Podcasts about gross profit

This episode distils the six most important financial KPIs PR agency leaders should track, with Rachael Marshall, founder of specialist accountancy firm Magic Digits.Market contextRachael describes the current PR agency landscape as highly competitive and uneven: some agencies are “absolutely flying” while others are under real strain from rising costs and longer times to land business.“It's been a rough year (for PR)… it's a really mixed bag at the minute.” – Rachael [0:02:26]1. Cost of Sales (~30% of turnover)Third‑party delivery costs (freelancers, client‑specific software, etc.) should sit at about 30% of turnover. Higher levels can work for project-based agencies only if those costs are correctly rebilled to clients.“Anything you can do to rebill any of these third‑party costs is going to increase your revenue.” – Rachael [0:06:10]2. Staff Cost Ratio (50–60% of fee income)Direct, billable staff (including employers' NIC, pensions, and proportionate directors' salaries) should be 50–60% of fee income.Below 50%: team likely overstretched and near burnout.Above 60%: usually a pricing problem or inefficient structure.3. Gross Profit, Overheads and Net ProfitA 40–50% gross profit gives agencies the “oxygen” to operate without constant stress.“If you've got a healthy gross profit, everything's easier… if it's not, everything's harder.” – Rachael [0:16:32]Overheads should be around 20%, leaving room for a target net profit of 20% (though many are currently at 5–15%).4. Cash, Debtor Days and ResilienceRachael recommends three months' cash reserves plus the next corporation tax bill, with debtor days ideally 30–45. She underlines that:“Profit doesn't equal cash… it matters what you've got in the bank to pay people.” – Rachael [0:29:45]

What happens when a business coach gets put in the hot seat? In this episode of the Elite Business Advice Podcast, Chris Moore flips the format and answers the questions painting contractors are actually asking. Inspired by his good friend Nick Slavik of Ask a Painter Live, Chris tackles a few real-world business challenges head-on, all while painting the new EBA office: how to diagnose a Gross Profit stuck at 30% and what's likely causing the leak, which business model Chris would choose if he were starting apainting company from scratch today, how to structure an employee referral bonus program that actually motivates your team, and how to evaluate whether a neighborhood is worth targeting before you spend a dollar on marketing.Got questions or problems you need help solving in your business? Schedule a free business analysis meeting with us to see how we structure our coaching to help painting contractors across North America!

Your numbers don't have to feel overwhelming or confusing. JobTread founder Eric Fortenberry breaks down a practical 3 step financial framework remodelers can actually use to build a healthier, more profitable business. From forecasting revenue and tracking KPIs to understanding hiring, marketing spend, and cash flow, this conversation is packed with actionable ways to move from reacting to your business… to finally leading it with clarity and confidence.JobTread helps remodelers bring estimating, scheduling, job costing, and invoicing into one connected system, so they can clearly see where jobs stand and what's actually profitable. We've watched members move from guessing to confidently knowing their numbers, which leads to better pricing, planning, and leadership. If you're ready for better systems and better decisions, learn more at jobtread.com.Explore the vast array of tools, training courses, a podcast, and a supportive community of over 2,000 remodelers. Visit Remodelersontherise.com today and take your remodeling business to new heights!Key TakeawaysStrategic Financial MindsetConfidence in ProfitabilityLead Quality and Revenue PredictabilityGross Profit MarginsOverhead and Payroll ManagementDynamic Financial PlanningChapters00:00 Introduction to Financial Management04:30 The Importance of Annual Budgeting07:33 Understanding Budget Components10:27 Creating a Financial Model13:13 Forecasting Revenue and Sales Funnel16:16 Marketing Strategies for Lead Generation23:33 Customer Acquisition Cost and Marketing Efficiency27:29 Building a Revenue Model30:19 Tracking Revenue and Referrals31:45 Understanding Cost of Goods Sold33:43 Gross Profit and Budgeting35:35 Managing Overhead and Payroll40:57 Hiring and Team Management45:36 Controlling Cash Flow and Avoiding Overhiring48:31 Net Profit and Financial Health52:21 Key Performance Indicators and Continuous Improvement58:27 The All-in-One Solution for Remodelers59:17 Introduction to the Remodelers on the Rise Show

Thanks to our partners Promotive, WickedFile, Maverick Shop Owners, and OverdryveAre you leaving money on the table every time a parts price goes up — without ever realizing it? Most shop owners focus relentlessly on labor rates and rightfully so. But the slow, silent erosion happening inside your parts matrix may be quietly bleeding your gross profit month after month, even while your top-line sales are climbing. Hunt Demarest, CPA at Paar Melis & Associates, breaks down exactly how inflation has shifted your parts pricing into lower-margin brackets — and how one shop owner's savvy negotiating deal actually cost him more than it saved.This week, Hunt walks through two real-world case studies: the bracket-shift trap that moves your best-selling parts into lower markup tiers as prices rise, and a Midwest shop owner who locked in a 15% rebate from his parts vendor, watched his costs drop by $8,000, and still lost $13,000 in gross profit in a single month. Whether you've been selling parts for two years or twenty, this episode will change the way you look at your shop management software — and send you straight to your parts matrix to find out if it's still built for a world that no longer exists.What You'll Learn...(00:14) Intro, sponsor shoutouts, and what's on tap this week(02:49) Why not raising your labor rate is actually a pay cut(05:32) Rising parts costs: why higher prices usually mean more profit(07:55) The bracket shift trap — how inflation quietly kills your parts margin(15:28) How to audit your parts matrix and reset it for 2026(20:10) The 15% rebate deal that cost one shop $13,000 in a single month(25:08) The McDonald's rule — and why you should never pass savings to the customerIf you've ever assumed that rising parts costs are working in your favor, never thought to question whether your parts matrix still reflects the world you're actually operating in, and want to understand how one shop owner's smartest business move turned into a $13,000 loss — this episode is essential listening.Thanks to our partner, PromotivePromotive has over 40 years of recruiting and automotive experience. If you need qualified technicians and service advisors and want to offload the heavy lifting, visit https://gopromotive.com/Thanks to our partner, WickedFileTurn chaos into clarity with WickedFile, the AI for auto repair shops. Transform invoices into insights, protect cash flow, and stop losing parts, cores, or credits to maximize your bottom line. visit https://info.wickedfile.com/Thanks to our partner, Maverick Shop OwnersYou're working on growing a more profitable shop - that's critical. That's exactly what the 24-video Blueprint course by Maverick Shop Owners addresses - customers, sales, profit, people, systems, and freedom. Get free access for our listeners only at https://maverickshopowners.com/blueprintThanks to our partner, OverdryveOverdryve is your AI-powered marketing operating system. It predicts slow weeks before they happen, automatically launches revenue-driving campaigns, tracks ROI down to the dollar, and optimizes performance in real time. Visit https://overdryvemarketing.com/Paar Melis and Associates – Accountants Specializing in Automotive RepairVisit us Online: www.paarmelis.comEmail Hunt: podcast@paarmelis.comText Paar Melis @ 301-307-5413Download a Copy of My Books Here:Beyond the Bays: A Financial Playbook for Auto Repair Shop OwnersWrenches to Write-OffsYour Perfect Shop The Automotive Repair Podcast Network: https://automotiverepairpodcastnetwork.com/Remarkable Results Radio Podcast with Carm Capriotto: Advancing the Aftermarket by Facilitating Wisdom Through Story Telling and Open DiscussionDiagnosing the Aftermarket A to Z with Matt Fanslow: From Diagnostics to Metallica and Mental Health, Matt Fanslow is Lifting the Hood on Life.The Weekly Blitz with Chris Cotton: Weekly Inspiration with Business Coach Chris Cotton from AutoFix - Auto Shop Coaching.Speak Up! Effective Communication with Craig O'Neill: Develop Interpersonal and Professional Communication Skills when Speaking to Audiences of Any Size.Business by the Numbers with Hunt Demarest: Understand the Numbers of Your Business with CPA Hunt Demarest.The Auto Repair Marketing Podcast with Kim and Brian Walker: Marketing Experts Brian & Kim Walker Work with Shop Owners to Take it to the Next Level.

