The Dealer Playbook

In this episode of The Dealer Playbook, host Michael welcomes Ali Reda, the world's top-performing car sales professional. Yes, you read that right! Instead of a traditional interview format, Michael presents exclusive audio from a monthly office hours call for clients only, featuring Ali Reda and other dealers asking him questions.Is selling 100 cars a month still possible? In today's digital age, it can be easy to get caught up in the hype of lead generation and social media ads, but the truth is, selling cars is still very much a people business. Building relationships within your community and properly training your sales team are keys to success.In this episode, we explore the mindset and tactics needed to reach the milestone of selling 100 cars a month. As Ali mentions, many in the industry may think that 30 sales a month is the limit, but he himself has broken through that barrier and even reached a record of 209 sales in one month.One key aspect that he emphasizes is the importance of a good coach and mindset. He mentions Damian, his coach, who helped teach him the mindset needed to achieve success. The two even wrote a book together on the topic, entitled "How to Sell a Hundred Cars," (which can be found here), and is a quick, valuable read that focuses on getting back to the basics of patience, starting over, and relaxing to let things come to you.Another important aspect Ali talks about is the dealership process. As Ali points out, even if you have the best digital and social media marketing strategies in place, if you don't have a solid process for handling leads and giving customers a positive experience, you will not be able to reach the level of success you desire. This is where the longevity of a career in car sales comes in, as building relationships with customers is what leads to repeat business and long-term success.It's also important to remember that not every lead will turn into a sale, and it's crucial to have a plan for handling and retaining those leads that don't buy a car. Focusing on building relationships with customers in your community and providing excellent customer service will lead to word-of-mouth recommendations and repeat business.In short, selling 100 cars a month is still possible, but it requires a shift in mindset and a focus on building relationships and properly training your sales team. Focus on building each salesperson within their own community. With the right approach, you can achieve your sales goals and grow your dealership for the long term.During this interview, Ali shares his story and provides real-world, tangible advice about how to build a business within the business. Pay attention if you want to sell 100 cars or more per month!Listen to the full episode for insights and context from Ali Reda!Like this show? Please leave us a review here — even one sentence helps! Consider including your LinkedIn or Instagram handle so we can thank you personally! Thanks, Ali Reda!If you enjoyed this episode featuring Guest Name, support us by clicking the links!Connect with Ali Reda on LinkedInConnect with Michael CirilloConnect with Michael on LinkedInMore Dealers Are Choosing To Partner with FlexDealerLooking for a reliable, high-performance dealership marketing partner? Visit https://www.flexdealer.com to discover why more and more dealers are choosing them over big-box providers.

Ted Lam is the Founder and CEO of AITHR Automotive Intelligence. Ted has a wealth of experience in the industry, including a background in the non-prime market  and a fascinating story about why he decided to build a software for dealers.In this episode we're taking a different angle on the topic of non-prime conversations. We're going to talk about how to create a prime experience for subprime customers in your dealership.It's important to remember that subprime customers are not archaic, and they deserve the same level of service as any other customer. One way to do this is to empower your sales team to educate themselves about credit and finance. This not only makes them better equipped to serve subprime customers, but it also makes them better salespeople overall.Ted shares his unique approach to making the car buying experience a success for all parties involved.He explains that his store had four different processes and four different ways to approach customers, based on their personality type. This allows the dealership to tailor the experience to the individual and make it as smooth as possible. He goes on to give the example of an engineer personality, who just wants to eat, lunch, and leave. By understanding and catering to this type of customer, the dealership can ensure a positive experience.Another key strategy is to train your sales team on how to be listeners. In the subprime market, the role of a salesperson is to be able to empathize with their customers and truly understand their needs. This requires not just knowledge of the product, but also the ability to actively listen and understand the customer's situation.One way to create a prime experience for subprime customers is to start the process early. Just as it's possible to get preapproval for a mortgage, it should also be possible for customers to get preapproval for a car loan. This allows them to shop within their budget and avoid the disappointment of being denied financing later on.It's important to remember that the culture of your dealership is key. If the sales team feels pressured to sell cars at any cost, they are less likely to provide a positive experience for subprime customers. Empowering your team and creating a culture of transparency and honesty is essential for success in this market.So if you're looking to improve your dealership's performance in the subprime market, consider investing in some sales training or using A I T H R to help your sales team succeed. Ted also touches on the current market conditions in Canada and the impact of government stimulus and inflation on the auto industry. He shares his outlook on the decline in wholesale values and used car vehicle values, and how it pertains to the industry.Listen to the full episode for insights and context from Ted Lam! ⭐️ Like this show? Please leave us a review here — even one sentence helps! Consider including your LinkedIn or Instagram handle so we can thank you personally! Thanks, Ted Lam!If you enjoyed this episode featuring Guest Name, support us by clicking the links! Connect with Ted Lam on LinkedInConnect with Michael CirilloConnect with Michael on LinkedInMore Dealers Are Choosing To Partner with FlexDealerLooking for a reliable, high-performance dealership marketing partner? Visit https://www.flexdealer.com to discover why more and more dealers are choosing them over big-box providers.

