The CarBiz Podcast

Dear 23-year-old me. I know you think you're 4:00 AM Starbucks. Opening shifts are cute, and they're gonna come to a little Sies, but commit yourself enough to this business. And you'll actually have to triple fucking down on the hours. And there's no guarantee included except for you and fucking you. For starters, let's just go nice and easy. Just to prep you up a little bit. You're gonna have the crash of 2008. Come creeping right around the corner. Funny enough, you're gonna be engaged single shortly afterward, all the while you make your first video email, as they're gonna call it on the cam quarter that you currently carry around, you'll post it on YouTube, kind of like your MySpace videos you got going on and customers are actually going to watch them. Your flip phone slider is actually gonna transform into advice. They're gonna later call an iPhone, believe it or not. And you're gonna use this same device to take your first picks and video as a new mom to your oldest daughter, Lee, you'll start your own business. the same week you find out you're pregnant with your youngest daughter, Jaylen. And within a few years, tick mark that bad boy right off the checklist, the divorce on your relationship status, common in the car business, you'll hit a lawsuit. You'll take a six month contract on travel to pay for it. Lack of control and retail therapy. Impulse gets you in I RS audit and losing it all. When the world shuts down in the year 2020. You're also a single mom now raising your girls and don't you worry yet? You're barely at the fucking surface. So triple the fuck down. Hey. Yeah, there's gonna be this thing called a chip shortage. And by then you'll actually have lost 50 pounds by gaining control of what's called mental fitness, which will come super duper in handy. When you watch your bank account over draw and offset payroll and the risks and hardness of having your own business is gonna roll right at you. You'll take trains because you maxed out your air miles and can't afford flights until checks clear. You'll borrow money from your mom, your dad and friends who will feed you and your girls. When you build your first product, that's actually fucking scalable. You'll come back to this first day of selling cars and the temptation will whisper to you to quit. Then give up to throw in the towel and call it done. Dear 23 year old. Build that thick fucking skin now understand the sacrifice will go beyond the money. You'll have to dig so deep and pull your shit out. Some of the darkest moments you'll have to make tough decisions and take loss after loss hit after fucking hit. In return, understand your winds are tenfold. If you never ever quit your winds, won't be alone. They will be with the ones who believed in you and kept up with you every single fucking part, even when you want it to stay down. Hey, when you're baking out on the pad today and heels waiting for your first up and when the sun is gleaming on you for those 3.75 hours, understand that mental game later is gonna come in handy. I know. This is just a temporary thing. It's a filler until you decide what you fucking wanna do for the rest of your life. But it's the beginning of a wild fucking journey. And just remember this your first day, you're never, ever gonna fucking quit. PS. Don't spend your money on stupid shit because in the end. It doesn't matter. Get smart, get your money to start working for you fucking now. Enjoying the show? Leave a rating and review!

Jay, I miss you for those of you who did not know Jay, he was a friend of mine whom I met in this wild and crazy car biz. He's someone I met long before most before I was a mom, married, and divorced. Jay lived in California in the madness drop of 20, 20. Every state had its own rules, but California had just opened up. Round onesies, most of you couldn't tell because I'm great at masking things, a salesperson at heart. But, I was kind of in a cluster fuck of my life. A massive hit in my divorce had unraveled figuring out how to be a single mom. Season one had creaped right in there. Dealers and travel were minimal for six months and above all, I felt alone. Jay had come to my rescue and drove down from Northern California to spend my first weekend, uh, with me to shoot some video. He was actually the first interaction I had with anyone between the ages, like past the ages of three to eight at the time. If you can imagine, um, the 14 day lockdown season one, and I really needed it because I felt alone. Jay had showed me the trick to making scrambled eggs when I'm normally, um, actually normally an over medium type. We would always practice our internet battle plan slides through the years. There's probably a decade plus of memories I have with you. And that I miss every single day there's times, I would have riders block and I'd call, call or FaceTime you. And I can't anymore. We would talk about life and appreciation of our friendship and I'll continue to live the best I can and hold the closest, close to me without pushing them away. We talk deeper talks, some chats like about death. And how part of it is just part of life. Like the lion king. Maybe I joked about it because I didn't want to face the reality of it. I never thought I would lose you. And so suddenly as a friend, but I'll continue to share your name, any mag or Trump statement. I'll hear. I'm always gonna hear little arguments that we could always put. My love goes to Dawn, your wife and your family. Rest in heaven. And thank you for always being great my friend. Enjoying the show? Leave a rating and review!

In this episode of the CarBiz podcast, I'm dedicating it to what inspired my automotive BDC AI. You know, my dad's name is Kevin. But he's the opposite of the type of Kevin or Karen I will be talking about. You know who I'm talking about - the "woke-up-on-the-wrong-side-of-the-bed" and lack the ability to control their emotions kind of person. The, "just gives me a fucking price kind of guy." The Karen who lives such a life that you know nothing about - and takes it all out on you kinda lady. This one's for you. Dear Kevin and Karen, Thanks for putting my brain to work. You see - no one else in the world, I guarantee, who has spent more hours in “great customer service” making videos you never watched or replied to - more than me. Like - I've thought about this one, and it's because of you - that I made my system. One day I woke the fuck up and decided I was over the fuck being ghosted. There was a time, you know, that I sent you cookies, a card, and a handwritten fucking note just to say thanks for speaking with me - and you know what it cost me? $12 back in 2014 a pop and not even a fucking thank you back not to mention a no show when you're supposed to pick up the phone or return a text to me again. Ah yes, I have a bucket based on the last decade-plus of HARTache you've brought me. I call it the nonnegotiable bucket or the VIP ticket lane. VIP tickets to the chase show. When I lose contact with you - I find myself chasing again. Like so many times, I got played, and I believed it - and I went above and fucking beyond for the pure sake of a wildly different process and someone that would stand out to you. And it did okay, it did well. It did well for many years. But I wanted fucking greatness. So I started going FBI crazy ex-girlfriend obsessive style a bit and tick marked all the bullshit things I started dealing with daily. Things that brought me to chase. Even after the first round of chasing. There's a lot that has gained traction over the years - almost like y'all got a private Fb group on a collab project saying the same shit every time. I'm driving is a fun one - who the fuck picks up their phone when you're driving? I'm working. I call bullshit and wanna throw back you're barely working. The difference is I used to let you win, Karen. I would let you play me like that, and I would kindly put you in my chase bucket again. Homie, don't roll that way now. But we can play it cute. You say you're working, I'll usher nice and slow my way into gaining your trust for the past 5 seconds to want to speak to me. My methods these days, thanks to you, are strategic. Probable and predictable. Controllable from the world's biggest control freak. Above all, I solved one of the worst problems in the CarBiz - and that's getting a response from you without you getting pissed, at least. Getting you right from the get-go to agree with me. See me on your side. At heart - the majority of us are genuine. Real people. We make a profit like any other fucking business, but we will work the hardest for you. Sweat in the sun, drench ourselves in the rain, shovel the snow for you. We show up early, stay late, and grind on lenders to get you approved because it's a bomb-ass feeling when you help someone you know. All these things you rarely see unless you meet us. And, because of you, I made my AI - so for that, I'll close out with a round of applause and thank you. Enjoying the show? Leave a rating and review!

