The Get More Frank Podcast

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 It's replacing outdated thinking, inconsistent data, and weak messaging.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.

Last week, we talked about what you need to do right now in order to sell more cars if you're a salesperson, but what about the managers?  This week managers, it's all about you.  We're talking about the top 3 things that you can be doing if you want to help your team to perform better, be happier, and ultimately – sell more cars.

Last week, we talked about what you need to do right now in order to sell more cars if you're a salesperson, but what about the managers?  This week managers, it's all about you.  We're talking about the top 3 things that you can be doing if you want to help your team to perform better, be happier, and ultimately – sell more cars.

If you ask 100 salespeople if they know what to do to sell more cars, 75 of them will say yes, but they'll be lying. 15 of them will say no, and be telling the truth. About five will say yes, but they aren't willing to do what it takes to get it done.  This week, for the 95% of you that don't know what you need to do, I'm going to tell you exactly what you need to start doing, and how to do it.  All of the tips aren't going to be easy, but if you put in the work, they'll all be effective.