
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!
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!
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!
Harnessing Auto Brokers for Car Sales Success: A Guide for Dealerships and Sales ProfessionalsThe auto industry is constantly evolving, with innovative strategies emerging to enhance sales performance and customer experience. One such strategy that's gaining traction among car dealerships and sales professionals is leveraging the prowess of auto brokers. In a recent in-depth discussion, industry experts Sean V. Bradley and Cody Carter unpacked the utilization of auto brokers in car sales, providing insights that could revolutionize the way dealerships think about selling vehicles.
Key TakeawaysAuto brokers can dramatically increase car sales by an average of 30 units a month, with highs of 70 units during peak times.
Establishing a professional relationship with auto brokers involves setting clear terms, managing expectations, and ensuring a streamlined communication process.
Utilizing diverse banks and credit unions that work with brokers can offer a competitive edge in the market and help to increase the volume of deals closed.
The Role of Auto Brokers in Modern Car SalesWhen it comes to enhancing sales figures and expanding market reach, utilizing auto brokers seems to be a disruptive strategy akin to the innovation brought by Amazon and Netflix to their respective industries. As Cody Carter states, "[Auto brokers] were created out of necessity at one point. And to this day, they still work great in certain markets." By catering to customers tired of traditional dealership experiences, auto brokers offer a streamlined, convenient alternative.
SEO-Optimized Heading: Embracing the Auto Broker Strategy to Revolutionize Car Sales
The discussion highlighted that the average salesperson at a dealership sells ten cars a month. However, with the infusion of auto brokers into one's sales strategy, this number can triple or even septuple. The emphasis here is not just on quantity but on quality; these third-party affiliates help move inventory, particularly less popular models or overflow stock, which could otherwise stagnate on a sales lot. "They allow you to sell cars that are outside your area," Carter pointed out. His collaboration with a diverse range of brokers extends his reach far beyond his dealership's immediate geographical locale.
Direct Quote: "Every broker receives some type of fee, which is discussed… on average, we're averaging $2,500 per copy… averaging $75,000 per month in gross."
This illustrates not only the profitability of broker-assisted sales but also underscores the importance of transparency and mutual respect in these partnerships. Dealerships can adopt this strategy to manage their inventory proactively, cater to a wider audience, and ensure a steady cadence of sales.
Building and Managing Broker RelationshipsSEO-Optimized Heading: Cultivating Long-Term Partnerships with Auto Brokers
Cultivating a lasting and fruitful relationship with auto brokers requires a strategic approach—starting with initial outreach and continuing through regular communication and professional rapport. The tenor of the interaction should be firm yet respectful, with clear guidelines set from the outset.
Carter expertly demonstrates this balance with his brokers, setting the tone for how business will be conducted and even going so far as to use a dedicated email service, like Mailchimp, to send detailed and extensive weekly newsletters to his brokers, thus minimizing unnecessary back-and-forth.
Direct quote: "The whole concept…is having ten different stocks for $1,000 each…diversify."
By treating the auto brokers as individual entities that contribute to a larger sales strategy, brokers become akin to an invested salesforce, instrumental in pushing dealership's inventory to their niche markets. Gifts, personal interactions, and consistent engagement all play a part in maintaining strong business relations. Moreover, navigating the space with tech-savvy efficiency, utilising CRM software, and tailoring communication through texts mirror a modern approach to sales management.
The Finer Details of Working with Auto BrokersSEO-Optimized Heading: Navigating the Complexities of Broker-Enhanced Car Sales
A crucial aspect of working with auto brokers involves understanding the nuances of banking partnerships and avoiding potential fraud. Banks have varying rules regarding transactions with auto brokers, and dealerships must be scrupulous in adhering to these guidelines to maintain integrity and avoid legal issues.
Carter underscores the necessity of choosing banks that are broker-friendly and emphasizes the importance of keeping transactions above board, with a priority on transparency: "It's important to disclose it…you should not be working with this customer at all."
Direct quote: "We don't allow any deal to leave until the car is approved… These brokers are being added to a blacklist where…they're just completely out."
Thereby, dealerships should prudently vet their financial institutions and foster open communication with their brokerage partners. Additionally, they must institute rigid frameworks to ensure that every sale does not just benefit the immediate bottom line but also upholds the dealership's reputation and credibility.
Keeping the momentum generated by the conversation, these deep dives clearly illustrate the potential upsides of incorporating auto brokers into a dealership's sales artillery. Conventional sales avenues remain integral, but the scope that brokers provide can be game-changing, diversifying the opportunities available to savvy dealerships and sales professionals. The strategy goes beyond mere transaction facilitation and delves into the broader symbiosis of building mutually beneficial partnerships that can unfold across regions, stretching a dealership's influence far beyond its immediate area.
The larger implication is perhaps the most exciting: As entire industries pivot towards innovation, it's those like Cody Carter who disrupt the status quo that stay ahead of the curve. For any dealer or salesperson looking to elevate their sales numbers and market penetration, the message is clear—embrace the unique opportunities brokers present, and the rewards can be both immediate and profound.
-
In this highly anticipated episode of The Millionaire Car Salesman Podcast, host Sean V. Bradley, CSP sits down with Paul J Daly, the visionary creator behind the Automotive State of the Union Conference! Together, they dive deep into the upcoming conference and its profound significance for industry professionals.