In this episode of the CarBiz podcast, I want to remind you to keep moving. I tell myself this probably about 8262626 times a day, and it's this.  Keep moving. No matter what it is. The solution is always to keep moving.  Others will say slow down, keep moving. You may feel tired, keep moving. There's hard shit you aren't facing - face it, fall down, and keep fucking moving. Bleeding yet? Let it burn, and keep moving. I'm sure as we age, there's life questions and thoughts that can over take your minds day - cancel that shit out, and keep moving. Feeling guilty about something? It happened already, keep moving. Pissed that deal didn't go thru and you spent your time for funsies for free? It's the CarBiz bro, happens often - keep moving. Feel alone? Darkness? Depression? That shits real, you should get help and keep moving. Can't afford help? Put on shoes, take your two legs and run - keep moving. So they say, dopamine happens when you're running and heart rate is up. Don't want to run or workout today? Keep moving. Feeling behind on your workload and podcasts? Keep moving? Wondering who the fuck is judging you? Keep moving.  No matter what it is. Who it is. Where it's from or what is happening - remind yourself this today. Till the wheels fall off, I'm going to keep moving! Enjoying the show? Leave a rating and review!

Dear Mr. Jim Farley,I'm one voice of endless it seems some days. And we are rooted together - even through the storms and raging waters. Hey 2022 - my what a wild one so far. So much, in fact, it seems that perhaps - as some would say…we - us car biz folks may have hit a wall with this EV (electric vehicle) vision you've released recently in the press. Now - Im not normally a main stream media type (let's go Brandon) - but I couldn't help login per the ush - do a little scrollsie scroll and bam - even outside of my nerdy automotive forums the headline is everywhere that depicts the direct to consumer model vision with the Ford EVs.We don't know eachother, so I'll share a humorous flaw on myself - I like to have things explained to me like I'm a third grader when it involves intrquecies that may be new to me. So, in return I wanted to ask a few questions in a basic 3rd grade language that come right from my core and the mindset of the last 15 years since my heels burned on the pavement taking my first up at Heller Ford in San Diego Ca. 1. Does this vision of yours potentially eliminate the salesperson role? My very first day ever learning car sales -  was that the potential was endless in this business if you retain your customers, treat em like gold and always be their go to person anything CarBiz related.Does this just get thrown out the window? I cringe when I watch the Carvana and Vroom commercials because they tap into the consumer psychology and pain triggers from the sleezy car experience they suffered from once upon a time. I'll tell you what though. When you sweat, bleed and win with the dealers, salespeople and internet teams through the years - you level in line with the good ones. The good stores, the people within them. Watch it all unfold thru time and it's a fact: the good ones - are the baddest hardest working people on the planet.With kids and families of their own - and yet who lay it all on the line for their customers. Your brand. So much in fact - we have a high divorce rate (welcome to the club) many rarely see their kids and do the math, carry the ten and probability says more time is spent in a dealership, sun up to sun down that with their own loved ones at home. Just like that - does this not matter to you? 2. When was the last time you picked up a telephone and took real Ford Direct non third party lead yourself? Was it a phone call did you would make? A text? An email cause that's all they put with a bad phone number.If the answer to when - is anything less than today - I recommend you do so. It can be a fun game and give you a scosh of the hartache internet sales and BDC teams get to experience by the minute. It's a thrill I'll tell ya.Your vision paints the scenario like a customer who types in their information online is ready to buy and just wants an easy seamless experience. That's what I was always taught when I transitioned into internet sales from the floor.But on the daily as I work with internet leads today - even when people fill out credit apps the pattern life of any internet rep or BDC department you ask who do these calls, textile texts and emails on the 9 days a week and 90 katrillion seconds a day will consecutively tell you they have to chase. Not just chase - but even after all the chasing we get told some pretty knarly things that just make no sense / oh I didn't know I was clicking. Oh I'm not ready. Oh call me back. Oh I'm at work I'll call you back.Seems legit. Except then when you connect again the weirdest sentences come straight from their mouth - I'll keep this episode free of swear words, but when we do call back like we were asked we get called lots of colorful names. Or I don't know if this one is any better “we bought elsewhere”I don't know who started the rumor like it's going to be this allll the sudden epiphany or something in the water when customers stop doing this - it won't be actually.The consumer to dealer relationship for whatever reasons you wanna title  it - is different than any other b2b relationship. Any normal potential client who said they would call me back would actually call me back. I'm speaking from being a consultant and trainer when I have to call a dealer owner or Gm. But when I reverse my hat and wear my alias Elise Timberlake BDC role working with dealer internet teams as one - I'll tell you what. It's not even close to the same. BDC reps gotta drink 6 packs of Red Bull just to handle the nonsense in a normal bell 8 hour shift. Let's fix this part first. 3. What is the #1 top reason how a dealer can benefit from this envisioned consumer direct model? I mean. There's gotta be a slew of them I'm sure. Right? With such an futuristic vision expressed in confidence im just curious on the top reason. The number one. The above all hum dinger that is going to make this all come together.You know Mr Farley…My dad sold cars my whole childhood - he missed most school events or basketball games because he was doing bell shifts at The local ford dealership down the street from my high school. My first car that I saved my paychecks for was a 1996 Ford Escort that hustled me thru high school into three jobs after my HSG degree (high school graduate to) and this same little grandmother white escort carried all my papers that I folded loaded and threw for a paperoute at 2am when I was 20 years old.I sold my first Ford green pea into the car biz when I was 23 and that night on the phone told my mom that i wanted to make it big in the business from the belief that drank and I was trained on my first day learning sales or car sales at this ford store that took a chance on a Starbucks barista If I set myself apart from the stereotype. If I give customers a great experience, easy and honest then I can earn them for life. I told her I wanted to be the number one car salesperson in the country and have my name on a billboard one day all based on this belief that the CarBiz potential is endless when you do these things. For the majority of us, thru it all - but we can even just say the last three seasons of our country or so - we still believe this. And breath it. And Drench in it and make endless sacrifices to do so. These headlines and visions most definetly cause fear among some - who are bouncing out and have been left to question if their is a future career in perhaps an industry that they only know. So they say we've hit a wall. But regardless, the size of the wall and fear and push that it's built with - the roadblocks with pretty clear intention to eliminate us, the blood and backbone on the daily - my belief is truly this hehAnd I'll say it for everyone even if you've dropped out already and are way in the back- that wall - it doesn't matter. Why? Because those of us, and there's a storm - like me who will go till the wheels fall off - us, we - no question - will break the wall down anyways. PS: my dad got out of the car business when I turned 18. These days, I'm working the saturdays and missing weekend bbqs at his house. Enjoying the show? Leave a rating and review!

In case you're unaware, software automation in the car business is risky especially when it comes to BDC and sales. In this episode, Elise shares why Automation and artificial intelligence is risky and how she's cracking the code. Enjoying the show? Leave a rating and review!

In this episode of the CarBiz podcast, Elise reflects on the glitz and glam of NADA (National Automobile Dealer Association) 2022. There can be a lot of distractions when attending a large conference, especially when it's located in Las Vegas. Elise shares that it's important to stick to a plan and deploy a strategy that helps you stay focused so that you can continue to achieve your goals and get to where you want to go in life. Enjoying the show? Leave a rating and review!

