In this episode, I sit down with Rob Cochran, Chairman & CEO of Cochran Automotive Group, 39th largest dealer group in the nation, to dive into the future of the automotive industry and the critical changes dealers must embrace. Rob has also been on the NADA board since 2020 and is the upcoming 2025 Vice Chairman and 2026 Group Chairman.  Rob sheds light on the government mandates, OEM conformity, and digitalization that are reshaping the landscape. From ADAS and autonomous driving to...

In this episode, I dive deep into a crucial yet often overlooked aspect of the sales process: the importance of teaching salespeople how to sell their own credibility. When engaging with potential buyers, establishing trust and demonstrating expertise is paramount. Many sales professionals struggle with this, but it’s essential for building meaningful connections and fostering a customer-centric approach. Join me as I explore strategies for establishing credibility, highlighting your...

In this episode, we're diving into effective appointment-show techniques specifically designed for general managers and sales managers in the dealership environment. This is a highly successful activity that can transform your approach to customer interactions and drive next-level success.  Join me as I share powerful training and coaching techniques that high-performing managers use to break barriers every day. We’ll reflect on concepts from a previous episode on Reverse T.O./E.M.I.,...

In this episode, we're exploring innovative strategies for interviewing and onboarding new salespeople in your dealership for 2024. As the sales process continues to evolve, it's crucial that our interview and onboarding practices keep pace. Join me as I discuss how setting clear expectations from the outset can empower new team members to understand their roles and what it takes to succeed in your organization. With the majority of car buyers engaging through calls, texts, and emails before...

Join us for an insightful episode where I sit down with Bill Reidy, VP of Sales, and Carol Marshall, COO at ActivEngage, a leader in people-powered messaging solutions for car dealerships. We delve into how personalized engagement transforms the car-buying experience, ensuring online shoppers feel valued and cared for. Discover the evolution of customer engagement through digital interactions, including chat and SMS, and learn why these channels deserve the same attention as in-person...

Join us for an insightful episode with Carla Wade, Chief Revenue Officer at Lotlinx, to discuss the current challenges facing car dealerships in our "State of the Union" segment. With dealers scrambling to offload bloated inventories, we delve into the evolving landscape of automotive sales where traditional advertising methods are becoming obsolete. As consumers spend 13-15 hours making vehicle decisions over a span of 1-3 months, inflation and rising interest rates have made buyers more...

Join my interview with Liz Hernandez, a powerhouse in dealership growth and training with the Morgan Automotive Group. With passion and energy at an all-time high, Liz discusses her tireless efforts to uplift numerous dealerships under her guidance. She highlights the crucial role of culture and leadership in driving success, emphasizing that when General Managers (GMs) and managers actively engage with salespeople, everyone benefits. “Train your people,” she says repeatedly making the point...

In this episode, we dive deep into a crucial yet often overlooked aspect of the sales process: documenting notes. Whether you're a manager, a BDC representative, or a sales rep, this episode is tailored for you.  I explore why documenting customer interactions is essential for improving sales performance and enhancing customer relationships. We’ll discuss how thorough note-taking can help each team member make more personalized connections with customers, ultimately leading to more...

In this episode, we sit down with Denise Leleux, CEO of Curbee, a pioneering mobile service tech platform designed specifically for dealerships. After their successful time deploying mobile with Tesla, Denise and her team gained invaluable insights that led to the creation of playbooks and standards to help dealers seamlessly deploy mobile service solutions. Join us as Denise shares her expertise on setting up mobile service initiatives, tackling some of the biggest challenges dealers face,...

General Managers, Desk Managers and Sales Teams! Learn how to execute the reverse T.O. and set the tone for a car deal, a solid review and a repeat client! In this episode, I teach the art of creating a warm and welcoming atmosphere for car buyers through the innovative concept of the reverse T.O. General managers and sales managers this is the vital act that first impressions play in the sales process. Discover how to make every customer feel like a VIP from the moment they step into the...

Quotes from guest, Mike Lucente. "Speed of the leader is the speed of the team", "Be more of a coach then a manager" and  "Unrelenting in your vision."  In an insightful interview with Mike, a seasoned manager at Alabama's largest Kia dealership, he emphasizes the importance of nurturing team members' success and fostering an environment of continuous learning. With over 30 years of experience at the dealership and a history of achieving the prestigious President's Award, Mike believes that...

In this power punched episode, I tackle the critical need for change in today’s fast-paced business environment! And this motivating epiisode is quick to the point and provides many examples to dial into for process improvement in your business.  In example, salespeople lead customers through the sales process vs customer immediately all over you demanding #’s quickly leading to no deal. Soooo, change in sales process is necessary.   Learn a process to structure a change initiative to...