Elise Kephart, founder of The Elise Kephart Experience, a leading training company in the automotive industry. Elise Kephart or maybe you know her as "The YouTube Diva" is a five-time guest on the show and master of BDC lead follow up.In today's episode we discuss the buzz around artificial intelligence and its potential impact on the job market. Elise believes that AI should be seen as an enhancement rather than a replacement for human labor. She notes that while machines can perform certain tasks faster and more efficiently, they will never be able to replace the personal touch and emotional intelligence of a human being, particularly in sales transactions. Elise also points out that people should be aware of the importance of providing value to customers and being motivated in their work, as customers will be able to sense when a salesperson or BDC rep is not genuinely interested in helping them.In today's digital age, technology has transformed the way we analyze data and make decisions. In the past, teams of people were required to analyze data and make decisions, but now with the advancements in technology, it's possible for a computer to ingest all of the data and make decisions in a matter of seconds. But the power of technology doesn't stop there. In the world of customer service, technology can also be used to enhance and streamline conversations between customers and agents.By using pre-written responses, agents can engage customers in a more natural way, without the customer realizing that the responses are pre-written. This can save time and reduce the busy work that agents often have to do. However, it's important to note that technology should not be used to replace the need for human agents. Instead, it should be used to enhance their skills and make them more efficient at solving problems.As we've seen with some AI and chatbot systems, there are still kinks to work out in order for the conversations to feel more natural. At the end of the day, technology can be a superpower when used correctly. It can eliminate the grind of the job, and allow agents to focus on what they do best: solving problems. With the help of technology, it's possible to become the best, most skilled, trained, and exercised agent there is.Overall, Elise emphasizes the need to strike a balance between utilizing AI for its benefits while also valuing the contributions of human employees. It's important to embrace technology as a tool to enhance and streamline customer service, but not at the cost of losing the personal touch and emotional intelligence of human agents.Listen to the full episode for insights and context from Elise Kephart!  Like this show? Please leave us a review here — even one sentence helps! Consider including your LinkedIn or Instagram handle so we can thank you personally! Thanks, Elise Kephart!If you enjoyed this episode featuring Elise Kephart, support us by clicking the links! Connect with Elise Kephart on LinkedInConnect with Michael CirilloConnect with Michael on LinkedInMore Dealers Are Choosing To Partner with FlexDealerLooking for a reliable, high-performance dealership marketing partner? Visit https://www.flexdealer.com to discover why more and more dealers are choosing them over big-box providers.

