The Dealer Playbook

In this episode my guest is, Michael L. Wood, General Manager at Checkered Flag Jaguar Land Rover VW, to unpack something that I think everybody in business should be paying attention to: unreasonable hospitality.

What does that even mean, right? Well, think about it this way: How often do you leave a place (whether it’s a restaurant, a store, or even a dealership) feeling like they actually cared about you, like they went beyond the sale to make your experience truly unforgettable? Probably not often enough. But Michael’s figured it out, and let me tell you, it’s changing the game in the auto industry.

In this episode, Michael shares how he’s using small, thoughtful actions to create a lasting impression on his customers—and how it’s leading to loyalty and referrals like you wouldn’t believe. We talk about everything from using social media to better understand clients before they even walk through the door, to the importance of leadership that empowers your team to think for themselves.

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This Episode's Sponsor

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In this episode, my guest is the COO of Ziegler Auto Group, Sam D’Arc, and trust me when I say this is not your typical conversation about selling cars. In fact, we’re not talking about selling cars at all. Sam and I dive deep into what really makes a dealership thrive—and spoiler alert—it’s not just about inventory or car payments.

 But here’s the deal: Sam and I go beyond the sales floor and get into what really makes an auto group thrive. We’re talking culture, passion, and what it means to create a lifelong love affair with your people. Imagine walking into a dealership where the focus is on celebrating employees living their best lives, not just pushing numbers. We dig into how Ziegler is making that happen across 41 rooftops and what it means to foster an environment where people can grow, evolve, and find their calling—whether it’s turning a wrench or syncing someone’s Bluetooth. 

But more than that, this episode is about breaking the mold—how treating your employees right leads to treating your customers right, and why chasing a journey with no end might just be the key to lasting success. You’ll walk away from this one inspired, with a fresh perspective on leadership, culture, and the power of doing business differently. Plus, I threw in a couple of listener questions, including one about Sam’s favorite failure that will hit home for anyone who's ever faced a setback.

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This Episode's Sponsor

Sell Smarter, Not Harder

AutoFi helps progressive dealers like you sell smarter, not harder—on your dealership website and, now, in your showroom, too.

AutoFi solves the everyday problems dealers actually face: like bottlenecks at the sales desk, customer distrust, and decision overload. And their all-new showroom solution includes deal estimation, desking, lender routing, and an F&I menu – all in one powerful platform that bridges the gap between the CRM and DMS.

Go to AutoFi.com/dealerplaybook to learn more. And start selling smarter, today.

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In this episode my guest is Moose Pohyar, the General Manager at Lithia Hyundai of Fresno, who’s been making serious waves in the EV space. 

Now, if you’ve been with me on this journey for a while, you know I love diving into the stories of folks who’ve turned what some might call just a job into a fulfilling career. Moose is one of those people.

What I love about this conversation is how Moose doesn’t shy away from the real challenges dealers face today, especially when it comes to selling EVs in rural markets. We’re talking about a guy who’s increased his EV sales by 300% in just over a year—no small feat, especially when you consider the skepticism that still exists around electric vehicles. 

Moose shares the exact strategies he used to get there, from dealership staging to heavy-duty product knowledge training, and even how he’s been able to flip the narrative on EVs in an area where gasoline and diesel have been king for decades. 

Moose also shares his thoughts on the future of the automotive industry, and let’s just say, if you’re wondering what the next big thing in car sales is, this episode is for you. Plus, we get into some real talk about what it takes to stay ahead in this business, especially when the landscape is changing faster than ever.

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This Episode's Sponsor

FlexDealer Need Better Quality Leads? FLX helps car dealers generate better quality leads through localized organic search and highly-targeted ads that convert. They also help integrate marketing with internal operations for optimal results, and unparalleled growth.

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In this episode my guest is Charles Cannon, General Manager of BMW of West Houston, to unpack the strategies that have kept him at the top of his game for over a decade. 

Charles is the kind of guy who’s not just in the car business; he’s mastered the art of it. We’re talking about how to truly dominate your local market, not with the latest fads, but with tried-and-true strategies that have stood the test of time.

