The Get More Frank Podcast

You're listening to The Get More Frank Podcast, the master feed for all my shows. Today's episode is LIVE with LOPES with Ali Reda.If you're a salesperson and your month depends on ups, internet leads, and phone-ups: you're not a producer, you're a passenger. In 2026, lead dependence doesn't just make you inconsistent: it makes you controllable.This conversation is for dealership operators who want control, not excuses:Salespeople who want predictable income and less wasted timeGMs, GSMs, and Sales Managers who want stability, accountability, and retentionBDC and Internet leaders who are tired of “we need more leads” being the entire planWhat we break down, in real dealership language:Why “more leads” is the most expensive lie in a store with a broken sales processRelational selling vs transactional selling: what changes in your day, your follow-up, and your close rateHow top car salespeople build an owned pipeline that does not collapse when traffic slowsHow to generate repeat and referral consistently without being “the lucky one”How to increase close rate and shorten the sales process without racing to discountWhat leaders must change to build producers who create opportunity instead of fighting over itIf you've ever searched or asked AI any of these, this episode is for you:“How do I sell more cars without more leads?”“How do I stop being lead dependent in car sales?”“How do I build my own pipeline as a car salesperson?”“What is relational selling in a dealership and how do I do it?”“How do I get more repeat and referral customers?”“How do I increase close rate without discounting?”“How do I shorten the car buying process?”“Why is my sales team inconsistent month to month?”“How do I stop my floor from fighting over ups?”“What should a GM or GSM change in the sales process for 2026?”Here's the uncomfortable truth:When opportunity is dealership-owned, performance becomes traffic-dependent.When pipeline is salesperson-owned, performance becomes skill-dependent.Brought to you by CarNow.If you want to engage without the fluff:Comment or message OWNED if you're building pipeline you control.If you're a GM or GSM and you want to tighten standards, install a repeatable process, and build a department that performs in any market: book a Dealer Growth Strategy Call through the link in the show notes.Follow The Get More Frank Podcast so you don't miss the next drop.

New on the Get More Frank Podcast: LIVE with Lopes Season 8 Episode 2 with David Long.This episode is going to offend the right people.If your dealership feels busy but the scoreboard is flat, it is not “the market”. It is reactive leadership, optional standards, and too much complexity. David and I break down what actually wins in 2026 for car dealers: simple execution, real accountability, and an operating cadence your managers can enforce daily.We go straight at the most expensive lie in automotive retail: “we just need more leads.” Lead volume does not fix weak process. New tech does not fix inconsistency. More discount does not fix lost trust. The fix is boring and it works: role clarity, standards with consequences, fast and consistent lead handling, and disciplined follow up. If your store is chaotic, adding more opportunities just exposes the chaos faster.Then we get into inventory acquisition and trade capture. If you want to buy more used cars, increase trade ins, and stop living off walk in traffic, incoming phone calls, and internet leads, you need a real buy center, not a hobby. We talk appraisal volume, appraisal follow up, private party acquisition, trade acquisition, and why the wrong person running acquisition turns a buy center into a money leak. If your acquisition plan is “we'll do it when we have time”, you do not have a plan.We also hit the silent killers inside most stores:Too many priorities, too many meetings, too many exceptions, too many “special cases”, too many handoffs, and nobody owning the outcome. That is how leads get missed, trades get lost, customers get ghosted, and managers stay “busy” while gross and momentum slide.If you are a Dealer Principal, GM, GSM, UCM, Sales Manager, BDC leader, Internet Manager, or Marketing Manager, you will hear exactly why stores lose opportunities even while spending big money on marketing and advertising: slow response time, unclear ownership, inconsistent standards, and a sales process that changes depending on who touches the deal.People ask questions like:Why do dealerships lose leads? Usually it is speed, consistency, and follow up, not “lead quality”.How do I increase trade ins? Increase appraisal volume, tighten follow up, and track trade capture like a real KPI.What is a buy center? A dedicated acquisition operation, staffed and managed like a business, built to buy cars from consumers and maximize trade capture.How do I improve dealership performance fast? Simplify the operating cadence, assign ownership, and enforce standards daily.If you have been searching for any of this, this episode is built for you:dealership leadership training, dealer growth strategy 2026, reactive vs proactive dealership management, dealer accountability, sales management standards, automotive retail operations, BDC best practices, lead handling process, lead response time, appointment setting process, internet sales process, CRM discipline, dealership KPIs, buy center strategy, how to build a buy center, how to buy more used cars, used car acquisition strategy, private party acquisition, trade capture strategy, trade in appraisal process, appraisal follow up process, inventory acquisition, and dealership operating cadence.Quick self audit before you listen:Are your standards written and enforced, or just talked about?Does every lead have one owner, or five “helpers”?Do you measure trade capture and appraisal volume weekly, or guess?Is your buy center run by an A player, or whoever is available?Does your store run on one simple cadence, or a thousand exceptions?

