Podcasts about bdc

In this episode of the Millionaire Car Salesman Podcast, your hosts, Sean V. Bradley and LA Williams tackle one of the biggest threats to dealership growth heading into 2026… staff retention and leadership breakdowns! "Losers allow their emotions to dictate their actions, but winners choose which emotion to use to get the desired result." - LA Williams Dealerships are spending more money than ever recruiting, hiring, and onboarding… only to lose good people faster than they can replace them. Sean and LA break down why the old dealership playbook is no longer working, what today's salespeople and BDC professionals actually value, and how leadership habits inside the store are either building loyalty, or pushing talent out the door. "If your best people don't see a future with you, they'll build one somewhere else." - Sean V. Bradley They also explore how modern tools like AI and automation are changing the market, but why technology alone won't fix a culture problem. This episode shines a light on the leadership mistakes that quietly create turnover, the importance of real training beyond basic sales tactics, and what it takes to create a dealership environment where top performers actually want to stay. If you're a dealer, GM, manager, or team leader trying to build a stable, high-performing team in 2026 and beyond… this episode is a must-listen. At NADA? So are WE! Meet the Millionaire Car Salesman Podcast Hosts at Booth #3315W and grab a FREE DRINK on us while entering to win some FREE PRIZES!    Key Takeaways: ✅ Evolving Workforce Needs: Understanding modern employees' desire for flexibility, transparency, and a non-toxic workplace is fundamental for dealerships aiming to retain talent. ✅ Leadership and Culture: Effective leadership requires not only management skills but also nurturing a positive culture where people feel recognized and valued. ✅ Career Path Development: Clear career growth opportunities and continuous professional development are crucial in retaining skilled employees. ✅ Pay Plans and Promises: Align compensation strategies with genuine roles and responsibilities to build trust and mitigate employee frustration. ✅ Daily Leadership Practices: Implementing daily coaching, clear communication, and a system of recognition can significantly impact employee satisfaction and dealership success.   About Sean V. Bradley Sean V. Bradley is an accomplished expert in automotive sales training with nearly 30 years of experience in the industry. He is the President of Dealer Synergy, a renowned company that provides comprehensive training, consulting, and marketing solutions to automotive dealers. Sean is also the creator of the Millionaire Car Salesman podcast, where he shares insights on improving sales team performance, leadership issues, and industry trends. About LA Williams Known as "The Blind Master," LA Williams is the Vice President of Dealer Synergy. Despite his visual impairment, LA has excelled in the automotive industry, demonstrating remarkable leadership and communication skills. He is a prolific speaker, trainer, and co-host of the Millionaire Car Salesman podcast, where he brings a unique perspective to the world of automotive sales. Don't miss out on LA's NADA Session on Feb. 5th at 12:30 PM PST in Las Vegas!     Boosting Dealership Performance in 2026: Mastering Employee Retention and Leadership Key Takeaways Employee retention is more about leadership and culture than recruitment. Effective training that encompasses skill, professional, and personal development is crucial. Social proof through online reviews significantly impacts recruitment and retention success. In the rapidly evolving automotive industry of 2026, dealerships are challenged not only to attract but also keep quality workers amidst technological and cultural shifts. As laid bare in a candid discussion from the Millionaire Car Salesman podcast, industry veterans Sean V. Bradley and LA Williams delve into the core problem areas and present innovative strategies for car dealerships. They assert that solving retention issues boils down to fortifying leadership, improving workplace culture, and ensuring clear communication. The Changing Landscape of Recruitment and Retention A New Era of Employee Expectations Today's employees desire more than just financial compensation; they seek transparency, flexibility, and a positive workplace environment. Bradley emphasizes, "Employees value time flexibility and transparency, especially the younger generation. They won't tolerate a toxic culture." As such, dealerships need to adapt their recruitment strategies and workplace conditions to align with these expectations. This means offering not just monetary incentives, but valuing employees' time, ensuring work-life balance, and recognizing individual achievements. This shift reflects broader workplace trends where employees are increasingly unafraid to leave unsatisfactory jobs for better opportunities. Building an All-Inclusive Training Strategy Comprehensive training is the backbone of employee satisfaction and retention. Bradley illustrates the importance of multi-faceted development by saying, "If you're not training them on product knowledge, on the road to the sale, on Internet sales… you're not doing enough." Today's sales landscape demands more than traditional selling skills; it requires proficiency in CRM systems, social media, and AI technologies. By setting a high standard and providing adequate resources and training, dealerships can create an empowered workforce capable of exceeding sales goals. Culture and Leadership: The Heart of Employee Retention Nurturing a Positive Workplace Culture Workplace culture is the invisible force that significantly influences employee retention. Williams and Bradley highlight how recognition and respectful treatment can transform workplace morale. Bradley candidly shares, "Happy employees equal happy customers." When employees feel valued and recognized, their dedication and loyalty grow, which in turn positively influences customer experiences. To foster such a culture, dealerships should focus on team-building and personal development alongside professional growth. Celebrating personal milestones and achievements through social media or team meetings fosters a sense of community and belonging. Providing emotional and practical support not just ensures employee well-being but results in enhanced performance and customer satisfaction. Fixing Leadership Gaps to Drive Success A crucial step in improving employee retention is addressing leadership deficiencies. As Williams asserts, "Top salespeople don't automatically make great leaders… Leadership development is paramount." Promoting based purely on sales success can lead to leadership gaps; instead, focus should be on developing comprehensive management skills amongst promising employees. Managers should embrace roles that include mentorship and coaching, striving for emotional intelligence, and delivering fair criticism in a constructive manner. Regular one-on-ones and feedback sessions should be structured not just for performance reviews, but for mutual growth and progression. Creating clear career paths for every role reflects a transparent approach, ensuring employees see their future potential within the company. Reputation, Social Proof, and Retention The Power of Social Proof Through Online Reputation In today's digital landscape, online reviews extend beyond customer opinions and into employment evaluations. Many dealerships remain unaware of how platforms like Glassdoor and Indeed are crucial in shaping perceptions of potential hires. Bradley stresses the importance of these review sites, stating, "People research your store before they apply." Negative employment reviews can deter top talent from joining a dealership. Proactively managing these reviews can enhance a dealership's appeal, suggesting a focus on reputation management alongside customer service. Positive employment reviews reinforce trust and attract quality candidates, ultimately aiding in achieving retention goals and enhancing overall dealership reputation. Aligning Brand and Employment Messaging The alignment of external brand communication with internal employee experience creates a strong market position and fosters employee loyalty. Bradley champions this by advocating for consistent positive messaging on dealership social media, celebrating employee milestones and achievements. This tactic not only strengthens workforce morale but also attracts potential employees by spotlighting a vibrant, supportive workplace culture. Intertwining these aspects — adopting modern recruitment practices, refining leadership qualities, and enhancing online reputation — sets a solid foundation for enduring success amidst the complexities of 2026. Following the Buick slogan "When better automobiles are built, Buick will build them," progressive dealerships will attract and retain top-tier talent by building better workplaces first. The future belongs to dealerships that not only adapt to change but forge change, beginning within their own ranks.     Resources + Our Proud Sponsors: ➼ The Millionaire Car Salesman Facebook Group: Join the #1 Automotive Sales Mastermind Facebook Group with over 29,000 automotive professionals worldwide. The Millionaire Car Salesman Facebook Group is the go-to community for car salespeople, BDC agents, sales managers, general managers, and dealer principals looking to increase performance, income, and leadership skills. Inside the group, members collaborate daily on automotive sales strategies, lead handling, phone scripts, closing techniques, CRM best practices, dealership leadership, and accountability systems. Learn directly from top automotive trainers, industry mentors, and high-performing sales leaders who are actively winning in today's market. If you're serious about growing your automotive career, increasing car sales, and building long-term success, join The Millionaire Car Salesman Facebook Group today! ➼ Dealer Synergy: Dealer Synergy is the automotive industry's #1 Sales Training, Consulting, and Accountability Firm, with over 20 years of proven dealership success nationwide. We specialize in helping car dealerships increase sales, improve processes, and build high-performing Sales, Internet, and BDC departments from the ground up. Our expertise includes automotive phone scripts, rebuttals, CRM action plans, lead handling strategies, BDC workflows, Internet sales processes, management training, and accountability systems. Dealer Synergy partners directly with dealership leadership to align people, process, and technology, ensuring consistent results and scalable growth. From independent dealers to large dealer groups and OEM partnerships, Dealer Synergy delivers measurable performance improvements, stronger teams, and sustainable profitability. ➼ Bradley On Demand: Bradley On Demand is the automotive industry's most advanced interactive training, tracking, testing, and certification platform for car dealerships — built to develop top-performing teams across Sales, Internet Sales, BDC, CRM, Phone Skills, Leadership, and Management. In addition to LIVE virtual automotive training classes and a library of 9,000+ on-demand dealership training modules, Bradley On Demand now includes AI Phone Roleplaying and Coaching to help salespeople and BDC agents practice real dealership conversations before they ever get on the phone with customers. This AI-powered roleplay technology strengthens phone scripts, objection handling, appointment setting, lead follow-up, and closing skills, while providing measurable coaching feedback for continuous improvement. Bradley On Demand empowers dealerships to train faster, coach smarter, improve call performance, increase closing ratios, and sell more cars more profitably — all through structured, trackable, modern automotive training.

Buildings account for a third of America's greenhouse gas emissions, yet until recently, we've been flatlined on progress. That's changing—fast. This week, Molly talks to Panama Bartholemy, founder of the Building Decarbonization Coalition, about how an unlikely alliance of utilities, manufacturers, installers, and nonprofits is transforming the way we heat, cool, and power our homes.Panama explains how finding 80% common ground among competitors created unstoppable momentum—and how the U.S. just became the global leader in heat pump sales for the fourth year running.We dive into:The coalition model: How businesses, government, and nonprofits work together through "shuttle diplomacy"Why buildings matter: They represent ~33% of U.S. emissions and are the largest source of air pollution in California's worst air basinsThe heat pump revolution: How the U.S. went from third place to global leader in just five years—heat pumps now outsell furnacesThe gas infrastructure trap: Why we're spending $50 billion annually on aging pipes while gas bills rise twice as fast as electric ratesNeighborhood-scale solutions: How utilities are offering $35,000 checks to electrify entire neighborhoods instead of replacing gas pipelines"Stove Gate" as a paradigm shift: How controversy over gas stove safety created "sticky facts" that changed public perceptionWhat "pollution" means: Why language matters—moving from "decarbonization" to a term everyone understandsThe path forward: Why installers are the real heroes, and what political will looks like in actionKey stat: Space heating and water heating represent 90% of building emissions—and heat pumps can do both jobs 2-4x more efficiently than gas?Links:Building Decarbonization Coalition: https://www.buildingdecarb.org/BDC's 2025 Wrapped Report: https://buildingdecarb.org/2025-wrapped-decarb-editionAll episodes: https://www.everybodyinthepool.com/Subscribe to the Everybody in the Pool newsletter: https://www.mollywood.co/Become a member for the ad-free version of the show: https://everybodyinthepool.supercast.com/Visit our sponsor, Climatize, and get $50 in investment credits when you create a profile! Hosted on Acast. See acast.com/privacy for more information.

In this episode of Dealer Talk with Jen Suzuki, I sit down with Jessica Colan, who leads one of the biggest BDC departments in the country and works in the #2 Kia store in the nation. I've known Jessica for more than a decade and trained her team for years and what makes her different is simple: she doesn't chase shiny toolsshe tests them against real processes until they perform. We talk about what's actually working with AI inside a high-performing dealership BDC—specifically how Jessica has used Matador AI hands-on for the last two years to revive stagnant leads, re-engage "ghosted" customers and target low-hanging fruit without wasting human time on dead ends. Jessica breaks down her "sacred" strategies: Building custom workflows and sequences by lead source (Trader, Sam's Club, etc.) Training the AI to sound like your store—not generic dealership spam Setting up human alerts so the team tags in fast when AI hits a boundary Running CSV-based campaigns (loyalty, lease maturity, unsold visits) with the right staffing so replies don't overwhelm the team Using AI-driven engagement to turn "closed" opportunities into open, actionable leads—and pushing hot conversations into the CRM for history Pairing engagement with quick, targeted video from product specialists (30–40 seconds, not a full walkaround) once the customer shows real intent This is a real-world look at the truth most dealers are learning the hard way: AI tools don't work without a human behind them. You have to train it, guide it, and integrate it into your process because the goal isn't to automate relationships…it's to protect them. If you're a GM, BDC director, sales leader, or operator trying to revive leads and stop wasting time, you'll want to hear exactly how a top Kia store is using AI to create speed, engagement, and competitive advantage. Dealer Talk with Jen Suzuki Podcast |

In this episode of the Millionaire Car Salesman Podcast, Sean V. Bradley and LA Williams sit down with Kelley Koliopulos for a conversation every dealer should be paying attention to, especially if your sales and service departments feel busy… but the results don't match the effort. "The blind spot that dealers have is that they're still making money… but there's going to be a ceiling there." – Kelley Koliopulos This isn't another "business as usual" discussion. It's a candid look at what's quietly changing inside dealerships right now, and why the stores that adapt will pull further ahead while others fall behind. From fixed operations to BDC structure, the conversation challenges long-held assumptions about how dealerships operate, staff, and retain customers. "Anybody could have a great idea. But what dealers want and need in 2026 and beyond is some continuity." – Sean V. Bradley They explore why retention is becoming the real battleground in automotive, what happens when the right people aren't in the right seats, and how technology like AI can either be a powerful advantage, or a costly distraction, depending on how it's implemented. "AI can't fix or answer every question, so you still need that human element." – Kelley Koliopulos If you've noticed service traffic slipping, customer loyalty weakening, or your BDC struggling to gain traction, this episode will hit close to home. It doesn't just point out the problems dealers are facing… it forces a hard look at why they're happening! This one makes you rethink how your dealership is actually run.   If you're attending NADA 2026, be sure to stop by the Dealer Synergy Booth [#3315W] for Prizes from us and to enter CallSource's Bourbon Dealer Giveaway at: https://callsourceauto.com/giveaways/   Key Takeaways: ✅ People-Centric Solutions: The current dealership climate requires a strong focus on recruiting and retaining quality staff, while also providing them with the tools and training necessary to excel. ✅ Innovative Fixed Operations: Fixed operations now require more strategic approaches in communication and engagement with customers to enhance retention and service conversion rates. ✅ BDC Strategic Integration: Properly setting up and managing a BDC is pivotal for handling leads effectively, driving more traffic to dealerships, and improving overall sales performance. ✅ Leveraging AI and Technology: While AI can improve efficiencies, it cannot yet fully replace human involvement in complex problem-solving scenarios, especially in service departments. ✅ Focus on Customer Retention: Using data-driven methodologies to retain customers through consistent follow-up is crucial, particularly as competition from independent service centers intensifies. About Kelley Koliopulos Kelley Koliopulos is a seasoned automotive industry expert, currently working with Call Source, where she primarily focuses on analytics and improving dealerships' fixed operations. Kelley's impressive career spans roles from F&I to dealership marketing with AMSI, and her vendor-side experience includes positions at Call Source and Call Revu. Her expertise centers around using data to refine processes and enhance efficiencies within the automotive sector.     Unlocking Efficiency: Overcoming Dealership Challenges with BDC Solutions Key Takeaways: High-level dealership operations can benefit significantly from a well-designed Business Development Center (BDC) strategy, optimizing both sales and fixed operations. A combined approach utilizing human resources and AI in service departments can enhance customer retention and satisfaction significantly. Outsourcing BDC services can be a more cost-effective, strategic, and results-oriented decision, delivering superior outcomes compared to traditional in-house setups. Navigating Dealership Dynamics: The Power of a BDC The automotive industry is a space brimming with potential, yet awash in complexity. This is especially evident when examining the intricate operations within a dealership. As Kelley Koliopulos and Sean V. Bradley discuss in their engaging conversation, pulling the right levers - particularly in terms of business development - can make all the difference. As highlighted, a dealership's success lies not just in selling cars but in crafting a seamless, customer-centric experience that persists long after the sale. "For every OEM dealership, there's 12 independents right in their back door," Kelley states, emphasizing the fierce competition that demands dealerships maintain exceptional service levels. The conversation initiates by exploring the fundamental issues within sales and fixed operations, where optimizing human resources and understanding the potency of a BDC play crucial roles. Sean underscores the critical role of a precise BDC framework: "If you are not a BDC architect with real BDC experience, this is not going to be easy." He highlights that the apparent complexity of creating a BDC can be simplified if one has the foresight to leverage external expertise effectively. It's all about recognizing which elements facilitate the operational efficiency and concentrating on those. Enhancing Customer Retention through Strategic Service BDC Implementation Among the many challenges dealerships face, customer retention remains a top concern, especially when analyzing fixed operations. Kelley artfully points out that maintaining service customers is pivotal for long-term success. Despite dealerships increasing their revenue by raising labor rates, she warns, "There's going to be a ceiling there," suggesting dealerships can't rely solely on price hikes for sustained growth. The conversation touches on significant research revelations: client retention decreased from 41% in 2018 to a mere 29% in 2025. This stark statistic signals the pressing need for dealerships to reassess their service strategies. Implementing a robust Service BDC could potentially reverse this trend. By restructuring service departments to better handle inbound and outbound calls efficiently, dealerships can drive transactional growth and enhance customer loyalty. Highlighting the collaborative potential of AI and human effort, Kelley asserts, "AI can't fix or answer every question. You still need that human element." Therefore, an outsourced BDC like Call Source becomes valuable, where the marriage of technology and human interaction meets customer needs, bolstering satisfaction and ensuring service longevity. The Economic Advantage of Outsourcing Your BDC Dealers frequently grapple with whether to manage BDC operations in-house or to look outward for solutions. Sean and Kelley underscore a prevalent misconception: many feel the latter is more costly. Conversely, with a closer look, outsourcing often emerges as the more economical and effective solution. "I think the perception is that it's cheaper to bring it in-house," Kelley notes, but as Sean aptly counters, when factoring in all associated costs, investing in an external BDC can unburden dealerships, reduce costs, and ultimately increase sales. Outsourcing offers none of the egocentric challenges of internal management and training, providing instead immediate expertise and scalability. "Not only do we have the agents that are making all the dials… but once they got a live person, they have a strong road to the appointment process," Sean adds, emphasizing the dynamic advantage offered by Dealer Synergy's proven model. This approach ensures leads are converted efficiently, and potential sales pitfalls due to insufficient follow-up or lack of expertise are circumvented entirely. Embracing a Virtuous Cycle of Learning and Growth The enlightening exchange between Sean V. Bradley and Kelley Koliopulos underscores the essence of thriving in today's competitive dealership landscape: seek clarity, apply strategic foresight, and choose partnerships that propel efficiency. As dealerships navigate an era characterized by digital transformation and shifting consumer expectations, aligning operations with services like those offered by Dealer Synergy and Call Source could serve as a definitive competitive edge. Ultimately, it is the prudent application of an expert-built BDC that enables dealerships to thrive — cultivating not just profitable enterprises, but vibrant, enduring legacies. By focusing on strategic partnerships and adopting a robust BDC framework, dealerships can unlock greater efficiency, higher sales, and improved customer satisfaction — key pillars paving the way for enduring success in the automotive industry.     Resources + Our Proud Sponsors:   ➼ The Millionaire Car Salesman Facebook Group: Join the #1 Automotive Sales Mastermind Facebook Group with over 29,000 automotive professionals worldwide. The Millionaire Car Salesman Facebook Group is the go-to community for car salespeople, BDC agents, sales managers, general managers, and dealer principals looking to increase performance, income, and leadership skills. Inside the group, members collaborate daily on automotive sales strategies, lead handling, phone scripts, closing techniques, CRM best practices, dealership leadership, and accountability systems. Learn directly from top automotive trainers, industry mentors, and high-performing sales leaders who are actively winning in today's market. If you're serious about growing your automotive career, increasing car sales, and building long-term success, join The Millionaire Car Salesman Facebook Group today! ➼ Dealer Synergy: Dealer Synergy is the automotive industry's #1 Sales Training, Consulting, and Accountability Firm, with over 20 years of proven dealership success nationwide. We specialize in helping car dealerships increase sales, improve processes, and build high-performing Sales, Internet, and BDC departments from the ground up. Our expertise includes automotive phone scripts, rebuttals, CRM action plans, lead handling strategies, BDC workflows, Internet sales processes, management training, and accountability systems. Dealer Synergy partners directly with dealership leadership to align people, process, and technology, ensuring consistent results and scalable growth. From independent dealers to large dealer groups and OEM partnerships, Dealer Synergy delivers measurable performance improvements, stronger teams, and sustainable profitability. ➼ Bradley On Demand: Bradley On Demand is the automotive industry's most advanced interactive training, tracking, testing, and certification platform for car dealerships — built to develop top-performing teams across Sales, Internet Sales, BDC, CRM, Phone Skills, Leadership, and Management. In addition to LIVE virtual automotive training classes and a library of 9,000+ on-demand dealership training modules, Bradley On Demand now includes AI Phone Roleplaying and Coaching to help salespeople and BDC agents practice real dealership conversations before they ever get on the phone with customers. This AI-powered roleplay technology strengthens phone scripts, objection handling, appointment setting, lead follow-up, and closing skills, while providing measurable coaching feedback for continuous improvement. Bradley On Demand empowers dealerships to train faster, coach smarter, improve call performance, increase closing ratios, and sell more cars more profitably — all through structured, trackable, modern automotive training.  