Elise Kephart reflects on the valuable lessons her parents taught her that she uses daily in the retail car business. The car industry can provide many incredible opportunities to those that are willing to put in the work. It's one of the only industries where you don't need a college degree to be successful. Let's take a look at some of the lessons that Elise has learned from her parents. 1.) Never be afraid to pick up a broom and sweep You might literally have to sweep up a mess, but this is more an analogy for always looking for what can be done. There's always more you can be doing to push yourself to the next level. 2.) Don't mess with Mom's mint and chip flavored ice cream It wasn't about eating the ice cream. It was about showing self control and discipline. These days, Elise finds herself locking away things that aren't good for her so that she can focus on things that require valuable attention. 3.) Don't lie When you choose to be dishonest, you had better be willing to accept the self accountability that goes along with it. Lying to yourself or those around you gets you in deep shit. Most people lie to fit in when they should really be trying to stand out. Learn more about Elise Kephart on: Website: https://elisekephart.com/ LinkedIn: https://www.linkedin.com/in/elise-kephart-9a110a18 YouTube: https://www.youtube.com/channel/UCZpzsQqiMbROotJbh2yP1UQ Facebook: https://www.facebook.com/TheEKX Instagram: https://www.instagram.com/theyoutubediva/

In this episode of The CarBiz Podcast, Elise shares 2 reasons why she's inspired by Justin Timberlake. 1.) Always breaking boundaries Justin Timberlake is always pushing the envelope for himself. From Disney to singing and from singing to acting. Elise has always been inspired to push the envelope by not just being another car dealer trainer, but by being able to do creative shit herself; by being able to demonstrate and practice what she preaches. 2.) Performance and the work that it takes Even though Justin Timberlake has to play the same energy at every show, you can tell that he truly loves his routines. He loves to perform. He has found the fire that makes his performance light up. It's important that no matter what we do, and no matter how routine it may feel, to find something that lights you up; that drives your purpose and helps you perform at your best no matter what it takes. Learn more about Elise Kephart on: Website: https://elisekephart.com/ LinkedIn: https://www.linkedin.com/in/elise-kephart-9a110a18 YouTube: https://www.youtube.com/channel/UCZpzsQqiMbROotJbh2yP1UQ Facebook: https://www.facebook.com/TheEKX Instagram: https://www.instagram.com/theyoutubediva/

In this episode of the CarBiz Podcast, Elise Kephart shares 3 things to remember if you're going to attend the National Automobile Dealer Association (NADA) event in March 2022. 1.) Attend Elise' Workshop Elise is going to speaking at NADA in March 2022 and, unlike other workshops, hers is jam-packed with actionable takeaways that will help you increase your appointments set, show rate, and vehicle deliveries. Elise is known for demonstrating her process live, and her upcoming session is something you won't want to miss. 2.) Don't sweep what you learn under the rug Let's face it, we have a bad habit of getting pumped up while at the conference and then slow to implement once we get back to the store. 3.) Don't forget to own your time You are of massive value. Don't give up your time to people who don't bring any value to your time/life. Stay away from the huddles (the drama circles). Choose to spend your time with the real, authentic, genuine winners who are actually making big things happen for themselves! Learn more about Elise Kephart on: Website: https://elisekephart.com/ LinkedIn: https://www.linkedin.com/in/elise-kephart-9a110a18 YouTube: https://www.youtube.com/channel/UCZpzsQqiMbROotJbh2yP1UQ Facebook: https://www.facebook.com/TheEKX Instagram: https://www.instagram.com/theyoutubediva/

There are so many things going on in the world today that are impacting our abilities to perform and to move toward our goals. If you go on social media, you've likely already noticed how it has become a cesspool of complaining, venting, fighting, un-productive debates and so much more. It should come as no surprise that if things in your life aren't going well, your career is going to follow suite. To many car sales professionals believe that if they could just make more money, or meet their vehicles sold quote that their life will improve, that it will solve all their problems. If that's the case why are there so many unhappy millionaires? Don't get me wrong, I'm not saying that money is evil or that you shouldn't be out there busting your chops to go and make things happen — but if you're dealing with some shit, it's important to know how to solve it and move on. Here are three things you can do to solve any problem: 1.) Accept the problem If it's anything involving the past, leave it there. Acceptance means full grasp, forgiveness, appreciation, and grace for the lessons. 2.) Change it It's about doing something with what's in your control. Your mindset, the way you look, how you feel — you can control that. When you look at yourself in the mirror remember that you are seeing a reflection of what you can control. 3.) Move on If you can't accept it, and can't change it, then the last thing you can do is move on. Move on from the things that bring you down. Move on from the people who have no real intention but to use you in one way or another. Doing so will help you tap into an inner peace that calms your life down. Learn more about Elise Kephart on: Website: https://elisekephart.com/ LinkedIn: https://www.linkedin.com/in/elise-kephart-9a110a18 YouTube: https://www.youtube.com/channel/UCZpzsQqiMbROotJbh2yP1UQ Facebook: https://www.facebook.com/TheEKX Instagram: https://www.instagram.com/theyoutubediva/

In this episode of The CarBiz podcast, Elise shares her top tips for leaving better voicemails. 1.) Tick mark how many customers actually call you back Start calculating time you spend on voicemails and how many call backs you get. Elise usually only leaves 1 voicemail on the first day that the opportunity arrives. 2.) Link your caller-id Make sure that your caller-id is the same as the number that you leave in the voicemail. You don't want friction — you want instinctual and now. 3.) Speak clearly Voicemails get transcribed on smartphones now, so speak clearly and smoothly so that the transcription doesn't get confused. 4.) Make sure you leave an easy call-to-action The way you measure your CTA is whether or not you can get a customer to get back in touch with you. Think about whatever you're asking and make sure it's easy. Mirror what you ask on your texts and emails as well. 5.) Script out your voicemails It's about anticipating various scenarios so that you are prepared. You can prepare and set yourself to have more predictable conversations. Listen to learn how! Learn more about Elise Kephart on: Website: https://elisekephart.com/ LinkedIn: https://www.linkedin.com/in/elise-kephart-9a110a18 YouTube: https://www.youtube.com/channel/UCZpzsQqiMbROotJbh2yP1UQ Facebook: https://www.facebook.com/TheEKX Instagram: https://www.instagram.com/theyoutubediva/

And just like that we are in a brand new year! Happy 2022 to all of you car sales professionals. There was a recent article that mentioned that car sales pros will need to rely heavier on personal brand and relationships more than ever this year. As such, here are 3 New Year resolutions that every car dealer and car sales pro should keep in 2022 and beyond! 1.Don't talk about it, be about it Lots of your time is spent posting about the BIG things you're up to. But let's get real, you should use that full energy to triple stack all of it — put your head down and actually make it happen. Less talk, more do. 2. End non-mutual relationship Ask yourself if they fill your cup and do you feel yours? Are they helping you grow your holding you back? It might've been a blast from the past, but that's where those non-mutual relationships need to remain. 3. Work toward outcomes that matter In Leonardo DiCaprio's new movie, "Don't Look Up" there is a scene where they portray life flashing before your eyes — you know, the stuff you see when you're about to die. Whatever we think we'll see when we're in that situation is a good indicator on what we should work for. Those are the things that typically will matter most to us in life. Love, relationships, family, and happiness could fit inside of those parameters. Learn more about Elise Kephart on: Website: https://elisekephart.com/ LinkedIn: https://www.linkedin.com/in/elise-kephart-9a110a18 YouTube: https://www.youtube.com/channel/UCZpzsQqiMbROotJbh2yP1UQ Facebook: https://www.facebook.com/TheEKX Instagram: https://www.instagram.com/theyoutubediva/