Charles shares his journey from seeing car sales as just a job to embracing it as a lifelong career, offering insights that are as relevant today as ever. We also discuss how to overcome the fear of video marketing, the importance of treating customers like guests, and how to navigate the current economic challenges with integrity and professionalism.

Key Takeaways:

• The critical role of consistency in long-term success.
• How to build meaningful customer relationships in a digital world.
• Practical tips for overcoming the fear of video marketing.
• Navigating economic challenges with a positive mindset.

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This Episode's Sponsor

FlexDealer Need Better Quality Leads? FLX helps car dealers generate better quality leads through localized organic search and highly-targeted ads that convert. They also help integrate marketing with internal operations for optimal results, and unparalleled growth. 

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This week's episode is one of those conversations that gets you thinking on a deeper level about your business and where it’s headed. I had the pleasure of sitting down with my good friend Tim Hayden, the CEO of Braintrust Partners, and let me tell you, this is one you don’t want to miss.

You know how we always talk about growth and pushing the boundaries? Well, Tim takes that to a whole new level by diving into what he calls your business’s DNA. We’re not talking about generic best practices here—this is about understanding the unique factors that make your dealership tick. Think of it like getting under the hood of your business and fine-tuning it for maximum performance.

Tim’s got some serious chops in the world of data and AI, and he’s all about using that to help businesses like yours transform and thrive. We dig into the nuts and bolts of how to leverage your data, not just to survive, but to absolutely crush it in today’s market. And trust me, if you’ve ever felt that initial sticker shock when thinking about investing in new technology, Tim’s got some solid advice on how to get past that and see the bigger picture.

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This Episode's Sponsor

More Dealers Are Choosing To Partner with FlexDealer

Looking for a reliable, high-performance dealership marketing partner? Visit https://www.flexdealer.com to discover why more and more dealers are choosing them over big-box providers.

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Hey there, DPB gang! Welcome to episode 2 of MCEEEE on the MIC! Today, I’m peeling back the curtain on a tool that’s been right under our noses, totally free, and shockingly underutilized—Google Business Profile.

If you’ve been with me for a while, you know I'm all about cutting through the noise to bring you tactics that are not just buzzworthy, but actually deliver. And let me tell you, today’s episode is a real treasure trove. We’re diving deep into how to harness the full potential of Google Business Profile to skyrocket your local marketing—without spending a single dime.

“Being half Italian, half Portuguese, there’s an inner battle happening all the time. The Italian in me wants the best money can buy; the Portuguese in me wants it for free.”

Join me as I break down why this isn't just another tech tip but a major game changer for boosting your local visibility. I’ll be sharing some personal stories about how simple strategies turned into big wins and why I think you’re going to love experimenting with these tactics just as much as I have.

What you’ll learn:

• How to effectively use your Google Business Profile to enhance local SEO.
• Simple tweaks to your profile that can make a massive difference in visibility.
• Creative ways to engage with your community and build a memorable brand presence.

And hey, because I value our time together, I promise to keep it snappy, practical, and as always, full of the energy you’ve come to expect. Grab your coffee, and let’s make some magic happen.

Thanks, For tuning in!

If you enjoyed this episode, support us by clicking the links! 

Connect with Michael Cirillo

• Connect with Michael on LinkedIn

⭐️ Like this show? Please leave us a review here — even one sentence helps! Consider including your LinkedIn or Instagram handle so we can thank you personally! 

CLICK HERE to learn more about The Dealer Playbook! 

More Dealers Are Choosing To Partner with FlexDealer

Looking for a reliable, high-performance dealership marketing partner? Visit https://www.flexdealer.com to discover why more and more dealers are choosing them over big-box providers.

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Leave a Review:

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There’s a good reason that many companies have SEO experts on their teams and spend resources and money on using the tactic in marketing activities. Well, in this episode Greg Gifford is here to help us understand why that is and why we should too.