Arturo Préstamo Elizondo, Executive Chairman and CEO of Santacruz Silver Mining Ltd. (TSX.V:SCZ) (NASDAQ:SCZM) (FSE:1SZ), joins me to highlight their full-year 2025 financial and operational results across their portfolio of producing mines in Bolivia and Mexico. We also review a few of the key growth initiatives that the company has slated for 2026 across multiple projects.    FULL YEAR 2025 HIGHLIGHTS:   Revenues of $326.4 million, a 15% increase year-over-year. Gross Profit of $109.4 million, a 91% increase year-over-year. Net Income of $42.2 million, a 74% decrease year-over-year1. Adjusted EBITDA of $104.6 million, a 99% increase year-over-year. Cash and Highly-Liquid Marketable Securities of $66.7 million, a 87% increase year-over-year2. Working Capital of $63.7 million, a 38% increase year-over-year. Average Realized Price per Ounce of Silver Equivalent Sold of $39.00, a 36% increase year-over-year. AISC per Silver Equivalent Ounce Sold of $30.81, a 18% increase year-over-year. Realized Margin per Silver Equivalent Ounce Sold of $8.19, a 209% increase year-over-year.   Last year was a milestone year for Santacruz, highlighted by the full debt repayment to Glencore, payment of taxes to Bolivia, and still ending the year with ~$70 million added to the treasury and materially strengthened balance sheet.  Strong silver prices throughout the year and improving mine efficiencies contributed to a revenue increase of 15%, and the margin between the average realized price of silver and AISC improved by 209%.   While total production was down 11% due to Bolivar's May 2025 flooding event, the strength and diversification of their multi-asset operating portfolio helped offset the impact, with operations remaining cash-generative and profitable. The Company continues to expect Bolivar's full recovery by Q4 2026, with the dewatering program progressing ahead of plan and driving consistent quarter-over-quarter improvements throughout the year. The Company is beginning to see the benefits of the recovery efforts at Bolivar, now accessing again the high silver-grade Pomabamba and Nané veins.   Next we moved over to the Caballo Blanco Group of mines, which is the lowest cost and thus highest efficiency of their operations.  Colquechaquita and Tres Amigos are the 2 producing mines, but Arturo mentioned that the Company has now brought Esperanza Mine back into production during Q1, and that it should be a profitable smaller zinc-forward mine in this Caballo Blanco complex moving forward.   Next we shifted over to the high-margin San Lucas Group Lucas feed sourcing business (which now includes ore blended from the Reserva Mine, previously part of the Caballo Blanco complex).  Arturo points out that since this is a “margin business” it will always be profitable, but that it will see higher costs in parallel with higher silver prices, and thus the higher amount needed to be paid to the small regional miners that bring in their ore to sell to San Lucas.   The higher costs are not an efficiency issue, but rather reflective of moves up in the metals prices themselves.   Their Zimapán Mine in Mexico will be another area of growth for Santacruz Silver in 2026, after a substantial capital investment last year into plant equipment and improving mine efficiencies and metals recoveries.   Additionally, the operations team had finally gained access to the high-grade 960 Level of the Zimpan Mine at the end of Q4, and so this will be a more significant contributing area of production starting in Q1 2026 and for several years to come.   The operations team is advancing their silver-dominant Soracaya mine towards development and near-term production. There is already a decline ramp into this project with initial stope access in 2 areas, and the plan once the permit is received is to get this mine into initial production by Q4 of 2026.    Wrapping up we discussed the potential for future accretive acquisitions in the Americas.  The board and management team are open to a currently producing mine or development-stage underground mining assets, but only if the acquisition would be accretive for shareholders and if their team can unlock value in these acquired assets.     If you have any follow up questions for Arturo regarding Santacruz Silver, then please email those to me Shad@kereport.com.   In full disclosure, Shad is a shareholder of Santacruz Silver at the time of this recording, and may choose to buy or sell shares at any time.   Click here to follow the latest news from Santacruz Silver   For more market commentary & interview summaries, subscribe to our Substacks:   The KE Report: https://kereport.substack.com/ Shad's resource market commentary: https://excelsiorprosperity.substack.com/     Investment disclaimer: This content is for informational and educational purposes only and does not constitute investment advice, an offer, or a solicitation to buy or sell any security. Investing in equities and commodities involves risk, including the possible loss of principal. Do your own research and consult a licensed financial advisor before making any investment decisions. Guests and hosts may own shares in companies mentioned, and companies profiled may be sponsors of the KE Report.  

In this 50th episode of the Deals Deals Deals Blueprint Podcast, our host Mark Barrett welcomes Mark Jones and Meena Kanagavel, winners of the Property Entrepreneur Advanced Deal of the Year Award, to explore how they scaled from doing an HMO conversion and office conversion to a 9-unit development and delivering an award winning 23-unit scheme.   This episode gently touches on the tragic loss of Mark's son Luke just before his 23rd birthday and the reason for their mission to deliver a 23-unit scheme in his memory.    We look at their corporate backgrounds and the transferable skills that allowed them to be able to do a 9-unit new build scheme and the 23-unit scheme in Luke's memory.    Listen to the actual numbers, how they missed out on a deal which was a blessing, to sourcing the two sites, joint venture structures, their Top Three Tips and the metrics they now use to secure sites.   Since joining Property Entrepreneur in 2023, Mark and Meena are now on the PE Advanced program and have also spent the last two years in Josh Keegan's mastermind group, accelerating their growth into larger-scale developments.   Deal Breakdown (With £ Per Unit)   9-Unit Scheme Purchase Price: £250,000 (£27,778 per unit) Development Costs: £2,200,000 (£244,444 per unit) Finance Costs: £770,000 (£85,556 per unit) Total Project Cost: £3,200,000 (£355,556 per unit) GDV: £4,055,000 (£450,556 per unit) Profit: £855,000 (£95,000 per unit)   23-Unit Scheme (Deal of the Year) Purchase Price: £1,100,000 (£47,826 per unit) Development Costs: £4,300,000 (£186,957 per unit) Finance Costs: £880,000 (£38,261 per unit) Total Project Cost: £6,280,000 (£273,043 per unit) GDV: £7,450,000 (£323,913 per unit) Gross Profit: £1,170,000 (£50,870 per unit)   Combined Figures (Across Both Deals) Total Units Delivered: 32 units   Purchase Price: £1,350,000 (£42,188 per unit) Development Costs: £6,500,000 (£203,125 per unit) Finance Costs: £1,650,000 (£51,563 per unit) Total Project Cost: £9,480,000 (£296,250 per unit)   Total GDV: £11,505,000 (£359,531 per unit)   Total Profit Combined Profit: £2,025,000 (£63,281 per unit)   About the Host Mark Barrett – Founder of The HMO Agent Helping landlords and investors build profitable, hands-free portfolios through: Supported Living Lease Partnerships Portfolio building with joint ventures HMO Sales www.thehmoagent.com

Numbers Don't Lie- Why Your Finances Are Your Best Strategy with Nate Littlewood   Find Rocky Lalvani @ www.ProfitComesFirst.com or email him at rocky@profitcomesfirst.com  Make more work less video: https://youtu.be/   From Denial to Enlightenment: The 4 Stages of Financial Mindset    In this episode, Rocky Lalvani sits down with Nate Littlewood, founder of Future Ready CFO, to explore why 80% of business owners avoid their finances and how to break free from that pattern. They discuss the psychological barriers to financial engagement, the framework for moving from denial to enlightenment, and why your product might be your best marketing tool in an AI driven world. Whether you're bootstrapping an e-commerce brand or scaling a CPG company, this conversation reveals how financial clarity becomes your competitive advantage.    Learning Insights  Cognitive Dissonance is Why Founders Avoid Finances: Most founders hold two conflicting narratives believing they're building an amazing company while their numbers tell a different story. This psychological discomfort causes them to push financial data out of their focus rather than confront the reality.  The 4 Stages of Financial Mindset: Denial to Overwhelm to Intrigue to Enlightenment. Most founders start in denial (80% of business owners), and many get stuck in overwhelm when they try to go it alone without proper guidance.  Your Bookkeeper, CPA, and Banker Are Not Financial Strategists: Each plays a specific role in your business, but none are focused on helping you use financial data for strategic decision making. You need a fractional CFO or financial advisor for that function.  Gross Profit, Not Revenue, Is Your Real Business: An $8 million business with $1 million in gross profit is really a $1 million business. You can't run your company on revenue you run it on gross profit after covering all overhead and owner compensation.  Lifetime Gross Profit Determines Customer Acquisition Profitability: Understanding your repeat purchase rate and lifetime gross profit allows you to evaluate whether your CAC (customer acquisition cost) actually makes economic sense across different marketing channels.  Product Quality Is Becoming the Differentiator: As AI democratizes marketing capabilities, brand differentiation will shift from marketing execution to product excellence. The businesses that win are those with products so good they market themselves.  Finance Is the Language of Business: If you're not understanding your numbers or getting professional help to understand them, you're burning cash. This is a primary reason why businesses fail.  Contribution Margin Is Critical for E Commerce: For e commerce businesses specifically, it's important to understand contribution margin (gross profit less customer acquisition spend) as a key profitability metric, since customer acquisition costs are often a major expense category.  Most Founders Haven't Learned This Framework Before: The vast majority of seven figure founders don't know how to evaluate marketing profitability using lifetime value and CAC metrics before working with a fractional CFO.  People Only Care When They Experience Pain: Founders become receptive to financial guidance only after they've encountered their own version of pain whether that's stress about personal income, cash flow challenges, or uncertainty about which initiatives are working.    The Big Takeaway  The most transformative insight from this episode is that financial avoidance isn't a character flaw it's a natural psychological response to cognitive dissonance. When the narrative your business tells conflicts with what your numbers reveal, your brain works to suppress the uncomfortable truth. But here's what changes everything: once you move through the stages from denial to enlightenment, you realize that your numbers aren't your enemy. They're your most powerful strategic ally. When you understand your finances the lifetime value of your customers, your true gross profit, which marketing channels are actually profitable, and how cash flows through your business you gain clarity that transforms decision making. You stop guessing about where to allocate resources and start knowing. You stop chasing vanity metrics like revenue and start optimizing for metrics that actually matter. This shift from financial avoidance to financial empowerment isn't just about better accounting; it's about reclaiming your power as a business owner. It's about moving from a state of chaos and confusion to one of strategic clarity where your numbers give you confidence to make bigger, bolder decisions about the direction of your company.    About Nate Littlewood  Nate Littlewood is the founder of Future Ready CFO, where he supports early stage purpose-led founders in the eCommerce and CPG space achieve their business and financial goals by bringing clarity to their numbers and showing them how to use financial data to make better decisions on topics like marketing budgets, product portfolio, sales channel focus, team and business strategy.    Unlike other CFOs in the space, Nate has walked the walk - having bootstrapped his own eCommerce business, served as Lead Mentor for a NYC based startup accelerator program, and he spent nearly a decade on Wall St with a global investment bank before entering the world of entrepreneurship.    Through content, courses and 1:1 coaching, he's on a mission to make finance education and support more accessible for startup founders, and ultimately aspires to put an end to finance being the #1 reason that startup businesses fail.    Links  Website: futurereadycfo.com  LinkedIn: https://www.linkedin.com/in/nathanlittlewood/  YouTube: https://www.youtube.com/@Nate_Littlewood    Conclusion  Financial literacy is not a luxury for business owners it's a necessity. Whether you're bootstrapping your first e commerce brand or scaling a multi million dollar CPG company, understanding the fundamentals of your business finances will determine your long term success. The good news is that this doesn't require an MBA or years of Wall Street experience. It requires understanding basic math: what comes in, what goes out, what's left over, and what that means for your strategy. If you're currently avoiding your numbers, remember that pain is often the catalyst for change. Use it as your wake up call. If you're overwhelmed by the process, seek professional guidance. And if you're already enlightened, use your financial clarity as your competitive advantage in a market where most of your competitors are still flying blind.    Ready to move from financial denial to enlightenment? Connect with Nate Littlewood to explore how fractional CFO services can bring clarity to your e commerce or CPG business. Visit futurereadycfo.com or find Nate on LinkedIn for daily insights on startup finance and business profitability.    Want to learn more about using financial data for strategic decision making? Check out Rocky Lalvani's resources on fractional CFO services and the Profit First methodology at profitanswerman.com.    #FractionalCFO #EcommerceBusiness #FinancialClarity #SmallBusinessFinance #CPGBusiness #CashFlowManagement #BusinessProfitability #ProfitFirst #FounderMindset #FinancialLiteracy #EntrepreneurshipTips #BusinessStrategy #GrossProfit #CustomerAcquisitionCost #BusinessOwnerSalary #FinancialFreedom #SevenFigureBusiness #MarketingROI #BusinessMetrics #ProfitAnswerMan    Watch the full episode on YouTube: https://www.youtube.com/@profitanswerman  Sign up to be notified when the next cohort of the Profit First Experience Course is available!  Free Copy of the Profit Blueprint Book: https://lp.profitcomesfirst.com/landing-page-page   Monthly Newsletter signup: https://lp.profitcomesfirst.com/newsletter-signup  Relay Bank (affiliate link): https://relayfi.com/?referralcode=profitcomesfirst  Profit Answer Man Facebook group: https://www.facebook.com/groups/profitanswerman/  My podcast about living a richer more meaningful life: http://richersoul.com/  Music provided by Junan from Junan Podcast  Any financial advice is for educational purposes only and you should consult with an expert for your specific needs. 