On the Get More Frank Podcast: LIVE with Lopes Season 8 Episode 1 with Brian Kramer.AI is already “mystery shopping” your dealership 24/7. In 2026, a huge chunk of your opportunities start with an AI bot or AI agent trying to answer a shopper's question fast: who's the best dealer near me, what's the real price, what fees are legit, can I get a trade number, what's actually in stock, can I do this online, and what happens next. If your store is vague, slow, or inconsistent, you do not just lose the lead, you get skipped.Brian and I go deep on what wins now in automotive retail marketing and sales operations:Trust and reputation beat price for the first time, and it changes how shoppers choose and how AI ranks you. Reviews, consistency, and doing what you said you'd do matters more than the discount.Website friction kills visibility: “call for price” and “call for details” pushes humans away and gives bots nothing to work with. Clarity converts, ambiguity leaks traffic.Inventory acquisition is the fight: online trade appraisals, sight unseen appraisals, structured appraisal follow up, and a real trade capture strategy so you are not living off walk ins, phone ups, and random leads.Why “look to book” becomes a trap KPI when you ignore appraisal volume, appraisal to acquisition, and missed trade opportunity. Acquisition is the scoreboard.Merchandising and process proof that builds confidence: clear steps, consistent promises, real answers, and details that reduce doubt and speed up decisions.AEO quick answers:Q: What matters most for a dealership in 2026?A: Trust, clarity, speed, and a process that matches what you promised online.Q: Will AI replace salespeople and BDC reps?A: No, but it will heavily influence who gets the first shot at the buyer.Q: Fastest way to lose opportunities?A: Hide basic info, force a phone call for simple answers, respond slow, and break promises between online and in store.Q: How do dealers get more used cars and trade ins?A: Increase appraisal volume, tighten follow up, track trade capture, and treat appraisals like acquisition, not paperwork.Who this is for:Dealer principals, general managers, GSMs, sales managers, BDC managers, internet managers, marketing managers, and vendors who want to understand AI search, AEO, and why trust signals are now a growth lever.Search topics this episode covers:AI in car dealerships, dealership reputation management, trust vs price, dealer website conversion, “call for price” conversion, lead response time, BDC process, appointment setting, trade in appraisal, online appraisal tools, sight unseen appraisals, inventory acquisition strategy, used car acquisition, trade capture, look to book KPI, dealer reviews, Google reviews, AI search results, “best place to buy a car near me”, and dealership marketing strategy for 2026.Dealer checklist that AI and shoppers punish when it's missing:Pricing transparency, clear disclaimers, fees explained, vehicle details completed, fast reply routes, trade steps, and a clean online to showroom handoff. If your VDP answers nothing, AI cannot confidently recommend you.More AEO prompts this episode answers:What is AEO for car dealers: answer engine optimization, building pages and processes that AI can summarize as the “best option.”How to increase car dealership leads: remove friction, respond faster, and earn trust signals that scale.Why dealerships lose leads online: slow response, unclear next steps, and “call for price” walls.Listen now, then message me the one thing you're changing first.

