The car business feels broken right now.
Showrooms are quiet. Sales teams are restless. Managers are asking the same question:
“Is it slow out there, or is it just us?”

Everyone’s looking for answers — but the truth isn’t in the rumors or social media posts. It’s in the data.

In this premiere episode of Follow The Money (Ep. 18) on The Get More Frank Show, I sit down with Brian Kramer, EVP at Cars Commerce, to break down the Q3 automotive market data that every dealership leader needs to hear before heading into Q4.

We’re not talking about feelings — we’re talking about facts.

📊 Inside This Episode:

• Why the car business feels slower than it really is — and what the Q3 data actually shows

• The truth about new and used car demand in the current U.S. market

• How dealerships are misreading “slow” showrooms and missing opportunities

• Why the $30K–$49K price band is the new battleground for both dealers and buyers

• How AI (like Carson from Cars Commerce) is already shaping shopper behavior and search visibility

• Why 88% of buyers haven’t decided where they’ll buy — and how to win before they walk in

• The secret that’s quietly destroying used car gross and how to fix it

• Why reputation, reviews, and culture are the most valuable marketing you have in 2025

This isn’t doom and gloom. It’s clarity. It’s truth. It’s what every Dealer Principal, GM, GSM, Sales Manager, and Salesperson needs to understand to lead with confidence and control.

💡 The Reality:
The data says:
✅ Demand is stable.
✅ Inventory hasn’t crashed.
✅ Prices are holding steady.

So if the market isn’t broken — what is?

It’s not the market. It’s mindset. Dealers who adjust process, embrace technology, and lead with transparency are thriving. Those who keep chasing the old playbook are falling behind.

In this episode, we’ll expose why your gut might be lying to you — and how data, AI, and reputation can flip your dealership back into growth mode.

🎯 What You’ll Learn:

• How to lead your sales team when emotion and fear are high

• How to price and position inventory where buyers are actually shopping

• Why transparency and speed are now your top two profit levers

• How to prepare your dealership for the next wave of AI-driven car shopping

• What every GM should be focusing on before Q4 begins

This episode is a must-listen for anyone who wants to understand what’s really going on in the retail automotive world right now — from affordability and pricing trends to AI’s role in dealership operations.

If you’ve ever caught yourself saying, “It just feels slow,” this conversation will show you why that feeling doesn’t match reality.

Because in today’s car business, success doesn’t come from how you feel — it comes from what you know and how fast you act.

So buckle up.
This is the conversation the industry needs to hear.
It’s time to stop guessing, stop complaining, and start following the money.

🎙 Hosted by Frank J. Lopes — President of Strong30 Automotive, the company that provides the best marketing, advertising, strategy consulting, and sales training in retail automotive.

Frank has worked with hundreds of dealerships nationwide, helping them grow traffic, leads, and gross with data-backed strategies and high-performance sales execution.
If it doesn’t grow the store, he doesn’t recommend, execute, or teach it.

#CarSales #AutomotiveRetail #DealershipMarketing #CarsCommerce #GetMoreFrank #Strong30Studios #FollowTheMoney #AutoIndustry #UsedCars #CarDealership #AutomotiveLeadership #Strong30Automotive #CarBusiness #DealershipTraining #AutomotivePodcast #FrankJLopes

Too many dealers still believe profit is made on the sale. The truth is profit is made the moment you acquire the car. If you buy wrong, you’re already on a one-way road to margin destruction. While you’re sitting at the desk hoping to “retail out of a bad buy,” CarMax and Carvana have been rewriting the sourcing playbook, eating away at your margins, and taking the future of retail automotive right out of your hands.

In this episode of Follow The Money, host Frank J. Lopes (President of Strong30 Automotive) sits down with Kevin Kershner of Accu-Trade to break down exactly why profit is not made at the sale, why acquisition-first thinking is the only path forward, and how every dealership needs to start running like a used car powerhouse that also sells new.

Kevin and Frank don’t hold back. They expose how outdated appraisal strategies, slow processes, and poor sourcing decisions destroy gross before a vehicle even hits the lot. They also reveal how acquisition-first operators win by turning cars quickly, sourcing smart, and making it easy, transparent, and fast for customers to sell their vehicles.