Emer Sanabria is an accomplished Marine Corps veteran and a highly-successful business leader. His experience both on and off the battlefield has made him a sought-after leadership consultant with a track record for turning stagnant businesses into growth machines. What we discuss in this episode:Key takeaway points from the episode:Involving the team in goal setting is important for strategic planning and ensuring the team is invested in achieving the goals.Encouraging team members to teach back their understanding of the goals and plans can help ensure they are committed to achieving them.Maintaining a focus on growth and continuous improvement, both individually and as an organization, is important in the goal-setting process.Anticipating challenges and having a standard operating procedure in place can help a team navigate difficult situations.Business leaders should set SMART goals (sustainable, measurable, achievable, relevant, and time-sensitive) with a focus on growth.In this episode, we discuss how to make wise decisions under pressure. Emer shares his thoughts on how business leaders should focus on the excitement of setting smart, sustainable, measurable, achievable, relevant, and time-sensitive goals with their organizations. He emphasizes the importance of being excited about growth, even if it may not be big, and of not letting nerves hold you back, but instead using them to guide you toward your goals. Emer also shares his experiences from military missions and how they apply to the business world. He talks about being able to make wise decisions under pressure and being able to adapt to new situations. He advises business leaders to be growth-minded and to see challenges as opportunities to get creative.Emer also discusses the concept of the "leader sets the thermostat," and how the mood and attitude of a leader can have a huge impact on the rest of the team. He confides that feeling nervous as a business leader is normal and that it's OK to have those feelings, but leaders can use them as a guide toward goals. He shares his thoughts on the importance of having a clear vision and being able to execute it, as well as the value of surrounding yourself with a team that you can trust and rely on.We discussed the importance of having a standard operating procedure (SOP) in place for unexpected events and how it can help an organization to be prepared and respond effectively. Emer expresses concern about how the past few years of stability in the market may have made people soft and worries that this may negatively impact their ability to adapt to the changing landscape in the cominTune in to this episode to get valuable insights and wisdom from Emer on how to navigate the unpredictable landscape of 2023 and beyond. Whether you're a business leader or just looking for some guidance on how to stay motivated and focused in these uncertain times, this episode is definitely worth a listen!Listen to the full episode for insights and context from Emer Sanabria! ⭐️ Like this show? Please leave us a review here — even one sentence helps! Consider including your LinkedIn or Instagram handle so we can thank you personally! Connect with Michael CirilloConnect with Michael on LinkedInMore Dealers Are Choosing To Partner with FlexDealerLooking for a reliable, high-performance dealership marketing partner? Visit https://www.flexdealer.com to discover why more and more dealers are choosing them over big-box providers.

Nathan Hays is a car sales professional who has risen to the game's highest level 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.In this episode, Nathan shares his story of how he joined the auto industry as we also discuss if Selling Cars is Still Worth It in 2023.Nathan begins the episode by explaining how he stayed focused the last couple of years during the uncertain pandemic period "My thought process was, I have to sell cars now, but I also have to sell cars later. And so when you're coming to work, and you're telling people, I can't sell you a car, and they think that's crazy because it's a salesperson's telling them, I can't sell you a car. I was always trying to arm myself or give myself ammunition of how can I sell this person a car later or let them know that they could now buy this CRV or this Hyundai Tucson or Nissan Rogue or whatever else."Quoting his words, "if you know, like, and trust someone, everyone kind of knows and trusts people at their core. But you need to find the people that will like you." Continue to focus on people I know will like you, and then stay consistent on social media for top-of-the-mind awareness. And try to be consistent.Drawing an example from his experience of always wearing a name tag. Do I want to be flashy? Do I want to pass my business cards out everywhere? No. But if I want to be successful, I want to maintain the message And let my customers or future customers know that I'm going to be there for them. I have to put myself out there. And some people are highly introverted and don't want to do that. And I've seen a lot of people be unsuccessful because they're afraid to have a Facebook page. They're afraid to give customers their cell phone numbers. I work with people who don't have voicemails set up, which is crazy. I wouldn't say I like voicemail, but at least if someone calls me or I call them, they call me back. My voicemail tells them who I am and whether they want to talk to me.Creating an environment in which people will want to stay and can thrive should be the top priority for leadership.For leaders, so much work is about setting up your team members for success. This isn't about micromanaging and trying to control their every move. It's about giving them the tools and resources they need to succeed. One fundamental way for leaders to do this is by creating an environment where employees can thrive. When leaders intentionally cultivate a work culture and office life that helps their employees work at their best, it's an investment in the success of the team as a whole.The strength of having a good networkQuoting from a book called The Platinum Rule, which says Instead of Treating others the way you want to be treated, treat others the way they want to be treated. I've always told people, people come in, and they don't buy a car, and they apologize. They feel bad for wasting my time. And I say, if I take care of you, I know someday you'll take care of me. And it's how the law of Reciprocity works. And it's not that I like, I'm going to be nice to you that way, later on, you give me money or buy a car for me because it's the right thing to do. Because people don't know, you meet people that only bought two cars in their life, have no idea what they're doing, and don't have any family close by, so they're just looking for someone to help.Guide them through the process without feeling taken advantage of.The hunter farmer conceptIn the sales industry, we are so caught up in this idea of being a hunter-warrior. You go out, slay the deer, and bring the meat home. But there's this other concept about networking, doing right by others, having these connections with people, helping people who haven't b