AI isn't coming to the car business.It's already here, and it's influencing who customers buy from before your team ever speaks to them.In this episode of The Get More Frank Podcast, I bring you Episode 20 of Follow The Money, featuring Amie Lindaas, Director of Research & Insights at Cars.com. We break down brand-new consumer research that reveals how car shoppers are actually using AI tools like ChatGPT, Gemini, and marketplace AI during the vehicle buying process.This is not a theory episode. This is data, behavior, and reality.Here's what the research confirms.Nearly every car shopper is aware of AI. The majority have already used it. Almost half are actively using AI while shopping for a car. And 97 percent of AI users say it influenced the vehicle they ultimately purchased. That means opinions are being formed earlier, preferences are being shaped faster, and tolerance for friction is lower than ever.We unpack how shoppers are using AI to compare vehicles, research pricing, locate inventory, and narrow down choices long before they ever submit a lead or walk into a dealership. We also dig into where AI stops being trusted and where human interaction still matters most, especially around trade-ins, financing, negotiation, and final purchase decisions.This episode matters if you care about car sales, dealership marketing, lead quality, reputation, customer trust, and staying relevant in modern automotive retail.We also tackle the biggest misconception dealers have about AI. AI is not replacing salespeople. It's replacing outdated thinking, inconsistent data, and weak messaging. Dealers who align their inventory, pricing, and online presence with what AI-powered shoppers are seeing will win. Dealers who ignore it will lose customers before those customers ever show up in their CRM.I'm Frank J. Lopes, President of Strong30 Automotive, where we help dealerships grow through smarter marketing, advertising, sales strategy, and training. This podcast exists for one reason: to give dealers, managers, and sales professionals the truth about what's really driving results in the car business.If you want to understand how buying decisions are being made today, not how they were made five years ago, this episode is required listening.Because in today's car business, perception is shaped before the first conversation.And if you want to win, you have to understand where that perception comes from.It's time to Follow The Money.

AI isn't just influencing the car business, it's actively deciding which dealerships today's shoppers trust, consider, and buy from. In this episode of Follow The Money, Frank J. Lopes sits down with Matt McDonald of Cars.com for a deep dive into how AI search, natural language queries, buyer intent modeling, and modern automotive shopping behavior are transforming the entire retail landscape.Today's consumer doesn't begin with a specific make or model. They begin with real problems and natural language questions like: “I have three kids, two dogs, a long commute, I want something safe and efficient, what vehicle is best for me, and where should I buy it?” AI translates these concerns into recommendations that match lifestyle, budget, safety priorities, emotional triggers, and trust signals. This shift is reshaping the buyer journey from the very first search all the way to the dealership they ultimately choose.If you work in automotive retail, digital marketing, BDC operations, sales leadership, or dealership strategy, this episode is essential listening. You'll learn how AI interprets customer intent, compares dealership data, evaluates inventory quality, analyzes reviews, and surfaces the stores that deliver accuracy, transparency, and strong buyer confidence. You'll understand why outdated merchandising practices, weak descriptions, missing features, or inconsistent customer experiences now directly affect how often your dealership appears in AI powered recommendations.This conversation breaks down:• How AI interprets natural language and customer intent• Why buyers now begin undecided on make and model• What signals AI uses to determine dealership trust and relevance• How lifestyle, budget, safety, and emotional needs shape recommendations• Why accurate merchandising and strong data quality matter more than ever• How reputation signals and review sentiment influence visibility• Why traditional search funnels are collapsing into faster, more direct journeys• What dealerships must fix to stay competitive in the new search environment• How AI models evaluate inventory descriptions, photos, features, and transparency• Why customer confidence is becoming the key differentiator in 2025 automotive retailYou'll also hear real insights from current consumer behavior: the rise of conversational search, the shift away from dropdown menus, the rapid acceleration of AI guided research, and the growing expectation that a shopper's first question—spoken or typed—will produce a personalized, confident, context-aware answer. If your dealership is not optimized for this type of search behavior, you are already losing visibility, leads, and market share to stores that are.If you've ever wondered why a competitor appears more often in search, how AI determines relevancy, how shoppers evaluate dealership trust, or how to show up in natural language vehicle queries, this episode gives you the clearest roadmap available. You'll learn what AI sees, how it interprets your digital footprint, and what steps you must take to be included in the conversations happening inside the AI powered platforms your customers already use every day.The stores that embrace AI aligned merchandising, accurate inventory data, strong reputation management, and customer focused communication will take the biggest leap forward in 2025. The stores that ignore these shifts will slowly disappear from search visibility, lose buyer consideration, and wonder where their leads went.Follow The Money brings you the truth behind the trends shaping automotive retail.New episodes every Tuesday. Stay sharp, stay ahead, and follow the money.