You’ll learn in this episode:

• Why profit is won or lost at acquisition, not when the deal is inked

• The biggest mistakes draining dealership gross and how to stop them

• How to source smarter and stop buying inventory wrong

• Why transparency in appraisals wins both customer trust and long-term retention

• How CarMax and Carvana changed the rules while most local dealers looked the other way

• Why every new car store must be run like a used car operation in order to survive

Key Takeaways for Dealers, GMs, and Sales Leaders:

• Stop relying on “retail out of it” thinking — it no longer works

• Protect your gross by making smart acquisitions up front

• Build staying power by turning inventory quickly and profitably

• Meet customers where they are with simple, fast, transparent appraisal processes

• Use data the way big-box competitors do to identify demand and pay the right money for the right car

Frank and Kevin also discuss the mindset shift that separates winners from losers in today’s retail automotive world. Dealers who continue to think of themselves as “new car stores that also sell some used” will be left behind. Dealers who embrace acquisition-first thinking, who adopt used car strategies, and who build their culture around sourcing smart will thrive over the next decade.

This conversation isn’t just theory — it’s practical advice from two leaders who live in the trenches of retail automotive. If you’re a dealer principal, general manager, GSM, or sales manager, this episode is a wake-up call. The old playbook is dead. The new one starts with acquisition.

Follow The Money is the podcast built for retail automotive leaders who are ready to grow, adapt, and dominate. Every Tuesday at 9AM, host Frank J. Lopes brings you straight talk and hard-hitting conversations about dealership growth, leadership, advertising, marketing, sales, and culture. No fluff, no filter, all facts.

Retail Automotive, Car Dealership Growth, Automotive Leadership, Dealership Margins, Inventory Acquisition, Car Sales Training, Used Car Dealers, New Car Dealers, CarMax, Carvana, Accu-Trade, Strong30 Automotive, Frank J Lopes, Follow The Money Podcast, Dealership Culture, Sales Management, Automotive Sales Strategy, Gross Profit Protection.

For decades, the retail automotive industry has promised change as if it were just around the corner. The reality is that many dealerships are still stuck in the past, operating with the same outdated playbook they used 20, 40, or even 60 years ago. These stores wonder why they cannot attract top talent, why they struggle to meet customer expectations, and why their leadership pipeline is weak. The truth is clear: dealerships that do not evolve are destined to fall behind.

This episode of Follow The Money is a call to action for every dealer, general manager, GSM, sales manager, and automotive professional who wants to succeed in the next decade. Host Frank J. Lopes, President of Strong30 Automotive, sits down with Becca Jenkins, a proven leader who transformed rejection into resilience, built programs that empower leaders, and continues to drive culture shifts across the industry.

Becca’s story is raw and inspiring. At 19 she was told she would never be hired as a finance manager and would never make six figures. Years later she faxed her six-figure W-2 to the very person who doubted her. That moment proved that grit, resilience, and a leadership mindset can turn obstacles into rocket fuel.

Now serving as a senior leader at Cars Commerce, Becca has been instrumental in launching and scaling transformative programs such as the Women in Leadership initiative and Iron Sharpens Iron mentorship groups. What began with 12 members in 2016 has grown into a network of more than 300 leaders, proving that mentorship and culture-building are not optional in today’s automotive industry.

In this powerful conversation you will learn:

✅ How to build leadership in automotive that works: why waiting for permission is career suicide and why bold leadership drives dealership growth
✅ How to implement mentorship that scales: why it does not have to be perfect, how to start small, and why mentorship boosts retention and performance
✅ The skills every dealership leader must master: adaptability, curiosity about technology, resilience, and the ability to meet customers on their terms
✅ How to create a culture that attracts and retains talent: why command-and-control leadership fails and how to build a culture where professionals and women thrive
✅ Becca’s real-world journey: from starting as a CSI manager in high school to climbing into leadership roles many said were off limits

Frank and Becca also tackle uncomfortable truths:

• Some “old school” leaders are obstacles to growth, and they must be challenged if the dealership is to move forward

• Ego-driven leadership destroys culture, while self-awareness creates long-term profitability

• Leadership in 2025 is not about tenure or family connections, it is about adaptability, culture, and developing people for the future

This episode delivers actionable takeaways for:

• Dealers and GMs who want to build strong teams and future-proof their stores

• Sales Managers and GSMs who need to level up their leadership skills

• Salespeople and future leaders who want to know the steps to rise in retail automotive today

Whether you operate a single store or oversee a multi-rooftop group, the lessons here are universal: leadership is not optional, mentorship is non-negotiable, and the dealerships that evolve will dominate.

Follow The Money is the video podcast for retail automotive leaders, powered by Strong30 Automotive and presented by Cars Commerce. Every Tuesday at 9AM, host Frank J. Lopes brings you the conversations that matter: dealership growth, leadership development, sales strategy, and marketing execution that drives real results.