Greg Gifford is not just a name in the SEO world; he’s a force to be reckoned with. As the COO of Search Lab Digital, Greg has shared his expertise globally, helping businesses enhance their online presence. Known for his engaging and practical approach to local SEO, Greg is the go-to guy for anyone serious about mastering the art of search engine optimization.

What We Discuss In This Episode:

In this episode, Greg Gifford and I dive into the ever-changing world of SEO. We kick things off by talking about the evolution of SEO and how it's been as unpredictable as the Marvel Universe, emphasizing the importance of staying agile and innovative to keep up with Google's algorithm updates.

While there's a lot of buzz about AI's impact on SEO. Greg demystifies these claims, explaining why AI tools are not the ultimate game-changers some believe them to be. "AI isn't the magic bullet for SEO. It's a tool that needs careful handling and human oversight to ensure quality."

Content is king, but context is the emperor. Greg stresses the necessity of creating valuable, relevant content that answers your customers' questions. "Anticipating customer questions and providing those answers is crucial," he says. We explore beyond keyword stuffing to a more holistic approach, aiming to help your business stand out and foster deeper engagement with your audience.

Thanks, Greg Gifford!

If you enjoyed this episode featuring Greg Gifford, support us by clicking the links! 

• Connect with Greg Gifford on LinkedIn

Listen to the full episode for insights and context from Greg Gifford! 

⭐️ Like this show? Please leave us a review here — even one sentence helps! Consider including your LinkedIn or Instagram handle so we can thank you personally! 

Connect with Michael Cirillo

• Connect with Michael on LinkedIn

CLICK HERE to learn more about The Dealer Playbook! 

Sell Smarter, Not Harder

AutoFi helps progressive dealers like you sell smarter, not harder—on your dealership website and, now, in your showroom, too.

AutoFi solves the everyday problems dealers actually face: like bottlenecks at the sales desk, customer distrust, and decision overload. And their all-new showroom solution includes deal estimation, desking, lender routing, and an F&I menu – all in one powerful platform that bridges the gap between the CRM and DMS.

Go to AutoFi.com/dealerplaybook to learn more. And start selling smarter, today.

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Ryan Stewman (a.k.a Hardcore Closer) has never had a salaried job in his life. He has a real 'eat-what-you-hunt' mentality which fosters his consistent entrepreneurial approach to sales.

In this special rewind episode, we revisit a timeless conversation with Ryan Stewman. Ryan walks through the best way to navigate negotiating and closing a car deal. Using real examples from his life as a car sales professional, he shares a unique way of viewing everyday challenges that every car pro faces.

 What We Discuss in This Episode:

We start by digging into what really sets a closer apart from just a salesperson. Trust me, there's a big difference. Ryan shares why being a closer is about more than just making the sale—it's about sealing the deal and getting paid.

Ryan doesn’t pull any punches when it comes to the stereotypes that plague our industry. He talks about how to rise above the negative perceptions and build genuine trust with your customers. His approach is all about honesty and transparency—being real with people so they can be real with you.

One of the standout moments in our chat is when Ryan breaks down the art of persistence. He shares some killer examples of how sticking to your guns can turn a no into a yes. This is about mastering those tough conversations and never shying away from asking for the business.

Play the game 

Not only is it vital to know the game you're playing, but you need to be willing to play it. 

It's crazy how many car pros complain about the negotiation process when working a car deal, but that's just part of the game. If you take the time needed to know how to navigate the game, your chances of winning increase exponentially.

Thanks, Ryan Stewman!

If you enjoyed this episode featuring Ryan Stewman, support us by clicking the links! 

• Connect with Ryan Stewman on Linkedin

Listen to the full episode for insights and context from Ryan Stewman

⭐️ Like this show? Please leave us a review here — even one sentence helps! Consider including your LinkedIn or Instagram handle so we can thank you personally! 

Connect with Michael Cirillo

• Connect with Michael on LinkedIn

CLICK HERE to learn more about The Dealer Playbook! 

More Dealers Are Choosing To Partner with FlexDealer

Looking for a reliable, high-performance dealership marketing partner? Visit https://www.flexdealer.com to discover why more and more dealers are choosing them over big-box providers.