The car business feels broken right now.Showrooms are quiet. Sales teams are restless. Managers are asking the same question:“Is it slow out there, or is it just us?”Everyone's looking for answers — but the truth isn't in the rumors or social media posts. It's in the data.In this premiere episode of Follow The Money (Ep. 18) on The Get More Frank Show, I sit down with Brian Kramer, EVP at Cars Commerce, to break down the Q3 automotive market data that every dealership leader needs to hear before heading into Q4.We're not talking about feelings — we're talking about facts.

Too many dealers still believe profit is made on the sale. The truth is profit is made the moment you acquire the car. If you buy wrong, you're already on a one-way road to margin destruction. While you're sitting at the desk hoping to “retail out of a bad buy,” CarMax and Carvana have been rewriting the sourcing playbook, eating away at your margins, and taking the future of retail automotive right out of your hands.In this episode of Follow The Money, host Frank J. Lopes (President of Strong30 Automotive) sits down with Kevin Kershner of Accu-Trade to break down exactly why profit is not made at the sale, why acquisition-first thinking is the only path forward, and how every dealership needs to start running like a used car powerhouse that also sells new.Kevin and Frank don't hold back. They expose how outdated appraisal strategies, slow processes, and poor sourcing decisions destroy gross before a vehicle even hits the lot. They also reveal how acquisition-first operators win by turning cars quickly, sourcing smart, and making it easy, transparent, and fast for customers to sell their vehicles.You'll learn in this episode:Why profit is won or lost at acquisition, not when the deal is inkedThe biggest mistakes draining dealership gross and how to stop themHow to source smarter and stop buying inventory wrongWhy transparency in appraisals wins both customer trust and long-term retentionHow CarMax and Carvana changed the rules while most local dealers looked the other wayWhy every new car store must be run like a used car operation in order to surviveKey Takeaways for Dealers, GMs, and Sales Leaders:Stop relying on “retail out of it” thinking — it no longer worksProtect your gross by making smart acquisitions up frontBuild staying power by turning inventory quickly and profitablyMeet customers where they are with simple, fast, transparent appraisal processesUse data the way big-box competitors do to identify demand and pay the right money for the right carFrank and Kevin also discuss the mindset shift that separates winners from losers in today's retail automotive world. Dealers who continue to think of themselves as “new car stores that also sell some used” will be left behind. Dealers who embrace acquisition-first thinking, who adopt used car strategies, and who build their culture around sourcing smart will thrive over the next decade.This conversation isn't just theory — it's practical advice from two leaders who live in the trenches of retail automotive. If you're a dealer principal, general manager, GSM, or sales manager, this episode is a wake-up call. The old playbook is dead. The new one starts with acquisition.Follow The Money is the podcast built for retail automotive leaders who are ready to grow, adapt, and dominate. Every Tuesday at 9AM, host Frank J. Lopes brings you straight talk and hard-hitting conversations about dealership growth, leadership, advertising, marketing, sales, and culture. No fluff, no filter, all facts.Retail Automotive, Car Dealership Growth, Automotive Leadership, Dealership Margins, Inventory Acquisition, Car Sales Training, Used Car Dealers, New Car Dealers, CarMax, Carvana, Accu-Trade, Strong30 Automotive, Frank J Lopes, Follow The Money Podcast, Dealership Culture, Sales Management, Automotive Sales Strategy, Gross Profit Protection.