Retail Automotive, Car Dealership Growth, Automotive Leadership, Women in Automotive, Dealership Mentorship, Car Sales Managers, Automotive Training, Grit and Resilience, Follow The Money Podcast, Frank J. Lopes, Becca Jenkins, Strong30 Automotive, Cars Commerce, Dealership Culture, General Managers, Sales Training, Car Sales Leadership, Building Leaders in Automotive.

Certified Pre-Owned (CPO) isn’t just a checkbox. It’s one of the most powerful — and underutilized — tools in retail automotive today.

In this episode of Follow The Money (on The Get More Frank Show), Frank J Lopes sits down with Brian Miller of Cars Commerce to tackle the big questions most dealers avoid:

• Why do so many dealerships treat CPO like an afterthought?

• What’s really stopping sales managers from embracing certified inventory?

• How can CPO become your biggest trust-builder, margin protector, and customer loyalty driver?

With 38% of shoppers considering CPO when searching for their next vehicle, the opportunity is massive — but only if your team knows how to educate buyers, merchandise CPO properly, and sell its value with confidence.

You’ll learn how to:
✅ Train salespeople to confidently present CPO benefits
✅ Merchandise certified vehicles online and on the lot for maximum impact
✅ Handle objections about price premiums with data and value
✅ Build customer trust and loyalty through transparency and consistency

If your dealership is still parking certified units in the back row or treating them as “just another used car,” you’re leaving gross and goodwill on the table.

👊 The Get More Frank Show is hosted by Frank J Lopes, President of Strong30 Automotive — the company that provides the best marketing, advertising, strategy consulting, and sales training in retail automotive.

Every dealership talks about building a sales team… but very few build one that actually earns 5-star reviews.

In this episode of Follow The Money — featured on The Get More Frank Show — Frank J Lopes sits down with Jake Wittler from Cars Commerce to expose what really drives a 5-star reputation in today’s car business… and why your people, process, and performance all play a role in whether the buyer leaves a review — or never returns at all.

🎯 You’ll learn:

• Why 88% of car shoppers haven’t decided where to buy until after they start reading reviews

• How to build a review-driven culture that gets real results

• What separates average salespeople from review-generating professionals

• The invisible damage one weak link on your team can do to your entire store’s online presence

• How reputation, sales process, and closing strategy all tie together

Whether you're a dealer principal, GM, sales manager, or BDC director, this episode will slap you with reality — and give you the tactical edge you need to build a reputation-driven, revenue-generating sales machine.

💬 Comment, rate, and share this episode with someone who’s still letting their reputation die in silence.

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🎧 The Get More Frank Show is hosted by Frank J Lopes, President of Strong30 Automotive — the only company in the car business that brings together dealership marketing, advertising, strategy consulting, and sales training under one roof.

If it doesn’t grow the store, he doesn’t recommend it.

New episodes drop every week featuring content from Follow The Money, Ultimate Sales Pro LIVE, and Live With Lopes.

📲 Learn more at getmorefrank.com

Most car salespeople think they’re losing deals to price. Wrong. You’re losing deals to distrust. In this episode of Ultimate Sales Pro LIVE, Frank J. Lopes breaks down exactly how to flip “no” into “yes” by building trust fast and keeping control of the sale.

Inside Episode 9, you’ll discover:

• The 3 T’s of Trust that close more deals: Transparency, Tailor, Testify

• How to deliver the Out-the-Door (OTD) number without killing gross

• Why tailoring recommendations is the difference between being a tour guide and being a pro

• How to use quick customer proof stories to testify and earn instant credibility

• Exact Words That Win when customers push back with “What’s the OTD?” or “Can you discount it?”

This episode isn’t theory — it’s the real scripts and strategies Frank uses to help dealerships nationwide increase sales, gross, and customer loyalty.

If you’re a car salesperson, sales manager, BDC rep, or dealer GM, this is the playbook you’ve been missing.

👉 Listen now, take notes, and put it into practice on your very next up.

Most car dealers still think inventory age is the enemy. The truth? Risk is the real killer.

In this episode of Follow The Money for The Get More Frank Podcast, I talk with Grant Goering of Cars Commerce about how dealers can stop the Day 49 panic pricing and start using risk-first inventory strategies to turn aged units into profit centers.

Whether you’re a used car manager, general manager, or dealer principal, you’ll learn exactly how to:
✅ Read the market instead of the calendar.
✅ Use OBD-II scans and real condition reports to kill recon losses.
✅ Turn appraisals into retail-ready inventory in minutes — not days.

If you want higher gross, faster turns, and better inventory sourcing, this is your episode.