Most vendors or suppliers will try and tell you how many dials it takes to set a specific number of appointments. A recent statistic that Elise saw suggested that it will take 600 dials from a BDC team to set 20 appointments. Really?!? In this episode of the CarBiz Podcast, Elise shares how she was able to set 16 appointments with only 89 dials. The chip shortage has presented some vastly different uncontrollable elements that act as a barrier to setting appointments, but in this episode you're going to learn how to overcome them. Learn more about Elise Kephart on: Website: https://elisekephart.com/ LinkedIn: https://www.linkedin.com/in/elise-kephart-9a110a18 YouTube: https://www.youtube.com/channel/UCZpzsQqiMbROotJbh2yP1UQ Facebook: https://www.facebook.com/TheEKX Instagram: https://www.instagram.com/theyoutubediva/

In this episode of the podcast, Elise breaks down two different lead handling techniques and how to book appointments when there are no vehicles physically on the lot. Listen carefully to learn about the importance of choosing your words carefully so that you can create win/win outcomes for both you and your customer. Elise shares some color commentary on what runs through many car sales professionals minds when faced with different lead handling situations and different customer personalities, but also shares how she would reword those colorful thoughts into words that lead to closed appointments. Learn more about Elise Kephart on: Website: https://elisekephart.com/ LinkedIn: https://www.linkedin.com/in/elise-kephart-9a110a18 YouTube: https://www.youtube.com/channel/UCZpzsQqiMbROotJbh2yP1UQ Facebook: https://www.facebook.com/TheEKX Instagram: https://www.instagram.com/theyoutubediva/

In this episode, Elise shares what car sales people should remember when shit hits the fan. The car business is a hard business and it can be easy to want to get out, or find easier ways of making a living. But there are many good things that come from working in the industry. It's one of the most powerful on earth, it can open doors that some can't imagine are possible. Remember, you signed up for this business. Quitting is not an option — even when your heart plays with your emotions. You'll be tempted to give up, but here's the thing: When you tackle your demons; when you decide to go full tilt, that's when the magic happens. When you take accountability for what got you here, the sky is the limit. Listen to this episode every time the shit hits the fan. Learn more about Elise Kephart on: Website: https://elisekephart.com/ LinkedIn: https://www.linkedin.com/in/elise-kephart-9a110a18 YouTube: https://www.youtube.com/channel/UCZpzsQqiMbROotJbh2yP1UQ Facebook: https://www.facebook.com/TheEKX Instagram: https://www.instagram.com/theyoutubediva/

In this episode of the CarBiz podcast, Elise Kephart shares 3 Wins on Facebook Ads before getting an appointment. Recently, Elise visited a dealership in Altus, Oklahoma who is generating hundreds of leads a month from Facebook and helped them take things to the next level. Win #1: Getting a Response Sure you can see a "read" receipt on Facebook messenger, but what happens when/if you don't get a response? Rather than sending the same opener to each message, Elise suggests switching things up to humanize your interaction. How can you put your Facebook "creeping" to use by sending more personalized messages that encourage the customer to interact with you? If you can't get engagement, pushing to an appointment will be that much more difficult. Win #2: Getting a Real Phone Number While it would be nice to think that customers will just give up their number, you have to earn the trust of your potential customer so that they trust giving you their information. Win #3: Hearing Your Customer's Voice For the First Time If this happens, you've successfully advanced the conversation to a point that they are willing to work with you. This is a major milestone in pushing toward an appointment. You can't get ghosted on a live call. You can gather so much more information about your potential customer by hearing their voice, their laugh, whether or not they vibe with you and so on. Learn more about Elise Kephart on: Website: https://elisekephart.com/ LinkedIn: https://www.linkedin.com/in/elise-kephart-9a110a18 YouTube: https://www.youtube.com/channel/UCZpzsQqiMbROotJbh2yP1UQ Facebook: https://www.facebook.com/TheEKX Instagram: https://www.instagram.com/theyoutubediva/

In this episode of the CarBiz podcast, Elise unravels the introvert/extrovert truth for those working in the retail automobile industry. The car business will pull the extrovert out of you whether you like it or not, but what is it exactly that causes that to happen? What pulls us into the car business to begin with? Each of us have different motivators, but one fact remains the same; introverts need to channel the extrovert side to succeed and accelerate their growth in the business. Learn more about Elise Kephart on: Website: https://elisekephart.com/ LinkedIn: https://www.linkedin.com/in/elise-kephart-9a110a18 YouTube: https://www.youtube.com/channel/UCZpzsQqiMbROotJbh2yP1UQ Facebook: https://www.facebook.com/TheEKX Instagram: https://www.instagram.com/theyoutubediva/

In this episode of the CarBiz Podcast, Elise Kephart shares a motivational message about knowing who you can rely on while working your career in the retail automotive industry.  So who is your friend in the car business? You are.  That's right. YOU! There are so many things competing for your attention like other sales people, the perceived success of others on social media, OEM regulataions, shortages... the list goes on.  It can be tough to keep yourself in the game; to remain focused on your definition of success vs. what you see others doing.  There will be days that you won't want to get out of bed. You'll tell yourself that your efforts today won't really matter.  The truth is that you deserve the best and deserve to prove that you can succeed. You deserve to stay healthy and motivated so that when you show up you can perform to the best of your abilities without worrying about what others are doing. You are your friend in the car business. Learn more about Elise Kephart on: Website: https://elisekephart.com/ LinkedIn: https://www.linkedin.com/in/elise-kephart-9a110a18 YouTube: https://www.youtube.com/channel/UCZpzsQqiMbROotJbh2yP1UQ Facebook: https://www.facebook.com/TheEKX Instagram: https://www.instagram.com/theyoutubediva/

In this episode Elise shares how you should respond when people ask if you sell cars. The whole point of doing anything should be to stand up and stand out. When Elise first announced that she was going to sell cars, she got a lot of "that" look. Sure, the industry has a bad wrap, and who knows if it will ever fully recover, but just know that dealing with the flames is part of the game. How do you deal with selling cars for a living? You take pride in it. That's how.  Car sales professionals deal with a lot of scrutiny and it's not going away any time soon.  It's time to stay loyal to what you chose in a career, and it's important to hold your chin up and remember that you are doing what it takes to succeed. Learn more about Elise Kephart on: Website: https://elisekephart.com/ LinkedIn: https://www.linkedin.com/in/elise-kephart-9a110a18 YouTube: https://www.youtube.com/channel/UCZpzsQqiMbROotJbh2yP1UQ Facebook: https://www.facebook.com/TheEKX Instagram: https://www.instagram.com/theyoutubediva/

In this episode of the CarBiz podcast, Elise shares 5 things you can do every day before your bell shift. Working in the car business is no joke, especially for car sales professionals. We deal with a lot of garbage during the day. 1.) Take a cold shower The concept of a cold shower is to rewind the negative voice that talks us out of the important things we know need to get done in order to succeed. Taking a cold shower is a mind game. Talk yourself into doing that first thing in the morning and you're setting yourself up to succeed. 2.) Move your body (exercise) You think you're a closer? Close yourself on waking up earlier and get the heart beating before work. The body creates endorphins that will help set you up for a productive day. 3.) Read 10 pages This ties into Andy Frisella's 75 hard program which advocates mental fitness and feeding your brain information that's good for it. Reading out loud can help the way you speak and present yourself on the phone. If you can take time to scroll on Tik-Tok for hours, you can read 10 pages in a book. Control what you feed your brain. 4.) Write your work goals Map out your day so that you have a plan of attack when you arrive at the store. 5.) Commit to taking action every single day Stay consistent to taking massive action. If you can get your mind right and re-wire it, you become untouchable. Learn more about Elise Kephart on: Website: https://elisekephart.com/ LinkedIn: https://www.linkedin.com/in/elise-kephart-9a110a18 YouTube: https://www.youtube.com/channel/UCZpzsQqiMbROotJbh2yP1UQ Facebook: https://www.facebook.com/TheEKX Instagram: https://www.instagram.com/theyoutubediva/