306: Monday Minute: Gross Profit and Net Profit Have a Job Welcome to the Monday Minute with Michele. One of the new things we're adding to the podcast is a series of short, bite-sized episodes designed to give you quick insights you can put into action right away. Each Monday Minute is meant to be a fast listen—something you can absorb quickly and then apply to your business in a meaningful way. I hope these small moments of learning help you move forward with clarity and confidence. Enjoy this new offering!   Topics Covered: Gross Profit Defined Net Profit Defined  

Like the show? Show your support by using our sponsors.Promotive can help you find your dream job. Touch HERE to see open jobs.Need to update your shop systems and software? Try Tekmetric HEREWanna go to Tekmetric's first ever industry training event Tektonic? Register HEREIn this episode, Jeff talks with... Mr. Walkie Talkie... the shop owner with that southern draw...the man who's hair is ALWAYS perfect...Mr. Lucas Underwood. Lucas talks about why communication MUST improve between owners and techs, and how more empathy and understanding can completely shift the culture inside a shop. They talk about the risks of leaning too heavily on service information without double checking procedures, especially when safety and liability are at stake. Lucas also gives money advice for technicians, including why thinking long-term and investing in retirement accounts can make a huge difference down the road.Timestamps:00:00 Future of ADAS and Calibration05:54 "Vehicle Diagnostics and Calibration"13:31 Grace, Mistakes, and Quick Decisions17:03 "Frustrations and Fixes with Tech"26:12 "Removing Emotion from Business"30:47 Purpose Found in Helping Others37:27 "Happiness Comes From Within"41:59 "Finding Happiness Amid Toxicity"48:05 "Miscommunication Resolved Through Dialogue"51:11 Communication Growth and Therapy Reflections54:33 "Social Media's Impact on Behavior"01:02:32 "Compound Growth: $695k to Millions"01:11:01 "Planning Future Security and Freedom"01:14:30 "Growth, Respect, and Reflection"01:17:28 "Reflections on Unfiltered Insights" Follow/Subscribe to the show on social media! TikTok - https://www.tiktok.com/@jeffcompton7YouTube - https://www.youtube.com/@TheJadedMechanicFacebook - https://www.facebook.com/profile.php?id=100091347564232

Your numbers might look healthy.Revenue's up. Projects are flowing. The pipeline feels… fine.But underneath? Margins are eroding. Cash is tighter than you'd like. And no one's totally confident in the data they're using to make decisions.In this episode of The Handbook, Harv Nagra sat down with finance and business ops advisor Robert Patin to unpack what's really going on beneath the surface of many professional service businesses right now – and why operational maturity is the difference between surviving and thriving.Here's what we dive into:

Brian Buffini started a real estate team before teams were a thing. Back in 1992. Back before brokerages had any idea what to do with a team.Today, Buffini & Company coaches and trains agents, team leaders, and broker owners around the world.All along, Brian's viewed teams as “the future of real estate.” But team leadership isn't for everyone and  aspirations for a mega team aren't necessary.Brian was kind enough to be a guest on our show as I was a guest at his Buffini Coaching live event to share decades of insights, experience, and influence.With a live audience of hundreds of real estate professionals, Brian sat down with me to share what it took to sell 100 homes in a year in the late 80s, why teams emerged, who should (and shouldn't) build a team, what the main team models are, where “Death Valley” is for team leaders, what leaders must stay focused on and watch out for ... and much more!A HUGE thank you to Brian and his entire team for welcoming me into their community in such an open and sincere way!Watch or listen for Brian Buffini's insights into:Leading and managing yourselfWhat it took to sell 100 homes/year in the late 1980s with one assistantWhy and how he started a team in the early 1990s (and why he struggled initially)Why he's long viewed teams as “the future of real estate” and who teams are best forWhy referring out excess business is a good first step toward a teamHow to find your first assistantWhat other stages of team maturity look like and the key to finding your right size (spoiler: 4-7 is a sweet spot)Why 80% of agents should keep selling (perhaps with a team to support them)What the hardest thing about real estate is (and what mistakes that leads to)How to restore connection with the people and relationships that matter most (your customers and your team)A leadership lesson from NFL and NASCAR champion Joe GibbsAt the end, learn about A and B teams, hotel soaps and sewing kits, and the power of ohana and the ocean.Connect with Brian Buffini:→ https://www.instagram.com/brian_buffini/→ https://www.instagram.com/buffiniandco→ https://www.buffini.com/solutions/realstrengths/→ https://www.buffini.com/solutions/blitz/Connect with Real Estate Team OS→ https://www.realestateteamos.com→ https://linktr.ee/realestateteamos→ https://www.instagram.com/realestateteamos/

Having helped grow Duckhorn from $5M to $500M in revenue and the sales team from 1 to >100 people, Pete Przbylinksi, former Chief Sales Officer of The Duckhorn Portfolio for nearly 30 years, has a deep understanding of managing US wholesale markets. In this two-part episode, Pete dives into every aspect of managing a wholesale sales team, including incentive structures and collaborating with distributors.Detailed Show Notes: Duckhorn went from 50k cases / ~$5M in revenue / 14-15 employees (1995) to ~$500M revenue (2024)The Duckhorn PortfolioDuck themed: Duckhorn Vineyards (1978), Decoy (2nd label originally), Paraduxx (1994), Goldeneye, Migration, CanvasbackAcquisitions: Calera (2017), Kosta Browne (2018), Sonoma Cutrer (2024)Keys to Duckhorn's successBrand equity - focused on Merlot, which was hot in 1980s-1990s and catapulted wineryKey assets - #1 people, #2 brand equityThe French Paradox (1991) created big demand for red wineTable stakes are good scores, showing up in the market, hosting guestsSales team grew from 1 person to >100 (~85 in the field)No perfect way to calculate ROI for sales people1st method: too many cases & distributors to manage, needed more people2nd method: quantified expected incremental sales from more people (data was full of holes)Final method: managed to target of 8-10% sales opex / revenue, because a KPI for SLT and BoardSales team rolesRegional Managers, over a series of states (50-60% of time working w/ distributors, the rest out in the market or internal analysis and reporting)District Managers, geographically concentrated, go into accounts you want to be inNational Accounts, on and off-premise; a challenge to determine which accounts are national vs regional, ended up doing it case by case and assigning accountsDistributor consolidation led to wineries needed to do the work they cannot doE.g. - identifying underrepresented accounts and coming up with action plan by regionIdentifying top salespeopleLook at overall contribution margin for the regionShare of business in market (using IRI, distributor reports, account base)Gross Profit%, identifies amount of trade spend usedHow responsive they are, their handle on the market, their decision making#1 method: do they bring new ideas to the tableIncentivizing salespeopleBonuses must be meaningful (25-35% is meaningful), higher for higher levelsLook at contribution margin relative to budgetUsed a curve (