Angel Hacker has worked in nearly every profit center in powersports; sales floor, fixed ops, GM leadership, OEM (Polaris), Harley marketing + BDC buildout, and now aftermarket sales leadership at SBS Friction (Brembo Group).This episode is a real-world breakdown of what actually moves the needle in dealerships:Why behavior change is harder than fixing processWhy campaigns fail when lead handling isn't alignedHow to build BDC structure that convertsWhat dealers underestimate about OEM programs and inventory pressureWhy aftermarket is a major profitability lever moving forwardHow leaders build teams that support each other across departmentsTactical, honest, and built for dealership operators.Connect with Angel: https://www.linkedin.com/in/angel-june-hacker/Email: anha@sbs.dkConnect with Jacob: https://www.linkedin.com/in/jacob-b-berry/Sponsor: dealers.motohunt.com

In this lively episode, host Dom is joined by Papi Platano and BDC as they dive into the excitement of the Royal Rumble season. The trio discusses their fantasy match predictions for the men's Royal Rumble, highlighting various wrestlers, including legends and newcomers. They explore the potential outcomes of the match, the significance of the Royal Rumble in leading to WrestleMania, and the evolving dynamics of wrestling characters, particularly focusing on the rise of talents like Oba Femi and the enduring legacy of established stars like AJ Styles and Drew McIntyre. The conversation is filled with humor, nostalgia, and insightful commentary on the wrestling industry. In this episode, the hosts dive deep into the excitement surrounding the Royal Rumble, discussing potential returns and matchups, particularly focusing on Chris Jericho's future and his impact on AEW. They explore the significance of legends like Bret Hart and the potential for dream matches, such as Kenny Omega versus Bret Hart, while also analyzing the current roster's dynamics and the evolution of characters like Jon Moxley and Adam Cole. The conversation shifts to the thrilling moments of the Rumble itself, highlighting standout performances and the strategic elements of the match, culminating in MJF's victory and what it means for his future in wrestling. The hosts express their enthusiasm for the younger talent and the direction of wrestling as they look ahead to the Elimination Chamber and WrestleMania.Chapters00:00 Introduction to the Royal Rumble Fantasy Match01:07 Discussing Potential Winners and Predictions04:14 Character Dynamics in WWE: Babyfaces vs Heels06:24 The Importance of Stamina and Luck in the Rumble09:17 Simulating the Royal Rumble Match19:17 The Rumble Begins: Surprising Eliminations20:30 Gunther's Dominance and Future Matchups23:10 Drew McIntyre Enters the Fray25:59 The Clash of Titans: Gunther vs. Drew27:59 Eddie Guerrero's Strategic Play29:52 Bret Hart's Impact and Legacy31:43 Dustin Rhodes: The Natural's Comeback33:09 Jericho's Impact on AEW33:40 Royal Rumble Speculations36:10 Dream Matches and Legacy37:54 The Unpredictability of Wrestling40:17 The Rise of New Stars47:12 Kenny Omega's Dominance51:02 MJF Enters the Rumble55:41 The Final Showdown58:03 Reflections on the Rumble and Future Events

  Today's show features: - George Nenni, Founder of Generations Digital - Ryan Maher, CEO of BizzyCar - Rob Studebaker, General Manager of Treasure Valley Subaru This episode is brought to you by: Impel – Your sales team should be selling—not answering the same questions after hours or chasing low-intent leads. Impel Sales AI works the inbox 24/7, qualifying every lead, responding with intent-aware, personalized answers, and booking showroom appointments automatically. With Agentic Response, Impel interprets context in real time and hands off only ready-to-buy customers—complete with full conversation history and smart summaries—so your reps can step in at exactly the right moment. See how we turn your BDC into a powerhouse at NADA 2026, Booth #4331W and at https://impel.ai/sales-ai BizzyCar – BizzyCar uses AI to automate recall outreach for dealerships, transforming missed opportunities into booked appointments, higher revenue, and safer vehicles. Book a demo today at: https://info.bizzycar.com/cdg — Check out Car Dealership Guy's stuff: CDG Circles ➤ https://cdgcircles.com/ CDG News ➤ https://news.dealershipguy.com/ CDG Jobs ➤ https://jobs.dealershipguy.com/ CDG Recruiting ➤ https://www.cdgrecruiting.com/ My Socials: X ➤ https://www.twitter.com/GuyDealership Instagram ➤ https://www.instagram.com/cardealershipguy/ TikTok ➤ https://www.tiktok.com/@guydealership LinkedIn ➤ https://www.linkedin.com/company/cardealershipguy/ Threads ➤ https://www.threads.net/@cardealershipguy Facebook ➤ https://www.facebook.com/profile.php?id=100077402857683

In this episode of Tank Talks, Matt Cohen and John Ruffolo unpack Prime Minister Mark Carney's China agreement and his Davos speech, calling out the collapse of the rules-based international order and pushing “middle powers” to coordinate against coercion. John and Matt agree the speech was sharp, but they hammer the real issue: Canada has to build leverage at home (resources, infrastructure, internal trade, and actual execution) or “diversifying” becomes a vibes-only strategy.The conversation then pivots to Trump's Greenland framework, rare earth realities, and why the real choke point is processing, not just “owning minerals.” Finally, they switch lanes into markets, covering the biggest anticipated IPOs of 2026 (SpaceX, OpenAI, Databricks, Stripe, Revolut, Canva), why liquidity could snap back for LPs, and why SPACs are creeping back as a funding path for deep tech, including General Fusion's SPAC and the emergence of the Canadian Rocket Company as Canada tries to repatriate space talent.Canada–China trade reset and what it actually means (02:13)Matt tees up the January 16 China agreement and the idea of trade diversification under U.S. tariff uncertainty. John frames it as a fix for specific trade pain (not a full political pivot) and warns against treating China as a “safe alternative.”Davos speech: “truth bombs” vs real-world action (04:11)They break down Carney's Davos message on coercion, great power tactics, and middle-power coalitions. John calls it “spectacular,” but both stress the gap between rhetoric and measurable outcomes.Canada's leverage problem: “build Canada first” (06:39)John argues Canada can't diversify trade if it has nothing competitive and scalable to trade. The conversation turns into a blunt call for domestic execution: resources, pipelines, and the hard stuff that moves GDP.Matt's frustration: Why no national address to Canadians? (08:06)Matt goes off on the lack of direct, plainspoken communication to Canadians about what has to change, what's coming, and what tradeoffs might be required.Trump and Greenland: Bond markets, politics, and power (12:32)John calls Trump's posture performative and points to constraints that actually matter, including internal GOP pressure and market reactions (he highlights the bond market as the real “adult in the room”).Top anticipated IPOs of 2026: the mega list (19:12)They run through what's being floated as the monster class of potential offerings: SpaceX, OpenAI, Databricks, Stripe, Revolut, Canva (and more speculation). The bigger point: it's not number of IPOs, it's dollar value and liquidity unlock.Canada's space bets: Canadian Rocket Company emerges (21:15)Matt shares CRC's emergence from stealth with $6.2M funding (all Canadian investors including BDC and Garage). Focus: repatriating SpaceX/Blue Origin talent and pushing Canada deeper into the space industrial base.Connect with John Ruffolo on LinkedIn: https://ca.linkedin.com/in/joruffoloConnect with Matt Cohen on LinkedIn: https://ca.linkedin.com/in/matt-cohen1Visit the Ripple Ventures website: https://www.rippleventures.com/ This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit tanktalks.substack.com

Today's show features: - Charlie Dyjak, Senior Manager, Legislative Affairs at NADA - Greg York, President/CEO of Vann York Auto Group - Sherryl Nens, SVP Head of US Dealer Sales at Privacy4cars - Josh Johnson, CEO of Don Johnson Auto Group This episode is brought to you by: Impel – Your sales team should be selling—not answering the same questions after hours or chasing low-intent leads. Impel Sales AI works the inbox 24/7, qualifying every lead, responding with intent-aware, personalized answers, and booking showroom appointments automatically. With Agentic Response, Impel interprets context in real time and hands off only ready-to-buy customers—complete with full conversation history and smart summaries—so your reps can step in at exactly the right moment. See how we turn your BDC into a powerhouse at NADA 2026, Booth #4331W and at https://impel.ai/sales-ai The Rawls Group – For over 50 years Rawls Succession Planners have advised high-net-worth dealer groups on leadership, alignment, and growth strategy - long before succession becomes urgent. Our work helps owners build organizations that perform today, develop future leaders, and stay strong whether they're expanding, transitioning leadership, or planning what's next. Visit our website at seekingsucccession.com. To receive a complimentary signed copy of “Help! I've Got Family in the Business,” email Hugh Roberts at Help@rawlsgroup.com Check out Car Dealership Guy's stuff: CDG Circles ➤ https://cdgcircles.com/ CDG News ➤ https://news.dealershipguy.com/ CDG Jobs ➤ https://jobs.dealershipguy.com/ CDG Recruiting ➤ https://www.cdgrecruiting.com/ My Socials: X ➤ https://www.twitter.com/GuyDealership Instagram ➤ https://www.instagram.com/cardealershipguy/ TikTok ➤ https://www.tiktok.com/@guydealership LinkedIn ➤ https://www.linkedin.com/company/cardealershipguy/ Threads ➤ https://www.threads.net/@cardealershipguy Facebook ➤ https://www.facebook.com/profile.php?id=100077402857683

Stop flying blind in your coaching business. It's 2026, and it's time to ditch the hope-and-pray approach and start using actual data to drive your growth. In this episode, I'm breaking down the 5 essential metrics every coach should be tracking right now. Plus, I'm sharing the advanced KPIs that will help you identify whether you have a leads problem or a conversion problem. In This Episode: The 5 non-negotiable metrics for coaching business success How to set up a simple weekly tracking system (no complicated software required) Why tracking creates identity shifts that lead to six-figure results Advanced metrics for coaches ready to scale The exact weekly tracking habit that's creating momentum for BDC students Ready to become a data-driven coach? Book a call with me here: https://amanda-walker.com/letschat Resources: "How To Get Clients" Limited Series: https://amanda-walker.com/limitedseries 10 Powerful Questions: https://amanda-walker.com/questions Follow Amanda on Instagram: @awalkmyway https://www.instagram.com/awalkmyway

In this episode of the Millionaire Car Salesman Podcast, Sean V. Bradley sits down with Gina Anguilla of CallSource for a conversation that challenges how most dealerships think about their service department, and the role the Service BDC plays behind the scenes. Not only that, we uncover if you're missing out on thousands of dollars of potential revenue! "Fixed ops should be 65% of the dealership's overall revenue. And if you're doing it the right way, your fixed ops revenue should cover 100% of all of your operational expenses." – Sean V. Bradley This isn't a surface-level discussion about appointments or scripts. It's a deeper look at how service operations, customer communication, and long-term retention quietly determine whether a dealership thrives or struggles. Sean and Gina explore why treating service like a silo is costing dealers more than they realize, and why the smartest operators are starting to rethink the entire ecosystem! "Having a service BDC ensures that there's a managed process for keeping communication timely, efficient, and effective with your guests." – Gina Anguilla From overlooked touchpoints to missed opportunities hiding in plain sight, this episode shines a light on the side of the dealership that truly keeps everything moving. If you've ever wondered why some stores build loyalty effortlessly while others constantly chase new customers, this conversation will make you stop and listen! "We are bringing an ecosystem that drives consistent and predictable service revenue by improving customer retention, communication, and engagement." – Gina Anguilla Because when service works the right way, everything else follows. Tune in… this one might change how you see your dealership. ps. Be sure to register for the CallSource Bourbon Dealer Giveaway at: https://callsourceauto.com/giveaways/   Key Takeaways: ✅ Service BDC Importance: Service departments should be central to a dealership's revenue strategy, facilitating customer convenience and operational efficiency. ✅ Comprehensive Service BDCs: Effective service BDC strategies encompass not only scheduling but also crucial follow-ups, such as post-service customer satisfaction checks and declined services callbacks. ✅ Outsourcing Benefits: Leveraging outsourced BDC solutions, like those offered by CallSource, can alleviate the managerial burden on service teams, enabling dealerships to focus more on results rather than processes. ✅ Customer Retention: Engaging with inactive customers through a structured BDC can significantly increase service retention rates and dealership revenue. ✅ AI and Human Integration: Innovative solutions that combine AI enhancements with human-driven services are revolutionizing the automotive service industry by ensuring consistent customer communication and retention.   About Gina Anguilla Gina Anguilla is a seasoned professional in the automotive industry with a background in communications. She started her career at Dealer Synergy, where she honed her skills in automotive telephony and BDC (Business Development Center) management. Currently, Gina is affiliated with CallSource Automotive, a company renowned for improving service departments through call tracking and management. Her expertise lies in the strategic implementation of outbound and inbound communication processes that enhance customer service and retention in the automotive service sector!   The Critical Role of Service BDC in Optimizing Dealership Performance In the ever-evolving automotive landscape, dealerships must juggle various operational aspects to remain competitive. Among these, the importance of an effective Service Business Development Center (BDC) stands out. Integrating a service BDC addresses multiple dealership challenges, optimizing revenue and enhancing customer satisfaction. This thought leadership article delves into the core aspects of setting up and maintaining a successful service BDC, as highlighted in a recent discussion between Sean V. Bradley and Gina Anguilla. Key Takeaways Efficient service BDCs are pivotal for maintaining dealership revenue and customer satisfaction. Utilizing a specialized service BDC allows dealerships to manage appointment scheduling better and improve CSI scores. Outsourcing the service BDC can alleviate managerial burdens and enhance call handling effectiveness. The Imperative of Service BDC for Dealership Revenue Dealerships have various revenue streams, and fixed operations, including servicing, play a vital role. As Sean V. Bradley points out, "Nada says that fixed ops should be 65% of the dealership's overall revenue." This highlights the monumental contribution that the service department can make to the dealership's financial health. Yet, not all dealerships are equipped with an efficient service BDC to maximize this potential. Bradley argues that a well-structured service BDC can ensure that "more service appointments" get scheduled, aligning them with customer convenience rather than the commission-driven schedules of service writers. Expanding on this, Gina Anguilla notes that service departments are the "bread and butter" of dealerships. By focusing on the customer's needs rather than solely on sales, dealerships can foster an ecosystem that thrives on customer loyalty and repeat business. The repercussions of neglecting a service BDC are far-reaching. Without it, dealerships may struggle to manage operations effectively, thereby compromising customer satisfaction and potential revenue. Emphasizing a holistic approach, Bradley states, "You need to have both sides. You can't be at the gym and just working out your arms." This analogy underscores the need for a balanced focus on both sales and service components. Streamlining Service Scheduling to Enhance Customer Satisfaction A key function of a service BDC is managing service appointments efficiently. The traditional approach often results in service writers scheduling appointments based on their convenience, which is not always customer-centric. Bradley highlights, "A lot of times service writers don't make appointments for service that's the most convenient for the prospect." By employing a service BDC, dealerships can prioritize the customer's convenience, leading to enhanced Customer Service Index (CSI) scores. Anguilla emphasizes, "Having the service, having a BDC or a scheduling department… is the best way to make sure that your customers are serviced, that they're heard." Beyond just ensuring appointments are made, a service BDC facilitates a proactive approach to managing customer needs and dealership goals. By separating responsibilities between inbound scheduling and outbound service reminders, as Anguilla suggests, dealerships can ensure both immediate coordination and long-term customer retention goals are met. Outsourcing: A Strategic Move for Efficient BDC Operations For many dealerships, managing a BDC in-house can become daunting. Recruitment, training, and maintaining staff involve substantial ongoing efforts and financial investment. Outsourcing the BDC emerges as a strategic alternative, as indicated by Bradley and Anguilla. Outsourcing eliminates the need for dealerships to continually manage human resource challenges, allowing them to focus resources on core business activities. Bradley articulates this benefit, noting, "If you're not a service BDC expert, why are you going to fumble through it?" Instead, specialized outsourced BDC services, like those from CallSource, can provide reliable management and expertise. Moreover, outsourcing partners are often equipped with advanced technologies and training programs that in-house teams may lack. Anguilla echoes this sentiment by emphasizing that outsourced services ensure the management of "communication, connection retention" without the dealership bearing the brunt of those tasks. This approach not only improves the efficiency of call handling but also ensures consistent customer communication and service delivery. Building a Future-Ready Service BDC To build a successful service BDC, dealerships should begin by assessing their current service call handling capacities and identifying where improvements can be made. Sean V. Bradley and Gina Anguilla provide a pathway forward, where dealerships embrace a structured approach to both inbound and outbound service communication strategies. Introducing a service BDC begins with focusing on the core — efficient service scheduling. From there, expanding into proactive outbound communications such as service follow-ups and management of declined repairs ensures a comprehensive contact strategy. With these foundational elements, dealerships position themselves to improve customer retention and operational efficiency, driving long-term profitability. Increasingly, dealerships recognize that expert partners, equipped with advanced technology solutions and proven strategies, offer valuable support. By outsourcing service BDC operations, they leverage specialized expertise that enhances both customer experience and dealership revenue. With clear benefits in efficiency, cost, and performance, embracing a service BDC — whether through in-house teams or specialized partners — is an investment in a dealership's future success. In the competitive arena of automotive sales and service, a robust Service BDC model is no longer a luxury; it's a necessity for thriving in today's market.     Resources + Our Proud Sponsors: ➼ The Millionaire Car Salesman Facebook Group: Join the #1 Automotive Sales Mastermind Facebook Group with over 29,000 automotive professionals worldwide. The Millionaire Car Salesman Facebook Group is the go-to community for car salespeople, BDC agents, sales managers, general managers, and dealer principals looking to increase performance, income, and leadership skills. Inside the group, members collaborate daily on automotive sales strategies, lead handling, phone scripts, closing techniques, CRM best practices, dealership leadership, and accountability systems. Learn directly from top automotive trainers, industry mentors, and high-performing sales leaders who are actively winning in today's market. If you're serious about growing your automotive career, increasing car sales, and building long-term success, join The Millionaire Car Salesman Facebook Group today! ➼ Dealer Synergy: Dealer Synergy is the automotive industry's #1 Sales Training, Consulting, and Accountability Firm, with over 20 years of proven dealership success nationwide. We specialize in helping car dealerships increase sales, improve processes, and build high-performing Sales, Internet, and BDC departments from the ground up. Our expertise includes automotive phone scripts, rebuttals, CRM action plans, lead handling strategies, BDC workflows, Internet sales processes, management training, and accountability systems. Dealer Synergy partners directly with dealership leadership to align people, process, and technology, ensuring consistent results and scalable growth. From independent dealers to large dealer groups and OEM partnerships, Dealer Synergy delivers measurable performance improvements, stronger teams, and sustainable profitability. ➼ Bradley On Demand: Bradley On Demand is the automotive industry's most advanced interactive training, tracking, testing, and certification platform for car dealerships — built to develop top-performing teams across Sales, Internet Sales, BDC, CRM, Phone Skills, Leadership, and Management. In addition to LIVE virtual automotive training classes and a library of 9,000+ on-demand dealership training modules, Bradley On Demand now includes AI Phone Roleplaying and Coaching to help salespeople and BDC agents practice real dealership conversations before they ever get on the phone with customers. This AI-powered roleplay technology strengthens phone scripts, objection handling, appointment setting, lead follow-up, and closing skills, while providing measurable coaching feedback for continuous improvement. Bradley On Demand empowers dealerships to train faster, coach smarter, improve call performance, increase closing ratios, and sell more cars more profitably — all through structured, trackable, modern automotive training.  