Before Elise started her first day selling cars, she mystery shopped one of her competitors so that she could see what her customer sees. You are the brand. You are the reason why customers will purchase a vehicle from you over the competition. Here are 3 ways you can build or improve your personal car sales brand: 1.) Think three levels There's the OEM, the dealership and YOU! Customers are going to creep you online. Because you're a brand, they are going to look at your behavior, customer reviews, and your persona to understand whether or not they are willing to work with you or not. When customers see what you do and how you do it, they will vibe with you. 2.) People talk You have to give nothing less than a great experience. Facebook and other online ad platforms have proven effective, but nothing travels as fast or as deep as word-of-mouth. Referrals are still the gold standard when aiming to generate new business opportunities. 3.) You are the brand! Nobody expects you to be perfect, they expect you to be real; professional. Authenticity in your brand is critical. Bring your customers into your world and don't be afraid to get real. Gary Vaynerchuk says, "Be the mayor of your town," meaning that you need to be top of mind for them and do so in a genuine way. Learn more about Elise Kephart on: Website: https://elisekephart.com/ LinkedIn: https://www.linkedin.com/in/elise-kephart-9a110a18 YouTube: https://www.youtube.com/channel/UCZpzsQqiMbROotJbh2yP1UQ Facebook: https://www.facebook.com/TheEKX Instagram: https://www.instagram.com/theyoutubediva/

In this episode of The CarBiz Podcast, Elise shares 5 ways car sales and BDC reps can level up their live phone skills.  1. Take action on improving your skills When you have the customer on the phone it is now probablily that there is a deal, and that's where the skillset comes into play. It's about taking daily action. Once the customer is on the phone it's game time and you must be prepared. 2. Start with your phone ups Get started by recording yourself taking calls. It's not different than professional athletes who watch hours of game footage, analyze and implement changes into their training. Use your smartphone camera and start recording your phone ups.  3. Practice your objections first thing in the morning Make practicing objections part of your morning routine. Make it your ritual. Getting your muscle memory going first thing in the morning will dramatically improve your skills. 4. No negativity Yeah, it sucks when customers waste your time, but don't let that jade you. Use those experiences as fuel to move forward and excel, not get jaded. 5. Adapt or Die The market is changing and you must evolve. Markets change, that's not new. What might be new for you is the need to change, evolve, and take self responsibility for your own personal outcomes. Learn more about Elise Kephart on: Website: https://elisekephart.com/ LinkedIn: https://www.linkedin.com/in/elise-kephart-9a110a18 YouTube: https://www.youtube.com/channel/UCZpzsQqiMbROotJbh2yP1UQ Facebook: https://www.facebook.com/TheEKX Instagram: https://www.instagram.com/theyoutubediva/

In this episode of the CarBiz podcast, Elise Kephart shares 3 things she wish she would've been told her first day of internet car sales. 1.) Follow up really sucks Why would I want to put your down the chase bucket when following up sucks so bad? There are better ways to avoid the chase game. It should be about getting engagement within the first 2 days of getting a lead. Whenever you think you have to follow up you should be looking at it from a mathematical standpoint. Every message, text, voicemail, and call you send should be calculated. 2.) Understand the trust wall I always thought that being a nice person as a BDC rep would be good enough to sell a bunch of cars. No-one ever told me that being a nice person and only focusing on relationship building would max me out... customers burn you and leave you hanging to dry. There is a trust wall and it's really high with internet leads. When the wall is up it lessens the change of you winning your argument over the phone, text, and email. You need to know how to break and bring the trust wall down, and know when the right moment is to pounce. 3.) It's a skill set What we do in BDC and internet sales is a skill set. It requires constant effort. You must constantly work at it and hone the skill of internet sales. Consistency and uncomfortable work is what it takes. Practicing objections like Michael Jordan practicing free throws is what it takes. The elite show up before anyone else. One good paycheck will deceive you into believing you have it all figured out and that you no longer need to practice. Learn more about Elise Kephart on: Website: https://elisekephart.com/ LinkedIn: https://www.linkedin.com/in/elise-kephart-9a110a18 YouTube: https://www.youtube.com/channel/UCZpzsQqiMbROotJbh2yP1UQ Facebook: https://www.facebook.com/TheEKX Instagram: https://www.instagram.com/theyoutubediva/

Elise Kephart shares the top 3 reasons you may not like her car dealership BDC training. 1. Self accountability You won't like the Elise Kephart training if you can't hold yourself accountable. You will get tough love so that you can perform at a leverl higher than you ever thought was possible. So much of what's lacking in achieving your success is yours to own; it's yours to control. 2. It's Bullshit Proof You won't like Elise Kephart's BDC training because it's BS proof. You won't be able to come up with clever workarounds in the CRM or by other means to cover your failures. Her training is designed to sift through all the clutter so that you can perform at your best and get the wins you deserve. 3. You will need to unwind old methods If you're comfortable doing things the old way, you're going to hate the need to change. Most people do, but it's for the good of your career. Elise is going to help you deploy a modern approach to meet the demands of moder car shoppers. The stuff in your training manuals is likely outdated, and it's time to adapt. Learn more about Elise Kephart on: Website: https://elisekephart.com/ LinkedIn: https://www.linkedin.com/in/elise-kephart-9a110a18 YouTube: https://www.youtube.com/channel/UCZpzsQqiMbROotJbh2yP1UQ Facebook: https://www.facebook.com/TheEKX Instagram: https://www.instagram.com/theyoutubediva/

In this episode of the Car Biz Podcast, Elise Kephart talks about knowing what brand of cars you should be selling in 2021 and beyond. [1:57] Picture yourself with whatever brand or dealership you are thinking of that you want to stay with or hop onto. And before you make that jump, ask yourself what brand you should sell. Just imagine that the cards are thrown against you. [2:54] Whatever brand you should sell should be almost like a relationship. It should be that you are so committed to like all the odds against you. Imagine that there's no inventory and incentive. Imagine what your dealership is like in circumstances that are out of your favor. [3:20] If those uncontrollable things hit you, would you still stay with that dealership? Would you still stay with that brand? You need to make sure that you're committed to whatever product you're selling, despite the things that will be against you. [3:37] In the dealership world, the problems you may be experiencing at a certain dealership, you may experience at another dealership. So it's not necessarily the brand of cars that you're selling. You need to figure out the brand that you are willing to take the risk. [4:30] You need to take a deep conversation with yourself and realize that it's not the brand. It's you and your commitment. It's finding the brand that you are willing to go thick and thin for. That's the brand that you should sell. Learn more about Elise Kephart on: Website: https://elisekephart.com/ LinkedIn: https://www.linkedin.com/in/elise-kephart-9a110a18 YouTube: https://www.youtube.com/channel/UCZpzsQqiMbROotJbh2yP1UQ Facebook: https://www.facebook.com/TheEKX Instagram: https://www.instagram.com/theyoutubediva/

