Podcast appearances and mentions of Frank J Lopes

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 They expose how outdated appraisal strategies, slow processes, and poor sourcing decisions destroy gross before a vehicle even hits the lot.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

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

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

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

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

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

The Solutionaries have been working hard to get one of their Automotive Heroes on the Podcast. They messaged, followed up, share content, and even cornered him in a bar. HaHaHa. All Kidding aside, we are honored and humbled to have Frank Lopes, host of the #1 Show in automotive and one of the best car guys on the planet on the Car Guy Coffee Podcast to ask him the #5Liner. Let's get Straight To The Point and have tons of fun. Don't miss this Terrific Trio have some fun. Enjoy, Let's Brew!Brew Brought By:www.vincue.comwww.fixedopsdigital.comwww.teammxs.comwww.shopsmartautos4dealers.comwww.m1-data.comwww.321ignition.com

Conferences aren't (and shouldn't be) just an excuse to get some time away from work with free dinners and a bit of party time. So instead of nodding off during the keynotes or drinking the night away, Frank J Lopes offers you his top 5 tips to help you make the most out of the next conference you attend.

AFdealerconsulting.com

Ever wonder why some retail professionals always seem to win while others are stuck in a rut? As much as we'd like to believe that tactics alone will help car dealers succeed, there is so much to be said of consistency in following a strategy. In this episode of The Dealer Playbook, Michael Cirillo and Frank J. Lopes explore what the power of consistency, if following a strategy, can do for your dealership, especially as we seek to rebuild from the COVID-19 pandemic. Got a question for Michael Cirillo? Call our voicemail: (780)306-2021 for a chance to be featured on the show. Enjoying the podcast? Be sure to click that subscribe button and leave an honest review. Visit thedealerplaybook.com for even more free resources and tips to help grow your career in the retail automotive industry.

Ever wonder why some retail professionals always seem to win while others are stuck in a rut? As much as we'd like to believe that tactics alone will help car dealers succeed, there is so much to be said of consistency in following a strategy. In this episode of The Dealer Playbook, Michael Cirillo and Frank J. Lopes explore what the power of consistency, if following a strategy, can do for your dealership, especially as we seek to rebuild from the COVID-19 pandemic. Got a question for Michael Cirillo? Call our voicemail: (780)306-2021 for a chance to be featured on the show. Enjoying the podcast? Be sure to click that subscribe button and leave an honest review. Visit thedealerplaybook.com for even more free resources and tips to help grow your career in the retail automotive industry.

Frank J Lopes is known for his straight-shooter, no-nonsence approach to organizational achievement. In this episode of the podcast, Frank and Michael discuss concepts that he shares in his new book, "The 7 Minute Setup" and how dealerships can use this time (during COVID-19) to focus on what matters most. Got a question for Michael? Call our voicemail: (780) 306-2021 for a chance to be featured on the show. Enjoying the podcast? Be sure to click that subscribe button and leave an honest review! Want even more free tools and resources, head over to http://www.thedealerplaybook.com/ and sign up for our newsletter to get Michael's latest free tools and resources.

Frank J Lopes is known for his straight-shooter, no-nonsence approach to organizational achievement. In this episode of the podcast, Frank and Michael discuss concepts that he shares in his new book, "The 7 Minute Setup" and how dealerships can use this time (during COVID-19) to focus on what matters most. Got a question for Michael? Call our voicemail: (780) 306-2021 for a chance to be featured on the show. Enjoying the podcast? Be sure to click that subscribe button and leave an honest review! Want even more free tools and resources, head over to http://www.thedealerplaybook.com/ and sign up for our newsletter to get Michael's latest free tools and resources.

Frank J Lopes on the #GetYaSome Radio Show talking about Kar Biz and The Korona, plus his new book The 7 Minute Setup [Now Available on Amazon] Let's do this thing. The Get Ya Some Radio Show will make its world premiere on Tuesday April 4th. Check your email now to get your situation situated […]

My interview with the amazing Frank J. Lopes!

We have Frank J. Lopes as our in studio Co-Host, Chris Hill, Mike Phillips, Matt Lasco, and Lisa Copeland joining us!

Frank J. Lopes cuts to the chase and shares the top three things you can do to filter out all of the noise in the retail car business and build a juggernaut dealership. Let's face it, there is a lot of information out there. At best, much of it conflicts. It can be difficult to know what you can do to not only manage the affairs of your dealership but see substantial growth. In episode 124, we're going to get to the bottom of it. Frank shares a foolproof method to figuring out the best things to focus your energy on, that will help you achieve the biggest gains. Season 8 Sponsor So glad to be joined by my friends at Kelley Blue Book - they have an awesome way to reduce transaction times while enhancing the customer experience. Find out how by visiting b2b.kbb.com/gettoyes Review the DPB If you're getting value from the show, I would love your help with an honest review on iTunes OR share it with your leaders and associates. Lastly, don't forget to keep the playbook open and DOMINATE! Love,  MC