Nathan Hays is a car sales professional who has risen to the game's highest level 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. In this episode, Nathan shares his story of how he joined the auto industry as we also discuss if Selling Cars is Still Worth It in 2023. Nathan begins the episode by explaining how he stayed focused the last couple of years during the uncertain pandemic period "My thought process was, I have to sell cars now, but I also have to sell cars later. And so when you're coming to work, and you're telling people, I can't sell you a car, and they think that's crazy because it's a salesperson's telling them, I can't sell you a car. I was always trying to arm myself or give myself ammunition of how can I sell this person a car later or let them know that they could now buy this CRV or this Hyundai Tucson or Nissan Rogue or whatever else." Quoting his words, "if you know, like, and trust someone, everyone kind of knows and trusts people at their core. But you need to find the people that will like you." Continue to focus on people I know will like you, and then stay consistent on social media for top-of-the-mind awareness. And try to be consistent. Drawing an example from his experience of always wearing a name tag. Do I want to be flashy? Do I want to pass my business cards out everywhere? No. But if I want to be successful, I want to maintain the message And let my customers or future customers know that I'm going to be there for them. I have to put myself out there. And some people are highly introverted and don't want to do that. And I've seen a lot of people be unsuccessful because they're afraid to have a Facebook page. They're afraid to give customers their cell phone numbers. I work with people who don't have voicemails set up, which is crazy. I wouldn't say I like voicemail, but at least if someone calls me or I call them, they call me back. My voicemail tells them who I am and whether they want to talk to me. Creating an environment in which people will want to stay and can thrive should be the top priority for leadership. For leaders, so much work is about setting up your team members for success. This isn't about micromanaging and trying to control their every move. It's about giving them the tools and resources they need to succeed. One fundamental way for leaders to do this is by creating an environment where employees can thrive. When leaders intentionally cultivate a work culture and office life that helps their employees work at their best, it's an investment in the success of the team as a whole. The strength of having a good network Quoting from a book called The Platinum Rule, which says Instead of Treating others the way you want to be treated, treat others the way they want to be treated. I've always told people, people come in, and they don't buy a car, and they apologize. They feel bad for wasting my time. And I say, if I take care of you, I know someday you'll take care of me. And it's how the law of Reciprocity works. And it's not that I like, I'm going to be nice to you that way, later on, you give me money or buy a car for me because it's the right thing to do. Because people don't know, you meet people that only bought two cars in their life, have no idea what they're doing, and don't have any family close by, so they're just looking for someone to help.Guide them through the process without feeling taken advantage of. The hunter farmer concept In the sales industry, we are so caught up in this idea of being a hunter-warrior. You go out, slay the deer, and bring the meat home. But there's this other concept about networking, doing right by others, having these connections with people, helping people who haven't bought from you, who need help with a vehicle you don't even sell. Is the concept of the farmer, Who turns the soil? Plants the seed, nourishes the seed, nourishes the soil. And then with the hope of at some future day being able to harvest  You have faith in yourself that in completing these actions, there will be a harvest on some future day, which may happen in a way.  Listen to the full episode for insights and context from Nathan Hays! ⭐️ Like this show? Please leave us a review here — even one sentence helps! Consider including your LinkedIn or Instagram handle so we can thank you personally! Thanks, Nathan Hays! If you enjoyed this episode featuring Guest Name, support us by clicking the links! Connect with Nathan Hays on LinkedIn   Connect with Michael Cirillo Connect with Michael on LinkedIn   More Dealers Are Choosing To Partner with FlexDealer Looking for a reliable, high-performance dealership marketing partner? Visit https://www.flexdealer.com to discover why more and more dealers are choosing them over big-box providers.