In this episode of the Car Biz Podcast, Elise is going to talk about the skills that we aren't good at and the chip shortage that is currently happening in the market. [0:28] The one thing that you should double down on is the thing or the stuff that you hate. It may be something that you don't do often. It's this stuff that you not only hate, but you don't do it very well, which is why you hate it. [0:46] It's the stuff that's not going away. It's the stuff that you know you need to do, but you don't want to do it. You don't want to learn it, or you don't want to better yourself in whatever category that may be. [2:02] There are intricacies and skillsets within the car business that if you are better or an expert at, know that there will always be someone better than you. [3:13] The chip shortage will worsen, and people aren't taking advantage of it's in everything right now. If you don't have cars and they're on the ground, and you're getting rejected by customers, then what are you doing? Are you getting sold by the customer not having a solution? [4:02] You can't control the chip shortage. But when it comes to doubling down on a skillset regarding the chip shortage, you need to think about what you are doing. If what you are doing isn't working for you, you need to change and improve things. [5:46] Get things in order. One skill that you can double down at is staying organized, especially at CRMs. And if you aren't very skilled at that, double down on it and learn the skill you are good at. The chip shortage is going to be out of your control. But what you can do is take all the things you aren't good at and the things you know you have to do and double down on it. Learn more about Elise Kephart on: Website: https://elisekephart.com/ LinkedIn: https://www.linkedin.com/in/elise-kephart-9a110a18 YouTube: https://www.youtube.com/channel/UCZpzsQqiMbROotJbh2yP1UQ Facebook: https://www.facebook.com/TheEKX Instagram: https://www.instagram.com/theyoutubediva/

In today's episode of the CarBiz Podcast, Elise Kephart talks about that one thing we have to quit. Listen to find out what it is. [1:35] Quit the people that hold you back in life. [2:23] Look at the people in your life and ask, “Are they filling my cup?” [3:12] Sometimes, you're staying in your relationships because you don't want to let go and your emotions have taken over the reality of the situation. Learn more about Elise Kephart on: Website: https://elisekephart.com/ LinkedIn: https://www.linkedin.com/in/elise-kephart-9a110a18 YouTube: https://www.youtube.com/channel/UCZpzsQqiMbROotJbh2yP1UQ Facebook: https://www.facebook.com/TheEKX Instagram: https://www.instagram.com/theyoutubediva/

In this episode of the CarBiz Podcast, Elise Kephart talks about three things to consider before leaping from retail to the vendor side. [1:48] There is no Season Finale. It's always an ongoing journey and there's no finish line. It's an infinate game. [4:20] Your bell shift is cute because once you get to the vendor side, it's all in. There are seasons where there is no time off, especially when you are first starting out and building something. [5:04] You should have a deep-rooted passion for the product that you're selling. If you don't believe in what you sell, it's not going anywhere for you. You must believe in what you're selling and that it can actually solve a problem for the customer. [5:38] Your competitive spirit has to be lifted up on fire. [7:06] Your client is now the dealer. Learn more about Elise Kephart on: Website: https://elisekephart.com/ LinkedIn: https://www.linkedin.com/in/elise-kephart-9a110a18 YouTube: https://www.youtube.com/channel/UCZpzsQqiMbROotJbh2yP1UQ Facebook: https://www.facebook.com/TheEKX Instagram: https://www.instagram.com/theyoutubediva/

In this episode of the CarBiz Podcast, Elise Kephart talks about one thing you can level up on because the inventory bus is not coming to save you. [1:53] Digital retailing is here. [4:01] It's a reality check. If you live that BDC life, you experience the same thing you've experienced before this whole chip shortage, but you just got to slam the dunk tenfold. [6:37] When I say that you max out your probability, it means that you're going to take that chance of doing XYZ and hang up the phone and take the case that you could be chasing this customer's VIP tickets. [8:09] If you have your feet to the fire, use video to close your case. And a lot of the time, it's a repetition of what you may have previously discussed over the phone, or perhaps you didn't even get to the phone call. Learn more about Elise Kephart on: Website: https://elisekephart.com/ LinkedIn: https://www.linkedin.com/in/elise-kephart-9a110a18 YouTube: https://www.youtube.com/channel/UCZpzsQqiMbROotJbh2yP1UQ Facebook: https://www.facebook.com/TheEKX Instagram: https://www.instagram.com/theyoutubediva/

In this episode of the CarBiz Podcast Elise shares 3 things you can do to handle TrueCar leads when no phone number is provided. If everyone loves texting so much, why does everyone hate getting TrueCar text opportunity leads? It's because you don't get the customer's real phone number. There are some instances where the car sales rep doesn't even want to work the lead because they tend to go nowhere. But think about it, the customer took their time to fill out the lead just to have it go nowhere. Shouldn't TrueCar texting leads provide a better opportunity? Let's dig in. Here are three things you can do right now to handle TruCar texting leads. 1.) Do not send the text opt-in to the number TrueCar provides 'nuff said. 2.) Treat it like an email-only Don't overwhelm the customer with a lot of BS. Use this as an opportunity to ask for their real phone number. The text message should bring you to a live call opportunity. 3.) Know how to convert that text to a phone call Do not break the customer's trust. Set yourself up for the smoothest of all shots that build up to a phone call. Learn more about Elise Kephart on: Website: https://elisekephart.com/ LinkedIn:https://www.linkedin.com/in/elise-kephart-9a110a18 YouTube:https://www.youtube.com/channel/UCZpzsQqiMbROotJbh2yP1UQ Facebook:https://www.facebook.com/TheEKX Instagram:https://www.instagram.com/theyoutubediva/

In this episode of the CarBiz podcast, Elise shares 2 things you can take control of immediately. The world has gone mad. No, this isn't meant to be political, but doesn't it feel like anything goes these days? People are fighting about topics of which they feel emotionally charged, but here's the problem. You can't do anything about the way they feel. Let's talk about what you can control: 1.) Your actions This has been a common theme of the CarBiz podcast. We're living in some crazy times, but taking action on your activity from the time you wake up until the time you go to bed, you can choose to fill your time with activities that fill your life with what you want more of. 2.) Your re-actions The other thing you can take full ownership over and start to control immediately is how you react to your circumstances. What's the point in getting sucked into conversations, debates, or arguments that actually just don't matter. The sooner you take control of your actions and reactions, the faster you'll get to living life on your terms. Learn more about Elise Kephart on: Website: https://elisekephart.com/ LinkedIn:https://www.linkedin.com/in/elise-kephart-9a110a18 YouTube:https://www.youtube.com/channel/UCZpzsQqiMbROotJbh2yP1UQ Facebook:https://www.facebook.com/TheEKX Instagram:https://www.instagram.com/theyoutubediva/

In this episode of the CarBiz podcast, Elise Kephart shares 7 car sales activities that will help you avoid "The Huddle." Recently Elise celebrated her 10th year in the car business and reminicses about all of the unprecedented circumstances during that time. The economic collapse of 2008 - 2009, the pademic, chip shortages, and so much more. When Elise started in the car business, she was given advice that she's passing on to you: AVOID THE HUDDLE! The huddle kills productivity because it's generall negative in tone. It provides an exit from taking ownership over the circumstances you face, and generally speaking, force you to think like a victim rather than someone who is control of outcomes. With that in mind, here are 7 Free activites that will help you avoid the huddle in your car sales career: Send a video to every customer you've spoken to in the last wekk Send a handwritten 'thank you' card to the customers you've contacted Review your recorded phone calls like it's game footage Save time by creating a library of your most common phrases or responses Stop faking your phone calls Track your responses and whether they work or not Subscribe to the CarBiz Podcast Learn more about Elise Kephart on: Website: https://elisekephart.com/ LinkedIn:https://www.linkedin.com/in/elise-kephart-9a110a18 YouTube:https://www.youtube.com/channel/UCZpzsQqiMbROotJbh2yP1UQ Facebook:https://www.facebook.com/TheEKX Instagram:https://www.instagram.com/theyoutubediva/