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Hey gang, welcome to this episode! Today, we’re not just in any studio – we’re recording right from inside the new 800% Elite Auto dealership with none other than Glenn Lundy himself.

Glenn Lundy is a trailblazer in the automotive industry with a refreshingly unconventional approach to running dealerships. As the founder of 800% Elite Auto, he has pioneered a unique integration of leadership development and media into his business model. Glenn’s mission is clear: to transform the car buying experience and dealership culture by putting people first.

 What We Discuss In This Episode:

In this episode, we discuss Glenn Lundy’s transformative vision for 800% Elite Auto. Glenn shares that his dealership would be a leadership development academy first, a media company second, and a car seller last. This revolutionary approach shifts the focus from just moving vehicles off the lot to nurturing and empowering leaders, ensuring that the dealership’s success is built on a foundation of strong, capable individuals.

We also discuss why the podcast studio was the first priority in the dealership, while also discussing the key habits that help him recognize and seize opportunities, the importance of a morning routine, acting with urgency, and assessing opportunities quickly.

One of the most intriguing aspects of Glenn’s method is his no-schedule policy. He explains how this policy fosters a culture of responsibility and high performance. By treating team members as adults, this approach challenges traditional workplace structures, emphasizing trust and empowerment over micromanagement.

Thanks, Glenn Lundy!

If you enjoyed this episode featuring Glenn Lundy, support us by clicking the links! 

• Connect with Glenn Lundy on Linkedin

Listen to the full episode for insights and context from Glenn Lundy

⭐️ Like this show? Please leave us a review here — even one sentence helps! Consider including your LinkedIn or Instagram handle so we can thank you personally! 

Connect with Michael Cirillo

• Connect with Michael on LinkedIn

CLICK HERE to learn more about The Dealer Playbook! 

More Dealers Are Choosing To Partner with FlexDealer

Looking for a reliable, high-performance dealership marketing partner? Visit https://www.flexdealer.com to discover why more and more dealers are choosing them over big-box providers.

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So a month and a half ago, Glenn Lundy, President of 800% Elite Automotive Club, called me. He said "Michael, I have the opportunity to build a dealership from the ground up, but I want it to be different. I want it to be a leadership training company that just so happens to sell cars." A few days later, he calls me back. He says. "It's happening, Do you want to be involved?" My immediate response? Heck yes! 

There I said it, we're building a dealership from scratch!

For those who may not know, Glenn was the general manager of the highest-volume Chevy store in America. He grew that store's sales by 800% in just five years, selling thousands of vehicles per month in a small town. When Glenn left the dealership, he founded the 800% Elite Automotive Club, teaching others how to achieve similar success.

This episode is packed with insights on how we're transforming the dealership model.

We're rethinking everything about how a dealership operates. We’re embracing the mess, finding innovative solutions, and redefining what a dealership can and should be. This episode will give you a sneak peek into our thought process, challenges, and the exciting journey ahead. If you’re in the automotive industry or just love a good underdog story, this is a must-listen.

Thanks, For tuning in!

If you enjoyed this episode, support us by clicking the links! 

Connect with Michael Cirillo

• Connect with Michael on LinkedIn

⭐️ Like this show? Please leave us a review here — even one sentence helps! Consider including your LinkedIn or Instagram handle so we can thank you personally! 

CLICK HERE to learn more about The Dealer Playbook! 

Sell Smarter, Not Harder

AutoFi helps progressive dealers like you sell smarter, not harder—on your dealership website and, now, in your showroom, too.

AutoFi solves the everyday problems dealers actually face: like bottlenecks at the sales desk, customer distrust, and decision overload. And their all-new showroom solution includes deal estimation, desking, lender routing, and an F&I menu – all in one powerful platform that bridges the gap between the CRM and DMS.

Go to AutoFi.com/dealerplaybook to learn more. And start selling smarter, today.

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Leave a Review:

If you're enjoying the podcast, we'd love an honest review here.

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