Scott Simons is a successful car dealer that is involved in multiple businesses across many industries. Scott's main focus is in the auto industry. He is the Managing Partner and General Manager of five Carter Myers Automotive dealerships in West Virginia. He is a speaker, business consultant, astute investor, and purveyor of filling the cups of anyone who is willing to put in the effort. Scott shares specific tactical advice you can apply and how he continues to push himself by surrounding himself with those he can learn from . What we discuss in this episode: If you own or manage a dealership, you must be willing to explore new growth opportunities and embrace new ideas. Dealerships that embrace the future will maintain their profitability and relevance in the coming years. Those who do not will be squeezed out of a tightening landscape. In this week's episode of the Dealer Playbook, Scott Simons goes into great detail about Creating A Dealership Growth Environment. As a true leader and an excellent communicator, he ensures that each member of his team understands their role and works together to further the company's growth. While Building a Great Team. Investing in employee training, retention, and happiness is critical to growth and success for your dealership. A motivated, positive team is your greatest asset in building competitive advantage for your business over the long term. Customer service is easily the auto industry's best salesperson. With customer emotions running so hot,it's crucial for your auto dealership to give every facet of customer service the finest polish imaginable. Due to the "virtuous circle" nature of the automotive industry, where strong customer service performance brings customers back later to the showroom floor—and the other way around—there is no doubt that this will pay off in amazing ways. How doing business with your own people make your climb to success is better Scott stocks his view on training employees “training is not it's not a knowing issue here, people know what to do. It's a motivation issue. And I need to help motivate them and get the best out of them. That's my job is to give them all the tools in order to be successful and give them an environment to thrive.” Chain of Command in Organizational Structure establishes accountability, it lays out a company's lines of authority and decision-making power. A proper chain of command ensures that every task, job position and department has one person assuming responsibility for performance. To unify competing desires and perspectives, emphasize that choices be made in the best interest of the customer. How Scott pours back into his team weekly including monitoring their personal credit, managing expenses, and much more that's lead to saving their lives Growth and rewards have always been critical components of human resources and employee motivation. Furthermore, most people want to advance in their careers. To keep employees longer in your organization, you should provide them with a Personal Development Plan. You can use this plan to map out employee development. How does a Junior Developer advance to the level of Senior Developer? Or, how can a Manager improve in his or her position? Another advantage of employee development is that by promoting employees internally, you can easily fill senior positions within your organization. Furthermore, because you already know everything there is to know about the employee, you are less likely to hire the wrong person for the job. To keep your employees and increase growth in your dealership, one of the most important factors is company culture. Before using motivation-boosting methods such as rewards and development, preparing your organization to support these changes is important. It's not about having the right infrastructure, but also having the right people in the right place. You must create an environment that naturally stimulates motivation. Listen to the full episode for insights and context from Scott Simons Like this show? Please leave us a review here — even one sentence helps! Consider including your LinkedIn or Instagram handle so we can thank you personally! Thanks, Scott Simons! If you enjoyed this episode featuring Scott Simons, support us by clicking the links! Connect with Scott Simons on LinkedIn Connect with Michael Cirillo Connect with Michael on LinkedIn

Scott Simons is a successful car dealer that is involved in multiple businesses across many industries. Scott's main focus is in the auto industry. He is the Managing Partner and General Manager of five Carter Myers Automotive dealerships in West Virginia. He is a speaker, business consultant, astute investor, and purveyor of filling the cups of anyone who is willing to put in the effort.Scott shares specific tactical advice you can apply and how he continues to push himself by surrounding himself with those he can learn from .What we discuss in this episode:If you own or manage a dealership, you must be willing to explore new growth opportunities and embrace new ideas. Dealerships that embrace the future will maintain their profitability and relevance in the coming years. Those who do not will be squeezed out of a tightening landscape. In this week's episode of the Dealer Playbook, Scott Simons goes into great detail about Creating A Dealership Growth Environment. As a true leader and an excellent communicator, he ensures that each member of his team understands their role and works together to further the company's growth.While Building a Great Team. Investing in employee training, retention, and happiness is critical to growth and success for your dealership. A motivated, positive team is your greatest asset in building competitive advantage for your business over the long term.Customer service is easily the auto industry's best salesperson. With customer emotions running so hot,it's crucial for your auto dealership to give every facet of customer service the finest polish imaginable. Due to the "virtuous circle" nature of the automotive industry, where strong customer service performance brings customers back later to the showroom floor—and the other way around—there is no doubt that this will pay off in amazing ways.How doing business with your own people make your climb to success is betterScott stocks his view on training employees “training is not it's not a knowing issue here, people know what to do. It's a motivation issue. And I need to help motivate them and get the best out of them. That's my job is to give them all the tools in order to be successful and give them an environment to thrive.”Chain of Command in Organizational Structure establishes accountability, it lays out a company's lines of authority and decision-making power. A proper chain of command ensures that every task, job position and department has one person assuming responsibility for performance.To unify competing desires and perspectives, emphasize that choices be made in the best interest of the customer.How Scott pours back into his team weekly including monitoring their personal credit, managing expenses, and much more that's lead to saving their livesGrowth and rewards have always been critical components of human resources and employee motivation. Furthermore, most people want to advance in their careers. To keep employees longer in your organization, you should provide them with a Personal Development Plan. You can use this plan to map out employee development. How does a Junior Developer advance to the level of Senior Developer? Or, how can a Manager improve in his or her position? Another advantage of employee development is that by promoting employees internally, you can easily fill senior positions within your organization. Furthermore, because you already know everything there is to know about the employee, you are less likely to hire the wrong person for the job.To keep your employees and increase growth in your dealership, one of the most important factors is company culture. Before using motivation-boosting methods such as rewards and development, preparing your organization to support these changes is important. It's not about having the right infrastructure, but also having the right people in the right place. You must create an en