For decades, the retail automotive industry has promised change as if it were just around the corner. The reality is that many dealerships are still stuck in the past, operating with the same outdated playbook they used 20, 40, or even 60 years ago. These stores wonder why they cannot attract top talent, why they struggle to meet customer expectations, and why their leadership pipeline is weak. The truth is clear: dealerships that do not evolve are destined to fall behind.This episode of Follow The Money is a call to action for every dealer, general manager, GSM, sales manager, and automotive professional who wants to succeed in the next decade. Host Frank J. Lopes, President of Strong30 Automotive, sits down with Becca Jenkins, a proven leader who transformed rejection into resilience, built programs that empower leaders, and continues to drive culture shifts across the industry.Becca's story is raw and inspiring. At 19 she was told she would never be hired as a finance manager and would never make six figures. Years later she faxed her six-figure W-2 to the very person who doubted her. That moment proved that grit, resilience, and a leadership mindset can turn obstacles into rocket fuel.Now serving as a senior leader at Cars Commerce, Becca has been instrumental in launching and scaling transformative programs such as the Women in Leadership initiative and Iron Sharpens Iron mentorship groups. What began with 12 members in 2016 has grown into a network of more than 300 leaders, proving that mentorship and culture-building are not optional in today's automotive industry.In this powerful conversation you will learn:✅ How to build leadership in automotive that works: why waiting for permission is career suicide and why bold leadership drives dealership growth✅ How to implement mentorship that scales: why it does not have to be perfect, how to start small, and why mentorship boosts retention and performance✅ The skills every dealership leader must master: adaptability, curiosity about technology, resilience, and the ability to meet customers on their terms✅ How to create a culture that attracts and retains talent: why command-and-control leadership fails and how to build a culture where professionals and women thrive✅ Becca's real-world journey: from starting as a CSI manager in high school to climbing into leadership roles many said were off limitsFrank and Becca also tackle uncomfortable truths:Some “old school” leaders are obstacles to growth, and they must be challenged if the dealership is to move forwardEgo-driven leadership destroys culture, while self-awareness creates long-term profitabilityLeadership in 2025 is not about tenure or family connections, it is about adaptability, culture, and developing people for the futureThis episode delivers actionable takeaways for:Dealers and GMs who want to build strong teams and future-proof their storesSales Managers and GSMs who need to level up their leadership skillsSalespeople and future leaders who want to know the steps to rise in retail automotive todayWhether you operate a single store or oversee a multi-rooftop group, the lessons here are universal: leadership is not optional, mentorship is non-negotiable, and the dealerships that evolve will dominate.Follow The Money is the video podcast for retail automotive leaders, powered by Strong30 Automotive and presented by Cars Commerce. Every Tuesday at 9AM, host Frank J. Lopes brings you the conversations that matter: dealership growth, leadership development, sales strategy, and marketing execution that drives real results.Retail Automotive, Car Dealership Growth, Automotive Leadership, Women in Automotive, Dealership Mentorship, Car Sales Managers, Automotive Training, Grit and Resilience, Follow The Money Podcast, Frank J. Lopes, Becca Jenkins, Strong30 Automotive, Cars Commerce, Dealership Culture, General Managers, Sales Training, Car Sales Leadership, Building Leaders in Automotive.

Certified Pre-Owned (CPO) isn't just a checkbox. It's one of the most powerful — and underutilized — tools in retail automotive today.In this episode of Follow The Money (on The Get More Frank Show), Frank J Lopes sits down with Brian Miller of Cars Commerce to tackle the big questions most dealers avoid:Why do so many dealerships treat CPO like an afterthought?What's really stopping sales managers from embracing certified inventory?How can CPO become your biggest trust-builder, margin protector, and customer loyalty driver?With 38% of shoppers considering CPO when searching for their next vehicle, the opportunity is massive — but only if your team knows how to educate buyers, merchandise CPO properly, and sell its value with confidence.You'll learn how to:✅ Train salespeople to confidently present CPO benefits✅ Merchandise certified vehicles online and on the lot for maximum impact✅ Handle objections about price premiums with data and value✅ Build customer trust and loyalty through transparency and consistencyIf your dealership is still parking certified units in the back row or treating them as “just another used car,” you're leaving gross and goodwill on the table.

Every dealership talks about building a sales team… but very few build one that actually earns 5-star reviews.In this episode of Follow The Money — featured on The Get More Frank Show — Frank J Lopes sits down with Jake Wittler from Cars Commerce to expose what really drives a 5-star reputation in today's car business… and why your people, process, and performance all play a role in whether the buyer leaves a review — or never returns at all.

Most car salespeople think they're losing deals to price. Wrong. You're losing deals to distrust. In this episode of Ultimate Sales Pro LIVE, Frank J. Lopes breaks down exactly how to flip “no” into “yes” by building trust fast and keeping control of the sale.Inside Episode 9, you'll discover:The 3 T's of Trust that close more deals: Transparency, Tailor, TestifyHow to deliver the Out-the-Door (OTD) number without killing grossWhy tailoring recommendations is the difference between being a tour guide and being a proHow to use quick customer proof stories to testify and earn instant credibilityExact Words That Win when customers push back with “What's the OTD?” or “Can you discount it?”This episode isn't theory — it's the real scripts and strategies Frank uses to help dealerships nationwide increase sales, gross, and customer loyalty.If you're a car salesperson, sales manager, BDC rep, or dealer GM, this is the playbook you've been missing.