Arturo Préstamo Elizondo, Executive Chairman and CEO of Santacruz Silver Mining Ltd. (TSXV: SCZ) (OTCQX: SCZMF) (FSE: 1SZ), joins me to reiterate their decision to uplist onto the Nasdaq exchange in the US in early 2026, and to delve into the details of Q3 2025 financial and operational results across their portfolio of producing mines in Bolivia and Mexico.   On October 28th, the Company announced that it has applied to list its common shares on the Nasdaq Capital Market (NASDAQ); as a significant milestone in Santacruz's growth strategy. We discussed how a big board US listing will increase transparency and liquidity to an expanded American shareholder base, and he explains the rationale for going with the NASDAQ over the NYSE. Santacruz Silver paid off their loan to Glencore in September, and is generating record revenues at current metals prices; so they are in a totally different financial position than a pre-revenue junior resource stock that goes through a share consolidation. The only real change will be a higher share price and a reduced number of outstanding shares post-consolidation, simply to meet the NASDAQ listing requirements.   Q3 2025 Highlights (noted in US dollars)   Revenues of $79.99 million, a 2% increase year-over-year. Gross Profit of $20.17 million, a 28% increase year-over-year. Net Income of $16.34 million, a 7% decrease year-over-year. Adjusted EBITDA of $19.51 million, a 67% increase year-over-year. Cash & Marketable securities of $59.23 million, a 225% increase year-over-year. Working Capital of $69.20 million, a 186% increase year-over-year. AISC per silver equivalent ounce sold of $35.62, a 30% increase year-over-year.  This increased AISC was temporary for this quarter due to brief change currency FX exchange rates, Bolivar dewatering initiatives and reduces production in the quarter, and the development investment at the 960 level at Zimapan. Silver Equivalent Ounces produced of 3,424,817, a 30% increase year-over-year.   Arturo guides us through a comprehensive review of all their producing operations starting off addressing how Q3 captured the largest impacts of the water inflow event that first occurred at the Bolívar Mine in May 2025. Since then, their operations team has strengthened the pumping system at Bolívar, with the fourth line commissioned in September and then the installation of a fifth submersible line in Q4; which together have increased total pumping capacity to 340 liters per second (l/s). These improvements are facilitating the gradual dewatering and recovery of the affected zones in the Bolívar mine and production is ongoing. The Company expects production from the high-grade Pomabamba and Nané vein areas at Bolívar to resume in February 2026 and ramp up steadily through the remainder of the year.   Next we reviewed the strategic importance of the small but high-margin Porco Mine, giving the company a foothold and good visibility to the Potosi mining district.  Then rounding out the review of Bolivian assets, we moved over to the low-cost Caballo Blanco Group of mines and the high-margin San Lucas Group Lucas feed sourcing business (which now includes ore blended from the Reserva Mine). Arturo highlights how the San Lucas metals sales helped offset the lower silver production at the Bolívar Mine in Q3, and will do so again in Q4, providing a great defensive and growing asset inside their portfolio.   In Mexico, Zimapán continued to deliver stable production, reflecting consistent plant throughput and recoveries. Part of the reason for higher costs in Q2 and Q3 have been all the equipment and development work invested this year into accessing the higher-grade 960 Level at the Zimapan Mine.   This 960 Level is starting to contribute more in the latter part of the Q4 production profile from Zimapan, but will be more significant in Q1 of 2026 and beyond, with capital investment coming down, and grade and metal recoveries going up.    Wrapping up we looked ahead to 2026 and discussed future growth through exploration around current mines, the development of the Soracaya Project, and the potential for future accretive acquisitions in the Americas.   If you have any follow up questions for Arturo regarding Santacruz Silver, then please email those to me Shad@kereport.com.     In full disclosure, Shad is a shareholder of Santacruz Silver at the time of this recording, and may choose to buy or sell shares at any time.     Click here to follow the latest news from Santacruz Silver     For more market commentary & interview summaries, subscribe to our Substacks:   The KE Report: https://kereport.substack.com/ Shad's resource market commentary: https://excelsiorprosperity.substack.com/     Investment disclaimer: This content is for informational and educational purposes only and does not constitute investment advice, an offer, or a solicitation to buy or sell any security. Investing in equities and commodities involves risk, including the possible loss of principal. Do your own research and consult a licensed financial advisor before making any investment decisions. Guests and hosts may own shares in companies mentioned.    

This month on Deals Deals Deals, we welcome Ben Richards, who is an Architect and Property Developer amongst other businesses. Ben has just completed his first year on the Property Entrepreneur Programme, and he was voted by his peers to win 3rd place in the Property Entrepreneur of the Year Award and 3rd place in the Deal of the Year Award. It is this deal that we go through in this episode of The Blueprint Podcast.   Ben lives in St Albans with his family and has set up several businesses over the last 8 years with 30 staff across the businesses.    Ben and his partner have raised £17m to fund their developments on an interest or Joint Venture basis and they are currently live on 6 sites with a £30m GDV.    The deal we discuss was funded with a Joint Venture partner who put up the cash required and they split the profit 50/50. We discuss tips on how to raise private finance as well as his top 3 tips and other learnings.    The headline numbers of the commercial conversion in Marlow which was split into 8 units are:   Purchase Price: £1.17m Total Development Costs: £940,000 Finance costs £350,000 Total Cost: £2.46m Gross Development Value: £3.1m Gross Profit: £640,000   Success and failure are both very predictable.   I hope you enjoy.   Want to contact Mark or his guests?   www.thepropertybrokerage.co.uk mark@thepropertybrokerage.co.uk Ben Richards www.theHMOagent.com mark@theHMOagent.com Want to learn more?  

Welcome to The Game w/ Alex Hormozi, hosted by entrepreneur, founder, investor, author, public speaker, and content creator Alex Hormozi. On this podcast you'll hear how to get more customers, make more profit per customer, how to keep them longer, and the many failures and lessons Alex has learned and will learn on his path from $100M to $1B in net worth.Wanna scale your business? Click here.Follow Alex Hormozi's Socials:LinkedIn | Instagram | Facebook | YouTube | Twitter | Acquisition

Your implementation and professional services teams could be quietly eroding your gross profit margin — and most SaaS leaders don't even realize it. In episode #324, Ben Murray explains how unclear COGS structure, mispriced services, and untracked internal resources can distort your unit economics and lower your overall SaaS valuation. If your service margins are negative or your gross profit doesn't match expectations, this episode shows you exactly where to look — and how to fix it. What You'll Learn Why implementation teams often kill gross profit without you noticing. How to calculate services margins by setting up clean revenue streams and COGS cost centers. The right services gross margin target. Why doing “free” onboarding work can destroy your unit economics. How underpricing services or blending resources (support, CS, services) skews your financial reporting. The balance between protecting ARR and monetizing implementation revenue. How to fix your SaaS P&L for visibility into margins by revenue stream. Why It Matters For CFOs & Founders: Misclassified or underpriced services directly lower gross profit, cash flow, and company valuation. For Finance Teams: Clean COGS and OPEX separation creates accurate financial modeling, ARR margins, and retention-linked profitability. For Investors: Understanding margins by revenue stream signals financial discipline and scalability. For Operators: Properly scoped and priced services keep customer onboarding efficient and profitable. Key Takeaways Every SaaS company should know gross margin by revenue stream (subscription, usage, services). Services losing 20–30% gross margin dilute your financial performance and cash flow forecasting. Accurate classification drives better SaaS metrics, including CAC payback, Cost of ARR, and LTV:CAC. A well-structured financial system is your best defense against margin erosion. Resources Mentioned Episode 323: Should Professional Services Be COGS or OPEX? SaaS Metrics Foundation Course: https://www.thesaasacademy.com/the-saas-metrics-foundation Quote from Ben “If you don't know your margins by revenue stream, you can't manage them — and services might be the silent killer of your gross profit.”

In this dynamic episode of the Will Power Podcast, host Will dives into a live coaching session that uncovers a radical recruitment strategy capable of solving the biggest constraint in your physical therapy practice: manpower.Drawing on concepts from top business minds like Alex Hormozi and Elon Musk, Will shares a breakthrough idea to leverage your top talent for exponential growth. Forget expensive, low-yield job boards! Learn how to turn your current rockstars into passionate, highly-incentivized recruiters for a fraction of the cost of missed opportunity.This session also explores the power of a growth mindset in overcoming the scarcity and "PTSD" that plagues many practice owners in the challenging healthcare industry.Key Discussion Points:The Single Constraint: Understanding the one focus that matters most for explosive business growth.Onboarding & Team Alignment: Using the Working Genius Assessment to align new hires (like a new Executive Assistant/VA) with existing team strengths for a seamless transition.Recruitment as Marketing & Sales: Why finding top talent for your PT practice is fundamentally a marketing and sales challenge.The $20,000 Referral Bonus Tactic: A deep-dive into a non-traditional, high-value referral system that leverages Gross Profit to justify a massive bonus for existing and even past employees.Calculating the Cost of Missed Opportunity: Why practice owners must calculate lost revenue from unfilled positions to understand the true value of speed in hiring.Retention and Culture Win-Win: How this incentive system simultaneously boosts employee retention, fuels a positive company culture, and creates a path for leadership growth.Growth Mindset in Action: A candid discussion on breaking free from scarcity and limiting beliefs that hold back successful practice owners.Join the conversation and discover how a mindset shift and a strategic investment can turn your toughest business problem into your greatest growth engine!Send us a textVirtual Rockstars specialize in helping support or replace all non-clinical roles.Learn how a Virtual Rockstar can help scale your physical therapy practice.Subscribe here to our completely free Stress-Free PT Newsletter for your weekly dose of joy.

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!