In this episode of the Dealer Playbook, Michael shares his thoughts about the next season of the retail automotive industry. The last two years have been unique. Dealers have been earning recording profits despite a chip shortage and inventory shortage. That begs to ask: what's next? What will the next two years bring, especially as the reality of a recession looms? With reports that used car sales are beginning to soften and that consumers are slowing down their purchase decisions, are we headed for the survival of the fittest? Michael encourages the industry to take inventory and assess what's within its control. The time to prepare for the next round of unforeseen circumstances is right now. Preparation mitigates fear. ⭐️ Like this show? Please leave us a review here — even one sentence helps! Consider including your LinkedIn or Instagram handle so we can thank you personally!

In this episode of the Dealer Playbook, Michael shares his thoughts about the next season of the retail automotive industry. The last two years have been unique. Dealers have been earning recording profits despite a chip shortage and inventory shortage. That begs to ask: what's next?What will the next two years bring, especially as the reality of a recession looms? With reports that used car sales are beginning to soften and that consumers are slowing down their purchase decisions, are we headed for the survival of the fittest?Michael encourages the industry to take inventory and assess what's within its control. The time to prepare for the next round of unforeseen circumstances is right now. Preparation mitigates fear.⭐️ Like this show? Please leave us a review here — even one sentence helps! Consider including your LinkedIn or Instagram handle so we can thank you personally!

Steve Roessler is the Chief Evangelist at DriveCentric, a modern take on an automotive CRM that features unified customer communications in an easy-to-digest interface. Steve shares his vantage point about why engagement is the key metric that dealerships need to track and how that's helping his client partners realize greater sales success.What we discuss in this episode:Steve came to the automotive industry from the medical industry and shares some of the biggest differences between the two industries. When first getting started in automotive, he thought it was funny that salespeople needed reminders to follow up with prospects. That was unheard of in the medical field.Steve explains that the KPI for dealerships inside of a CRM should be engagement. "That's what most CRMs lack — a focus on engagement rather than keeping a database of information. You're shooting yourself in the foot if you aren't tracking engagement."When engagement is the focus, response times go down because every interaction is treated almost like a text message. It's like an ongoing chat rather than a template-heavy interaction.Listen to the full episode for insights and context from Steve Roessler!⭐️ Like this show? Please leave us a review here — even one sentence helps! Consider including your LinkedIn or Instagram handle so we can thank you personally!Thanks, Steve Roessler!If you enjoyed this episode featuring Steve Roessler, support us by clicking the links!Connect with Steve Roessler on LinkedInConnect with Michael CirilloConnect with Michael on LinkedInMore Dealers Are Choosing To Partner with FlexDealerLooking for a reliable, high-performance dealership marketing partner? Visit https://www.flexdealer.com to discover why more and more dealers are choosing them over big-box providers.

Steve Roessler is the Chief Evangelist at DriveCentric, a modern take on an automotive CRM that features unified customer communications in an easy-to-digest interface. Steve shares his vantage point about why engagement is the key metric that dealerships need to track and how that's helping his client partners realize greater sales success. What we discuss in this episode: Steve came to the automotive industry from the medical industry and shares some of the biggest differences between the two industries. When first getting started in automotive, he thought it was funny that salespeople needed reminders to follow up with prospects. That was unheard of in the medical field. Steve explains that the KPI for dealerships inside of a CRM should be engagement. "That's what most CRMs lack — a focus on engagement rather than keeping a database of information. You're shooting yourself in the foot if you aren't tracking engagement." When engagement is the focus, response times go down because every interaction is treated almost like a text message. It's like an ongoing chat rather than a template-heavy interaction. Listen to the full episode for insights and context from Steve Roessler! ⭐️ Like this show? Please leave us a review here — even one sentence helps! Consider including your LinkedIn or Instagram handle so we can thank you personally! Thanks, Steve Roessler! If you enjoyed this episode featuring Steve Roessler, support us by clicking the links! Connect with Steve Roessler on LinkedIn Connect with Michael Cirillo Connect with Michael on LinkedIn More Dealers Are Choosing To Partner with FlexDealer Looking for a reliable, high-performance dealership marketing partner? Visit https://www.flexdealer.com to discover why more and more dealers are choosing them over big-box providers.