Today's show features: - Fred Beans, Owner of Fred Beans Family of Dealerships - Beth Beans Gilbert, Vice President of Fred Beans Family of Dealerships - Hugh Roberts, Partner at The Rawls Group This episode is brought to you by: Impel – Your sales team should be selling—not answering the same questions after hours or chasing low-intent leads. Impel Sales AI works the inbox 24/7, qualifying every lead, responding with intent-aware, personalized answers, and booking showroom appointments automatically. With Agentic Response, Impel interprets context in real time and hands off only ready-to-buy customers—complete with full conversation history and smart summaries—so your reps can step in at exactly the right moment. See how we turn your BDC into a powerhouse at NADA 2026, Booth #4331W and at https://impel.ai/sales-ai The Rawls Group – For over 50 years Rawls Succession Planners have advised high-net-worth dealer groups on leadership, alignment, and growth strategy - long before succession becomes urgent. Our work helps owners build organizations that perform today, develop future leaders, and stay strong whether they're expanding, transitioning leadership, or planning what's next. Visit our website at seekingsucccession.com. To receive a complimentary signed copy of “Help! I've Got Family in the Business,” email Hugh Roberts at Help@rawlsgroup.com Check out Car Dealership Guy's stuff: CDG Circles ➤ https://cdgcircles.com/ CDG News ➤ https://news.dealershipguy.com/ CDG Jobs ➤ https://jobs.dealershipguy.com/ CDG Recruiting ➤ https://www.cdgrecruiting.com/ My Socials: X ➤ https://www.twitter.com/GuyDealership Instagram ➤ https://www.instagram.com/cardealershipguy/ TikTok ➤ https://www.tiktok.com/@guydealership LinkedIn ➤ https://www.linkedin.com/company/cardealershipguy/ Threads ➤ https://www.threads.net/@cardealershipguy Facebook ➤ https://www.facebook.com/profile.php?id=100077402857683

Today I'm joined by Andrew Spitzer, COO of Spitzer Autoworld. Spitzer breaks down how his fourth-generation family business doubled its footprint to 26 rooftops while maintaining radical showroom etiquette. He reveals why he bans AirPods on the floor, how a chance encounter with Henry Ford shaped the group's legacy, and the specific ways they use AI to scale high-touch customer service. We also explore the group's "Elite 8" meritocracy and why service retention is now the primary driver of their long-term growth strategy. This episode is brought to you by: 1. Merchant Advocate - Merchant Advocate saves businesses money on credit card fees WITHOUT switching processors. Find out how they can help your dealership with a FREE analysis. Click on @ http://merchantadvocate.com/cdg for more. 2. Impel - Meet the AI Operating System built for a new era of automotive retailing. From CRM to service bay, from website to DMS, it unifies and orchestrates every part of your dealership operations—and your customer lifecycle. Visit @ http://impel.ai and and discover how Impel AI turns routine interactions into VIP experiences. 3. Nomad Content Studio - Most dealers still fumble social—posting dry inventory pics or handing it off without a plan. Meanwhile, the store down the street is racking up millions of views and selling / buying cars using video. That's where Nomad Content Studio comes in. We train your own videographer, direct what to shoot, and handle strategy, to posting, to feedback. Want in with the team behind George Saliba, EV Auto, and top auto groups? Book a call @ ⁠http://www.trynomad.co⁠⁠⁠⁠ Check out Car Dealership Guy's stuff: For dealers: CDG Circles ➤ ⁠⁠https://cdgcircles.com/⁠⁠ Industry job board ➤ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠http://jobs.dealershipguy.com⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ Dealership recruiting ➤ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠http://www.cdgrecruiting.com⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ Fix your dealership's social media ➤ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠http://www.trynomad.co⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ Request to be a podcast guest ➤ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠http://www.cdgguest.com⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ For industry vendors: Advertise with Car Dealership Guy ➤ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠http://www.cdgpartner.com⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ Industry job board ➤ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠http://jobs.dealershipguy.com⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ Request to be a podcast guest ➤ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠http://www.cdgguest.com⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ Topics: 00:39 What is modern showroom etiquette and technology? 03:12 What is the history of Spitzer Auto World? 06:40 What are Spitzer Auto World's core marketing and branding strategies? 08:21 How does Spitzer Auto World engage via social media? 13:23 What drives Spitzer Auto World's acquisition and growth strategy? 19:46 How do cultural touches enhance customer experience? 27:32 How does a centralized BDC and meritocracy work? 30:07 How is AI used in sales and service? 36:26 What is Spitzer Auto World's service retention and VIP program? Car Dealership Guy Socials: X ➤ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠x.com/GuyDealership⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ Instagram ➤ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠instagram.com/cardealershipguy/⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ TikTok ➤ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠tiktok.com/@guydealership⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ LinkedIn ➤ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠linkedin.com/company/cardealershipguy⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ Threads ➤ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠threads.net/@cardealershipguy⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ Facebook ➤ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠facebook.com/profile.php?id=100077402857683⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ Everything else ➤ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠dealershipguy.com⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

Welcome BACK to the Millionaire Car Salesman Podcast; we have completed our Holiday Hiatus and are ready to dominate 2026! In this episode, your hosts LA Williams and Sean V. Bradley pull back the curtain on what's brewing for 2026, and why the next wave of automotive success won't be won by the loudest dealerships, but by the most prepared ones…! "Don't operate out of fear. Don't NOT do something… because you're fearful of what MIGHT or might NOT happen." — Sean V. Bradley They're not just talking about the future of automotive; they're hinting at a few surprises Dealer Synergy is bringing to the table in February at NADA that could change how sales teams train, perform, and sell cars forever! "NADA is our Super Bowl... people literally come from all over the world to learn what we are doing in automotive." — Sean V. Bradley This conversation touches on technology, momentum, and what happens when a dealership stops hoping for better results and starts building a system to produce them on command. If you've been feeling like the industry is shifting faster than most stores can keep up… you'll want to hear what Sean and LA are seeing behind the scenes! Tune in now to get ahead of the game… see you there!   Key Takeaways: ✅ The rollout of Dealer Synergy's new AI-Driven Role-Playing Technology aims to revolutionize training for automotive sales professionals by allowing them to practice in a controlled environment. ✅ Dealer Synergy's outsourced BDC has proven highly successful, extensively increasing sales and offering dealers significant returns on investment. ✅ The importance of attending industry events like NADA to enhance knowledge, build networks, and keep abreast of automotive technologies and trends. ✅ Personalized coaching is emphasized through Bradley on Demand, a platform providing extensive training materials and interactive workshops from industry experts. ✅ Networking and continual learning are key to personal and professional growth in the automotive industry, as habitually exemplified by Dealer Synergy.   About Sean V. Bradley Sean V. Bradley is the President of Dealer Synergy and a leading automotive sales trainer, speaker, and consultant specializing in dealership performance, Internet sales, BDC strategy, and leadership development. As the host of the Millionaire Car Salesman Podcast, Sean helps dealerships increase sales, improve processes, and build high-performing teams through proven training systems, modern technology, and accountability-based coaching. About LA Williams LA Williams is the Vice President of Dealer Synergy, an automotive sales training and dealership performance expert, and co-host of the Millionaire Car Salesman Podcast. Known for his high-energy coaching and accountability-driven approach, LA supports dealerships nationwide by strengthening BDC operations, sales team execution, leadership habits, and customer experience through practical training strategies and measurable performance systems.     Harnessing the Power of AI and Networking to Revolutionize Automotive Sales Key Takeaways Strategic Development through AI: The transition to AI-based training empowers sales teams by significantly enhancing their sales tactics through artificial intelligence-driven insights. Industry Networking at NADA: Participating in events like NADA equips automotive professionals with unparalleled opportunities for networking, skill enhancement, and understanding cutting-edge industry innovations. Outsource Solutions Boosting Sales: Implementing outsourced BDCs and strategic partnerships, such as with Call Source, offers dealerships a substantial boost in sales performance and client engagement. The automotive sales landscape is rapidly evolving, and staying ahead requires not just strategic foresight but also an embrace of innovative technologies and networking opportunities. A recent conversation between automotive experts LA Williams and Sean V. Bradley brought these strategies into focus. Delving into themes such as the implementation of artificial intelligence (AI) for role-playing, the importance of industry networking at NADA conventions, and leveraging outsourced communication solutions, they underscore critical elements poised to revolutionize sales methodologies. Revolutionizing Sales Through AI Training AI's integration into sales strategies is not just a future trend; it is a current necessity. LA Williams and Sean V. Bradley have designed a groundbreaking artificial intelligence role-playing software, tailored specifically for the automotive industry. This software propels training into the future by offering a variety of simulated interactions sales teams can engage with. "There is no other training company that's doing this," remarked Bradley, highlighting the uniqueness of this approach. By utilizing AI, dealerships ensure that their employees are constantly honing their skills. Bradley emphasizes, "Your people don't have to practice with real customers ever again. They don't have to burn through UPS," pointing out the strategic advantage of risk-free practice. The software meticulously tracks performance metrics—such as words per minute, filler words usage, and talk-listen ratios—ensuring that each interaction is optimized. This level of detail not only prepares the sales force but also reduces errors and enhances customer experience, leading to increased sales performance. The Strategic Importance of NADA Networking The NADA Convention serves as a pivotal gathering for the automotive industry, functioning akin to a "Super Bowl" for car sales professionals. It brings together a multitude of stakeholders, offering robust insights into new practices, services, and technologies that define the industry's future. "Nada is where Success," states LA Williams, encouraging everyone from salespeople to executives to seize the opportunities presented at this convention. Sean Bradley recounts his own transformative experiences at NADA, noting, "The reason why I think I was so successful back then is because I was training," during events like these where knowledge exchange is paramount. As Bradley notes, more significant connections and educational opportunities can lead to profound career development and institutional growth. For emerging and seasoned professionals alike, the exchange of ideas, experiences, and contacts at NADA can lead to new partnerships and strategies that drive dealerships forward. Outsourced Solutions Elevating Dealership Performance Outsourcing remains a strategic staple for dealerships looking to enhance efficiency and focus on core competencies. Dealer Synergy's collaboration with Call Source represents a quintessential example of leveraging outsourcing for optimal performance. This partnership sees Dealer Synergy handle BDC operations while Call Source focuses on the service side—merging strengths to unify dealership operations seamlessly. "Our outsourced BDC is going cray cray," enthuses Bradley, attributing a significant boost in dealership outcomes to this operational strategy. He shares successful instances where dealerships experienced a substantial return on investment (ROI) and increased sales, citing a GMC dealership in Ohio responsible for 20 additional vehicle sales thanks to their BDC efforts. This synergy, Bradley shares, is beneficial as it reduces operational burdens on dealerships, allowing them to focus squarely on enhancing the customer experience. As the conversation highlights, a focus on integrating AI-driven training and exploring robust industry networks and outsourcing solutions allows dealerships to maintain a competitive edge. The seamless transition from in-person networking at industry events like NADA to strategic technological adoption showcases a forward-thinking mindset essential in today's market. With the unveiling of AI role-playing tools, robust BDC solutions, and vibrant networking opportunities, the automotive industry is on the cusp of transformative advances. The emphasis on strategic preparedness, continuous enhancement of sales methodologies, and leveraging comprehensive networking opportunities defines industry leadership and charts a course for sustained success.       Resources + Our Proud Sponsors: ➼ The Millionaire Car Salesman Facebook Group: Join the #1 Automotive Sales Mastermind Facebook Group with over 29,000 automotive professionals worldwide. The Millionaire Car Salesman Facebook Group is the go-to community for car salespeople, BDC agents, sales managers, general managers, and dealer principals looking to increase performance, income, and leadership skills. Inside the group, members collaborate daily on automotive sales strategies, lead handling, phone scripts, closing techniques, CRM best practices, dealership leadership, and accountability systems. Learn directly from top automotive trainers, industry mentors, and high-performing sales leaders who are actively winning in today's market. If you're serious about growing your automotive career, increasing car sales, and building long-term success, join The Millionaire Car Salesman Facebook Group today! ➼ Dealer Synergy: Dealer Synergy is the automotive industry's #1 Sales Training, Consulting, and Accountability Firm, with over 20 years of proven dealership success nationwide. We specialize in helping car dealerships increase sales, improve processes, and build high-performing Sales, Internet, and BDC departments from the ground up. Our expertise includes automotive phone scripts, rebuttals, CRM action plans, lead handling strategies, BDC workflows, Internet sales processes, management training, and accountability systems. Dealer Synergy partners directly with dealership leadership to align people, process, and technology, ensuring consistent results and scalable growth. From independent dealers to large dealer groups and OEM partnerships, Dealer Synergy delivers measurable performance improvements, stronger teams, and sustainable profitability. ➼ Bradley On Demand: Bradley On Demand is the automotive industry's most advanced interactive training, tracking, testing, and certification platform for car dealerships — built to develop top-performing teams across Sales, Internet Sales, BDC, CRM, Phone Skills, Leadership, and Management. In addition to LIVE virtual automotive training classes and a library of 9,000+ on-demand dealership training modules, Bradley On Demand now includes AI Phone Roleplaying and Coaching to help salespeople and BDC agents practice real dealership conversations before they ever get on the phone with customers. This AI-powered roleplay technology strengthens phone scripts, objection handling, appointment setting, lead follow-up, and closing skills, while providing measurable coaching feedback for continuous improvement. Bradley On Demand empowers dealerships to train faster, coach smarter, improve call performance, increase closing ratios, and sell more cars more profitably — all through structured, trackable, modern automotive training.  

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?

A Toronto entrepreneur just made a $12,000 hiring mistake—not because she lacked experience, but because she made the decision at 4 PM after already burning through her mental energy on dozens of smaller choices throughout the day.This is decision fatigue, and it's costing Canadian business owners far more than money.Your brain has a finite amount of decision-making energy. Every choice you make—from what to eat for breakfast to whether to approve a budget—drains that battery a little more. By mid-afternoon, you're running on empty, but that's exactly when the big, important decisions usually arrive.Research proves this isn't just in your head. A famous study found that judges granted parole to prisoners 70% of the time in the morning, but less than 10% in the afternoon. Same judges, same cases—the only difference was decision fatigue.In this episode, Chris Cooper explores what decision fatigue is, why it matters for Canadian entrepreneurs, and how to train yourself like a mental athlete to make better decisions when they matter most. You'll learn six practical strategies for preserving your decision-making energy and discover how non-negotiable habits can eliminate dozens of daily choices.According to a 2025 BDC survey, 36% of Canadian business owners report that mental health challenges interfere with their work at least once weekly. For entrepreneurs under 40, that number jumps to 60%.Your Golden Hour task: Track every decision you make this week. You can't fix what you can't see.This episode sets up the next discussion on Daily Non-Negotiables and the Golden Hour system.Connect with Chris Cooper:Website - https://businessisgood.com/

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.