In this episode, join me as I go hard into the world of service BDC appointments! I'm sharing 10 ways to get more service appointments and this epi is moneyyy! 💰 Dealerships are in a constant battle to secure loyalty from existing clients while also attracting new ones. At the heart of this challenge lies the crucial role of the service department, where customer relationships are nurtured and sustained. So, dealerships need a lot of appointments on the books! Those calls coming in and going...

https://www.meetlisacopeland.com Join us for an inspiring conversation with Lisa Copeland, a top 1% real estate agent among 90,000 peers, co-founder of Cardone Mortgage, and host of *American Dream*. Lisa shares her remarkable journey from entrepreneur and car dealer to real estate powerhouse, emphasizing the importance of personal branding and the impact it can have on your career. In this episode, Lisa discusses her partnership with Grant and Elana Cardone, revealing how she made the leap...

This guy is a blast to chat with! This episode is fast-paced and packed full of great info. I love this interview, Dave's energy & momentum! 🤩 He openly gives his expert advice based on what he is seeing with current dealers who are looking to sell. Meet Dave Cantin, CEO of Dave Cantin Group, a leading Strategic Mergers and Acquisitions advisory firm that specializes in representing publicly traded companies and top 150 dealerships to protect their assets and legacy through succession...

I sit down with Glenn Lundy, the dynamic CEO of 800% Elite Automotive Club, newly accomplished car dealer, and esteemed motivational speaker. Glenn, widely known for his impactful shows like The Morning 5 and Rise & Grind, delves into the crucial distinctions between investing versus spending and balancing, urging listeners to change their terms to change their actions. glennlundy.com  Discover the inner workings of Glenn's revolutionary 800% Auto Elite Club, where a diverse mix of...

In this fast-paced solo episode, I focus on the world of customer loyalty and the intricate strategies involved in creating and maintaining loyal clients. I share invaluable insights on the often-overlooked aspects that can make a significant impact on customer retention and satisfaction. With a keen focus on the service department, the episode delves into the critical role that service actions play in fostering loyalty. By pinpointing small yet crucial areas that are frequently disregarded,...

In this episode, we will explore valuable tips and techniques for service advisors looking to boost their bottom line by increasing line items during service interactions when writing service in a car dealership.   The Power of Personal Connection As a service advisor, the check-in process is your first opportunity to connect with customers and set the stage for a successful service experience. We discuss the importance of slowing down, making genuine connections, and building trust with...

In this episode, I help you with a plan to address common objections and challenges encountered when attempting to schedule appointments with customers. Whether you're in Service BDC, a Service Advisor, or a Salesperson, this episode provides valuable insights applicable to both sides of the business, highlighting parallels in the appointment-setting process that lead to successful outcomes. Many times, people may attempt to avoid committing to an appointment, citing the need to check their...

Meet Jessica Colon @[email protected] | City Kia of Greater Orlando has raced to the top 3 Kia stores in the country! She's amazing! A top performer! 🥇💯 In this episode, we delve into the extraordinary journey of a remarkable individual who has ascended to the pinnacle of the automotive world as the best Business Development Center (BDC) manager, in my opinion. With a track record of orchestrating the seamless collaboration between sales and BDC teams, she effortlessly drives an astonishing...

In this episode, I dive into the world of inbound sales calls, I say are the low-hanging fruit for increasing income and maximizing conversions in the car sales! Learn how to craft a sales process tailored to address common challenges encountered during inbound sales calls, such as customers rushing for out-the-door (OTD) pricing, seeking trade values upfront, or inquiring about rates and availability before committing. Join me as I explore the art of mitigating problems on your sales calls...

📍Meet Guests at upcoming Reynolds Retail Summit Amplify24  ReyRey.com/Amplify  Join us as we delve into the intricacies of the Federal Trade Commission's controversial Vehicle Shopping Rule in the automotive industry. In this episode, representing Reynolds and Reynolds legal expert Matt Chacey, Product Development Attorney and Sales Director for Compliance Team, Jason Gaskill, shed light on the implications of this new regulation for car buyers and dealers alike. Critics of the Vehicle...

In this episode, I get into a crucial aspect of sales conversations that can transform your approach to engaging customers effectively. For both service and sales teams, the question "What's in it for me?" takes center stage as we explore how to reframe this inquiry into "How will this benefit me?" to emphasize the specific advantages and benefits customers can expect from your product or service. Service advisors, BDC advisors, and sales consultants will discover actionable strategies to...

[email protected] | @georgejsaliba | J & S Autohaus | Sellmyev.com | J & S Mitsubishi  I had a great time chatting it up with with George Saliba! He is a car dealer based in New Jersey who has taken the world of social media by storm with his innovative approach to content creation and marketing strategies. George shares insights into his journey of building a thriving online presence, boasting over 100k followers in just one year. Now over 335K. He puts down his blueprint and the...