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 Mindset

Success 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 Growth

Every 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 Health

The 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 Success

Key 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 BDC

In 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 Operations

One 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 Engagement

Leveraging 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 Relationships

Another 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 Services

The 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 Vision

What 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 Takeaways

• Enhanced 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 AI

One 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 Results

The 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 Effort

A 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 Strategies

The 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 Enabler

In 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 Takeaways

• Speed 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 Engagement

SEO 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 Methods

SEO 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 Communication

SEO 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 Engagement

Bradley'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 Takeaways

• Mastering 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 Process

Adhering 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 Engagement

Understanding 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 Training

Brainer’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 Insights

Larry 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 Operations

As 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 Engagement

An 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 Effectiveness

Both 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 Implications

The 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 Industry

In 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 Training

Another 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 Management

Leadership 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 Improvement

In 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 Thoughts

Tracy 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 Takeaways

• Accountability 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 Micromanagement

In 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 Concepts

Micromanagement 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 Teams

The 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 Leadership

Emotional 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 Approach

A 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 Management

The 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 Impacts

Integrating 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 Responsibility

One 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 Team

When 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 Accountability

Implementing 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 Management

As 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 Takeaways

• Proactive 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 Threats

Recent 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 Channels

One 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 Forms

Another 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 Talent

In 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 Management

Artificial 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 Success

Innovation 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 Centers

A 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 Engagement

Dealer 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.