Today on Your Money, Your Wealth® podcast 560, Joe Anderson, CFP® and Big Al Clopine, CPA spitball business development company (BDC) funds for Edward in Illinois before diving into buckets of cash, T-bills, decumulation, and Roth conversion timing for Pebbles and Bam Bam. Plus, the fellas help 34 year old Keith in Connecticut figure out if he's actually on track, whether he's taking too much risk, or just worrying too much. They also spitball on the six-figure annuity gain that Gus in Philly's 95 year old dad has amassed. Finally, why yelling "never pay an advisor" on the internet doesn't necessarily magically turn MYGAs into the perfect investment for everyone. (While Joe and Big Al enjoy a little seasonal downtime and Andi recovers from surgery, enjoy this encore presentation of these questions from a January 2025 episode.) Free Financial Resources in This Episode: https://bit.ly/ymyw-560 (full show notes & episode transcript) 10 Steps to Improve Investing Success - free download Tax-Smart Charitable Giving Guide 6 Secrets to Bigger Tax Deductions from Your Non-Profit Donations - YMYW TV Financial Blueprint (self-guided) Financial Assessment (Meet with an experienced professional) REQUEST your Retirement Spitball Analysis DOWNLOAD more free guides READ financial blogs WATCH educational videos SUBSCRIBE to the YMYW Newsletter   Connect With Us: YouTube: Subscribe and join the conversation in the comments Podcast apps: subscribe or follow YMYW in your favorite Apple Podcasts: leave your honest reviews and ratings   Chapters: 00:00 - Intro: This week on the YMYW Podcast 01:03 - What's the Risk With Business Company Development (BDC) Funds? (Edward, IL) 03:58 - T-Bills, Decumulation, IRAs, and Investing Strategies (Pebbles & Bam Bam, Kentuckystone) 12:02 - I'm 34. Are My Investments Appropriate for My Time Horizon? (Keith, CT) 17:59 - MYGA Retirement Withdrawal Strategy for Dad (Gus in Philly) 23:00 - Just Buy Multi-Year Guaranteed Annuities (MYGAs) and Bonds (comment from Ken, YouTube) 28:04 - YouTube comments: State Taxes, Pro-Rated Sale of Primary Residence, Bonds vs. Pension, and PERMA 35:27 - YMYW Podcast Outro

Get inspired by Nick Cossette, co-founder and Head of Growth & Operations at Matador AI, as he shares his journey from working at Enterprise Rent-a-Car to creating one of automotive's leading AI tools. In this episode of Dealer Talk with Jen Suzuki, Nick reveals how Matador AI is revolutionizing dealership sales, BDC follow-ups, and customer engagement. From SMS automation to human-like AI conversations and now even voice AI, learn how Nick and his team are reshaping the way dealers connect with customers and drive results. This is a must-listen for anyone interested in the future of automotive technology, AI, and elevating dealership operations. Get more info @ Matador.ai Dealer Talk with Jen Suzuki Podcast |

Part 4 of Jen Suzuki's 4-part mini-series gives managers a simple, repeatable structure for teaching one of the most stressful skills in sales: handling customer objections. In this episode, Jen breaks down how to coach your team through pushback without pressure — using a calm, confident, 4-step framework: Acknowledge → Reframe → Offer → Close the Gap. You'll learn exactly how to teach the structure in minutes, demonstrate both strong and weak examples, and set up fast role-plays that build confidence instead of anxiety. Jen also shares practical ways to evaluate tone, body language, pacing, and delivery using quick checklists and 10-minute coaching drills. Plus, she reveals her favorite contest ideas to keep the skill top-of-mind and drive real behavior change. This power session helps salespeople, BDC agents, service advisors, and anyone facing customer objections turn stressful moments into calm, controlled wins. Dealer Talk with Jen Suzuki Podcast |

Part 3 of Jen Suzuki's 4-part manager mini-series goes deep into one of the most profitable coaching skills in the dealership: teaching teams how to gain more service approvals using her formula called Job–Risk–Reward (JRR). Jen breaks down exactly how to train advisors, salespeople, and BDC agents to explain value simply, clearly, and with confidence — without scripts. You'll learn how to teach the formula in minutes, demonstrate it live, then drive real application with team exercises, role-play, and even spicy contests that make learning stick. From wipers and brake pads to leather seats and display screens, Jen shows you how this formula boosts trust, increases transparency, and gets customers saying yes more often. This is your playbook for fast, high-impact coaching that drives approvals, customer loyalty, and profitability. Dealer Talk with Jen Suzuki Podcast |

Dive into what's next for enterprise AI in the latest episode of Tech-Driven Business. Mustansir Saifuddin welcomes SAP expert Andrea Haupfear for an in-depth conversation on how SAP is helping organizations turn AI from hype into measurable business value. If you're navigating transformation across finance, supply chain, or operations, this episode is a must-listen. Andrea breaks down what makes enterprise AI different—why trusted data, business context, and governance are non-negotiable—and how SAP is embedding AI directly into business processes to improve speed, accuracy, and ROI. Tune in for a real-world example and practical guidance on how organizations can start small, prioritize high-impact use cases, and prepare for what's coming next with Agentic AI. Andrea Haupfear is a Business Process Architect with over a decade of experience driving digital transformation through artificial intelligence and advanced analytics. She specializes in designing and implementing AI-powered solutions that enhance operational efficiency, decision-making, and adaptability across diverse business environments. Andrea is recognized for her strategic leadership in translating complex technologies into scalable, real-world applications, making her a trusted advisor in navigating change and unlocking value through innovation. Connect with Us: LinkedIn: Andrea Haupfear Mustansir Saifuddin Innovative Solution Partners X:  @Mmsaifuddin YouTube or learn more about our sponsor Innovative Solution Partners to schedule a free consultation.    Episode Transcript [00:00:00] Mustansir Saifuddin: Welcome to Tech Driven Business, brought to you by Innovative Solution Partners. I'm honored to have Andrea Haupfear of SAP. Join me today to break down how SAP is helping organizations leverage AI to drive efficiency, reduce risk and deliver measurable ROI. We'll also look ahead at what's next and how you and your team can prepare as AI moves from experimental to essential for enterprises to thrive. [00:00:35] Hello Andrea. How are you? [00:00:37] Andrea Haupfear: I'm good. How are you? [00:00:40] Mustansir Saifuddin: Doing well, doing well. I'm so excited to have you on our show. So thank you for coming on. Today we would like to talk about the latest SAP's AI journey and the business transformation. And what it really means for SAP customers. How does it sound? [00:00:57] Andrea Haupfear: Sure. No, it sounds great. This is one of my passions that I love to talk about, and so you know, happy and excited to actually share a little bit about what we're doing with AI at SAP and what we've seen in the field with our customers. So, super excited and it's a pleasure being here. [00:01:14] So thank you again for inviting me here. [00:01:17] Mustansir Saifuddin: Awesome. Awesome. Let's get into it, we know we are at an inflection point, right? AI is moving so fast and it's actually turning from experimental to essential, right? For in a lot of different cases. So let's focus in how is SAP's AI strategy fundamentally different from consumer AI? And why does it really matter for enterprises? [00:01:39] Andrea Haupfear: Yeah, absolutely. So a couple of things that I wanna kind of touch on here. So oftentimes, and you mentioned this, right, we, we've used, we've used AI in our personal and daily lives for, you know, the last decade plus, right? I mean, when you think about AI, a lot of people think about Siri or Alexa or ChatGPT, right? [00:02:01] And you know, when I personally think about AI you've got your broad and creative tasks. What we've done in our personal lives, you know, everything from creating a grocery list to, editing a, a photo, right? A family photo. But from a business perspective you know, an enterprise AI, it really has to change those business outcomes. [00:02:26] And really when you think about this, think about, you know, everything from could be closing the books faster or. A faster on time delivery rate or reducing risk in my supply chain. And how do we ultimately do it with the highest level of governance, auditability, cost control. And so SAP's approach is really built around that flywheel of applications, data and that additional layer of artificial intelligence on top of it. [00:02:58] So there's, there's that aspect to it, but then also thinking about it in a couple of other ways of how we're doing this. Is, you know, yes, we're embedding it where your business or where the work happens. So making it easier for our end users to be able to leverage artificial intelligent capabilities and even machine learning capabilities, not just [00:03:23] from a digital assistant or a chat perspective, but how do we integrate it and infuse it within their specific business, day-to-day business processes to make their lives that much easier? But then also thinking about it from a strategic perspective, how can I obtain that high level of ROI by leveraging artificial intelligence. [00:03:47] So we're seeing it in a couple of different flavors from our customers. And then also what we're developing from a, from a product perspective as well. So we're thinking about it from a couple of different angles. [00:04:00] Additionally, thinking about it from a AI operating system for our developers and for our consultants, leveraging the AI foundation on the business technology platform. [00:04:13] So think about what used to be our developers would have to generate thousands upon thousands of lines of code. Now that's no longer the case, right? It can take them you know, a, a minute or so now to develop the, these applications and these lines of code to where it's, it's easier for them to go about their day-to-day jobs and their, their tasks where now they don't have to spend days upon days trying to develop these different applications and agents. [00:04:45] It also lets you and I just mentioned around agents, it also lets you create and govern custom agents to read and write back to SAP and non SAP systems. Thinking about this automation and accountability, not just getting those pointed answers, right? And then last but not least, kind of how I think about this is, yes, you've got your trust. [00:05:09] Think about trust not only in the data from looking at it in your SAP systems, but also think about non SAP systems. Think about your third party applications that you're going in and looking at the data, whether it's geographic information customer sentiment information, or it could even be, asset related sensor information, right? So bringing in that data as well as looking at it from your SAP business data context but then also looking at it with responsibility. So SAP has that responsible AI program in place really aligned to the UN UNESCO principles and the ISO 4 2 0 0 1 certification to really prioritize [00:05:57] those ethics and compliance and human oversight within our, our AI applications such as, you know, AI core and our digital assistant juul. So really taking it from a full spectrum approach and looking at it at the holistic level and how we can bring in artificial intelligence within these, these areas. [00:06:20] Mustansir Saifuddin: I love the way you kind of package it all together, from an overall perspective, especially, you know, the two things that really stuck out to me was. Again, coming from a business side, what is in it for a customer, right? What is the real value? [00:06:35] And you touched upon two things, embedding it. So a person who is currently doing a job and they're used to doing it manually. Now you can. Embed these ai component to their daily work streams, right? And how they can, you know, utilize that. And the second part I really loved it is you talked about ROI really what is the return I'm getting on this investment, right? And then lastly, you talked about data. So let's, let's talk about that. You know, here's the uncomfortable truth. AI is only as good as the data it learns from. We all know that. We all talk about it. And we have always heard this term garbage and garbage out, but what that sort really mean when we are talking SAP AI, making recommendations to customers and we are talking the effect in terms of millions in revenues or supply chain decisions. How would you like to address that? What is, what is SAP's approach on that? [00:07:33] Andrea Haupfear: Yeah, so a couple of things and you know, I've heard that term many times and coming and being an ex consultant. It's, it's definitely right. You're only as good as, as I've heard, you know, as the data that you have. So my thought on this is really when you have an AI agent that recommends, say for example, expediting a shipment or reclassifying a receivable, the truth that it relies on, [00:08:00] is your master data. [00:08:01] It is your transactional history and any sort of process constraints that lie in between. So ultimately, when I think about this, it's not just your, your master data. It's a, it's a multitude of things that ultimately will help the AI model in the end. In the end game to take those three pillars and turn garbage in into good decisions out. [00:08:27] The other piece that, how I think about this are semantics and not necessarily just schemas. So think about when we have some of our solutions such as Business Data Cloud, which carries those semantics and lineage into your AI workloads. So say for example, the customer, the plants, or an open po, it means the same thing everywhere. [00:08:51] And that's really critical for explainability and audit purposes. That's another way how I think about this. And then also just looking at this from a context perspective. So I also think about, you have to train a model when at first go, right? And be able to provide it some context, some instruction, some understanding that says, this is where this particular business process lies. [00:09:17] This is how the process should look and feel. What does good look like? And that's ultimately what we explain and tell our customers is we need to train our model to understand what does good look like, and this is where you have that context, rich retrieval and not just kind of that blind prompting that just says, go do this. [00:09:36] But the model will try to establish what it thinks good looks like, which may not necessarily mean what you think good looks like. This is where SAP HANA Cloud will bring in that vector engine, so those semantic retrievals and documents and notes and images. [00:09:53] Think about a knowledge graph. So it brings in those specific facts and relationships from your ERP, but then also thinking about a rag model as well, reducing those hallucinations and making those citations explainable. So why did the model or an agent be able to go through the process that it did? [00:10:16] Well, that's because there's multiple steps and instructions that the model has to take in order to provide an accurate response. Those are some of the things in, in which we leverage today with our customers and really making it so that way it's, yes, they may not always have the best data, but let's provide additional context to really help, again, make those good decisions coming out. [00:10:41] Mustansir Saifuddin: I liked the way you tied it together, right? We talk about business semantics being so important, BDC, the business data cloud. How is that coming into play in this conversation? And then coming from business semantics into a context. A context really is required for the answers to make sense and be business relevant. [00:11:03] So I really love the way you kind of connected together. Let's zoom in. Let's pick an industry. And there are so many examples that manufacturing, retail, financial services. Can you walk us through one compelling use case where SAP AI is really creating these breakthrough value? [00:11:21] What was the business problem? And how did AI solve it differently? [00:11:26] Andrea Haupfear: Yeah, absolutely. Mentioned at the beginning, SAP is investing heavily within artificial intelligence and machine learning capabilities, not just from an embedded AI perspective, but also think about it from a tailored AI perspective. So I mentioned [00:11:41] Business Data Cloud, being able to pull information and data not only from your internal SAP systems, but also external and third party information. And I wanna give you an example in a use case real world use case of a dairy co-op out of Wisconsin that is actually doing this today [00:12:00] from a very innovative approach. [00:12:02] Their challenge was around their performance at the subcontracting level. Ultimately these guys have a dairy co-op with their local farmers or farm base. They bring in the milk to not only from an internal manufacturing perspective to process out milk cheese, butter whey, et cetera cream, but they also subcontract it out as well. [00:12:28] And so this is really where they wanted to be able to get a better understanding, not just insights perspective on their data at their subcontractors from a yield output perspective. How much dairy, how much cheese was being was an output or yield, but what was going in and then going in versus going out. [00:12:50] And so ultimately what they wanted to be able to do was, yes, be able to look at the yield perspective from an insights, but they wanted to be able to leverage and infuse artificial intelligence from this process to ultimately help with their reduce of shrink. And contributing to a 1% KPI, which ultimately makes up to you and I roughly 10 to $15 million. [00:13:16] Okay. So just to kind of put it in perspective here of how much we're talking about. And so what they did was, yes, we have the insights from an analytics perspective, they wanted to be able to make it easier for their dairy supply chain planners to be able to, in real time through natural language processing, be able to chat with a digital assistant to gain insights around, Hey, what is my yield output for specific plant? [00:13:42] Tell me my highest and lowest plants that had the yield output. Tell me un understanding from a scrapping perspective how much waste is going out. So they wanted to be able to look at these specific metrics and be able to get a better understanding, hey, which particular plant is performing the best versus the worst. [00:14:03] So that way they can help to be able to retain and possibly improve some of these plant relationships going forward. Additionally as kind of that part two, what they wanted to be able to do is they receive manual yield output reports on a weekly basis from these subcontractors. It's typically in a PDF format, Excel, PDF format, and oftentimes these can be miskeyed into their S4 system. [00:14:35] And what they wanted to be able to do is be able to have an a little bit more of an automated process. Of, yes, not only uploading these reports that they, they have to manually key in today, but they wanted to be able to provide some intelligence behind it. And so this is where we've put in outlier detection on these attachments to where now I can see, okay, was there a miskey or an oversight that says, okay, you know, this should have been 2,622 versus 6,222. It can detect those mis keys in real time to say, Hey. For my supply chain planner, this doesn't necessarily look right. It's way outta whack compared to what was previously entered in, in the previous weeks. [00:15:24] You should triple check this, right? So it's, it's being able to provide a little bit more of, think of like big brother watching over you before it actually goes and hits into their ERP system. This is ultimately contributing to their supply chain process and has a direct impact on their KPI metrics that they're leveraging. [00:15:44] In this case, it's it's within shrink, so really getting a, a better handle on that. [00:15:50] Mustansir Saifuddin: No, I think the, the way you explained it, it is a great example 'cause now I can see not only does it apply to this particular industry, but it can cut across multiple industries. [00:16:00] Right. Because the example talked about production at a plant level. At the same time, the supply chain mishaps that can happen. [00:16:08] And usually a human eye can take so much [00:16:11] or can detect so much, but you can't try and put it together in a way that you guide your, your workforce to look at anomalies that can really help you steer the ship in the right direction quickly and efficiently. So that's great. [00:16:26] That really leads into my, my next question is, all of this is great, right? This is happening right now, we can see like the example you use, [00:16:35] right? It is in action. It is in motion, and customers are seeing value. Let's fast forward, where is SAP's AI development heading? You know, let's take a time horizon, 18 to 24 months. What capabilities should organizations be preparing for? Because it is all about future proofing ourselves, right? And how should they architect the solutions today to be ready for that feature, you know, coming up so quickly? [00:17:02] Andrea Haupfear: Yeah, absolutely. So a couple things that that come to mind. So number one and we've all been hearing kind of the next and elitist buzzword is around agents and agentic AI. So really how. I think about agents is how do we provide some of those tasks that, you know, may not necessarily whether they're they're still important, but, you know, maybe take up a lot of our time [00:17:29] but being able to provide and have a AI model behind that. To really free up some of the workload and provide some of our end users more on the strategic front. Freeing up some of that time. So I think in my humbled opinion, Agentic AI but Agentic AI at scale. So a lot of our customers are looking at what we have and this is where we're embedding. [00:17:54] Within our SAP applications agents within each one of our lines of business, but also custom agents. So this is something that is going to be released here in the next next several months, is looking at I have my embedded agents, but if I have very specific and unique, maybe differentiated business processes, how can I be able to integrate and infuse custom agents or an agent within this particular process? [00:18:23] And so this is really where I think is gonna we're really gonna see a lot of value coming in from our customers that says, yes, I can use agents in a multitude of different ways. Second is thinking about as an organization, we're becoming more dynamic and, and open source for data and how we can process it in a business context. [00:18:47] So thinking about, yes, I mentioned the Business Data Cloud, but also you know, strong partnerships. That was just announced with Snowflake as well. Right? So bringing in, yes, not only our internal data, but also our external data as well. How can we take that data and be able to normalize it? As far as from an architect's perspective, here are a couple points that I was kind of thinking about in my mind as we were going through this. [00:19:13] Was around keeping the core clean, right? So making sure that, yes, we're using our, our business technology platform various extensions and agents and skills from from JUUL studio and avoiding really those those drastic upgrades. And also kind of how I'm thinking about this is adopting that data product mindset. [00:19:40] So looking at, and I mentioned this as well, like Business Data Cloud, from looking at semantics and lineage, but also looking at retrieval methods. So vector engines and knowledge graphs. But then also thinking about it from a process perspective and [00:20:00] designing agent guardrails. So making sure that you have a much more standardization of an understanding of those roles and permissions. [00:20:10] Understanding human in the loop checkpoints at what point should be automated versus, okay, we need to have a set of eyes on this to actually be able to say, yep, this looks correct. I think that that's extremely important. [00:20:25] Mustansir Saifuddin: Yeah, for sure. And I think a couple of things that really stuck out for me. One is very near and dear to me, is the data part. And you talked about the partnership with Snowflake coming out recently, and I think it's important, especially when we talk about data for an organization. It's not just SAP data, it's like the overall, right? [00:20:42] You know, this, what does it really make up my organization? So [00:20:45] great approach from SAP, how it's trying to bring in like a business context around it, right? You have information within your ERP, outside of your ERP and then using the BTP platform. and the BDC platform to kind of bring it all together. So I think great segue, especially when we talk about agents and you know, we've all been talking about agents you know, for quite some time now, but now we can see the real value, how we can customize it and bring it together from a data perspective. So great conversation. On a personal note, how are you staying up, you know, on top of all these changes taking place in technology and business? What is your secret sauce? [00:21:26] Andrea Haupfear: Yeah, no, it's tough 'cause it's changing daily, weekly, right. And so being able to stay, have it stay top of mind. This is something that is part of, yes, not only my passion and what I do day in and day out, right, but also looking and getting, keeping educated not only from a process perspective by virtue of, you know, our internal processes, what we have in our products and our product offering, but also external with our clients. [00:21:54] To say, okay, what are they doing today with their processes? And then how can we leverage AI within that? So yes, not only from an internal knowledge sharing perspective, from a functional and technical perspective, but also external as well. And then thinking about external blogs, news sources, those are just kind of some of the things that I try to stay up to date. [00:22:16] You know, as best as I can. [00:22:18] Mustansir Saifuddin: No, I hear you on that. It is, it is a constant learning and I think that's the key, right? Educating [00:22:23] and educating and educating and be able to find your sources. I think that's the key. Great conversation. I know we are at time, what would you take out of this conversation that we just had and want to leave a particular takeaway for our listeners and folks who are interested in this topic? [00:22:42] Andrea Haupfear: Sure. Absolutely. So AI is not just like, and, and I meant we mentioned this earlier on, right? AI is not just in our personal lives, but it's also in our workplace and it's very, very real. We are seeing our companies and our customers take advantage of infusing AI into their business processes and receiving the high ROI in their processes. [00:23:05] The key is to start small. Strategically and identify which areas will have AI and will have that high ROI, but then also have the highest value when it comes from an impact perspective. We see this to where we run this as, as ultimately an ideation sessions with our customers and from the takeaway out of those sessions is they can start to craft an internal roadmap that will lead them to AI success. [00:23:38] And ultimately our organization can help them get there along the way, even whether they're just dipping their toe in the AI pool or some, some customers that we deal with already have strong partnerships with large language model providers or they're partnering with universities, things like that. [00:23:57] The end goal in net net is that [00:24:00] our organization can help to not only help identify those high value AI use cases, but also investing in you to create those. We offer a free proof of concept in as much as eight weeks. You mentioned this, you know how frequently this is changing. [00:24:18] AI is changing. Right? And this is where we can develop these proof of concepts to where you, our customers can be able to realize those value in a very quick and short amount of time. And so that's ultimately where I wanna leave the audience with is that we're, we're seeing AI not just in our personal lives, but also in the workplace. [00:24:39] And we're actually showing them and, having them realize it in real time. So you guys can, can feel free to reach out to me. I think we'll have my contact information at the end of the podcast here. But you know, happy to have further conversations with you and your organization. [00:24:55] I wanna thank you again personally for inviting me to the podcast and to discuss a, a very, very close and passionate topic for me. [00:25:04] Mustansir Saifuddin: It's a pleasure to have you, Andrea, and really, I think it was a great conversation. You touched upon so many different things and I think that was the purpose of this, was to kind of bring light to exactly what's going on in, you know, we talk about AI in general, but what is really happening at the inter-enterprise level [00:25:21] and what is the real value when folks are looking at, from a business perspective. How to increase ROI in this new technology and what does really mean in terms of increasing business revenue and across the board improving efficiencies. Right? So it's all together. But thank you so much for coming on our show. [00:25:42] Andrea Haupfear: Absolutely. Thank you for having me. [00:25:44] Mustansir Saifuddin: Thanks for listening to Drug Driven Business, brought to you by Innovative Solution Partners. SAP is helping customers move from AI experimentation to enterprise value by embedding AI where work happens, grounding it in trusted data and business context. And ensuring governance, auditability, and control. [00:26:10] Andrea's Key takeaway? Start small. Focus on the highest ROI use cases and build a clear roadmap because when AI is tied to real processes and real outcomes, SAP customers can unlock faster decisions, lower risk, and measurable impact. We would love to hear from you. Continue the conversation by connecting with me on LinkedIn or X. [00:26:36] Learn more about innovative solution partners and schedule a free consultation by visiting isolutionpartners.com. Never miss a podcast by subscribing to our YouTube channel. Information is in the show notes.        