In this inspiring episode of the Millionaire Car Salesman Podcast, host Sean V. Bradley welcomes a guest whose career journey is anything but ordinary. From the spotlight of national television to the fast-paced world of automotive sales, Jamie Jacobs shares how reinvention, communication, and passion can open unexpected doors! "Everything you ever wanted is right outside your comfort zone. So be comfortable being uncomfortable." - Jamie Jacobs This episode explores what it truly means to adapt, evolve, and succeed; both personally and professionally. Listeners will walk away motivated to think bigger, push past limitations, and approach every opportunity with confidence and creativity. "If you don't teach somebody how to be an entrepreneur, they're not an entrepreneur, they're an employee." - Sean V. Bradley Tune in for a story that proves success isn't about where you start, it's about how you grow. "At the end of the day, I've always outworked the next person." - Jamie Jacobs Ready to unlock your next level in automotive sales and leadership? Register now for the upcoming Digital Dealer Conference and use our exclusive code for 25% off your pass with Code: DealSyn. Don't miss your chance to be in the room where the future of automotive is being written: https://tinyurl.com/DSDD2025   Key Takeaways: ✅ Transitioning careers can leverage existing skill sets into new areas with unexpected success. ✅ The service department offers untapped potential for generating new sales leads by building relationships with current service customers. ✅ Mastering the art of communication and listening is crucial for success in any sales-driven environment. ✅ Consistency, creativity, and confidence are key in standing out and making memorable connections with customers. ✅ Treating individual roles in automotive sales like one's own business can lead to greater financial success and personal fulfillment.   About Jamie Jacobs Jamie Jacobs is a seasoned professional who transitioned from a successful career in the entertainment industry to automotive sales. With over 30 years of experience in TV, Jamie worked as a television host for major shows on networks such as HGTV and TLC, including "American Home" and "Designing Spaces." He also launched his own classic car TV show, "Tail Fins and Chrome," and has depth in performing arts with stand-up comedy experience in LA. Currently, Jamie is a car salesman at Reed's Nissan near Orlando, Florida. His versatile background in communication and entertainment enriches his interactions and strategies in the automotive industry.   Mastering Auto Sales: Communication, Strategy, and Service Drive Success Key Takeaways: Effective communication is fundamental to success in automotive sales, requiring a blend of personality, listening, and adaptability. Viewing car sales as an entrepreneurial venture can significantly boost success rates among car salespeople. The often-overlooked service drive represents a goldmine of potential car sales, particularly through strategic customer interactions. In the realm of automotive sales, the journey from modest beginnings to achieving the title of a "Millionaire Car Salesman" requires more than just selling cars—it demands mastering the art of communication, cultivating entrepreneurial spirit, and harnessing untapped dealer resources. With insights shared in the Millionaire Car Salesman podcast, hosted by Sean V. Bradley, we can dissect the strategic mindset and actions that can transform traditional sales approaches into monumental career success. Below, we'll explore the critical facets that underpin this transformation, drawing from the experiences of seasoned professionals in the industry. The Power of Communication in Automotive Sales In any industry, the ability to communicate effectively is an invaluable tool. In automotive sales, it's not just about talking—it's about creating an engaging dialogue that fosters trust and understanding between salesperson and customer. As articulated by Jamie Jacobs, a seasoned automotive professional, communication is key to connecting with potential clients: “Listen, you can't sell somebody something unless you know what they want.” The value of communication extends beyond sheer verbal interaction; it involves reading the customer's needs, aspirations, and reservations. Jacobs emphasizes the importance of being a "listener," pointing out that selling is not about bombarding prospects with information but rather uncovering their needs through thoughtful questions and active engagement. This approach aligns with Dr. Covey's principle from the "7 Habits of Highly Effective People"—seeking first to understand, then to be understood. To thrive in this sector, one must hone their communication skills as if practicing a craft, ensuring every interaction leaves a lasting impression on clients. Moreover, mastering communication in sales settings isn't just about words. It's also about utilizing tools that enhance messages, such as analogies, stories, and humor. Jacobs's diverse background in television and stand-up comedy has equipped him with a unique storytelling ability, enabling him to weave narratives that resonate with customers on a personal level. This strategy not only aids in retention but strengthens the relationship between the salesperson and customer. Embracing an Entrepreneurial Mindset Many sales professionals mistakenly view automotive sales as merely a job. As Sean V. Bradley highlights, the path to true success in car sales lies in treating it as an entrepreneurial venture. “The strategy that works is treating car sales like it's your own business. Car sales is like owning your own business,” Bradley reiterates. This mindset empowers salespeople to innovate, strategize, and personalize their approaches to selling. To achieve financial independence, key performers like Cody Carter exemplify the benefits of seeing oneself as the owner of their sales destiny. With a structured business plan, Carter operates not as an employee but akin to a dealer principal, handling marketing, personal branding, financial planning, and even employing staff. This proactive stance allows Carter to transcend traditional sales barriers, leveraging tools like CRM systems and community outreach to expand his network and client base. The entrepreneurial approach prescribed by Bradley entails more than just product knowledge or sales tactics; it's about creating a business blueprint that encompasses everything from customer service strategy to personal marketing campaigns. Sales professionals can accelerate their growth trajectory by adopting this posture, investing in self-development, and broadening their business savvy. Unlocking the Potential of Service Drive Sales An often underestimated avenue for generating sales is the dealership service drive. Jamie Jacobs, self-proclaimed "service lounge lizard," harnesses this rarely tapped resource to cultivate leads and close deals. The service department, bustling with customers who are already brand-aligned, becomes a fertile ground for nurturing potential sales opportunities. Jacobs shares his strategic process: arriving early, engaging customers with genuine curiosity, and turning anticipated repair costs into an opening for new vehicle sales. "Hey, I just talked to service, your service advisor, and you're looking at almost, probably $1,800 maybe to fix everything. I said, are you interested in perhaps trading it in with us?" Jacobs articulates this pivot approach, positioning a new car purchase as a cost-effective alternative to costly repairs. The National Automobile Dealers Association (NADA) corroborates the efficacy of this method, revealing that customers who frequent service departments are significantly more likely to purchase vehicles from that dealership. Jacobs's initiative is illustrative of how proactive interaction within the service drive can transform casual conversations into lucrative sales. For salespeople, recognizing the potential of service-ups is crucial; it signifies a shift from passive order-taking to active relationship-building. The success witnessed in the service department underscores a broader industry trend: the bold thrive, while the complacent stagnate. By recognizing the service drive as a pipeline for potential deals, dealerships can realize enhanced customer loyalty and increased profit margins through targeted engagement and strategic upselling. Overall, the journey to mastering automotive sales demands more than conventional tactics—it's a fusion of the art of communication, entrepreneurial spirit, and strategic resourcefulness. This multilayered approach not only deepens customer connections but cements a salesperson's reputation and success within the industry. By channeling the lessons shared by Jamie Jacobs and Sean V. Bradley, sales personnel can navigate the transformative path toward becoming true leaders in the automotive sales sector.   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!  

My interview with the Paper Bag Investor on Lemonade stock ($LMND). Huge shoutout to him for coming on the show!! I will keep you all posted on if he's convinced me to buy more shares... let me know what you think in the comments! Are you long Lemonade stock? Why? Why not?Paper Bag Investor YT Channel: https://www.youtube.com‪@PaperBagInvest‬ Paper Bag Investor X: https://x.com/PaperBagInvestLemonade Q2 2025 Shareholder Letter: https://www.lemonade.com/investor-rel...0:00 Intro: Paper Bag Investor0:44 Lemonade Bull Thesis: Disrupting Insurance6:58 The Owner/Operator/Founder behind Lemonade: Daniel Schreiber & Shai Wininger9:17 What insurance does Lemonade sell? Renters, Pet, Car, Home …13:30 How To Understand Lemonade's Financials18:30 Lemonade's Fair Value is $100-$200 per share22:46 Lemonade's Gross Profit is BOOMING25:28 Lemonade Is About To Get Very Profitable26:22 Why Lemonade is Misunderstood30:51 Lemonade's Growth Rate, Accelerating or Nah?32:05 Reinsurance Change, From 55% to 20%33:40 Lemonade Car Insurance Potential34:10 How Does Tesla Robotaxi Impact Lemonades Car Insurance Business40:27 Lemonade Is Constantly Evolving, In Many Businesses 41:00 Getting Inspired About Lemonade Building A Brighter Future46:08 Viewer Questions from X50:03 Lemonade FOMO Ramping My X: https://x.com/gfilcheHyperChange Patreon :)   / hyperchange   Disclaimer: I'm long Lemonade (LMND) stock. This show is not financial advice.

What does it take to truly understand every angle of dealership operations? In this episode, LA Williams sits down with Jonathan Schrieber, a proven leader whose journey began in his family-owned dealerships, sharpened through hands-on roles in sales and management, and elevated when he graduated from the prestigious NADA Dealer Academy! "You can't just move the pieces around and expect things to work in a dealership. You have to have the right mentality and mindset." - Jonathan Schrieber Jonathan shares how his unexpected path, from teaching and coaching to living the day-to-day grind of the showroom, shaped his passion for the Internet department and ignited his drive to innovate CRM processes, lead management, and operational efficiency. His experiences aren't secondhand theories; they're lessons learned from the front lines of dealership life. "I wanted things to happen faster than they were. Just overall being more patient and understanding the situation." - Jonathan Schrieber Now at Dealer Synergy, Jonathan brings that same grit and expertise to multiple rooftops across the country. He opens up about the realities of transitioning from in-store leadership to vendor-side accountability, the challenges and wins of outsourced BDCs, and why running a dealership is strikingly similar to coaching a championship sports team.  "You can't control customers. You can shape them and try to lead them, but at the end of the day, it's their decision to make." - Jonathan Schrieber If you're a dealership manager looking for practical, battle-tested strategies to optimize your CRM, hold your team accountable, and lead with confidence, this episode will inspire you to rethink what's possible in your store.   Key Takeaways: ✅ Jonathan Schrieber's transition from education to the automotive industry illustrates the diverse career paths that lead to success in the automotive sector. ✅ Effective use of CRM systems is crucial for dealership operations, with emphasis on automation and complete utilization of CRM capabilities before switching systems. ✅ Understanding the balance between technical skills and people skills is essential for automotive sales success, suggesting roles can be complemented through team support. ✅ Patience and accountability are vital traits for dealership management, with a focus on informed and data-driven decision-making. ✅ Jonathan encourages a mindset shift in managing personal finances, advocating for saving practices among salespeople to ensure financial stability.   About Jonathan Schrieber Jonathan Schrieber is an experienced automotive professional who has transitioned from teaching to the automotive industry, where he worked his way up within dealerships. He has held various roles, such as an Internet Director and General Manager, learning and optimizing every aspect of the dealership operation. Accredited with NADA University, Jonathan brings a structured, analytical approach to his work, enhancing operations with his deep understanding of CRM systems and automotive sales processes. Currently, he is making strides in consulting and training with Dealer Synergy, where he focuses on improving organizational processes and performance.   Navigating the Automotive Industry: Insights from a Dealer Synergy Leader   Key Takeaways Role Versatility: Understanding multiple dealership roles fosters a well-rounded perspective, crucial for effective leadership. CRM Mastery: Technical proficiency in CRM systems enhances efficiency and customizes client management. Patience and Timing: Remaining patient and strategic in career growth pays dividends in the long run. The Multidimensional Journey of Automotive Leadership The automotive industry is rich with opportunity but demands an intricate balance of passion, tactical understanding, and versatile skills. Jonathan Schrieber's trajectory from teaching to automotive leadership exemplifies this blend. At the core of his journey is a move from academia into automotive sales—a transition informed by his analytical nature. "I have always been more analytical," highlights how this quality underpinned his career progression and success. Schrieber's experience underscores the value of comprehending diverse dealership roles—whether it's selling, managing an internet department, or orchestrating dealership operations. Such an approach not only builds comprehensive industry comprehension but also cultivates strategic foresight crucial for effective dealership leadership. Exploring new challenges led Schrieber to adopt analytical tools, refining operational efficiencies alongside enhancing customer experience. Through Dealer Synergy, he reflects, "Understanding CRM inside and out," provides the leverage needed to excel in managing extensive client data while ensuring customer satisfaction. For industry professionals, embracing multiple roles and understanding CRM intricacies enhance both leadership capabilities and organizational success. CRM as a Strategic Tool in the Automotive Arena Customer Relationship Management (CRM) is indispensable in the automotive industry. Schrieber's insights into leveraging CRM systems reflect its criticality as a strategic asset. A profound understanding of CRM functionalities allows leaders to tailor client interactions, thus optimizing productivity. "There's no perfect CRM," Schrieber notes, emphasizing the importance of thorough insight into the CRM systems to fully harness their potential. Success in the automotive field relies on utilizing CRM tools for seamless data management and strategic operation. As Schrieber underscores, using CRM effectively ensures informed decision-making, reinforced by data insights. In this data-driven industry, the focus must remain on understanding intricate CRM details and applying them to foster enhanced dealership operations. Patience and Strategic Growth: Lessons for the Automotive Professional In the fast-paced automotive world, patience and strategic planning herald long-term success. Reflecting on his earlier career, Schrieber highlights the importance of pacing one's professional journey: "Just be more patient," he confesses looking back. This mindset is a powerful takeaway for industry professionals eager for swift progression. Navigating through dealership roles and external challenges, Schrieber emphasizes the incremental benefits of patience woven into career strategies, stating, "Set objectives and pay yourself first." Adopting deliberate career strategies and prioritizing objectives ensure sustained progress amid industry volatility. Embracing a patient, calculated approach fosters lasting, impactful success. Integrating Insights for Elevating Automotive Success Jonathan Schrieber's journey highlights pivotal themes for reflection and application within the automotive sector—role versatility, CRM proficiency, and strategic patience. By mastering these domains, professionals can cultivate robust, adaptable career pathways, enhanced customer relations through CRM, and strategic resilience amidst industry dynamics. These insights crystallize the multidimensional fabric of automotive leadership, driving sustained success amidst evolving 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!  