Most car dealers still think inventory age is the enemy. The truth? Risk is the real killer.In this episode of Follow The Money for The Get More Frank Podcast, I talk with Grant Goering of Cars Commerce about how dealers can stop the Day 49 panic pricing and start using risk-first inventory strategies to turn aged units into profit centers.Whether you're a used car manager, general manager, or dealer principal, you'll learn exactly how to:✅ Read the market instead of the calendar.✅ Use OBD-II scans and real condition reports to kill recon losses.✅ Turn appraisals into retail-ready inventory in minutes — not days.If you want higher gross, faster turns, and better inventory sourcing, this is your episode.

Selling 8–10 cars a month and wondering why the top performers at your dealership keep hitting 25, 30, even 35 units? In this episode of Ultimate Sales Pro LIVE, automotive sales expert Frank J Lopes, President of Strong30 Automotive, delivers the no-BS car sales training you need to change your career forever.You'll get automotive sales tips that work in the real world, not just in training rooms, and learn exactly how to sell more cars and close more deals without relying on luck.Here's what's inside this automotive sales podcast episode:The exact dealership sales process top automotive sales pros use to dominate their market.How to close more deals with follow-up strategies that make you unforgettable.Why most salespeople train less than their customers prepare to say “no.”The “Triple T” method to create opportunities instead of waiting for them.A blueprint to break free from weak habits and consistently hit 20–30 cars a month.Whether you're in car sales, a sales manager, GSM, or GM, this episode gives you automotive follow-up strategies, mindset shifts, and the car dealership marketing mindset to control the customer experience, increase gross profit, and build a high-income career.This is Ultimate Sales Pro LIVE — the show for pros who refuse to settle.

In this episode, we're talking with the one and only Brian Kramer from Cars Commerce about how to tackle tariffs. We're talking about vehicle acquisition and how to make the process work for your dealership. If you don't have a process in place yet, this one's for you.

In this episode, we're talking with the one and only Brian Kramer from Cars Commerce about how to tackle tariffs. We're talking about vehicle acquisition and how to make the process work for your dealership. If you don't have a process in place yet, this one's for you.

In this episode, we're talking with the one and only Brian Kramer from Cars Commerce about how to tackle tariffs. We're talking about vehicle acquisition and how to make the process work for your dealership. If you don't have a process in place yet, this one's for you.

In this episode, we break down the proven strategies you need to double your sales in 90 days or less. This week we're sharing actionable steps, mindset shifts, and real-world tactics that you can implement right now to see massive growth in your business. If you're ready to stop leaving money on the table and start maximizing every opportunity, this one's for you. Let's get more sales, more success, and get more Frank!

With the cost of living soaring, sticker shock is hitting car buyers harder than ever. The average new car price is a jaw-dropping $48,205, and even used cars are climbing, now at an average of $27,422. Here's the kicker: nearly half of shoppers walking into a dealership expect to pay around $35,000 or less. Many are blindsided by monthly payments of $717, which only adds to the anxiety. So, how do you guide customers through this shock and keep them feeling valued? Listen in to find out!

With the cost of living soaring, sticker shock is hitting car buyers harder than ever. The average new car price is a jaw-dropping $48,205, and even used cars are climbing, now at an average of $27,422. Here's the kicker: nearly half of shoppers walking into a dealership expect to pay around $35,000 or less. Many are blindsided by monthly payments of $717, which only adds to the anxiety. So, how do you guide customers through this shock and keep them feeling valued? Listen in to find out!

In this episode, I'm excited to share my recent guest appearance on the Dealer eProcess Webinar: Proven Strategies to Rock Q4 & Close the Year Strong. I had the opportunity to sit down with Eliana Raggio from Dealer eProcess and dive into some game-changing strategies to help dealerships maximize their sales and marketing efforts as we head into the final quarter of the year. If you're ready to take your dealership to the next level in Q4, this episode is packed with tips you won't want to miss!

In this episode, I'm excited to share my recent guest appearance on the Dealer eProcess Webinar: Proven Strategies to Rock Q4 & Close the Year Strong. I had the opportunity to sit down with Eliana Raggio from Dealer eProcess and dive into some game-changing strategies to help dealerships maximize their sales and marketing efforts as we head into the final quarter of the year. If you're ready to take your dealership to the next level in Q4, this episode is packed with tips you won't want to miss!