Part 2 of Jen Suzuki's 4-part mini-series for dealership leaders drills into the single most important window of any customer interaction — the first three minutes. In this episode Jen teaches managers how to coach teams to win fast: a sharp greeting, purposeful value, and immediate engagement. Learn a compact, repeatable coaching routine (teach → demo → apply) with real scripts for calls, showroom greetings, and walk-ins, plus quick contests and pairing exercises to lock behavior in. This episode is built for GMs, BDC leads, service managers and anyone who needs fast, high-impact coaching that translates to better appointments, higher show rates, and stronger customer loyalty. Dealer Talk with Jen Suzuki Podcast |

In this episode of the Millionaire Car Salesman Podcast, Sean V. Bradley sits down with longtime industry strategist Troy Spring to discuss the evolving state of automotive advertising. With nearly four decades in the business, Troy brings a perspective shaped by experience, data, and a deep understanding of what truly moves the needle for dealerships! "I've never seen anything work better than direct mail ever." - Troy Spring From traditional marketing channels to modern digital ecosystems, the conversation explores how dealers think about their market, their budget, and the strategies that shape their advertising decisions. Sean and Troy examine the realities dealerships face today, from vendor relationships to the role of in-house marketing leadership, and why understanding your market is more important now than ever! "It's a chess match. It's not just advertising. It's about looking at everything holistically." - Troy Spring This episode challenges assumptions, reframes how dealers view their advertising spend, and offers a candid look at the mindset needed to succeed in a competitive landscape. If you're a Dealer, General Manager, marketing manager, or anyone responsible for driving traffic and generating opportunities… this is a conversation you'll want to hear firsthand! Tune in to learn how top operators are rethinking their advertising journey, and why the next evolution of automotive marketing starts with clarity, strategy, and control!   Key Takeaways: ✅ Direct mail remains one of the most effective traditional advertising methods for car dealerships, often outperforming digital strategies. ✅ To optimize marketing spend, dealers need to focus on their immediate market area before expanding efforts to broader markets. ✅ Understanding and calculating the true cost-per-sale involves more than just the simple division of ad spend by cars sold. ✅ Dealerships should ensure their marketing managers have both automotive sales experience and technical knowledge in digital marketing certifications. ✅ Successful dealer strategies often include a mix of both traditional and digital marketing methods, customized to their specific market needs.   About Troy Spring Troy Spring, Co-founder of Dealer World, is an automotive industry veteran with nearly 40 years of experience! He sold his first car at the age of 18 and rose quickly within the ranks to manage dealerships, including leading a four-store group as a platform manager. In 2009, Troy founded Dealer World, a boutique advertising agency specializing in driving traffic and sales strategy for car dealerships. He later co-founded Dealer Funnel, focusing on nurturing leads for better conversion rates. Known for his innovative approach and in-depth understanding of both traditional and digital automotive marketing, Troy is highly respected in the industry!   Disrupting Auto Dealership Strategies: Insights from Industry Experts Key Takeaways Dealers must focus on securing their local market before venturing into new territories to maximize profitability. A holistically-managed marketing plan, customizable per dealership's needs, outperforms cookie-cutter OEM vendor solutions. Successful dealership marketing relies on understanding both traditional and digital advertising fundamentals. The Importance of Protecting Your Primary Market Area (PMA) In the fast-paced world of automotive dealerships, focusing on expansion without reinforcing the existing customer base can be a recipe for inefficiency. Sean V. Bradley, president of Dealer Synergy, suggests a foundational strategy: focus on protecting your primary market area first. Bradley asserts that many dealers overlook the rich opportunities available locally. "It's interesting," Bradley remarks, "we'll sit with a dealer, and they'll say, 'I got to go after XYZ down the street,' when they should be protecting their backyard first." This discussion highlights that the inclination to conquest rather than consolidate can lead to a dilute marketing focus. The result? Dealers potentially miss out on higher return-on-investment (ROI) opportunities domestically. Bradley's recommendation to analyze the pump-in, pump-out report is a strategic reminder to first solidify one's standing locally. This approach not only optimizes ROI but also reduces advertising costs associated with pursuing less familiar, distant markets. Taking Bradley's advice to heart, a dealership can enjoy the double benefit of deepening customer loyalty while also enhancing word-of-mouth marketing locally. Through focusing efforts on holding on to current clientele before aggressively targeting competitors', dealerships can achieve a more sustainable, profitable growth model. Crafting a Custom Marketing Strategy: Beyond OEM and Vendor Scripts Both Bradley and Troy Spring, founder of Dealer World, make compelling cases against the dependency on prescribed OEM and vendor-driven tactics. Amid the rising challenges facing automotive dealerships, they argue for a bespoke marketing strategy that's adaptable to each dealership's unique environment. Spring states, "You have to be with someone who can think holistically because if you're on with linear OEM vendors, you're just gonna get told why you should continue to do more and more of what it is that they sell." Such insights underscore the limitations of formulaic marketing solutions. While OEMs often push for uniformity—to simplify their nationwide branding and operations—dealerships must vigilantly evaluate these suggestions. Bradley underscores a critical point, proposing that dealers risk spending thousands unnecessarily on ineffective lead generation strategies because they blindly follow OEM guidance. The conversation dives into the economics of advertising. Bradley shared, "I've got a dealer group spending $70,000 on a splash page generating just a few hundred leads each month." This statistic serves as a caution against the pitfalls of not closely scrutinizing advertising expenditures versus results. It's essential for dealerships to cultivate an advertising strategy where each segment, from pay-per-click (PPC) to SEO and database marketing, functions as an integrated system rather than disparate efforts. This avoids the trap of bloated expenses disguised within bundled packages, which can negate perceived savings with reduced effectiveness. Bridging Traditional and Digital Advertising for Maximum Impact The discussion also delves into appreciating the coexistence of traditional and digital advertising within dealership marketing, which offers a nuanced approach to driving traffic. One standout revelation from Troy Spring? The effectiveness of direct mail. Although often regarded as an antiquated medium, Spring asserts, "Nothing has ever worked better than direct mail." It's a thought-provoking declaration in an era rich with digital solutions. Contrary to perceived obsolescence, traditional methods such as direct mail remain relevant, especially when optimized with the latest data analytics techniques. Properly targeted, a traditional medium can reach high potential customers directly and personally. Given the inundation of digital ads, a physical piece of mail stands out, often carrying more weight. Spring further suggests that while digital tools, like social media and search engine marketing (SEM), play critical roles in modern strategies, their effectiveness hinges heavily on their synergy with traditional advertising channels. These multifaceted campaigns leverage the strengths of both domains—ability to track and personalize digital ads with the tangible and trust-building potential of offline methods. Emphasizing on integrative approaches that couple interactive digital platforms with traditional media allows dealerships to engage in comprehensive advertising strategies personalized to consumer behavior trends. Through harmonizing these forces, a dealership's presence is effectively cemented in the market, leveraging the best aspects of each medium. A Synthesis of Strategy and Practice The insights shared by Sean V. Bradley and Troy Spring showcase a wealth of expertise in crafting dealership marketing strategies that balance innovative thinking with foundational business tenets. As dealerships navigate the complexities of an ever-evolving industry landscape, these professionals emphasize the necessity for both strategic foresight and a command over advertising mechanics. Essentially, the most adept dealerships will be those that recognize the imperative to protect their primary markets while scaling responsibly. They explore bespoke advertising solutions beyond OEM packages, integrating digital dexterity with traditional marketing. Each dollar spent should be scrutinized for its ROI, as the measure of an effective advertisement goes beyond impressions or clicks to the tangible growth it champions for the dealership. In an industry as competitive as automotive sales, this layered, integrated approach becomes the solutions beacon through transformative, modern advertising challenges.   Resources + Our Proud Sponsors: ➼ The Millionaire Car Salesman Facebook Group: Join the #1 Mastermind Group in the Automotive Industry with over 29,000 members worldwide. Collaborate with automotive professionals, learn the best industry practices, and connect with top mentors, managers, and sales leaders. Join The Millionaire Car Salesman Facebook Group today! ➼ Dealer Synergy: The automotive industry's #1 Sales Training, Consulting, and Accountability Firm. With over 20 years of proven success, Dealer Synergy has helped dealerships nationwide build high-performing Internet Departments and BDCs from the ground up. Our expertise includes phone scripts, rebuttals, CRM action plans, lead handling strategies, and management processes; all designed to maximize your people, processes, and technology! ➼ Bradley On Demand: The automotive industry's most powerful Interactive Training, Tracking, Testing, and Certification Platform. With LIVE virtual classes and access to a library of over 9,000 on-demand training modules, Bradley On Demand gives your dealership the tools to dominate every department: Sales, Internet, BDC, CRM, Phone, and Leadership. From sharpening individual skills to elevating entire teams, this platform ensures your people are trained, tested, and certified for maximum success. Equip your dealership to sell more cars, more often, and more profitably with Bradley On Demand!  

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.

Part 1 of Jen Suzuki's 4-part mini-series for dealership leaders: a fast, repeatable coaching framework to level up your team one short session at a time. In this episode Jen breaks down a 10–15 minute training format she uses in-store and at NADA Academy — how to open sharp, teach one skill in 60–90 seconds, demonstrate it under 3 minutes, then put reps into quick application with immediate feedback. No boring slides, no long lectures — just focused micro-coaching that builds skill, accountability, and energy. Perfect for GMs, service managers, BDC leads and anyone who wants a simple daily rhythm to raise performance and keep teams engaged. Dealer Talk with Jen Suzuki Podcast |

In this engaging episode of the Millionaire Car Salesman Podcast, co-hosted by LA Williams and Tianna Mick, the focus is on the transformative power of video in car sales. Despite LA being unable to see, he passionately advocates for the use of video as a cornerstone strategy in driving sales, highlighting its power to enhance engagement and build trust with customers. Tianna, known for her expertise in personal branding, joins LA in sharing practical insights on incorporating video into daily sales processes to maximize leads, appointments, and sales conversions! "You want people to almost have a deja vu experience when they visit your dealership." - LA Williams The episode dives deep into the fundamental aspects of creating effective sales videos, including the importance of proper setup, consistent backgrounds, and expertly crafted scripts. LA and Tianna stress that video content should be concise, personalized, and built around a clear value proposition to engage prospects effectively.  "Making sure you say the customer's name is super important... everybody's favorite word is their name." - Tianna Mick As the conversation unfolds, they provide a robust framework involving key elements like effective lighting, the relevance of a clean camera lens, and the power of personal connection through direct calls to action, all while implementing new technology such as AI in content creation. For the seasoned sales professional and the novice alike, the insights shared in this episode are invaluable for mastering the art of video marketing in the automotive industry!   Key Takeaways: ✅ Using video in car sales increases engagement and builds trust faster than text or audio alone. ✅ Maintain consistency and brand recognition in video backgrounds to enhance authenticity and viewer comfort. ✅ Essential elements of a perfect lead video: customer's name, vehicle of interest, value proposition, and call to action. ✅ Embrace AI technology to enhance video content creation efficiently and effectively. ✅ Practice and iteration lead to improvement; start shooting videos to develop skills and reduce hesitation over time. About Tianna 'T Got Your Keys' Mick Tianna Mick, famously known as "T Got Your Keys," is a prominent figure in the automotive sales space! Celebrated as the "Queen of Branding", with an impressive record of selling +20 cars per month while consistently being the #1 Grossing Salesperson at her store and generating her own leads/business through her TGotYourKeys.com Website. Tianna has established herself as a top performer and innovator in car sales strategies, with a special focus on personal branding and digital marketing.   Revolutionize Your Dealership with Video Marketing: Insights from the Millionaire Car Salesman Podcast Key Takeaways Harness the Power of Video: Video marketing is not just a trend but a necessity in modern car sales, enabling dealerships to create personal connections and reduce the fear of the unknown for customers. Optimize the Basics: Setting up a compelling video involves proper lighting, clear audio, and a consistent, clean background to enhance trust and engagement. Script and Deliver Effectively: Essential elements of a successful video include addressing customers by name, highlighting the vehicle of interest, and concluding with a strong call-to-action.   Leverage Video to Establish Trust and Familiarity In the dynamic world of car sales, the Millionaire Car Salesman Podcast delves into the transformative potential of video marketing. LA Williams, alongside Tianna Mick, emphasizes the powerful emotional connection videos can establish, setting a dealership apart in a sea of sameness. "You want people to almost have a deja vu experience when they visit your dealership," LA Williams suggests, underscoring how videos can eliminate the fear of the unknown—a significant barrier for potential buyers. The discussion sheds light on how video marketing can simulate a personal interaction, thus building trust faster than written text or static images. With the capability to convey sight, sound, motion, and emotion, videos can significantly enhance customer engagement, making them feel more comfortable and familiar even before stepping into the dealership. Incorporating video tours of your dealership, for example, ensures customers find the environment welcoming and recognizable. Tianna Mick points out, "walk into, like, a courthouse… you're going to be like, where do I go? I'm nervous." This analogy emphasizes how video tours can transform the customer's first visit into a seamless, almost familiar journey. The Essential Setup for Effective Video Marketing Crafting a compelling video requires a foundational setup that pairs well with the content. As expressed in the podcast, without the right tools, even the most well-intentioned videos may fall flat. LA Williams, despite being visually impaired, stresses the importance of proper lighting and camera clarity, demonstrating that the basics of video production are vital regardless of one's abilities. "Top two things for any video… audio, you gotta have good audio, and… good lighting." The podcast highlights that a clean camera lens and a consistent background are understated elements that significantly impact the quality of video marketing. Tiana Mick advises, "making sure you wipe the front and every single one of the lenses in the back," a small yet critical step that improves visual clarity and viewer engagement. Coupled with a customized, dealership-branded backdrop, these elements ensure that each video serves as a professional representation of the brand, significantly enhancing credibility. Moreover, the consistency in video backgrounds, as noted by Tianna, can reinforce brand recognition, much like how viewers associate a television character with their set environment. This aspect ensures that your audience's focus remains on the message rather than potential distractions, amplifying the overall impact. Crafting and Delivering Your Message Creating a successful video is more than just presentation—it's about crafting a powerful message that resonates. Essential to the video strategy discussed in the podcast is the script, especially emphasizing personalization and value-addition. Incorporating the customer's name into the conversation is not merely courteous but strategic. "Everybody's favorite word… is our names," Tianna Mick asserts, highlighting its efficacy in personalizing communication and fostering genuine connections. The video should also clarify the customer's vehicle of interest while subtly integrating the dealership's value proposition. "Providing value and showing why they need to be purchasing with you," says Mick, ensures the video is informative and persuasive. These aspects are crucial in aligning the dealership's offerings with customer needs, driving engagement and conversion. A compelling call-to-action (CTA) concludes each video, guiding prospects toward the next step, whether scheduling a call or visiting the dealership. As LA Williams articulates, a CTA effectively escalates the interaction, encouraging a seamless transition from virtual engagement to in-person attendance. In essence, adopting video marketing as outlined by the Millionaire Car Salesman Podcast participants revolutionizes customer interactions, establishing a bridge between the virtual and physical realms of car sales. Employing these strategies fosters enhanced connections, drives customer comfort, and ultimately, amplifies sales success. These insights are indispensable for dealers striving to stand out and thrive in today's competitive environment. By prioritizing video content, dealerships can not only augment their marketing strategies but also cultivate a genuinely engaging customer experience.     Resources + Our Proud Sponsors: ➼ The Millionaire Car Salesman Facebook Group: Join the #1 Mastermind Group in the Automotive Industry with over 29,000 members worldwide. Collaborate with automotive professionals, learn the best industry practices, and connect with top mentors, managers, and sales leaders. Join The Millionaire Car Salesman Facebook Group today! ➼ Dealer Synergy: The automotive industry's #1 Sales Training, Consulting, and Accountability Firm. With over 20 years of proven success, Dealer Synergy has helped dealerships nationwide build high-performing Internet Departments and BDCs from the ground up. Our expertise includes phone scripts, rebuttals, CRM action plans, lead handling strategies, and management processes; all designed to maximize your people, processes, and technology! ➼ Bradley On Demand: The automotive industry's most powerful Interactive Training, Tracking, Testing, and Certification Platform. With LIVE virtual classes and access to a library of over 9,000 on-demand training modules, Bradley On Demand gives your dealership the tools to dominate every department: Sales, Internet, BDC, CRM, Phone, and Leadership. From sharpening individual skills to elevating entire teams, this platform ensures your people are trained, tested, and certified for maximum success. Equip your dealership to sell more cars, more often, and more profitably with Bradley On Demand!