Selling 8–10 cars a month and wondering why the top performers at your dealership keep hitting 25, 30, even 35 units? In this episode of Ultimate Sales Pro LIVE, automotive sales expert Frank J Lopes, President of Strong30 Automotive, delivers the no-BS car sales training you need to change your career forever.

You’ll get automotive sales tips that work in the real world, not just in training rooms, and learn exactly how to sell more cars and close more deals without relying on luck.

Here’s what’s inside this automotive sales podcast episode:

• The exact dealership sales process top automotive sales pros use to dominate their market.

• How to close more deals with follow-up strategies that make you unforgettable.

• Why most salespeople train less than their customers prepare to say “no.”

• The “Triple T” method to create opportunities instead of waiting for them.

• A blueprint to break free from weak habits and consistently hit 20–30 cars a month.

Whether you’re in car sales, a sales manager, GSM, or GM, this episode gives you automotive follow-up strategies, mindset shifts, and the car dealership marketing mindset to control the customer experience, increase gross profit, and build a high-income career.

This is Ultimate Sales Pro LIVE — the show for pros who refuse to settle.

🎙 Welcome to The Get More Frank Show — the #1 podcast for car dealers, sales professionals, general managers, BDC leaders, and automotive marketers who are done with BS and ready to scale.

In this episode of Follow The Money, Frank J. Lopes sits down with Ron Andrews, VP at Cars Commerce and co-founder of Dealer Inspire, to expose the truth behind why most dealership ad budgets are nothing more than controlled burns with no return.

👉 If your CRM lead source report is your main source of marketing truth… you’re not tracking ROI — you’re tracking chaos.

Whether you’re a:

• Car dealership owner

• Automotive marketing manager

• General manager at a franchise rooftop

• Internet director or BDC leader

• Independent dealer trying to scale

…this episode shows you where your budget is leaking and what to fix now.

What You’ll Learn in This Episode:

🚫 Why your CRM lead report is the wrong tool for attribution
📉 How your Google Ads budget is likely cannibalizing organic traffic
🔥 The 3 biggest burn points killing your ROI today
💸 Why VLAs and “cheap clicks” don’t actually convert
📊 How to track real buyer intent using Google Analytics 4 (GA4)
🧠 Why your website tools are stealing attribution — and how to fix it
🎯 How to build a high-performance audience strategy using first-party data
📍 Where to cut wasted ad spend — and where to double down for results
🔁 How to turn your previous customers into your highest-performing campaign
🚀 Why marketplaces like Cars.com, AutoTrader, and CarGurus outperform paid search

This episode is a masterclass in:

• Car dealership marketing strategy

• Automotive advertising best practices

• Paid search vs. marketplace performance

• GA4 setup and conversion tracking

• Attribution modeling for car dealers

• Budget allocation for fixed and variable ops

• Building a scalable, ROI-driven advertising plan

👊 Hosted by Frank J. Lopes, President of Strong30 Automotive — the company that provides the best marketing, advertising, strategy consulting, and sales training in retail automotive.

Frank has helped build the showrooms of the top-performing dealers in the country, and now he brings you the same no-fluff insight through The Get More Frank Show — featuring unfiltered episodes from Follow The Money, Ultimate Sales Pro LIVE, and LIVE with Lopes.

If it doesn’t grow the store, he doesn’t recommend it, execute it, or teach it.

This is the show for dealers who want real strategy, real ROI, and real growth.

🔥 Cmon Man! You’re blowing 72% of your sales calls, and your commission check is WEAK! Industry stats (Dealix, 2025) prove 3/4 of dealership agents don’t even ask for an appointment, leaving money on the table while managers call you a glorified order taker headed for Starbucks. In this explosive episode of Ultimate Sales Pro Live, Frank J. Lopes rips your pathetic phone game to SHREDS and delivers the EXACT mindset and words to turn 61% of serious callers (LSA, 2025) into showroom visits and SALES. 🚗 Learn the Three P’s of Phone Domination—Positioning, Presence, Process—and master “WORDS THAT WIN!” scripts to close deals like a Telephone Pro. From roasting weak tactics (“Dollar General lawn chair”) to real-world stories (like Brian losing a $1,500 sale), Frank goes full Frank mode to transform your car sales game. 💸 Text LETMEIN to 732-561-1854 for daily phone scripts and motivation. Don’t be an order taker—stack commissions like a boss! New episodes drop every Monday at 9 PM Eastern. #CarSales #AutoSales #SalesTraining #CarDealership #SalesTips #UltimateSalesPro