Frank J. Lopes cuts to the chase and shares the top three things you can do to filter out all of the noise in the retail car business and build a juggernaut dealership. Let's face it, there is a lot of information out there. At best, much of it conflicts. It can be difficult to know what you can do to not only manage the affairs of your dealership but see substantial growth. In episode 124, we're going to get to the bottom of it. Frank shares a foolproof method to figuring out the best things to focus your energy on, that will help you achieve the biggest gains. Season 8 Sponsor So glad to be joined by my friends at Kelley Blue Book - they have an awesome way to reduce transaction times while enhancing the customer experience. Find out how by visiting b2b.kbb.com/gettoyes Review the DPB If you're getting value from the show, I would love your help with an honest review on iTunes OR share it with your leaders and associates. Lastly, don't forget to keep the playbook open and DOMINATE! Love,  MC

 Team DPB is back with session 79! If you have been tuning into any of the past DPB episodes you know we love to chat it up about marketing and other creative avenues to grow your dealership and brand but in this session we take another approach. No matter how great your marketing is you still need to back that up with a great experience for the customer. In this session we are talking about with the VP of Forrest & Blake Advertising out of New Jersey. The ”Marketing Guy For Car Guys” Frank J Lopes is Vice President of Forrest & Blake Marketing/Advertising in New Jersey.  Professionally he leads and guides the marketing efforts of some of the largest and fastest growing dealerships in the country.  He is also prolific presence on Social Media spreading a message of Positivity and Growth to all his followers. He speaks out on controversial issues facing the automobile industry and is an evangelist for positive change and the customer experience. Here is a quick preview of DPB's conversation with Frank: Beatdown Sales Meetings  The Glenn Gary, Glenn Ross massive beatdown sales meetings is not going to motivate salespeople to sell more or provide a memorable experience for customers.  In this session Frank discusses how to bring a different approach to the table.  Self Awareness  The key to kicking off the change in culture in your dealership is being “self aware”. Whether you are in management or the frontline in a dealership this is a crucial step.  How Should A Salesperson Handle This Kind Of Environment So many amazing salespeople are stuck in these kind of environments. Frank drops some insight and tips on how a salesperson can push through this kinda negative energy and still be super successful selling cars.  There is a quick taste of team DPB's chat with Mr. Frank Lopes.Frank Lopes FacebookFrank Lopes Twitter You Know The Drill, Now It's Your TurnThe whole team at DPB can not thank you enough for all the support and love you have been giving us.Whether you loved it, hated it, want more of it, or want something different , we want to hear your voice.Sound off below with your thoughts, opinions, suggestions, questions, etc. and lets keep this conversation going.See you next time ; Have You Checked Out Michael Cirillo's Best Selling Book "Don't Wait Dominate? Get Michael's book here.Connect With Team DPBConnect with The Dealer Playbook on Twitter here.Check out Michael Cirillo's blog here.Check out Robert Wiesman's blog here.Connect with Michael Cirillo on Twitter here.Connect with Robert Wiesman on Twitter here.  

  Team DPB is back with session 79!   If you have been tuning into any of the past DPB episodes you know we love to chat it up about marketing and other creative avenues to grow your dealership and brand but in this session we take another approach.   No matter how great your marketing is you still need to back that up with a great experience for the customer.   In this session we are talking about      with the VP of Forrest & Blake Advertising out of New Jersey.   The ”Marketing Guy For Car Guys” Frank J Lopes is Vice President of Forrest & Blake Marketing/Advertising in New Jersey.   Professionally he leads and guides the marketing efforts of some of the largest and fastest growing dealerships in the country.   He is also prolific presence on Social Media spreading a message of Positivity and Growth to all his followers. He speaks out on controversial issues facing the automobile industry and is an evangelist for positive change and the customer experience.   Here is a quick preview of DPB's conversation with Frank:   Beatdown Sales Meetings   The Glenn Gary, Glenn Ross massive beatdown sales meetings is not going to motivate salespeople to sell more or provide a memorable experience for customers.   In this session Frank discusses how to bring a different approach to the table.   Self Awareness   The key to kicking off the change in culture in your dealership is being “self aware”. Whether you are in management or the frontline in a dealership this is a crucial step.   How Should A Salesperson Handle This Kind Of Environment   So many amazing salespeople are stuck in these kind of environments. Frank drops some insight and tips on how a salesperson can push through this kinda negative energy and still be super successful selling cars.   There is a quick taste of team DPB's chat with Mr. Frank Lopes. Frank Lopes Facebook Frank Lopes Twitter   You Know The Drill, Now It's Your Turn The whole team at DPB can not thank you enough for all the support and love you have been giving us. Whether you loved it, hated it, want more of it, or want something different , we want to hear your voice. Sound off below with your thoughts, opinions, suggestions, questions, etc. and lets keep this conversation going. See you next time ;  Have You Checked Out Michael Cirillo's Best Selling Book "Don't Wait Dominate?  Get Michael's book here. Connect With Team DPB Connect with The Dealer Playbook on Twitter here. Check out Michael Cirillo's blog here. Check out Robert Wiesman's blog here. Connect with Michael Cirillo on Twitter here. Connect with Robert Wiesman on Twitter here.