[Replay]

Micheal Burt is an acclaimed business coach, author, speaker, and leader who has amassed a following of monster producers and high performers. In this replay episode, Coach Burt shares how car sales professionals can become people of interest in their communities -- a topic that is hyper relevant to the modern automotive retail landscape.

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[Replay]

Marcus Sheridan is the bestselling author of "They Ask, You Answer," and is known for his creative approach to marketing and sales. By leveraging the power of content marketing, Marcus took his local pool installation company from obscurity to a leading national pool and spa company. Although this episode originally aired in 2016, it's amazingly hyper-relevant to what's happening in the retail car business in 2021 and beyond.

What we discuss in this episode:

• Marcus explains that sales and marketing departments can no longer work in silos. They must unite into a single "revenue department" so that there is a cohesive approach to increasing customer satisfaction and revenue opportunities.
• Michael shares his initial thoughts about Carvana (in 2016) and his prediction about the future of dealerships. Smaller showrooms, one of each vehicle, iPads for vehicle customizations, and online car buying. Fast forward to 2021 and remote retailing (virtual car buying) has increased in usage and popularity 100-fold, further validating the need for sales and marketing to work together to achieve common outcomes.
• Marcus shares the importance of becoming the leading authority in your chosen industry. "My opinion or your opinion doesn't really matter. The only thing that matters is what consumers want." 

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[REPLAY]

Chris Voss is an internationally-acclaimed negotiation expert, Masterclass instructor, best-selling author, and former FBI hostage negotiator. In this episode replay, Chris shares valuable insights about how anyone can learn to negotiate and create win/win scenarios in business and life.

What we discuss in this episode:

• The importance of negotiation, and how to do it in a way that creates a win/win for all parties. 
• Visual cues that will help you understand what someone else is feeling so that you can address their needs and serve them more effectively
• Chris shares stories and anecdotes that help explain how anyone can learn to negotiation and how esepcially valuable negotiation is for car sales professionals to master

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[REPLAY]

Glenn Pasch is the CEO of PCG Digital, an automo tive and RV marketing agency that helps dealers grow their online business. 

This episode was originally recorded in 2015 and we're bringing it back from the vault because the principles Glenn teaches still hold up today, many are still as vital as they were when we originally recorded this episode.

What we discuss in this episode:

• The importance of unifying your marketing outputs. Even in 2021 Dealers are still operating in silos which are preventing them from getting a good grasp on marketing spend and marketing returns. Today there is a lot of conversation about the importance of mixed media modeling; an important concept for dealers to adopt immediately and moving forward.

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[REPLAY from episode 92]

Nathan Hays is a car sales professional who has risen to the highest level of the game by building local community relationships. His popular hashtag #AskForNate has become a staple among his clients and has helped generate new car sales opportunities through repeat and referrals.

What we discuss in this episode:

• How Nathan went from a greenie in the carbiz to being nick-named, "The Mayor of Carville" by his colleagues
• How to avoid disappointment when selling cars
• The math and science of becoming a top car sales pro. It's a numbers game. If you take the time to identify how many people you know, the more you should start to see how many acres of diamonds are sitting in your prospect pool. This is even more important in today's car sales climate where there are shortages. Your community must think about you first or you lose.
• Car Sales Success is a Recipe. When it comes to selling cars and becoming the Mayor of Carville in your commnunity, it's the truth! Success is a recipe. Often car sales people want fast results and are unwilling to put in the effort to see long-term gains.

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George Nenni is the founder of Generations Digital and is a highly-sought after expert when it comes to helping dealers eliminate advertising waste and maximize their marketing dollars. In this episode, George reveals practical tips for dealers to fully utilize Google My Business listings to win more business.

What we discuss with George Nenni:

• Why Google My Business is a critical element for car dealers. It's free to have a listing, and when properly optimized, dealers can get massive exposure and soak up search results placements on Google search engine.
• Why 3rd party listing sites are still a good bet in today's vehicle marketplace. 
• Dealers should have multiple GMB (Google My Business) listings for each department. From fixed ops to body shops, sales and finance, dealers can leverage multiple listings to gain deep links to the various services they offer.
• Why dealers need to have a website even in 2021 and beyond. There is a lot of chatter about how dealer websites are going obselete with programs like Instgram shopping or Facebook shops and inventory listings, but your dealership website provides a critical marketing avenue to educate and build authority.

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Shaahin Cheyene, CEO of Accelerated Intelligence, explains that despite everything going on in the automotive industry today, influence is the most powerful element of driving sales. 

Car dealers are competiting against big tech, electrification, direct-to-consumer buying models, and many more carmageddon-level events. Disription is not new, and Shaahin explains how car dealers can overcome adversity and rise to the next level. 

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Shaahin Cheyene is considered one of the leading global minds on what's next in e-commerce, Amazon and the internet. He is described as the "Willy Wonka of Generation X" by the London Observer and Newsweek and is one of the most forward thinkingers in business. Shaahin joins the show to share how car dealers can overcome the various obstacles in their path, from direct-to-consumer car sales to electrification and competiting against big tech.

What we discuss with Shaahin Cheyene: 

• Shaahin explains the mindset required to take your book of business to the next level. He left home at the age of 15 and took his business to a billion dollars pre-internet.
• The thing that led Shaahin to success was overcoming adversity after adversity and creating a mindset where you can overcome anything. If you can overcome the most challenging things in your life, you can do anything you want in business.
• The difference between electric vehicles and petrol-powered vehicles. Shaahin submits that EVs are an appliance rather than being an actual vehicle. Shaahin built one of the first electric Porsche's out there.
• When you are sleeping, your enemies are planning your demise. We're facing an industry that is being disrupted by an appliance. The automotive industry needs to pick an identify and go all in.
• Shaahin walks through the 3 steps to solving any probelm. Knowledge, courage and action.  

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Mike Colleran, corporate vp at Nissan Motor Company explains how Nissan is looking to mitigate the dependency and risk surrounding chip shortages moving into the future.

Listen to the full episode featuring Mike Colleran here

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Mike Colleran is the corporate vice president at Nissan Motor Company, a role he was appointed to in June 2020. Previously, he was the chairman of INFINITI Motor Company and was responsible for managing the brand, business operations, and all marketing/sales for INFINITI globally. 

What we discuss with Mike Colleran:

• Mike talks about the shifts that he's observed during his 30+ year career in the automotive industry. The most impactful shift being the transformation from internal combustion engines to electric vehicles. 
• Where manufacturers once employeed mechanical engineers, there is a shift to chemical engineers.
• The transformation began to accelerate back in 2008, when companies moved from high over heads to more streamlined business operations.
• Mike explains that the highest priority for retail dealers over the next 3, 5, and 7 years needs to be delivering a world-class customer experience. In a world where fixed costs add pressure, the challenge will be delivering that incredible experience while managing fixed costs.
• How far ahead do automakers look to the future? Nissan has been preparing for electrification for years when it released the first iteration of the Nissan Leaf.
• As a retired Marine Captian, Mike shares how the marine's motto of "Semper Fi" has impacted the way he leads, builds, and trusts his team.
• How are automakers seeking to mitigate chip shortages from happening again in the future?
• Are OEMs conspiring to get rid of the dealer network?

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