Join Sean and Paul as they unveil the targeted audience for the conference, ranging from seasoned Dealers to GMs, Sales Managers, and Marketing Directors. Delving into the latest trends and innovations, they shed light on the potential benefits of mobile service for modern dealerships, offering invaluable insights for staying ahead of the curve! Throughout the discussion, Sean and Paul underscore the importance of continuous education and strategic networking in the automotive realm. With a focus on fostering collaboration and knowledge exchange, they reveal the conference's unparalleled value in driving professional growth and success!
Featuring a lineup of top-notch speakers and thought leaders, such as: Brian Benstock, Will Guidara - National Bestseller UNREASONABLE HOSPITALITY, and many more! The Automotive State of the Union (ASOTU) Conference promises to be an immersive and transformative experience for all attendees. Tune in to this episode and discover how you can leverage this exceptional opportunity to elevate your career and thrive in today's dynamic automotive landscape.
Key Takeaways
Sean V. Bradley highlights the significance of martial arts in his life and parallels it to the strategic nature of automotive sales and training
Mobile service is discussed as a pioneering strategy, stressing the importance of bringing dealership-level service to the customer's location
The value of investing in personal and professional growth through industry-specific conferences and networking is championed
The importance of understanding and leveraging the connection between sales and service departments in a dealership is articulated
About Paul J Daly
Paul J. Daly is a dynamic entrepreneur renowned for his transformative impact on the automotive industry. With a rich history of pioneering ventures, Daly continues to make waves with his latest endeavor, the Automotive State of the Union conference. As the visionary force behind this influential event, Daly brings together industry leaders and professionals to exchange invaluable insights and strategies, shaping the future of auto retail.
Daly's journey to prominence began with a passion for innovative marketing and data-driven approaches. Through his innovative vision and strategic acumen, he has earned widespread recognition as a trailblazer in the automotive sector. With an unwavering commitment to pushing boundaries and challenging norms, Daly has cemented his reputation as a respected authority in the field.
Driven by a relentless pursuit of excellence, Daly's leadership has propelled him to the forefront of the industry, inspiring countless individuals and organizations to embrace innovation and embrace change. As a thought leader, speaker, and influencer, Daly continues to shape the trajectory of automotive retail, leaving an indelible mark on the industry landscape.
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!
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!
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!
Harnessing Innovation in Car Sales: Lessons from the Millionaire Car Salesman PodcastDiscover key insights from industry experts on the Millionaire Car Salesman Podcast, delving into innovative strategies in the rapidly evolving automotive industry. With Sean V. Bradley and Paul J. Daly at the helm, uncover the transformational trends reshaping the way cars are sold and serviced.
Key Takeaways:Mobile Service Innovation: Exploring the rising trend of mobile automotive services and the significant impact it has on dealership growth and customer convenience.
Investment in Self-Education: Emphasizing the importance of personal development and continuous learning for automotive professionals.
The Power of Networking: The value of building relationships within the industry, demonstrated by the speakers' collaboration and support for each other's events.
Mobile Service as a Dealership Game-ChangerThe podcast illuminates the revolutionary concept of mobile services in the automotive industry, where convenience is king. Sean V. Bradley and Paul J. Daly discuss how dealerships can diversify their offerings and cater to the evolving demands of customers by providing services directly at their location. "It introduces a ton of complexity," Daly cautions, yet the payoff in undeniably worth it. As Paul J. Daly stated, "Imagine you get a technician who can actually talk to people. That dude could be writing work right in our rows and buying cars."
The Customer Experience ReimaginedMobile services aren't just a logistical move; they're part of a broader shift towards customer-centric experiences. As Sean V. Bradley notes, "People don't want to go to the dealership, sit in a service department." By bringing the service to the customer, dealerships are not only elevating convenience but also increasing their visibility and branding opportunities — a strategy that could potentially "conquest a lot of service business."
The Untapped Marketing PotentialDiscussing mobile service, Daly highlights how vehicles, when wrapped with dealership branding, serve as moving billboards, making every job site a potential advertising opportunity. This street-level marketing strategy capitalizes on the dealership's local presence and can attract new customers simply through visibility.
The Imperative of Personal DevelopmentThe dialog delves into the necessity of investing in personal growth, painting a vivid picture of the intense preparation that industry leaders undergo. Sean V. Bradley shares his personal journey of self-investment, from learning web design and SEO to mastering public speaking — efforts that enriched his professional repertoire.
The Multiplication of SkillsBradley's discussion points to the significance of acquiring a diverse set of skills, which enhances one's ability to adapt to various industry needs. He reflects on how such a multidisciplinary approach allowed him to excel in sales, demonstrating the value of continuous learning.
Investing in Your FutureThe speakers concur on the importance of investing time and resources into one's own education. As Bradley astutely puts it, "Stop dragging your feet or dragging your knuckles." Investing in knowledge and skill set can only propel a professional forward, and industry-specific events and training play pivotal roles in this pursuit.
Networking as Industry CurrencyIn the exchange, the power of networking and building relationships unfolds as a central theme. Sean V. Bradley and Paul J. Daly showcase this through their mutual support and discussion of the upcoming automotive State of the Union conference (Sotokon).
Building Meaningful ConnectionsGood relationships with industry peers are likened to business currency. Speakers emphasize the mutual benefit when professionals share insights and experiences. Daly assigns great value to creating "one to three new contacts in your phone" at industry events, recognizing the potential to unlock opportunities worth "hundreds of thousands of dollars."
Collaboration Over CompetitionFrom the podcast’s camaraderie, it's clear that fostering a supportive industry environment trumps competitive instincts. This approach is beneficial for all involved and promotes a culture of growth and shared success.
- Visa fler