In this powerful and heartwarming episode of the Millionaire Car Salesman Podcast, Tianna Mick, joined by her powerhouse mother, Karen Bradley, CEO of Dealer Synergy, welcomes another incredible mother-daughter duo, Tiffany Kruzer and Liana Nikel, to the show! “For me, it's just I've watched this amazing empire that my mom has built for herself, and it really motivates me to push myself to succeed." - Liana Nikel Together, these dynamic women share their stories of breaking barriers and building legacies in the automotive industry. From navigating the challenges of a traditionally male-dominated field to embracing mentorship, technology, and modern marketing strategies, they reveal what it takes to thrive and transform the car business for future generations! "People purchase and like people that they know they can trust and building that relationship and not just forgetting about a person after you have had contact with them." - Tiffany Kruzer Listeners will hear first-hand how these mother-daughter teams: Create lasting family legacies in automotive. Balance old-school customer relationships with new-school digital marketing. Overcome obstacles with persistence, self-motivation, and trust. Highlight the power of female representation and leadership in auto sales. This episode is filled with inspiration, strategy, and proof that women are not only thriving but reshaping the automotive world. Whether you're a sales professional, a leader in the industry, or someone looking to create your own legacy, this is an episode you won't want to miss!   Key Takeaways: ✅ The power of mentorship, especially from family, offers a profound support system that can significantly enhance career development in the automotive industry. ✅ Transitioning between generations in the automotive industry highlights the evolution of sales techniques, incorporating both traditional methods and modern technology. ✅ Developing long-term customer relationships is crucial for sustained success and can significantly increase referrals, building a future-proof sales business. ✅ Overcoming challenges as women in a male-dominated industry requires determination and the ability to remain resilient against societal stereotypes. ✅ Legacy creation is about more than individual achievements; it's about instilling values and establishing systems for future generations to succeed and innovate. About Tiffany Kruzer Tiffany Kruzer is a record-breaking saleswoman at Ken Ganley Honda. Her career began in telemarketing and quickly transitioned to the auto industry, where she leverages her exceptional communication skills to achieve astounding sales records. Her journey is marked by overcoming gender barriers, leading her to be featured on the cover of Auto Dealer Monthly!   About Liana Nikel Liana Nikel is a rising star at Medina Buick GMC Cadillac, and daughter of Tiffany Kruzer. Initially a preschool teacher, Liana transitioned to automotive sales, inspired by her mother's successful career. Her approach is centered around building long-term customer relationships!   About Karen Bradley, CEO Karen Bradley is the CEO of Dealer Synergy, specializing in automotive training, branding, and sales strategy. Her career in the automotive industry spans 18 years, marked by a deep commitment to operational excellence and employee development. Notably, she advanced from an intern to leading the company, which was founded by her husband, Sean Bradley.   About Tianna ‘T Got Your Keys' Mick Tianna Mick aka T Got Your Keys, is a significant figure in the world of automotive sales. She has emerged as a vital part of the family legacy at Dealer Synergy, following the footsteps of her mother, Karen Bradley, in transforming the sales landscape.   Unleashing Automotive Success: The Impact of Mother-Daughter Duos in the Industry Key Takeaways: Mentorship within the automotive industry, particularly from family connections, significantly enhances career success and personal growth. Embracing a blend of generational experiences creates a powerful synergy that drives innovation and adaptability in a traditionally male-dominated field. Building a legacy is about continuous influence and active mentorship, crafting a pathway for future generations to thrive in automotive sales and leadership. The Transformative Power of Mother-Daughter Mentorship in Automotive The automotive industry is often perceived as a daunting male-dominated arena, where women have historically faced numerous challenges. However, in the recent episode of the "Millionaire Car Salesman Podcast," an inspiring conversation unfolds. Hosted by Tianna Mick, also known as "T," and featuring powerful industry leaders like Karen Bradley and Tiffany Kruzer, this discussion unlocks the essence of mentorship, generational synergy, and legacy building within the sector. In this lively exchange, Tianna Mick, along with her mother Karen Bradley, CEO of Dealer Synergy, align voices with Tiffany Kruzer and her daughter, Liana Nikel, illustrating the vibrant dynamics involved in navigating and thriving in automotive sales. The dialogue elaborates on how robust mentorship and familial bonds are not only transforming individual careers but reshaping the very fabric of the industry. Karen Bradley highlights the importance of mentorship by stating, "Knowing and understanding that sometimes we don't necessarily want to do things, but we need to do those things is what sets us apart." This mindset is a cornerstone for emerging leaders in the automotive world, emphasizing that consistent actions and demonstrated success pave the way for future improvements. Empowering Women Through Generational Synergy Generational synergy is a force multiplier. As evidenced by Liana Nikel's transition from teaching to automotive sales, where she attributes the shift to observing her mother, Tiffany Kruzer. The blend of past wisdom and modern approaches—an environment Karen and Tiffany have cultivated—is pushing industry barriers. Tiffany reflects on her journey, "At first was in a career when I was doing telemarketing; I noticed I really had a drive to talk to people, and I was good at it." Here, we see the intersection of traditional perseverance with contemporary technology and social integration. The older managerial styles, depicted vividly as Liana recounts experiences at her "old-school" dealership, clash yet ultimately harmonize with the more progressive tactics of their new environment. This fusion represents how the automotive landscape is shifting, driven in part by female leadership and family mentorship. Tianna Mick sheds light on this transformation, recalling her own journey, "When I had that opportunity… I saw that was something that I was pretty good at." Demonstrating that when nurtured adequately, younger generations thrive, bridging traditional practices with innovative strategies. Legacy Building: Creating a Foundation for the Future Through the lens of legacy building, this conversation enriches the understanding of how purposeful mentorship creates lasting impact. Karen Bradley expresses her thoughts on legacy: "I want to leave behind values and good habits for future generations." This notion is reinforced as Tiffany Kruzer shares stories of leading by example, proving that actions over time inspire those who follow. Legacy in the context of the automotive world extends beyond family. It is about empowering a community—through shared knowledge, experience, and opportunity. Tiffany and Karen's support of their daughters not only provides personal insight but sets a precedent within their professional realms. Tianna Mick reiterates this shared mission by pointing out, "Legacy isn't just passed down, it's built together." The significance of actively nurturing relationships within the industry comes through in how Tiffany describes her client interactions. By maintaining connections, she secures repeat business and referrals, embodying the ideal of a professional legacy: "Spending all day with… our children… influences their success and future." The Continuous Influence of Mentorship Across Generations In the web of professional transitions and personal growth, the unifying thread is the family mentorship that transcends simple guidance. As the industry increasingly diversifies, these relationships illuminate pathways for more inclusive and effective leadership. This dynamic dialogue unveils that embracing diverse career perspectives—even those not initially charted by one's own vision—are vital in carving roles for women in automotive spaces. Both seasoned mothers and their ambitious daughters are clear about their mission. For Karen Bradley, it's about demonstrating "that sometimes actions speak louder than words." Meanwhile, Tiffany encourages the next generation to "carry [their] own weather," a metaphor for maintaining inner strength and resiliency regardless of external circumstances. These reflective insights underscore not just a transition of skills or aspirations but highlight a collective ambition for where the future can expand. Ultimately, the podcast crystallizes how integral these family partnerships are to reshaping the automotive industry, emphasizing that success is deeply rooted in the sharing of experiences and continued growth. This episode offers a masterclass in personal and professional development, providing a blueprint not just for ascending in ranks, but for altogether reinventing them for those to come.   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!