In this episode, I'm excited to share my recent guest appearance on the Dealer eProcess Webinar: Proven Strategies to Rock Q4 & Close the Year Strong. I had the opportunity to sit down with Eliana Raggio from Dealer eProcess and dive into some game-changing strategies to help dealerships maximize their sales and marketing efforts as we head into the final quarter of the year. If you're ready to take your dealership to the next level in Q4, this episode is packed with tips you won't want to miss!

In this episode, I'm excited to share my recent guest appearance on the Dealer eProcess Webinar: Proven Strategies to Rock Q4 & Close the Year Strong. I had the opportunity to sit down with Eliana Raggio from Dealer eProcess and dive into some game-changing strategies to help dealerships maximize their sales and marketing efforts as we head into the final quarter of the year. If you're ready to take your dealership to the next level in Q4, this episode is packed with tips you won't want to miss!

You want to earn more money.  You want to sell more cars, but you just can't seem to break through your rut.  What is happening? There are a few reasons that you might be stuck and a few tips Coach Frank can share with you in order to help you overcome your 8-12 car rut so you can start increasing your sales, your income and get closer to achieving your next massive goal.

You want to earn more money.  You want to sell more cars, but you just can't seem to break through your rut.  What is happening? There are a few reasons that you might be stuck and a few tips Coach Frank can share with you in order to help you overcome your 8-12 car rut so you can start increasing your sales, your income and get closer to achieving your next massive goal.

There's a big difference between being a sales professional and just “selling cars”.  Professionals know that you need to have your head right, manage your time and make sure that your skills are always growing and expanding.  Someone who just sells cars is just showing up day after day with a bad attitude, no goals and an unimpressive income to show for it. If you're tired of just surviving and want to start thriving in your CAREER, we're going to share the three pillars that will help get you there!

There's a big difference between being a sales professional and just “selling cars”.  Professionals know that you need to have your head right, manage your time and make sure that your skills are always growing and expanding.  Someone who just sells cars is just showing up day after day with a bad attitude, no goals and an unimpressive income to show for it. If you're tired of just surviving and want to start thriving in your CAREER, we're going to share the three pillars that will help get you there!

Not everyone wants to take the step from salesperson to manager, but if you're interested in leading a team and sitting at that manager's desk, this talk is for you. First of all, you have to realize that there are going to be a few stepping stones between you and the manager's desk.  You'll likely need to move through a few positions before you get where you want to be, but as you move up the ladder, there are three important things that you can learn to do better, in order to make your journey to manager be a little bit easier.

Not everyone wants to take the step from salesperson to manager, but if you're interested in leading a team and sitting at that manager's desk, this talk is for you. First of all, you have to realize that there are going to be a few stepping stones between you and the manager's desk.  You'll likely need to move through a few positions before you get where you want to be, but as you move up the ladder, there are three important things that you can learn to do better, in order to make your journey to manager be a little bit easier.

Want to start crushing your sales goals? I mean, really achieving things that you haven't been able to make happen before? That's what we're going to be talking about this week.  We're looking at the three most important things for you to do, if you want to set great goals and actually start achieving them.

Want to start crushing your sales goals? I mean, really achieving things that you haven't been able to make happen before? That's what we're going to be talking about this week.  We're looking at the three most important things for you to do, if you want to set great goals and actually start achieving them.

I've talked to your salespeople, and then your managers, and now, it's your turn.  This week, we're taking a deep dive into the most essential things that you need to do in 2024 as a dealer or general manager.  We're talking about things like expanding through the tough times, re-educating your teams, and switching your focus from just the gross to a larger picture. You won't want to miss this if you're looking to thrive and grow in 2024. 

I've talked to your salespeople, and then your managers, and now, it's your turn.  This week, we're taking a deep dive into the most essential things that you need to do in 2024 as a dealer or general manager.  We're talking about things like expanding through the tough times, re-educating your teams, and switching your focus from just the gross to a larger picture. You won't want to miss this if you're looking to thrive and grow in 2024. 

In this episode, I'm offering up the best advice that I have to managers in order to help them get the most out of their teams in 2024.  We're going to cover things like getting the right number of leads, maximizing your time for leadership, and why it's so important to focus on the process. 