On this episode of The It Doesn't Matter Podcast, Dom is joined by BDC, Strap Facts, and Ringside Steve as the crew breaks down NXT Deadline 2023 from top to bottom.We kick things off with our weekly rundown—talking major wrestling headlines, WWE storylines, AEW moments, and everything shaking up the industry right now.Then we dive straight into the Deadline card:

Today's show features: Nolan Brink, Multi-Store General Manager at Jim Shorkey Auto Group Matt Bennett, VP of Graduate and Professional Studies at Northwood University This episode is brought to you by: Matador AI – Discover why the biggest dealership groups in America are using Matador AI to enhance their Sales and BDC teams to sell and service more cars than ever before. Right now, podcast listeners get the first 30 days risk-free with an included white-glove onboarding, so you can experience the difference in your store. This offer is only available until the end of the month, so don't wait! Head to https://matador.ai/ and book your demo today. Dealer Cards – the direct-mail platform built specifically for dealerships. With Dealer Cards, you can send personalized thank-you notes, birthday cards, and service reminders — even include brownies — all hands-free and branded for your store. Right now, CDG listeners can get a free sample box with cards and brownies at https://dealercards.com/cdg CDG Circles – A modern peer group for auto dealers. Private dealer chats. Real insights — confidential, compliant, no travel required. Visit ⁠https://cdgcircles.com/⁠ to learn more. Car Dealership Guy is back with our second annual NADA Party—happening in Las Vegas on Thursday, February 5th. It's the hottest ticket at NADA 2026. Spots are limited and unfortunately we can't invite everyone —so RSVP today at ⁠https://carguymedia.com/cdglive⁠ and we hope to see you in Vegas! — Check out Car Dealership Guy's stuff: CDG News ➤ ⁠⁠⁠⁠⁠⁠https://news.dealershipguy.com/⁠⁠⁠⁠⁠⁠ CDG Jobs ➤ ⁠⁠⁠⁠⁠⁠https://jobs.dealershipguy.com/⁠⁠⁠⁠⁠⁠ CDG Recruiting ➤ ⁠⁠⁠⁠⁠⁠https://www.cdgrecruiting.com/⁠⁠⁠⁠⁠⁠ My Socials: X ➤ ⁠⁠⁠⁠⁠⁠https://www.twitter.com/GuyDealership⁠⁠⁠⁠⁠⁠ Instagram ➤⁠⁠⁠⁠⁠⁠ https://www.instagram.com/cardealershipguy/⁠⁠⁠⁠⁠⁠ TikTok ➤ ⁠⁠⁠⁠⁠⁠https://www.tiktok.com/@guydealership⁠⁠⁠⁠⁠⁠ LinkedIn ➤ ⁠⁠⁠⁠⁠⁠https://www.linkedin.com/company/cardealershipguy/⁠⁠⁠⁠⁠⁠ Threads ➤ ⁠⁠⁠⁠⁠⁠https://www.threads.net/@cardealershipguy⁠⁠⁠⁠⁠⁠ Facebook ➤ ⁠⁠⁠⁠⁠⁠https://www.facebook.com/profile.php?id=100077402857683⁠⁠⁠⁠⁠⁠ Everything else ➤ ⁠⁠⁠⁠⁠⁠dealershipguy.com

Ares is recognised as one of the leading global alternative investment managers, investing across credit, real estate, private equity and infrastructure. Listed on the NYSE, it has over 4,000 employees, $595billion in assets* and a substantial geographical footprint. Blair explains the high yielding Ares-managed listed vehicle, ARCC, which as a business development company (BDC) structure must distribute 90% of taxable income and averages 9% of yields*. He discusses how being a public entity gives them a “currency” which is highly valued by employees, and also how it has helped with brand recognition as its growth accelerated. We discuss European capital markets and the structural reliance on bank debt versus private credit (the inverse of arrangements in the US). He explains how it is changing, as well as the current headwinds and opportunities ahead. He discusses why over 1,400 conversations take place in Europe each year, but Ares makes less than 50 loan investments in direct lending, how they are deploying over $100 billion of dry powder firmwide, and the criteria that matter for them. He explains their focus on the middle market, their ownership of sports assets – including a $500 million preferred equity stake in Chelsea FC – and their other media and entertainment investments. Finally, Blair responds to the question around the growth of credit secondaries and continuation vehicles, assessing the motivation behind the growth, and risks associated with the wealth management sector's increasing allocation to this space.   The Money Maze Podcast is kindly sponsored by Schroders, IFM Investors, World Gold Council and LSEG.  Sign up to our Newsletter | Follow us on LinkedIn | Watch on YouTube  (*AUM as of 30/09/25, BDC distribution stats as at 04/11/25)

Today's show features: Dave Marks, CEO/Founder DSM Auto Family Aladdin Khazravan, Founder of Dealer Cards Catherine York Mace, Manager at Vann York Auto Group This episode is brought to you by: Matador AI – Discover why the biggest dealership groups in America are using Matador AI to enhance their Sales and BDC teams to sell and service more cars than ever before. Right now, podcast listeners get the first 30 days risk-free with an included white-glove onboarding, so you can experience the difference in your store. This offer is only available until the end of the month, so don't wait! Head to https://matador.ai/ and book your demo today. Dealer Cards – the direct-mail platform built specifically for dealerships. With Dealer Cards, you can send personalized thank-you notes, birthday cards, and service reminders — even include brownies — all hands-free and branded for your store. Right now, CDG listeners can get a free sample box with cards and brownies at https://dealercards.com/cdg CDG Circles – A modern peer group for auto dealers. Private dealer chats. Real insights — confidential, compliant, no travel required. Visit ⁠https://cdgcircles.com/⁠ to learn more. Car Dealership Guy is back with our second annual NADA Party—happening in Las Vegas on Thursday, February 5th. It's the hottest ticket at NADA 2026. Spots are limited and unfortunately we can't invite everyone —so RSVP today at ⁠https://carguymedia.com/cdglive⁠ and we hope to see you in Vegas! — Check out Car Dealership Guy's stuff: CDG News ➤ ⁠⁠⁠⁠⁠⁠https://news.dealershipguy.com/⁠⁠⁠⁠⁠⁠ CDG Jobs ➤ ⁠⁠⁠⁠⁠⁠https://jobs.dealershipguy.com/⁠⁠⁠⁠⁠⁠ CDG Recruiting ➤ ⁠⁠⁠⁠⁠⁠https://www.cdgrecruiting.com/⁠⁠⁠⁠⁠⁠ My Socials: X ➤ ⁠⁠⁠⁠⁠⁠https://www.twitter.com/GuyDealership⁠⁠⁠⁠⁠⁠ Instagram ➤⁠⁠⁠⁠⁠⁠ https://www.instagram.com/cardealershipguy/⁠⁠⁠⁠⁠⁠ TikTok ➤ ⁠⁠⁠⁠⁠⁠https://www.tiktok.com/@guydealership⁠⁠⁠⁠⁠⁠ LinkedIn ➤ ⁠⁠⁠⁠⁠⁠https://www.linkedin.com/company/cardealershipguy/⁠⁠⁠⁠⁠⁠ Threads ➤ ⁠⁠⁠⁠⁠⁠https://www.threads.net/@cardealershipguy⁠⁠⁠⁠⁠⁠ Facebook ➤ ⁠⁠⁠⁠⁠⁠https://www.facebook.com/profile.php?id=100077402857683⁠⁠⁠⁠⁠⁠ Everything else ➤ ⁠⁠⁠⁠⁠⁠dealershipguy.com

In this powerful conversation on the Millionaire Car Salesman Podcast, LA Williams and Sean V. Bradley sit down with F&I leader, author, and performance coach Adam Marburger to explore what's really happening inside today's finance departments… and where the industry is headed next! "The days where the F&I department is kind of on their own island are slowly fading." - Adam Marburger Adam brings a fresh, servant-leadership perspective to automotive F&I, sharing key lessons from decades in the business along with insights shaped by years of training, coaching, and martial arts discipline. Together, the trio breaks down the real challenges facing dealerships, the evolving role of F&I managers, and the cultural shifts required to build stronger, more profitable teams. "So the question is, why aren't more F and I managers doing the things that we're talking about now? Why are they not taking more tos? Why are they not getting involved? Why are they not being more present?" - Adam Marburger From leadership to communication, from customer experience to the rise of new technologies, this episode offers a forward-looking discussion that every dealer, manager, and aspiring leader will want to hear…without giving away the strategies you'll discover inside. "Jiu-Jitsu helps with every aspect of life—physically, mentally, spiritually." - Adam Marburger Tune in for a conversation that's equal parts mindset, mastery, and modern automotive leadership!   Key Takeaways: ✅ Evolving Role of F&I Managers: Adam Marburger emphasizes the shift in the F&I role from being strictly transactional to focusing on building customer relationships and trust. ✅ Importance of Servant Leadership: A core theme is the necessity for F&I managers and leaders to adopt a servant leadership mindset, focusing on the needs and growth of their team members. ✅ Continuous Training and Development: Effective onboarding and ongoing training are critical to minimizing mistakes and empowering staff to excel in customer interactions and sales success. ✅ Integration of Technology: Embracing digital tools and AI is vital for future-proofing operations and enhancing customer experience in automotive sales. ✅ Value of Jiu-Jitsu in Leadership: Adam draws parallels between his discipline in martial arts and his professional life, highlighting how the principles of perseverance and strategic thinking apply to business success. About Adam Marburger Adam Marburger is an award-winning automotive leader, author of The Servant-Leading F&I Manager: Leadership Refined, and performance coach dedicated to redefining leadership in the car business. With over two decades of experience, Adam teaches teams how to lead with empathy, emotional intelligence, and purpose. His mission is to help professionals create cultures of excellence through mindset, mentorship, and servant leadership.   Redefining F&I Management: Transformative Leadership in Automotive for 2026 Key Takeaways The evolution of F&I has seen a shift from traditional transactional roles to a more integrated, holistic customer-centric approach driven by effective leadership. Understanding the relationship between technology, proper training, and servant leadership can significantly influence dealership success. The application of martial arts philosophies in business, such as Jiu Jitsu, provides unique insights into persistence and strategic growth in the automotive industry. The Evolving Role of F&I Managers: From Transactional to Transformative The landscape of Finance and Insurance (F&I) in the automotive industry is undergoing a significant transformation. Historically viewed as a transactional role focused on maximizing profits through product sales, the F&I manager's position is increasingly seen as an integral part of a cohesive dealership strategy. According to the conversation between Sean V. Bradley and Adam Marburger, modern F&I managers need to embody "servant leadership," where they prioritize the long-term satisfaction and well-being of customers and employees over immediate financial gain. The adoption of a servant leadership model within F&I suggests a profound cultural shift within the automotive industry. As defined in the transcript, "Servant leadership, it is kind of like everybody talks about it. It's action. It's not words." Marburger emphasizes that successful F&I managers actively assist sales teams, engage with service departments, and contribute to the overall dealership ecosystem. Implementing a servant leadership approach involves concrete actions rather than mere rhetoric. F&I managers need to actively engage with clients and colleagues, fostering an environment where all team members feel valued and supported. It's about "truly connecting with people on a daily basis with one common goal: to make them feel special, to make them feel heard, to make them feel valued, to make them feel safe." The Power of Training and Collaboration in Automotive Retail Training and collaboration emerge as pivotal themes for achieving success in automotive sales. As Marburger suggests, training should go beyond basic knowledge transfer, aiming to create a more integrated network of roles within the dealership. A robust training process allows staff to understand various dealership functions, ultimately improving communication and operational efficiency. "A lot of these conversations are flying, conversations where you might be walking back to the conference room together," Marburger notes, highlighting the importance of informal learning exchanges. For F&I managers, this means not only understanding their product offerings but also becoming well-versed in sales strategies and client management techniques. The ultimate goal is to craft a seamless customer experience where value is consistently delivered. Creating synergy between departments, especially between F&I and sales, is critical. The training should focus on equipping salespeople with the ability to introduce products effectively to clients before entering the F&I office. "Our customers actually enjoy buying if you try not to sell them; they actually buy them," Marburger explains, suggesting a subtle yet powerful shift in the sales approach. Martial Arts Philosophy: Persistence and Strategic Thinking in Business The discussion also explores how martial arts philosophies, particularly Brazilian Jiu Jitsu, can influence business strategies within the automotive industry. Practicing Jiu Jitsu requires perseverance, resilience, and strategic thinking—qualities that translate seamlessly into the demands of automotive sales. Both Bradley and Marburger, as Brazilian Jiu Jitsu black belts, draw parallels between their martial arts training and business experiences. Marburger states, "The black belt was one of the few things outside of my daughters being born that did give me a sense of accomplishment because I know what it's like. Like, it was hard." This sentiment reveals the patience and determination required in both fields. Incorporating these philosophies into a dealership's operational ethos can foster a culture of continuous improvement and strategic foresight. Employees can learn to maneuver challenges with the patience and precision demanded on the Jiu Jitsu mat. "It added something. It's like, as most people won't ever get that," says Marburger, acknowledging the rare and valuable perspective that martial arts training offers. Throughout this enlightening dialogue, the future of automotive leadership is painted as a dynamic interplay of servant leadership, comprehensive training, and strategic resilience. No longer confined to traditional roles, F&I managers are encouraged to embrace a broader vision—one that harmonizes various aspects of the dealership to create a superior customer experience. The lessons of martial arts underline the perseverance and strategic acumen necessary to thrive in this evolving landscape, reflecting an industry poised for transformation.     Resources + Our Proud Sponsors: ➼ The Millionaire Car Salesman Facebook Group: Join the #1 Mastermind Group in the Automotive Industry with over 29,000 members worldwide. Collaborate with automotive professionals, learn the best industry practices, and connect with top mentors, managers, and sales leaders. Join The Millionaire Car Salesman Facebook Group today! ➼ Dealer Synergy: The automotive industry's #1 Sales Training, Consulting, and Accountability Firm. With over 20 years of proven success, Dealer Synergy has helped dealerships nationwide build high-performing Internet Departments and BDCs from the ground up. Our expertise includes phone scripts, rebuttals, CRM action plans, lead handling strategies, and management processes; all designed to maximize your people, processes, and technology! ➼ Bradley On Demand: The automotive industry's most powerful Interactive Training, Tracking, Testing, and Certification Platform. With LIVE virtual classes and access to a library of over 9,000 on-demand training modules, Bradley On Demand gives your dealership the tools to dominate every department: Sales, Internet, BDC, CRM, Phone, and Leadership. From sharpening individual skills to elevating entire teams, this platform ensures your people are trained, tested, and certified for maximum success. Equip your dealership to sell more cars, more often, and more profitably with Bradley On Demand!

What makes people stay… and what makes them walk out the door? In this episode, Jen sits down with Clint Pulver — Emmy Award–winning speaker, author, and creator of the "Undercover Millennial" movement — for a raw, energy-packed conversation about leadership that actually inspires people to perform at their highest level. Clint has interviewed over 10,000 employees across the country, gathering real, unfiltered feedback about what teams love, what they fear, and why they stay committed. And the patterns he reveals apply directly to every dealership, every department, every leader. Together, Jen and Clint unpack: The fastest way leaders unintentionally push good people out How the best managers create "mentorship moments" that change everything Why today's workforce craves connection, not supervision How small leadership habits lead to massive culture shifts The secret to motivating teams without pressure or burnout Why recognition is the #1 performance accelerant What dealerships can do this week to boost energy, trust, and accountability This is a high-impact, unforgettable episode for anyone responsible for growing people — GMs, dealer principals, sales leaders, service directors, BDC managers, and anyone who wants a stronger, more motivated team. Dealer Talk with Jen Suzuki Podcast |

Today's show features: Eric Barbosa, VP of Variable Operations at Cavender Auto Group David Steinberg, CEO/Founder of Foureyes

 Robert Woolsey, Director of Corporate Security at Swickard Group This episode is brought to you by: Matador AI – Discover why the biggest dealership groups in America are using Matador AI to enhance their Sales and BDC teams to sell and service more cars than ever before. Right now, podcast listeners get the first 30 days risk-free with an included white-glove onboarding, so you can experience the difference in your store. This offer is only available until the end of the month, so don't wait! Head to https://matador.ai/ and book your demo today. Foureyes – Foureyes fixes what's underneath by connecting CRM, inventory, website, and DMS data so it's clean, connected, and flowing. Then all the stuff you've been stacking on top? It finally works. Collect, connect, and put your data to work – visit https://foureyes.io/ to learn more CDG Circles – A modern peer group for auto dealers. Private dealer chats. Real insights — confidential, compliant, no travel required. Visit ⁠https://cdgcircles.com/⁠ to learn more. Car Dealership Guy is back with our second annual NADA Party—happening in Las Vegas on Thursday, February 5th. It's the hottest ticket at NADA 2026. Spots are limited and unfortunately we can't invite everyone —so RSVP today at ⁠https://carguymedia.com/cdglive⁠ and we hope to see you in Vegas! — Check out Car Dealership Guy's stuff: CDG News ➤ ⁠⁠⁠⁠⁠⁠https://news.dealershipguy.com/⁠⁠⁠⁠⁠⁠ CDG Jobs ➤ ⁠⁠⁠⁠⁠⁠https://jobs.dealershipguy.com/⁠⁠⁠⁠⁠⁠ CDG Recruiting ➤ ⁠⁠⁠⁠⁠⁠https://www.cdgrecruiting.com/⁠⁠⁠⁠⁠⁠ My Socials: X ➤ ⁠⁠⁠⁠⁠⁠https://www.twitter.com/GuyDealership⁠⁠⁠⁠⁠⁠ Instagram ➤⁠⁠⁠⁠⁠⁠ https://www.instagram.com/cardealershipguy/⁠⁠⁠⁠⁠⁠ TikTok ➤ ⁠⁠⁠⁠⁠⁠https://www.tiktok.com/@guydealership⁠⁠⁠⁠⁠⁠ LinkedIn ➤ ⁠⁠⁠⁠⁠⁠https://www.linkedin.com/company/cardealershipguy/⁠⁠⁠⁠⁠⁠ Threads ➤ ⁠⁠⁠⁠⁠⁠https://www.threads.net/@cardealershipguy⁠⁠⁠⁠⁠⁠ Facebook ➤ ⁠⁠⁠⁠⁠⁠https://www.facebook.com/profile.php?id=100077402857683⁠⁠⁠⁠⁠⁠ Everything else ➤ ⁠⁠⁠⁠⁠⁠dealershipguy.com