In this powerful episode, host Sean V. Bradley delves into the unique career journey of Nena Gilmore Moss, a top-performing salesperson at Bolivar Ford with a substantial background in law enforcement!  From a career path that's anything but ordinary to her impressive achievements in automotive sales, Nena's journey is filled with lessons, strategies, and surprising insights! "I had some goals, and I knew what I needed to do early on to get to where I wanted to be." - Nena Gilmore Moss Listeners will discover how her unique background shaped her approach to sales and the unconventional methods she uses to consistently rise to the top of her field. This episode is packed with fresh perspectives, actionable ideas, and a story that proves success can come from the most unexpected places. "Work hard. You can't sit back and wait on ups." - Nena Gilmore Moss Sean V. Bradley explores with Nena the strategies behind her success, particularly her adept use of client relationships and industry connections to drive repeat business and referrals. Her approaches are framed around macro selling strategies which have proven to be highly effective, allowing her to sell nearly 36 cars a month. Nena's story is a testament to the fact that strategic networking and customer-centric service can revolutionize one's sales approach.  "Probably 99% of my business is repeat and referral." - Nena Gilmore Moss Tune in and hear firsthand how Nena has turned her past experiences into a formula for dominating the automotive industry, while inspiring others to push past limits and rethink what's possible!   Key Takeaways: ✅ Leverage Past Experiences: Nena's law enforcement background gives her a unique edge in sales, allowing her to communicate effectively and build trust quickly with clients. ✅ Importance of Relationship Building: Developing strong relationships with customers is crucial for generating repeat and referral business. ✅ Macro Selling Strategies: Nena uses strategic community connections to tap into group sales, enhancing her sales volume through organized partnerships. ✅ Community Engagement: Participation in local events is essential for visibility and networking in the community, generating opportunities beyond regular leads. ✅ Process and Training: Emphasizing the significance of having a well-structured sales process and continuous training to optimize performance and customer satisfaction.   About Nena Gilmore Moss Nena Gilmore Moss is a top sales professional at Bolivar Ford in Tennessee, with a unique and diverse professional background. Before entering the automotive industry, Nena dedicated 18 years to law enforcement, spending nine of those years as a training manager within the prison system! Her extensive experience has equipped her with exceptional skills in communication, process integrity, and leadership. Nena has made a remarkable transition into automotive sales, where she consistently excels, often topping the sales chart and bringing a wealth of experience and a strategic mindset to her current role. Nena continues to break barriers and is an inspiration to everyone in the industry!    Mastering Automotive Sales: Leveraging Experience and Networks for Success   Key Takeaways Building strong, authentic relationships is a key to expanding your customer base and securing repeat business. Leveraging your unique background and network to establish niche markets can significantly boost your sales and reputation. A proactive approach to marketing and relationship-building, rather than waiting for prospects, leads to greater success in the automotive sales industry. Harnessing Your Past for Present Success In the realm of automotive sales, one of the most effective strategies involves drawing from your previous experiences and networks. This idea is brilliantly illustrated in the journey of Nena Gilmore Moss, a former law enforcement officer who transitioned seamlessly into automotive sales and achieved remarkable success. With almost two decades in law enforcement, she now thrives as a top-performing sales consultant at Bolivar Ford. Her story is a testament to the power of leveraging one's unique background to create a distinct value proposition. Having worked "18 years in a prison system," as Moss states, she drew upon her extensive experience in dealing with a wide range of people and situations to excel in automotive sales. The adaptability and communication skills she honed over the years have become invaluable assets. "What do you think your previous life helped you or prepared you with to be able to be successful in automotive?" Moss reflects, "Having a plan and following a process… because if we don't follow a process, it's chaos." Her law enforcement experience provided her with the unique ability to "build that relationship in the beginning and keep that [customer] relationship going," which contrasts with typical sales approaches that often emphasize immediate sales over long-term relationships. This tailored approach not only earns repeat business but also generates vast referrals, underscoring the importance of leveraging past networks to create a new client base. Strategies for Building a Referral Network Referral networks are gold mines in the sales industry, often untapped due to either a lack of awareness or an understanding of how to cultivate them. Moss's experience showcases the immense potential of tapping into pre-existing professional networks to foster business growth. She eloquently narrates her tactic of leveraging connections from her time in law enforcement to form a robust referral base in her sales career. "We have a program that's not open to the public. It is exclusive to law enforcement only because that's my background," she explains, demonstrating the significance of crafting a special, targeted program tailored to specific client groups. This strategy has been instrumental in driving referrals: "Probably 99% of my business is repeat and referral." Her proactive strategy extends even further, utilizing tools like LinkedIn to establish new contacts with police departments and other relevant organizations. The creation of a targeted lead generation process involving these connections exemplifies how combining traditional relationship-building with modern platforms can expand one's reach exponentially. The Art of Proactive Selling An overarching lesson from Moss's success story is the power of proactive selling—the art of creating opportunities rather than waiting for them to appear. Moss, a former training manager, understands discipline and execution and applies these principles to automotive sales to gain clear advantages over competitors. "In this business, you can't sit back and wait on ups. You can't sit and hope that somebody comes on the parking lot, you got to work." Through active community involvement and personalized outreach, she doesn't just wait for customers to walk through the door. Instead, Moss engages in activities like setting up booths at local events and diligently cultivating a positive reputation in her community. She also delves into untapped opportunities like becoming a certified car safety inspector, offering her services to parents and daycare centers. This niche service not only provides value but differentiates her from many others in the field. Moss emphasizes, "Once you build that relationship, you keep that relationship. And you're transparent about your process. You explain your process. You work hard in the beginning, it pays off." These diligently-nurtured relationships then serve as a reliable source of ongoing business, reinforcing the importance of investing in long-term customer engagement strategies. Looking at Moss's journey, it becomes clear that in automotive sales, success is within reach when employing tailored approaches that draw on personal expertise and networks. This is a lesson echoed through her narrative, where methodical planning, adaptability, and leveraging past experiences become the bedrock of a thriving sales career. By cultivating meaningful relationships and employing proactive, network-based strategies, sales professionals can significantly boost their impact and create a thriving business founded on trust and exceptional service.   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!

Your SaaS COGS (Cost of Goods Sold) is one of the most important foundations in your SaaS P&L — and getting it wrong can distort your gross profit margins, forecasts, SaaS metrics, investor metrics, and ultimately your valuation. In this episode, Ben Murray breaks down exactly what belongs in SaaS COGS, how to handle multi-hat employees, and why clean financial reporting is critical for scaling. If you're a SaaS founder, CFO, or operator, episode #311 will help you properly structure your business model for accurate financial reporting and investor-ready transparency. What You'll Learn Departments to include in COGS: Tech support, professional services, managed services, customer success (non-sales), DevOps, hardware, and transactional costs. Why COGS must be fully burdened (wages, taxes, benefits, bonuses, travel, etc.). How to handle allocations when employees wear multiple hats (without overcomplicating your accounting). The role of transactional cost centers for usage-based or variable revenue models. Why accurate COGS = accurate gross profit, margins by revenue stream, and valuation metrics. The importance of following the matching principle under accrual accounting. Why It Matters Finance & Accounting: Accurate COGS sets the foundation for reliable P&Ls and forecasts. Investor Metrics: Clean COGS helps investors and acquirers trust your financial systems and data. Valuation: Strong, transparent gross profit reporting increases confidence during fundraising or exit planning. Business Leaders: Knowing your true COGS drives better decision-making across your revenue streams. Resources Mentioned Blog Post: How to Structure Your SaaS P&L Correctly: https://www.thesaascfo.com/what-should-be-included-in-saas-cogs/ Academy Content: Deep dive into SaaS COGS, OPEX, and financial modeling for SaaS and AI companies: https://www.thesaasacademy.com/the-saas-metrics-foundation Quote from Ben “Your SaaS COGS must be fully burdened — labor, taxes, benefits, even pizza parties. That's how you get accurate gross profit and investor-ready financials.”