In this episode of the CarBiz podcast, Elise Kephart explains why failure is the best teacher, and why failing is necessary. [1:34] The email that made Elise look twice! Elise was recently selected as a speaker at the upcoming 2022 NADA conference and expo. No, it's not about tooting one's horn or looking for praise, it's proof that... [3:40] Failing is necessary! Elise shares examples of how many times she applied to speak at NADA, and how many times she was rejected. Though it was a difficult pill to swallow, it demonstrates the importance of continuing to push and of making an effort. Learn more about Elise Kephart on: Website: https://elisekephart.com/ LinkedIn:https://www.linkedin.com/in/elise-kephart-9a110a18 YouTube:https://www.youtube.com/channel/UCZpzsQqiMbROotJbh2yP1UQ Facebook:https://www.facebook.com/TheEKX Instagram:https://www.instagram.com/theyoutubediva/

In this episode of the CarBiz Podcast, Elise Kephart shares a hack for you to use anytime you ask a question, regardless of whether you are reviewing the emails, text messages, diving into your call tracking, and listening to your live phone calls. [1:12] Most of us that have been through any type of baseline psychology training understands that if you verbalize a question like in an email, over text, or you speak it on the phone, then the probable response is that you will get the customer to actually respond to you as opposed to just making a statement. [1:48] The first thing you should do with every question you ask with email, text, or phone call is that you should roleplay that question and know the probable responses. [2:13] Rewind your own tape and reword your own question because if you know that the customer will not give you a response that they won't probably say, then don't put yourself in that box. Rewind your own tape and restructure your question so that regardless of what the probable answers will be, it will exactly go as you've expected. [2:41] If it's one of those tense feelings when you're answering your own question, you're going to verbalize text, email, or call the customer, then restructure it. When it comes to any type of follow-up, the biggest thing is that it's all probability. You're in control of every single thing that happens in your follow-up. So rewind the tape and restructure your questions so that the probable answers will be in your favor. Learn more about Elise Kephart on: Website: https://elisekephart.com/ LinkedIn: https://www.linkedin.com/in/elise-kephart-9a110a18 YouTube: https://www.youtube.com/channel/UCZpzsQqiMbROotJbh2yP1UQ Facebook: https://www.facebook.com/TheEKX Instagram: https://www.instagram.com/theyoutubediva/

In this episode of the CarBiz Podcast, Elise Kephart shares a hack for you to use anytime you ask a question, regardless of whether you are reviewing the emails, text messages, diving into your call tracking, and listening to your live phone calls. [1:12] Most of us that have been through any type of baseline psychology training understands that if you verbalize a question like in an email, over text, or you speak it on the phone, then the probable response is that you will get the customer to actually respond to you as opposed to just making a statement. [1:48] The first thing you should do with every question you ask with email, text, or phone call is that you should roleplay that question and know the probable responses. [2:13] Rewind your own tape and reword your own question because if you know that the customer will not give you a response that they won't probably say, then don't put yourself in that box. Rewind your own tape and restructure your question so that regardless of what the probable answers will be, it will exactly go as you've expected. [2:41] If it's one of those tense feelings when you're answering your own question, you're going to verbalize text, email, or call the customer, then restructure it. When it comes to any type of follow-up, the biggest thing is that it's all probability. You're in control of every single thing that happens in your follow-up. So rewind the tape and restructure your questions so that the probable answers will be in your favor. Learn more about Elise Kephart on: Website: https://elisekephart.com/ LinkedIn:https://www.linkedin.com/in/elise-kephart-9a110a18 YouTube:https://www.youtube.com/channel/UCZpzsQqiMbROotJbh2yP1UQ Facebook:https://www.facebook.com/TheEKX Instagram: https://www.instagram.com/theyoutubediva/

In this episode of the Car Biz Podcast, Elise Kephart talks about her two “Marshall Mathers” moves to skill up when you are on the phone. [1:28] There is a scene in the movie Eight Mile where Eminem leaves his opponents speechless. The reason is that he knows everything that his opponent is going to throw at him and used it to his advantage. [2:37] There is a common trend where customers do a little research about you where they already heard the aerial voice. Instead of the traditional appreciation for your customer's inquiry, replace that verbiage and mirror it to your customer. [3:56] Beat the argument before it even happens. [4:07] When you're live on the phone, you can't tell the customer what to say or what not to say. But you can structure what you're saying to be probable in your favor on what the customer does say. [4:48] Getting muscle memory down is a big thing. It's this instinctual superpower where you can instantly respond regardless of what the customers throw at you. It just pops out of nowhere. [5:26] The better that you can lip-sync and get good with the ability for your mouth to move fast and connect it with words that you memorize, that muscle memory when you're putting a pinch spot in the phone can kick right in and just go full speed. [5:54] Suppose you have muscle memory down to where you can say something that's just instinctual. In that case, that's going to buy you just a split second that is enough for you to gather yourself to acknowledge whatever the object, the objection, or the heartache that the customer just threw you. [6:36] Suppose you can get that instinctual muscle memory when you're on the phone and express confidence or have the customer perceive you as an expert in your field and use the psychology of that Eight Mile move to beat the customer to whatever heartache or rejection you're getting. In that case, it's no longer going to be there. Learn more about Elise Kephart on: Website: https://elisekephart.com/ LinkedIn: https://www.linkedin.com/in/elise-kephart-9a110a18 YouTube: https://www.youtube.com/channel/UCZpzsQqiMbROotJbh2yP1UQ Facebook: https://www.facebook.com/TheEKX Instagram: https://www.instagram.com/theyoutubediva/

In this episode of the Car Biz Podcast, Elise Kephart talks about the perfect solution to faking your calls. TL;DR: Don't fake your phone calls. Listen to this episode to identify the better solution. [0:55] Faking your phone calls involves taking your CRM and saying that you made “this” call when you didn't actually make the call. [1:12] Instead of faking your calls, figure out an actual way to have a real phone call conversation. BDC agents and salespeople don't want to make a call and fake it because it's awkward for them. Phone calls normally don't go in their favor. All these things de-motivate somebody from actually making a phone call. [1:52] If you want to make your calls, the better solution is to break down what it will take to have a valuable phone conversation. [3:16] If you want to have a solution and don't want to fake your calls, get to the root of why you're faking your calls. And the way the reason that you're faking your calls is that you're not getting the result that you actually want. If you want to play this smart, rewind your tape and figure out the highest probability that you'll get for the customer to actually pick up and give you their aerial voice. [4:10] Figure out the probability of action to every activity that you're doing, specifically phone calls. [4:39] Figure out the equation. It's not a brag contest on how many dials you make. It's no longer The Wolf of Wall Street days. If your dials aren't getting you the actual conversations you want, rewind the tape and figure out the solution. Don't fake it. Learn more about Elise Kephart on: Website: https://elisekephart.com/ LinkedIn: https://www.linkedin.com/in/elise-kephart-9a110a18 YouTube: https://www.youtube.com/channel/UCZpzsQqiMbROotJbh2yP1UQ Facebook: https://www.facebook.com/TheEKX Instagram: https://www.instagram.com/theyoutubediva/