What's really happening inside dealership service departments? In this episode, Jen sits down with Kim Saylor, Senior Director of Fixed Ops Product Marketing at CDK Global, to break down the real shifts, disruptions, and opportunities shaping fixed ops today. Kim brings big data, real research, and boots-on-the-ground insights from dealerships across the country — and she's not sugarcoating anything. Together, Jen and Kim dive into: Why customer trust is still the #1 weak link—and how the best service departments are fixing it How AI scheduling and communication tools are actually performing in the real world Where dealers are unintentionally losing service revenue What high-performing service departments do differently every single day The three action steps every leader can implement in the next 90 days Why videos, mobile approvals, and dynamic pricing are changing the game How advisors and technicians can evolve without losing the human touch that customers crave This is a candid, high-value conversation for dealers, GMs, fixed ops directors, BDC leaders, and anyone serious about elevating service performance with better processes, better tech, and better human connection. Dealer Talk with Jen Suzuki Podcast |

In this insightful episode of the Millionaire Car Salesman Podcast, hosts Sean V. Bradley and LA Williams delve into the art and science of crafting effective one-on-one sessions between managers and employees in the automotive industry. They discuss the critical role these meetings play in nurturing dealership success and building robust professional relationships.  "People will forget what you did, they'll forget what you said, but they'll never forget how you made them feel." - LA Williams Tackling misconceptions and common mistakes, Bradley and Williams underline the transformative potential of well-strategized one-on-ones, emphasizing the responsibility of managers to provide the necessary resources and support to their teams! "In management, one of the number one things you can do is prepare." - LA Williams This episode serves as a guide for managers, offering a structured process to facilitate personal, professional, and team development! Using a variety of training models, Sean and LA advocate for a comprehensive approach to team building that transcends traditional methodologies. This episode is a rich resource packed with tips on achieving stellar performance through targeted motivation and strategic guidance!   Key Takeaways: ✅ Understanding and implementing various types of training, skill path, professional, personal, and team building, are essential for a manager's toolkit. ✅ Effective one-on-one sessions require preparation, consistency, and an understanding of each team member's learning style and personal motivations. ✅ Managers must construct a "SWOT" analysis for each team member, identifying strengths, weaknesses, opportunities, and threats to maximize potential. ✅ Setting clear objectives through coordinated projections and forecasting can significantly improve individual and team performance in dealerships. ✅ Building strong, trust-based relationships within teams fosters a culture of interdependence, crucial for long-term success in the automotive industry. About Sean V. Bradley Sean V. Bradley is a renowned expert in the automotive sales industry, currently serving as the President of Dealer Synergy. With over 27 years of experience, Sean is also a certified CSP and a best-selling author of "Win the Game of Googleopoly." Known for his innovative strategies in lead management and CRM, Sean has been a key influence in transforming car dealerships across the nation, making him a sought-after consultant and trainer in automotive sales. About LA Williams LA Williams is the Vice President at Dealer Synergy and the co-creator of the Millionaire Car Salesman Podcast. Known as the "Blind Master" for his unique perspective and insights, LA has a history of excellence in leveraging technology and training methodologies to increase sales and efficiencies in car dealerships.     Mastering One-on-Ones: The Ultimate Guide for Automotive Leaders Understanding the dynamics of effective leadership in the automotive industry can transform the way managers interact with their teams, improving productivity and nurturing employee satisfaction. This article delves into strategies managers can utilize to enhance one-on-one sessions with their subordinates. Here's how to develop managerial skills that inspire and empower. Key Takeaways Leadership is Service: Your role as a manager is not just to manage tasks but to support, inspire, and develop the team around you. Personalization and Preparation in One-on-Ones: Tailor your approach to each individual based on their unique strengths, learning styles, and motivational triggers. Continuous Feedback and Growth: Consistently evaluate and reconcile projections and actual performance to encourage ongoing development. Leadership as a Service to Your Team In today's fast-paced automotive landscape, the role of a leader transcends traditional boundaries of direction and oversight. It's about providing every conceivable resource for team success, from emotional to technical support. Sean V. Bradley insightfully points out that "a manager's job is literally defined in my opinion as…to provide all of the resources that my team is going to need." Transforming Managerial Role Managers often adopt an authoritarian style, dictating without understanding team dynamics. The transcript challenges this narrative, emphasizing the value of empathy and understanding in leadership. By adopting a servant-leadership mindset, managers can "coach, mentor, teach, inspire, lead, and train," fostering an environment where employees thrive. "You get to do this. You are a manager. You get the opportunity to coach, mentor, teach, inspire, lead, and train a human being," Bradley asserts. Impact on Team Culture Adopting such strategies transforms team cultures, enhancing how team members interact internally and with customers. A working environment characterized by high morale and effective communication will naturally yield better results. Moreover, it ensures higher retention rates, with employees feeling valued and understood—a crucial asset amidst the high turnover rates plaguing the industry. The Art of Personalization and Preparation in One-on-Ones Preparation marks the fine line between a productive one-on-one and a mundane meeting. It's not just about showing up with a checklist but about tailored engagement. Managers like Sean emphasize the importance of knowing your team members on a deeper level—what motivates and challenges them. Creating a Comprehensive Employee Profile A pivotal aspect of efficient one-on-ones is crafting personalized employee profiles. Sean advises, "Create a personalized profile. I want to know about my subordinates; I want to know your home situation, your hobbies, and what's important to you." Understanding personal motivations and struggles allows managers to customize their support and development strategies, enhancing engagement and improving performance. Tailoring Communication and Feedback Success lies in adaptation and personalization. For instance, adapting communication strategies based on individual team members' learning styles—whether they are kinesthetic or auditory learners—ensures that feedback and instruction resonate effectively. "Seek first to understand and then to be understood," Bradley suggests, highlighting the importance of communication tailored to personal needs. Continuous Feedback and Growth Through Iterative Projections Effective managers excel at steering their team towards continuous growth by understanding and evaluating performance iteratively. Sean notes that "there needs to be a tracking system. Your salespeople should be tracking…what type? Am I taking a walk-in up?" Such methodologies help in identifying trends and areas needing improvement. The Power of Projections and Reconciliation Forward-planning complemented by effective back-tracking is key to sustained progress. Managers need to emphasize clarity in projections and consistency in follow-through. "Help him establish his vision board…if your why is so important, what you have to do is not going to matter," Bradley explains, articulating the need for motivational alignment with practical goals. Bridging Gaps through Insightful Reconciliation Reconciliation between projected and actual outcomes ensures actionable feedback loops. This involves dissecting deviations, recognizing patterns, and recalibrating goals. A manager's ability to "reconcile with him…what their projected and forecast was basically with their actual results" empowers employees, encouraging accountability and learning. Realizing the Potential of Effective Management Equipped with insight and strategies, managers now have the tools to transform how they conduct one-on-ones. By adopting a leadership model focused on service, personalization, and continuous feedback, these interactions can meaningfully enhance team dynamics and productivity. Embrace these principles to inspire, nurture, and lead your automotive teams into a future defined by progress and innovation. This strategic alignment between leadership vision and practical execution fosters an environment where continual improvement is not simply encouraged, but truly becomes second nature, paving the way for sustained success and satisfaction across the board.   Resources + Our Proud Sponsors: ➼ The Millionaire Car Salesman Facebook Group: Join the #1 Mastermind Group in the Automotive Industry with over 29,000 members worldwide. Collaborate with automotive professionals, learn the best industry practices, and connect with top mentors, managers, and sales leaders. Join The Millionaire Car Salesman Facebook Group today! ➼ Dealer Synergy: The automotive industry's #1 Sales Training, Consulting, and Accountability Firm. With over 20 years of proven success, Dealer Synergy has helped dealerships nationwide build high-performing Internet Departments and BDCs from the ground up. Our expertise includes phone scripts, rebuttals, CRM action plans, lead handling strategies, and management processes; all designed to maximize your people, processes, and technology! ➼ Bradley On Demand: The automotive industry's most powerful Interactive Training, Tracking, Testing, and Certification Platform. With LIVE virtual classes and access to a library of over 9,000 on-demand training modules, Bradley On Demand gives your dealership the tools to dominate every department: Sales, Internet, BDC, CRM, Phone, and Leadership. From sharpening individual skills to elevating entire teams, this platform ensures your people are trained, tested, and certified for maximum success. Equip your dealership to sell more cars, more often, and more profitably with Bradley On Demand!  

What if the hundreds of leads in your CRM aren't the opportunity you think they are? In this revealing episode of The Millionaire Car Salesman Podcast, Sean V. Bradley and LA Williams take a hard look at the reality of lead management in today's automotive industry. They unpack the costly truth behind what they call "dumb dealer math", where dealerships chase inflated numbers, waste money on poorly optimized lead sources, and mistake activity for true sales opportunities. "Your CRM is your central nervous system. It is not just a lead tool; it's your customer relationship management tool." - Sean V. Bradley Sean and LA dig deep into the difference between data that looks good and data that actually sells cars. They expose why metrics like SRPs and VDPs can be misleading, how poor CRM habits drain profits, and what really separates top-performing dealerships from the rest. "But as long as they (dealers) are making more money than they're spending, they think to themselves, I got other problems I got to deal with." - Sean V. Bradley But they don't stop there. The duo explores how smart dealers are diversifying their lead sources, leveraging proven partners like AutoWeb and CarsDirect, and building systems that turn leads into lifelong customers. If you've ever wondered why your lead volume isn't matching your results, or how to fix it, this episode will change the way you think about sales opportunities, metrics, and money in your dealership. It's not about getting more leads. It's about doing more with the ones you already have.   Key Takeaways: ✅ Dealers often struggle with too many leads without an effective team or strategy to manage them, resulting in missed opportunities. ✅ Focusing solely on website metrics like SRPs and VDPs without actual lead conversion can lead to wasted resources and efforts. ✅ Proper planning, preparation, and training are crucial to overcoming common pitfalls in lead management and maximizing sales success. ✅ Diversifying lead sources through third-party providers can help dealerships attain a balanced, risk-minimized approach to lead acquisition and management. ✅ A well-integrated CRM system is essential for understanding prospects, meeting their expectations, and creating valuable customer relationships.   About Sean V. Bradley Sean V. Bradley is a renowned expert in the automotive sales industry, currently serving as the President of Dealer Synergy. With over 27 years of experience, Sean is also a certified CSP and a best-selling author of "Win the Game of Googleopoly." Known for his innovative strategies in lead management and CRM, Sean has been a key influence in transforming car dealerships across the nation, making him a sought-after consultant and trainer in automotive sales. About LA Williams LA Williams is the Vice President at Dealer Synergy and the co-creator of the Millionaire Car Salesman Podcast. Known as the "Blind Master" for his unique perspective and insights, LA has a history of excellence in leveraging technology and training methodologies to increase sales and efficiencies in car dealerships.     Maximizing Dealership Success: Unleashing the Power of Leads, Marketing, and CRM Strategies In the fast-paced world of automotive sales, success hinges on mastering the art of lead management, astute marketing strategies, and the effective use of CRM technology. Sean V. Bradley, CSP, and his insightful conversations with LA Williams underscore the urgent need for dealerships to refine these aspects for consistent growth. This article distills the core themes from their engaging discussion, highlighting how dealerships can transform potential challenges into opportunities. Strategic Lead Management: Pinpointing and capitalizing on quality leads rather than succumbing to distraction. Diverse Marketing Approaches: Balancing investment between the dealership's website and external lead sources to mitigate risk. Advanced CRM Integration: Leveraging CRM systems to optimize prospect engagement and relationship development. Strategic Lead Management In today's automotive industry, the ability to effectively manage leads is crucial. Sean V. Bradley's discussion about dealerships being overwhelmed with leads hits home for many. He describes a common scenario: "You guys have so many leads, so many buyers, and not enough people." Overwhelming lead volume without sufficient staff can result in missed opportunities and wasted resources. Bradley's advice on categorizing leads into existing prospects and carryover prospects is significant. He provides a vivid illustration of a common oversight: "If you have 1,000 fresh leads a month, you're not going to start the first day of the month with zero." Instead, dealerships should consider the cumulative effect of carryover leads. Creating a structured approach to handling these varying lead types ensures that sales teams don't become inundated and fail to capitalize on genuine sales potentials. The importance of preparation and understanding the buying cycle underscores the critical need for dealerships to adopt refined lead management strategies. As Bradley emphasizes, "The average buying cycle for a new car is 90 days." Knowing this, dealerships must adjust their follow-up processes to align with the customer's timeline, thereby maximizing conversion chances. Diverse Marketing Approaches A key theme reinforced by Bradley and Williams is the fallacy of putting all marketing funds into a dealership's website. Bradley cautions against such myopic strategies: "It makes no sense to spend a little bit of money on the website but spend a fortune on ads or crap that drives traffic." Instead, he advocates for a diversified marketing approach akin to a mutual fund strategy, where investments are spread across multiple lead sources to minimize risk and maximize exposure. This diversified strategy includes the use of third-party lead providers like AutoWeb and Cars Direct, which offer an attractive cost-benefit ratio. Bradley highlights this by noting, "You should be able, if you're brand new or you're underperforming, to handle about 80 to 100 fresh Internet leads max." This targeted approach ensures that dealerships can maintain lead quality while benefiting from a sustainable and predictable lead flow. Integrating different marketing facets, such as search engine optimization (SEO), pay-per-click (PPC) advertising, and social media campaigns, allows dealerships to reach a broader audience while retaining flexibility. This blend of strategies not only improves lead quality but also aligns marketing spending with tangible results. Advanced CRM Integration for Optimal Customer Engagement The integration of CRM technology in lead management cannot be overstated. A recurring theme in Bradley's discussion is the imperative for dealerships to leverage CRM systems as a central nervous system. With compelling clarity, he describes the potential of CRMs to enhance customer relationships from "inception of the prospect." A robust CRM system is more than just a tool for managing leads. It offers invaluable insights into customer behavior and preferences, enabling personalized communication strategies. Bradley advises on the strategic setup of CRMs: "It needs to be optimized the right way." This involves structuring automated emails, video messages, and task reminders to ensure that no lead is left unengaged. The synergy between CRM systems, human resources, and AI is especially transformative. Bradley explains, "Your CRM, your human resources, and your AI should all be designed and architected interdependently." This triad approach not only enhances operational efficiency but also cultivates deep customer relationships, ultimately driving sales and fostering long-term loyalty. Dealerships that embrace this comprehensive CRM strategy are better positioned to navigate the complexities of customer interactions, ensuring that every engagement is as personalized and impactful as possible. To truly thrive in the modern automotive landscape, dealerships must embrace a multi-faceted approach that integrates strategic lead management, diversified marketing practices, and advanced CRM solutions. By doing so, they can transform challenges into opportunities, ensuring sustained growth and customer satisfaction. As Bradley insightfully advocates, a dealership's success is significantly enhanced when it masters these key areas, preparing itself to meet and exceed customer expectations consistently.     Resources + Our Proud Sponsors: ➼ The Millionaire Car Salesman Facebook Group: Join the #1 Mastermind Group in the Automotive Industry with over 29,000 members worldwide. Collaborate with automotive professionals, learn the best industry practices, and connect with top mentors, managers, and sales leaders. Join The Millionaire Car Salesman Facebook Group today! ➼ Dealer Synergy: The automotive industry's #1 Sales Training, Consulting, and Accountability Firm. With over 20 years of proven success, Dealer Synergy has helped dealerships nationwide build high-performing Internet Departments and BDCs from the ground up. Our expertise includes phone scripts, rebuttals, CRM action plans, lead handling strategies, and management processes; all designed to maximize your people, processes, and technology! ➼ Bradley On Demand: The automotive industry's most powerful Interactive Training, Tracking, Testing, and Certification Platform. With LIVE virtual classes and access to a library of over 9,000 on-demand training modules, Bradley On Demand gives your dealership the tools to dominate every department: Sales, Internet, BDC, CRM, Phone, and Leadership. From sharpening individual skills to elevating entire teams, this platform ensures your people are trained, tested, and certified for maximum success. Equip your dealership to sell more cars, more often, and more profitably with Bradley On Demand!

Join Dan Carrigan and Dr. Ben Flusberg, Chief Data Officer at Cox Automotive for a deep dive into the evolution and practical application of AI in auto retail. Dr. Flusberg defines the AI landscape, explaining the shift from predictive to generative and now to agentic AI—where systems execute multi-step automated workflows. Dr. Flusberg shares his strategic framework: the "AI Pyramid." This model outlines the path to maximizing AI value, moving from basic Insights to Predictions, then Recommendations, and finally to full Automation. He explains that while AI is a "force multiplier" for repetitive tasks, the true challenge is not the technology, but people and process change. Learn why Cox Automotive is focused on innovations like hyper-personalization and BDC tools that combine predictive data with generative AI to boost lead conversion. Discover why dealers must aim for vendors who offer integrated systems to avoid "AI sprawl" and empower their teams through upskilling. This is an essential guide for dealership leaders ready to move past AI 101 and redesign their operations for the future.

AI is changing the way dealerships connect, communicate, and compete! In Part 4 of our Matador AI mini-series, Jen sits down with Carla Ksonzek, Head of Sales at Matador AI, to talk about how top dealers are winning the long game through automation, culture, and leadership. Carla breaks down what she calls the SMS-first world—where 90% of customers respond within minutes—and how dealers can use AI as an extension of their people, not a replacement. You'll hear how Matador scales without losing personal touch, the power of leadership buy-in, and why adoption beats innovation every time. If you lead a sales or BDC team, this episode will help you build consistency, protect your people from burnout, and create an edge your competition can't match. https://matador.ai/ | Carla Ksonzek 514-452-1347 | Carla@matador.ai Dealer Talk with Jen Suzuki Podcast |

The future of the car business isn't coming… it's already here. And it's driven by artificial intelligence! Join Sean V. Bradley, President of Dealer Synergy, as he explores how AI is transforming every corner of the automotive industry. In this powerful episode, Sean is joined by two industry leaders: Yuriy Demidko from Fox Motors and Tasso Roumeliotis, Founder and CEO of Numa. Together, they pull back the curtain on the real impact of AI inside today's dealerships, from sales and service to communication and customer experience! "If you don't embrace some level of AI in certain pieces of your process, you will just fall behind really, really quickly." - Yuriy Demidko You'll hear how Fox Motors is strategically implementing AI to streamline service operations, enhance communication, and create more meaningful connections with customers, while Numa's cutting-edge technology is helping service advisors do more with less, resolving communication gaps that once slowed dealerships down! "Imagine what it will save you in the long term. Having cleaned up data, not just hoping and praying that your marketing is working properly." - Yuriy Demidko This isn't just theory, it's what's actually happening inside some of the nation's most forward-thinking stores. Whether you're a dealer principal, manager, or salesperson ready to embrace the next era of retail automotive, this episode will open your eyes to how AI is not replacing people, it's empowering them!