Today's conversation with Brett Morris, Chairman at PerceptionPredict, stemmed from one of Michael's LinkedIn posts about the important need for amazing car sales professionals. Brett commented on the post with a compelling chart visualizing how high-performing employees can be predicted with data.Is It Possible To Predict High Performing Employees?00:58 - Michael sets the conversation stage by explaining a LinkedIn post in which he discussed the importance and need for great car sales professionals in the retail auto industry. Brett Morris left a very thought-provoking comment about how it's possible to predict high-performers, which led to today's conversation.02:53 - Brett explains that when you look at dealer group operations, they've all got pretty good systems when it comes to managing inventory, they've got data and clarity around that. In the service department, they have systems and a workflow for technicians. There are financial systems in place for the business office. With all that said, how does a dealership fish in a broader pond of people to predict and know if they are the right candidate for the job or if perhaps you have the right individual but in the wrong job role?10:20 - Brett and his team have created a unique way to predict job suitability by utilizing an intricate system of character trait mapping that can provide dealers much more clarity about what attributes create an employee's performance. The process includes a quick 15-minute assessment contributing to scoring over 70 data points. Each data point is combined into an overarching view of attributes that helps predict who will perform what job better.19:36 - Gratitude is listed as an attribute on the list that typically doesn't show up on assessments often. It makes sense when contrasted against the highest-performing car sales professionals like Frank Crinite or Ali Reda (Guinness World Record Holder). They operate differently than the average car sales pro. Gratitude for their lives, customers, and opportunities is a common thread in their daily lives.Listen to the full episode for insights and context from Brett Morris!⭐️ Like this show? Please leave us a review here — even one sentence helps! Consider including your LinkedIn or Instagram handle so we can thank you personally!Thanks, Brett Morris!If you enjoyed this episode featuring Guest Name, support us by clicking the links!Connect with Brett Morris on LinkedInConnect with Michael CirilloConnect with Michael on LinkedIn

Today's conversation with Brett Morris, Chairman at PerceptionPredict, stemmed from one of Michael's LinkedIn posts about the important need for amazing car sales professionals. Brett commented on the post with a compelling chart visualizing how high-performing employees can be predicted with data. Is It Possible To Predict High Performing Employees? 00:58 - Michael sets the conversation stage by explaining a LinkedIn post in which he discussed the importance and need for great car sales professionals in the retail auto industry. Brett Morris left a very thought-provoking comment about how it's possible to predict high-performers, which led to today's conversation. 02:53 - Brett explains that when you look at dealer group operations, they've all got pretty good systems when it comes to managing inventory, they've got data and clarity around that. In the service department, they have systems and a workflow for technicians. There are financial systems in place for the business office. With all that said, how does a dealership fish in a broader pond of people to predict and know if they are the right candidate for the job or if perhaps you have the right individual but in the wrong job role? 10:20 - Brett and his team have created a unique way to predict job suitability by utilizing an intricate system of character trait mapping that can provide dealers much more clarity about what attributes create an employee's performance. The process includes a quick 15-minute assessment contributing to scoring over 70 data points. Each data point is combined into an overarching view of attributes that helps predict who will perform what job better. 19:36 - Gratitude is listed as an attribute on the list that typically doesn't show up on assessments often. It makes sense when contrasted against the highest-performing car sales professionals like Frank Crinite or Ali Reda (Guinness World Record Holder). They operate differently than the average car sales pro. Gratitude for their lives, customers, and opportunities is a common thread in their daily lives. Listen to the full episode for insights and context from Brett Morris! ⭐️ Like this show? Please leave us a review here — even one sentence helps! Consider including your LinkedIn or Instagram handle so we can thank you personally! Thanks, Brett Morris! If you enjoyed this episode featuring Guest Name, support us by clicking the links! Connect with Brett Morris on LinkedIn Connect with Michael Cirillo Connect with Michael on LinkedIn