In this episode, I'm offering up the best advice that I have to managers in order to help them get the most out of their teams in 2024.  We're going to cover things like getting the right number of leads, maximizing your time for leadership and why it's so important to focus on the process. 

The new year is just around the corner, so it's time to start thinking about what you need to do in order to maintain your current cashflow in our ever-evolving market.  In this episode, I'm talking about the top three things that you can do, if you want to outperform yourself in 2024.  We're covering things like customer service, volume sales, bad habits and of course, your favorite…. follow-up. Let's go!

The new year is just around the corner, so it's time to start thinking about what you need to do in order to maintain your current cashflow in our ever-evolving market.  In this episode, I'm talking about the top three things that you can do, if you want to outperform yourself in 2024.  We're covering things like customer service, volume sales, bad habits and of course, your favorite…. follow-up. Let's go!

This topic is something that is so near and dear to my heart.  I can't even begin to imagine who I would be, or what I would be doing if retail automotive wasn't part of who I am, and what I do.  Truthfully, I don't even want to know.  This week, we're talking about my top 3 reasons why automotive sales is still the best career in sales. 

This topic is something that is so near and dear to my heart.  I can't even begin to imagine who I would be, or what I would be doing if retail automotive wasn't part of who I am, and what I do.  Truthfully, I don't even want to know.  This week, we're talking about my top 3 reasons why automotive sales is still the best career in sales. 

Wondering what's in store for 2024? We chat with our very special guest, Brian Kramer, who is bringing us lots of thoughts and ideas about where the car industry is headed and what you can do to get ready for the year ahead.

Wondering what's in store for 2024? We chat with our very special guest, Brian Kramer, who is bringing us lots of thoughts and ideas about where the car industry is headed and what you can do to get ready for the year ahead.

Doctors set appointments, dentists set appointments, plumbers set appointments – every profession that works by appointment set them, but somehow you think that you get a free pass?  Your customers are coming in to spend $20,000….$40,000 or even $60,000, and you don't think that you need to be setting appointments with them? C'mon.  It's time to start not only setting appointments, but making sure those appointments show up.  This is what you need to change to get started.

Doctors set appointments, dentists set appointments, plumbers set appointments – every profession that works by appointment set them, but somehow you think that you get a free pass?  Your customers are coming in to spend $20,000….$40,000 or even $60,000, and you don't think that you need to be setting appointments with them? C'mon.  It's time to start not only setting appointments, but making sure those appointments show up.  This is what you need to change to get started.

Sure, interest rates are sky-high and inventory is unstable, but that doesn't mean that you can't still make money selling cars; you absolutely can.  It might not be as easy as it was a year ago, but that doesn't mean that it can't be done.  In this episode, we're talking about three ways you can easily increase your bottom line without doubling your hours.

Sure, interest rates are sky-high and inventory is unstable, but that doesn't mean that you can't still make money selling cars; you absolutely can.  It might not be as easy as it was a year ago, but that doesn't mean that it can't be done.  In this episode, we're talking about three ways you can easily increase your bottom line without doubling your hours.

You can't control the economy or the interest rates.  You can't control the strike or the inventory, but what you can control is yourself.  You can control your attitude and your outlook.  You can control your work ethic and the effort you put in.  Lastly, you can put in place bulletproof processes that give you consistent results, more often than not.  Let's talk about how you can control the controllables to sell more cars.

You can't control the economy or the interest rates.  You can't control the strike or the inventory, but what you can control is yourself.  You can control your attitude and your outlook.  You can control your work ethic and the effort you put in.  Lastly, you can put in place bulletproof processes that give you consistent results, more often than not.  Let's talk about how you can control the controllables to sell more cars.

We've talked about what your salespeople need to do. We've talked about what your managers need to do. Now, dealers, it's time to talk about what YOU need to do. You aren't going to want to miss this very special episode, where I'm talking directly to all of the dealers out there, and telling you what you need to do RIGHT NOW, if you want to help your team to sell more cars.

We've talked about what your salespeople need to do. We've talked about what your managers need to do. Now, dealers, it's time to talk about what YOU need to do. You aren't going to want to miss this very special episode, where I'm talking directly to all of the dealers out there, and telling you what you need to do RIGHT NOW, if you want to help your team to sell more cars.