Jacob Berry joins the One Gang Worldwide podcast to break down what is working now for powersports dealers. We cover dealer-to-dealer buying, service-lane acquisition, fast recon, and digital merchandising that moves units. Jacob also shares his journey from WyoTech grad and Mercedes tech to sales, BDC leadership, building internet departments across RideNow, navigating the RumbleOn era, and launching AMP Digital and MotoHunt to help dealers buy right and turn faster.Listen for practical steps to source better, price smarter, and turn aged units faster.Spotify: https://open.spotify.com/show/32L4getcOmBCYL3fRxDlyHApple Podcasts: https://podcasts.apple.com/us/podcast/the-dealership-fixit-podcast/id1449367603YouTube: https://www.youtube.com/channel/UC8RWgq6pFKN8dHurvKa858ASponsor: dealers.motohunt.com

Emails alone won't cut it anymore. In this episode of Dealer Talk with Jen Suzuki, we dive into how to leverage video to boost responses, engage leads, and convert more sales. Jen walks you through: Using AI to craft tailored video scripts for introductions, follow-ups, and appointment confirmations. The 4 "moments that matter" in every customer journey — from first contact to sold. Be-back videos and loyalty follow-ups to reconnect with previous buyers. Tips for thumbnails, intros, and video length that actually get watched. Learn why video isn't just a trend — it's now a must-have in the dealership sales toolkit. Perfect for salespeople, BDC agents, and managers looking to boost engagement and close more deals. Dealer Talk with Jen Suzuki Podcast |

In this episode of the Loveall Sales Podcast, we sit down with Katie, a trailblazer in the male-dominated world of car sales. From starting in the BDC to mastering the sales floor, winning regional competitions, and navigating finance, Katie shares how she turned challenges into record-breaking success.Discover how she:Overcame self-doubt and built unstoppable confidenceThrived as one of the few women in the industryLearned to generate her own leads and grow a loyal book of businessTurned setbacks into sales wins—and reclaimed her passion for sellingWhether you're starting out in sales or aiming to level up, Katie's story is packed with insights, inspiration, and actionable strategies to help you dominate your market—one deal at a time.

In this eye-opening episode of the Millionaire Car Salesman Podcast, hosts Sean V. Bradley and L.A. Williams tackle one of the most costly mistakes in automotive: sales professionals practicing on REAL customers! "Practice makes permanent. Only perfect practice makes something perfect." - Sean V. Bradley They break down why the industry can no longer afford to "wing it" and how the world's top performers master their craft before they ever meet a client. Listeners will hear powerful insights on how the next generation of dealerships are training smarter, not harder, by using technology and artificial intelligence to simulate real-world selling situations without the real-world risk. "If you want the things the average person doesn't have, you've got to be willing to do the things that the average person isn't willing to do." - Sean V. Bradley Whether you're a dealer principal, manager, or salesperson, this episode will challenge how you think about preparation, training, and accountability. Discover how a commitment to practice, performance, and innovation can unlock better customer experiences, higher profits, and a stronger dealership culture. "AI is not there to take your jobs, folks. AI is there to enhance what you do, how you do it, and help you increase your engagements and your results." - Sean V. Bradley

So many people avoid calling internet leads — and it's not fear, it's lack of process. In this episode of Dealer Talk with Jen Suzuki, I break down my 3-step call framework that builds trust, uncovers what customers really want, and locks in appointments fast. You'll learn: How to lead with helper vibes instead of "sales vibes." How to get into flex mode to understand their needs and preferences. How to confidently set appointments and ask for commitment. No scripts. No robotic pitches. Just human-to-human connection that converts. Perfect for BDC agents, sales consultants, and dealership leaders who want to level up their call game. Dealer Talk with Jen Suzuki Podcast |

In this episode of the Millionaire Car Salesman Podcast, host LA Williams sits down with Brandon Anderson, Vice President at Dealer Synergy and Founder of Anderson Athletic Academy, to discuss the parallels between high-level sports and success in automotive sales!  “To me, the mindset has to be, how can I be better immediately, not six months from now.” – Brandon Anderson They delve into how principles such as discipline, consistency, and effective coaching transcend industries, offering insights into achieving greatness regardless of one's field. Brandon shares his experiences and the mindset required to excel, drawing comparisons between preparing athletes for the NFL and coaching salespeople to reach their full potential. “Preparation always meets opportunity, right? So when you're prepared, you're ready to cash in on the opportunity.” – Brandon Anderson The discussion emphasizes the importance of viewing sales as a professional sport, requiring the same dedication, preparation, and competitive spirit. Keywords like "high-level performance," "sales coaching," and "competitive mindset" underscore the techniques and strategies necessary to elevate sales effectiveness! Brandon illustrates how having discipline and an unwavering drive can turn ordinary efforts into extraordinary achievements, whether on the playing field or the sales floor. The episode concludes with advice for sales managers on transforming their teams through accountability and effective coaching, urging them to embrace a culture of continuous improvement.   Key Takeaways: ✅Discipline and Consistency: Brandon emphasizes the role of preparation and consistent effort in achieving success, whether in sports or sales. ✅Competitive Mindset: Embracing competition and striving for better results is crucial in any field. ✅Importance of Fundamentals: Mastering basics are essential before advancing to more sophisticated techniques in sales or sports. ✅Coaching and Accountability: The significance of having a strong coach to guide, motivate, and hold teams accountable is highlighted. ✅Continual Improvement: The episode promotes a culture of learning and adapting through regular review and analysis of performance.   About Brandon Anderson Brandon Anderson is an exceptional individual known for his multifaceted background in athletics and business coaching. As an All-American defensive back, Brandon has thrived in competitive sports, later transitioning into coaching, where he focused initially on training athletes for the NFL through his establishment, Anderson Athletic Academy. Today, he serves as a performance coach at Dealer Synergy, translating his deep insights from the athletic world into actionable coaching strategies for sales teams. Brandon is recognized for his unique ability to cultivate both individual and team potential, leveraging his expertise to spearhead transformation within the automotive sales industry!   Bridging the Gap Between Athletic Mindsets and Car Sales Success Key Takeaways Repetition and Consistency for Mastery: Just like athletes practice relentless repetition, sales professionals must adopt the same discipline for success. Mindset Overcomes Barriers: A competitive and resilient mindset can transcend different fields, motivating continuous improvement regardless of past performance. The Importance of the Hidden Grind: Private preparation—away from direct supervision—fuels public performance, driving success both in sports and sales.   Repetition: The Athlete's Secret to Sales Mastery Repetition and consistency underpin the journey to excellence in any field, be it athletics or car sales. Athletes dedicate countless hours to perfecting their craft through unwavering repetition, an approach directly applicable in other sectors. As Brandon Anderson emphasized, "Greatness is consistency… It's boring because you got to do the same thing over and over." The same principle applies to sales professionals, where mastery is achieved through consistent practice and process adherence. Understanding the necessity of repetition allows salespeople to bridge the gap between ordinary performance and extraordinary success. Anderson notes, "Practice doesn't make perfect because we always can be better, but it makes permanent." While this might seem mundane, enduring repetition integrates skills and processes into a salesperson's daily routine, driving efficiency and expertise. This disciplined approach fosters a deep understanding of sales tactics, ultimately leading to improved conversion rates and career advancement. Cultivating a Competitive Mindset Across Industries A central theme of the discussion was the transformative power of a competitive mindset in achieving success, regardless of the field. LA Williams highlighted, "If salespeople… looked at themselves as an athlete, what are some of the changes you think folks… would change for people?" The answer lies in adopting the athlete's tenacity and drive to excel beyond the status quo, as Anderson underscores with, "Do you want to be the best or you just want to be here?" This mindset shift involves a relentless pursuit of excellence and the willingness to push past current limits. Whether managing a challenging sales month or underperforming in a game, the key is bouncing back stronger and more determined. As Anderson states, "In winners, that doesn't exist because if you had a bad half, you're ready for the second half." A competitive outlook encourages continuous self-improvement and the resilience needed to tackle setbacks head-on, converting challenges into opportunities for growth. The Hidden Grind: Private Preparation Drives Public Performance Behind every public performance is a wealth of private dedication and unseen effort. Williams and Anderson highlight the importance of this "hidden grind"—the silent, tireless work away from the spotlight that truly fuels success. Anderson articulates, "The private grind is more important… that private grind, you're watching film, you're trying to see tendencies, you're trying to see what's going on." This preparation is essential for both athletes and salespeople, where those extra hours of work cultivate confidence and capability. Sales professionals who engage in this hidden grind—a combination of practice, strategy review, and personal growth—equip themselves to overcome challenges and excel under pressure. In the dealership context, this might involve reviewing sales calls to identify improvements, studying trends to refine pitches, or dedicating time to personal development. As Williams notes, "Rehearse in private so that you can perform in public," reinforcing how this critical preparation distinguishes high achievers from their peers. Viewing these insights together, it's evident that the synergy between an athlete's mindset and a sales professional's success creates a powerful blueprint for personal and professional growth. Emphasizing repetition, fostering a competitive mindset, and committing to private preparation offers sales professionals a holistic framework for achieving excellence. By harnessing these principles, individuals can transcend perceived limitations, achieving results that redefine their career trajectories and set new benchmarks for success. The journey to greatness—whether on the field or the sales floor—demands dedication, resilience, and a relentless pursuit of improvement.   Resources + Our Proud Sponsors: ➼ The Millionaire Car Salesman Facebook Group: Join the #1 Mastermind Group in the Automotive Industry with over 29,000 members worldwide. Collaborate with automotive professionals, learn the best industry practices, and connect with top mentors, managers, and sales leaders. Join The Millionaire Car Salesman Facebook Group today! ➼ Dealer Synergy: The automotive industry's #1 Sales Training, Consulting, and Accountability Firm. With over 20 years of proven success, Dealer Synergy has helped dealerships nationwide build high-performing Internet Departments and BDCs from the ground up. Our expertise includes phone scripts, rebuttals, CRM action plans, lead handling strategies, and management processes; all designed to maximize your people, processes, and technology! ➼ Bradley On Demand: The automotive industry's most powerful Interactive Training, Tracking, Testing, and Certification Platform. With LIVE virtual classes and access to a library of over 9,000 on-demand training modules, Bradley On Demand gives your dealership the tools to dominate every department—Sales, Internet, BDC, CRM, Phone, and Leadership. From sharpening individual skills to elevating entire teams, this platform ensures your people are trained, tested, and certified for maximum success. Equip your dealership to sell more cars, more often, and more profitably with Bradley On Demand!

We're live at BDC!  Host Amy Board take you straight to the exhibit hall floor, chatting with doctors like Drs. Quon, Sidonio, and Radak, plus patient advocates Collin Johnson and Matt Capsel. From man-on-the-street interviews to a touching story from Greg, this episode reminds us all to run—not walk—towards science. Join us for real conversations, patient perspectives, and insights on gene therapy, joint health, and life in the bleeding disorders community. Next up: An inspiring interview with Patty Weltin and the “Beyond the Diagnosis” art exhibit.   Don't miss this insightful, energizing episode that dives into the future of bleeding disorders care.   Presenting Sponsor: Takeda, visit bleedingdisorders.com to learn more.   It's a Whole New World Gene Therapy Segment brought to you by CSL Behring, which now has a first-of-its-kind hemophilia B treatment. Visit BeyondHemB.com or download B SUPPORT wherever you get your apps for more information. Show Notes:   Subscribe: The BloodStream Podcast   Connect with BloodStream Media: BloodStreamMedia.com BloodStream on Facebook  BloodStream on X/Twitter  BloodStream on Instagram BloodStream on LinkedIn BloodStream on TikTok  

Today I'm joined by Amol Waishampayan, Co-Founder of fullthrottle.ai, and David Regn, CEO of fullthrottle.ai. We break down what's really working in dealership advertising right now, what's getting left behind, and the new approach smart dealers are using to reach more buyers — plus plenty more. This episode is brought to you by: 1. Repair360 - If you're in the used car business, you know wasted time is wasted money. Check out Repair360—the first and only reconditioning software that connects every function in the dealership to tighten recon and help you sell more cars — No more hounding vendors. Goodbye endless texts and hallway chases. Repair 360 connects all the dots. See where every car is and what its recon is costing minute-to-minute in real time. Go to @ http://www.repair360.com or click the link in the show notes below. 2. Matador AI - Discover why the biggest dealership groups in America are using Matador AI to enhance their Sales and BDC teams to sell and service more cars than ever before. Right now, podcast listeners get the first 30 days risk-free with an included white-glove onboarding, so you can experience the difference in your store. This offer is only available until the end of the month, so don't wait! Head to http://www.matador.ai and book your demo today. 3. fullthrottle.ai - fullthrottle.ai® is a next-generation AdTech powerhouse. The Automotive DSP™ is built specifically for the auto industry, combining advanced programmatic targeting, real-time bidding, and analytics tailored to drive dealership and OEM performance. With fullthrottle.ai®, marketers can reach the right car shoppers at the right moment and optimize toward real business outcomes like test drives, leads, or sales. fullthrottle.ai bridges the gap between auto media buying and results-driven marketing. Check out Car Dealership Guy's stuff: For dealers: Industry job board ➤ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠http://jobs.dealershipguy.com⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ Dealership recruiting ➤ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠http://www.cdgrecruiting.com⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ Fix your dealership's social media ➤ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠http://www.trynomad.co⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ Request to be a podcast guest ➤ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠http://www.cdgguest.com⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ For industry vendors: Advertise with Car Dealership Guy ➤ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠http://www.cdgpartner.com⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ Industry job board ➤ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠http://jobs.dealershipguy.com⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ Request to be a podcast guest ➤ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠http://www.cdgguest.com⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ Topics:00:16 Current automotive advertising trends? 01:26 David's key industry insights? 02:30 How have ad strategies evolved? 04:25 Digital advertising challenges and opportunities? 12:49 What is an Automotive DSP? 21:07 Best DSP success story? 38:10 Future of automotive advertising? 39:55 Final advice for dealers? Car Dealership Guy Socials: X ➤ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠x.com/GuyDealership⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ Instagram ➤ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠instagram.com/cardealershipguy/⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ TikTok ➤ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠tiktok.com/@guydealership⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ LinkedIn ➤ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠linkedin.com/company/cardealershipguy⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ Threads ➤ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠threads.net/@cardealershipguy⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ Facebook ➤ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠facebook.com/profile.php?id=100077402857683⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ Everything else ➤ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠dealershipguy.com⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

Today I'm joined by Jim Roche, CEO of WarrCloud. We dig into the $100K+ most dealers miss in warranty work, why surging warranty volume has made WarrCloud one of the fastest-growing companies in America (#1 in Missouri), and how you can retain techs and boost profits at the same time—plus much more. This episode is brought to you by: 1. Matador AI - Discover why the biggest dealership groups in America are using Matador AI to enhance their Sales and BDC teams to sell and service more cars than ever before. Right now, podcast listeners get the first 30 days risk-free with an included white-glove onboarding, so you can experience the difference in your store. This offer is only available until the end of the month, so don't wait! Head to @ http://www.matador.ai and book your demo today. 2. Digital Dealer - Digital Dealer Conference & Expo – Get real strategies that work in marketing, advertising, AI, fixed ops and more when you register to attend. Plus, the expo hall is packed with top exhibitors, quick-hit expert talks, and hands-on workshops that'll help you turn ideas into action. Mark your calendars for October 14-15, 2025 at Mandalay Bay in Las Vegas and register today @ http://www.digitaldealer.com/registration⁠⁠⁠⁠ 3. WarrCloud - Your warranty claims process shouldn't drain your profits—or your people. Our award-winning AI technology transforms OEM warranty processing, helping you capture every dollar you've earned. Dealers reduce costs, speed up reimbursements, and uncover new revenue opportunities—while consistently improving OEM claim scores. The future of fixed ops belongs to those who adapt. Let's talk about automating your warranty processing today. Visit @ https://warrcloud.com/get-an-analysis Check out Car Dealership Guy's stuff: For dealers: Industry job board ➤ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠http://jobs.dealershipguy.com⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ Dealership recruiting ➤ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠http://www.cdgrecruiting.com⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ Fix your dealership's social media ➤ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠http://www.trynomad.co⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ Request to be a podcast guest ➤ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠http://www.cdgguest.com⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ For industry vendors: Advertise with Car Dealership Guy ➤ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠http://www.cdgpartner.com⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ Industry job board ➤ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠http://jobs.dealershipguy.com⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ Request to be a podcast guest ➤ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠http://www.cdgguest.com⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ Topics: 00:47 Current auto sales and service trends? 01:38 Why the shift towards vehicle service? 02:18 How to interpret market forecasts? 04:44 Warranty vs customer pay dynamics? 09:58 AI and RPA's role in dealerships? 18:06 How to optimize warranty claims? 28:05 Key insights for business growth? 31:38 Future trends for dealerships? Car Dealership Guy Socials: X ➤ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠x.com/GuyDealership⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ Instagram ➤ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠instagram.com/cardealershipguy/⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ TikTok ➤ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠tiktok.com/@guydealership⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ LinkedIn ➤ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠linkedin.com/company/cardealershipguy⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ Threads ➤ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠threads.net/@cardealershipguy⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ Facebook ➤ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠facebook.com/profile.php?id=100077402857683⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ Everything else ➤ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠dealershipguy.com⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

On this week's episode of Passive Income Playbook, Pascal Wagner interviews Peter Sack. They dig into why Chicago Atlantic targets underserved private credit niches, especially state-by-state cannabis lending where limited competition can mean first-lien structures at lower leverage with mid-teens to ~20% returns, plus classic lender protections. Peter explains how regulatory moats, disciplined underwriting, and downside focus beat “sexy” equity stories, and how potential legalization would likely trigger refinancings, prepayment fees, and warrant upside rather than harm. They also compare private funds to public options through Chicago Atlantic's BDC and mortgage REIT tickers, LIEN and REFI, and outline what LPs should evaluate in credit managers from lien position to non-accruals and third-party administration. Peter SackCurrent role: Managing Partner, Chicago AtlanticBased in: Miami, FloridaSay hi to them at: https://www.chicagoatlantic.com/ | LinkedIn | investors@chicagoatlantic.com This is a limited time offer, so head over to aspenfunds.us/bestever to download the investor deck—or grab their quick-start guide if you're brand new to oil and gas investing. Get 50% Off Monarch Money, the all-in-one financial tool at www.monarchmoney.com with code BESTEVER Join the Best Ever Community  The Best Ever Community is live and growing - and we want serious commercial real estate investors like you inside. It's free to join, but you must apply and meet the criteria.  Connect with top operators, LPs, GPs, and more, get real insights, and be part of a curated network built to help you grow. Apply now at ⁠www.bestevercommunity.com⁠ Podcast production done by ⁠Outlier Audio⁠ Learn more about your ad choices. Visit megaphone.fm/adchoices