What happens when Option A fails? Like Mike Tyson famously said, "Everyone has a plan until they're punched in the face." In this episode of the CarBiz podcast, we're going to explore what to do when things don't go according to plan. [1:33] If there is something you want to do, take a risk and go for it. Commit to your current plan and avoid having too many options. [3:20] When things get tough, it's easier to give up. Instead, however, you should constantly remind yourself of your commitment. [3:30] It's an entirely different category to be interested in something rather than being committed to it. Learn more about Elise Kephart on: Website: https://elisekephart.com/ LinkedIn: https://www.linkedin.com/in/elise-kephart-9a110a18 YouTube: https://www.youtube.com/channel/UCZpzsQqiMbROotJbh2yP1UQ Facebook: https://www.facebook.com/TheEKX Instagram: https://www.instagram.com/theyoutubediva/

In this episode of the CarBiz Podcast, we're talking about the brutal ugly truth about the automotive chip shortage going on right now. [2:37] Business is analogous to the law of gravity. Whatever goes up must always go down. [3:30] Assume inventory remains low, and assume that a good portion of your customers who are financing cars right now will not be able to get out of them for a minute unless they put a significant amount of money down upfront. [4:03] Instead of snapping that commission check, why not make sure you've sent a handwritten card to your customer who just gave you the business? You'll have to rely on repeat or referral business from your current customers. [4:37] Right now, no one has control over the chip and inventory shortage. So you'll need to make sure that you're positioning yourself to be a problem solver. Learn more about Elise Kephart on: Website: https://elisekephart.com/ LinkedIn: https://www.linkedin.com/in/elise-kephart-9a110a18 YouTube: https://www.youtube.com/channel/UCZpzsQqiMbROotJbh2yP1UQ Facebook: https://www.facebook.com/TheEKX Instagram: https://www.instagram.com/theyoutubediva/

In this episode of the CarBiz Podcast, Elise Kephart shares about how to be more confident in making videos. Splice App [02:58] Splice is an iPhone and iPad free video editing application. The software is simple to use and allows users to edit HD photos and videos in professional videos, which are excellent for online sharing. The app offers many features, including transitions, trims, borders, and sound effects. Reason for Lack of Confidence [03:50] We all get self-conscious about our appearance; you must know how to hold your camera and shoot the camera. People tuning in want to hear what you have to say, so try to relax and give your best shot to the information and knowledge you want to share. Voice Over [04:47] Use the Splice app to start doing voiceover over your videos. You're watching the actual video that you made. And then you're speaking over it, kind of as you're watching the video. [05:27] Once you have your just basic video together, you can use this app to sort of splice it like you would be doing pictures. Practice and Getting Familiarize [06:34] If you want to be confident in making videos, get familiar with the camera, and get acquainted with speaking on camera without looking at yourself, then find an app on your phone. [7:14] Take action and start doing it. If you are not comfortable on camera, start doing it and take action. Consistency is the key to make yourself confident on videos and start scaling your videos to a whole new level. Learn more about Elise Kephart on: Website: https://elisekephart.com/ LinkedIn: https://www.linkedin.com/in/elise-kephart-9a110a18 YouTube: https://www.youtube.com/channel/UCZpzsQqiMbROotJbh2yP1UQ Facebook: https://www.facebook.com/TheEKX Instagram: https://www.instagram.com/theyoutubediva/

In this episode of the CarBiz Podcast, Elise Kephart talks about how the three ways on how BDC and Internet Sales mimic Dating Apps. Creep Issue [00:55] Creep does not refer to creepy people but “stalking” to your prospective clients. Creep those initial leads that you had so that when a customer finally gets in touch with you, you know their name, phone number, email address, their ideal car, or any information that they might have shared online that would help you seal the deal. Trust Wall [03:06] The Trust Wall is established when you attempted to invite someone for a test drive without a proper appointment. Don't invite someone telling your address and tell them to come over in the middle of the night because that is a major turn-off and instant block—this one is creepy. Pen pal Manship [05:39] You can communicate through emails or be pen pals with someone but have the initiative to learn how to communicate face to face or through a phone. Text messaging might comfort you but you are losing the favor of closing the deal through it. [07:16] Know how to communicate through phones. Don't depend heavily on text messaging and emails—you lose confidence and art with it. Learn more about Elise Kephart on: Website: https://elisekephart.com/ LinkedIn: https://www.linkedin.com/in/elise-kephart-9a110a18 YouTube: https://www.youtube.com/channel/UCZpzsQqiMbROotJbh2yP1UQ Facebook: https://www.facebook.com/TheEKX Instagram: https://www.instagram.com/theyoutubediva/

In this episode of the CarBiz Podcast, Elise Kephart talks about documenting your approach—nothing documented means it didn't happen. [1:39] Listen to your calls. That's the ultimate professional skill move. Re-watch your plays and put in the hours because it's consistency that you're looking for. [02:36] Core heartaches would be email-only customers. You don't get to contact them because you don't have their phone numbers. Therefore, ask yourself how often you get customers to reply to your email and when. The goal should be to get their reply back efficiently and they willingly share their phone number. [3:55] It's just common sense. You don't even need to look at a report. Just screenshot it or it didn't happen. You should be having that moment where it worked on the daily and you should screenshot that and realize that it worked in and take that consistency and streamline it. [4:32] Your job is to make the customer willingly reply to you at a car dealership and how do you convert your email leads to a phone call. Learn more about Elise Kephart on: Website: https://elisekephart.com/ LinkedIn: https://www.linkedin.com/in/elise-kephart-9a110a18 YouTube: https://www.youtube.com/channel/UCZpzsQqiMbROotJbh2yP1UQ Facebook: https://www.facebook.com/TheEKX Instagram: https://www.instagram.com/theyoutubediva/

Ever wondered what separates the highest-earning CarBiz pros from the rest? In this episode, we'll explore the top 3 things successful car sales professionals do every single day to separate themselves from the pack. The average car sales professional sells between 8 - 10 units per month and guess what? That hasn't changed since the early 1980s. The fact of the matter is this: That doesn't have to be your average; you aren't average. You're a CarBiz pro with unlimited potential. Listen carefully and apply these 3 behaviors to your workflow to start improving your results and car sales income. Learn more about Elise Kephart on: Website: https://elisekephart.com/ LinkedIn: https://www.linkedin.com/in/elise-kephart-9a110a18 YouTube: https://www.youtube.com/channel/UCZpzsQqiMbROotJbh2yP1UQ Facebook: https://www.facebook.com/TheEKX Instagram: https://www.instagram.com/theyoutubediva/

Imagine getting punched in the face with rejection every second of the day! That's what car sales professionals deal with all day, every day if they are worth their weight, that is. We've all heard that wealth is found in the follow-up, but following up is a losing game majority of the time. Luckily there is a way to take your sales follow-up to a new level so that it's less painful and so that you can win more car sales by doing it right. For CarBiz pros who change their mindset around the follow-up, there is an unlimited number of deals to be made. Learn more about Elise Kephart on: Website: https://elisekephart.com/ LinkedIn: https://www.linkedin.com/in/elise-kephart-9a110a18 YouTube: https://www.youtube.com/channel/UCZpzsQqiMbROotJbh2yP1UQ Facebook: https://www.facebook.com/TheEKX Instagram: https://www.instagram.com/theyoutubediva/

Welcome to the CarBiz podcast, hosted by BDC and car sales expert, Elise Kephart. This is a podcast for modern car sales professionals who want to deliver the best customer experience, while also increasing their ability to close more appointments, get more shows, and close more car deals. Each week, Elise will share real-world, in-dealership advice from her experience growing a successful "business within the business," mixed with strategies that are working for her dealer clients today. If you're in car sales or BDC, the CarBiz podcast is a must component of your car sales training.