How does someone go from pushing cars on the lot to selling 40 vehicles a month and earning in one month what used to take him a YEAR? In this episode, Sean V. Bradley sits down with Denzel Applewhite, a top-producing automotive professional, to uncover the mindset, strategies, and innovative techniques that turned his career into a powerhouse success story! "You get out what you put in. So just keep that in mind. First and foremost, just try to take the job seriously because you are your own business." Denzel shares how he leverages modern tools like social media and Facebook Marketplace alongside proven in-store processes to keep a steady flow of sales and referrals. This conversation dives deep into how the right mindset, training, and dealership strategy can unlock record-breaking results—and why motivation alone isn't enough without the systems to back it up. "The motivation, the hustle... that's what sets me apart from the other salespeople." Whether you're brand new to the business or a seasoned veteran, this episode delivers powerful insights you won't want to miss!   Key Takeaways: ✅ The significance of a robust dealership organization that supports sales staff through marketing, training, and technological investments. ✅ How leveraging Facebook Marketplace as a cost-effective tool can generate additional leads, resulting in increased car sales. ✅ The vital role of an accurate needs assessment and strategic questioning in closing deals and achieving higher sales numbers. ✅ Exploring multiple avenues beyond traditional sales methods, such as data mining and service department collaborations, to secure more car deals. ✅ The impact of motivation and hustle in transforming a sales career, highlighting the potential earnings and job satisfaction in the automotive field.     About Denzel Applewhite Denzel Applewhite is a top-performing automotive sales professional at Step One Kia in Fort Walton Beach, Florida, where he has quickly built a reputation as a results-driven and customer-focused consultant! With over four years of industry experience, Denzel's journey is an inspiring one—he began his career as a lot porter making just $26,000 annually, and through hard work, dedication, and sales mastery, he now grosses that same amount in a single month. Recently, he achieved a remarkable milestone by selling 40 cars in just one month, a testament to his exceptional skills and relentless drive. Denzel's approach to sales is shaped not only by his personal determination but also by the influence of his sister, Nicole Applewhite, a respected and seasoned automotive professional. Together, they represent a family legacy of excellence in the auto industry. Passionate about helping customers find the right vehicle while delivering a world-class buying experience, Denzel continues to raise the bar in automotive retail and inspire others in the profession with his story of growth, resilience, and success.   Climbing the Ranks: Unveiling the Path to Automotive Sales Success In the dynamic world of automotive sales, carving out a career that not only meets but exceeds expectations is no small feat. This is precisely what Denzel Applewhite has accomplished, transforming his journey from earning $26,000 annually as a lot porter to an astounding $26,000 in a single month as a salesman. In a conversation with Sean V. Bradley, this transcript reveals the strategies and mindset that fueled Denzel's meteoric rise in the auto sales industry. For those looking to optimize their careers, this article outlines the critical themes and strategies from the conversation, shedding light on how to replicate such success in your journey. Key Takeaways Diversification in lead generation is crucial: To become a top performer, one must leverage various avenues like fresh ups, Internet leads, and personal marketing efforts. Maximizing opportunities through effective communication: A strong focus on needs assessment and qualifying questions enhances the sales process, making it more efficient and customer-centric. Mindset and motivation drive success: A relentless work ethic and the drive to hustle are foundational to overcoming obstacles and achieving high sales numbers. Utilizing Multiple Lead Generation Channels The Power of Diversification In the automotive sales sector, relying solely on one or two lead sources can limit your potential. Denzel Applewhite exemplifies this through his diversified approach that includes walk-ins, referrals, and strategic use of social media platforms like Facebook Marketplace. As he explains, "I take photos of my inventory…and post them on Marketplace," allowing him to generate approximately 70 to 80 leads monthly with minimal financial investment. His strategy underscores the importance of being proactive in sourcing leads and illustrates how leveraging free digital platforms can yield significant returns. By expanding lead sources, not only are salespersons able to tap into untapped markets, but they also shield themselves against fluctuations in any single channel. Denzel's use of Facebook Marketplace is particularly illuminating. For less than $100 a month, he consistently draws dozens of leads, showcasing an innovative and cost-effective strategy that others in the field can emulate. And as Sean emphasized, scaling this method with increased investment and potentially teaming with an assistant could further amplify results, moving a salesperson from satisfactory to exceptional performance. The Role of Strategic Communication Mastering Customer Engagement A recurring theme in Denzel's methodology is his adeptness at handling customer interactions, starting with a solid needs assessment. The success in selling as many as 40 cars in a single month is partly attributed to effectively qualifying customers early in the process. Denzel states, "What do you currently pay on your current vehicle?" This question alone propels the conversation into a productive direction, focusing on aligning vehicle options with genuine budget constraints and desires. Denzel and Sean both stress the importance of precise communication, which helps in managing customer expectations and minimizes wasted time. Sean adds a layer by rephrasing the question into a trust-building statement: "I'm here to not only sell you the exact car you're looking for but…on your terms," making the customer feel in control and valued. This illustrates that beyond mastering the transaction mechanics, connecting authentically with customers is key to enhancing sales outcomes. The Indispensable Mindset for Success Motivation and Resilience Sales is as much a mental endeavor as it is a transactional one. Denzel's ascent in the automotive sales industry is a testament to tenacity and motivation. He mentions, "I'm right back out there on the lot trying to find a new opportunity… that's just how I am." This statement speaks volumes about the persistence required to maintain and escalate one's position in auto sales. The broader lesson here is the essence of mindset in driving performance metrics. For Denzel, the hustle doesn't stop at just hitting targets—it means creating them. This drive, coupled with a resilience to face rejection or setbacks, defines his professional ethos. As Sean contextualizes, the ability to earn is directly tied to one's willingness to put in the work—“You have to earn that…” Revisiting the Blueprint for Success Denzel Applewhite's narrative offers a real-world framework for success in automotive sales—one that others can follow. Through diversified lead generation, strategic customer engagement, and unwavering motivation, his story is not only inspiring but instructive. Each theme examined provides actionable insights, from maximizing free platforms like Facebook Marketplace to crafting communication strategies that resonate with customers. Furthermore, the conversation sheds light on the broader implications of these strategies. They remind us that sustainable success comes from continuous improvement, adaptation, and the courage to innovate. Denzel exemplifies this through leveraging all available resources, maintaining a client-centric approach, and committing his energies to relentless self-motivation. Whether you're starting in the field or seeking advancement, adopting these principles could be the stepping stone to elevating your career to extraordinary heights.     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!

In this conversation, Tommy Mello interviews Aaron Stokes, a seasoned expert in the automotive repair industry. They discuss Aaron's journey from humble beginnings to becoming a successful entrepreneur and coach. The conversation covers essential business concepts such as understanding financial metrics, the importance of gross profit by the hour, effective sales techniques, and the significance of live events in fostering community and growth. Aaron emphasizes the need for business owners to embrace change, understand their numbers, and create a supportive environment for their employees. The discussion concludes with insights on personal growth and the challenges of scaling a business. Don't forget to register for Tommy's event, Freedom 2025! This is the event where Tommy's billion-dollar network will break down exactly how to accelerate your business and dominate your market in 2025. For more details visit freedomevent.com Timestamps: 00:00 Embracing the Future 01:07 Introduction to Aaron Stokes 03:04 Aaron's Journey in the Automotive Industry 06:03 Understanding Business Numbers 15:03 The Importance of Gross Profit by the Hour 25:00 Staffing and Employee Management 34:29 Sales Techniques and Customer Engagement 44:32 The Power of Live Events 54:31 Final Thoughts and Advice  

In this episode of the Millionaire Car Salesman Podcast, Sean V. Bradley and LA Williams sit down with Rammy Joudeh and Dayne Thornicroft, co-founders of AutoBandit—a modern leasing marketplace transforming the automotive landscape. "Expand your horizons with all the different means of which you're selling." – Dayne Thornicroft The conversation opens with the success story of multimillionaire car salesman Cody Carter and highlights how his results stem from strategic use of auto brokers and marketplaces. Rammy and Dayne pull back the curtain on how AutoBandit sets itself apart from traditional brokers by offering a transparent, dealer-first platform backed by a rigorous vetting process to deliver high-quality, real leads. "He lives where the shoppers hang out." – Rammy Joudeh, on Cody Carter's strategy. This episode dives deep into the current leasing climate, explores how recent legislative changes like the “big beautiful bill” are impacting the market, and provides practical strategies for dealerships to diversify their prospecting channels and close more deals. "We produce a completely desked deal and qualified buyers.” – Rammy Joudeh Whether you're a GM, GSM, Internet Director, or top-performing sales professional, this episode is packed with insights that can help you scale smarter, sell faster, and take full advantage of what the marketplace model has to offer! Tune in to learn how AutoBandit is helping dealerships increase sales volume—and why now is the time to reach out and get started. Key Takeaways: ✅ Success Leaves Clues: Emulating the strategies of successful salespeople like Cody Carter can unlock new levels of achievement for sales professionals. ✅ Marketplace Versus Auto Broker: Understand the distinct benefits of using an online marketplace over traditional auto brokers to expand reach and streamline the car leasing process. ✅ Leasing Benefits: Discover why leasing is a thriving option in the automotive industry, particularly in light of recent economic and legislative changes. ✅ Transparent Transactions: Importance of maintaining transparency in vehicle pricing and the purchase process to promote customer trust and satisfaction. ✅ Risk-Free Opportunities: AutoBandit offers a risk-free way for dealers to list inventory, only charging fees upon the completion of a sale, providing a clear advantage over traditional sales models.   About Dayne Thornicroft Dayne brings expertise in finance and insurance, combined with a robust knowledge of data analytics. His analytical skills played a key role in co-founding AutoBandit with Rammy. Dayne's ability to optimize automotive deals and his deep understanding of complex leasing strategies make him a pivotal force in providing digital automotive solutions designed to elevate customer experiences.   About Rammy Joudeh Rammy is a serial technology entrepreneur with a rich background in SEO, search engine optimization, and online marketing. Driven by his passion for cars, Rammy co-founded AutoBandit, an online marketplace focused on transforming how vehicles are leased and financed. His experience includes founding successful startups and applying innovative marketing strategies to the automotive space.   Mastering the Art of Car Sales: Insights from the Millionaire Car Salesman Podcast Key Takeaways Leverage Proven Strategies: Cody Carter's success stems from embracing diverse methods such as Facebook groups, leasing mastery, and auto brokers. Embrace Transparency in Marketplaces: Establish marketplaces, like AutoBandit, provide a risk-free, transparent platform for car dealerships. Future-Proofing with Leasing: Understanding emerging trends and new legislation can reshape dealership strategies and consumer interactions.   In the world of automotive sales, achieving outstanding success demands both innovation and a keen understanding of market dynamics. The Millionaire Car Salesman Podcast provides a treasure trove of insights through candid discussions with industry insiders. The conversations with Sean V. Bradley and automotive experts Rammy Joudeh and Dayne Thornicroft underscore pivotal themes in today's automotive marketplace. By examining the strategies of top sellers, the role of innovative marketplaces, and the reshaping landscape due to new legislation, it becomes clear how these elements synergize to redefine success in car sales. Harnessing the Cody Carter Model: Strategic Success in Car Sales Cody Carter stands as a beacon of success in the automotive industry, consistently achieving remarkable sales numbers. His multifaceted strategy serves as a blueprint for other salespeople aiming to elevate their performance. As Sean V. Bradley notes, "Success leaves clues." Carter's approach is not just about exceptional interpersonal skills but about strategically positioning himself where the customers are: "He lives where the shoppers hang out," states Rammy Joudeh. Carter leverages several key tactics. His utilization of Facebook groups allows him to connect with potential buyers effectively. His expertise in leasing, specifically through self-service pricing platforms such as Least Genius, empowers customers with the information they crave, thus enhancing the buying experience. Moreover, Carter's strategic alliances with auto brokers create a pipeline for consistent, qualified leads. Understanding and implementing these elements can drive significant improvements in a salesperson's business model. Dealers and sales professionals need to adopt a mindset of continuous learning and adaptation, leveraging environments where customers are most active. Redefining Transparency in Car Dealerships with Marketplaces In an era where trust and transparency hold paramount importance, marketplaces like AutoBandit emerge as revolutionary platforms for dealerships. These marketplaces are transforming the car sales landscape by providing risk-free opportunities to connect buyers and dealerships. "We want to perform; if we don't perform, that's on us," says Rammy Joudeh, emphasizing the accountability and confidence embedded in their model. AutoBandit, as highlighted by Dayne Thornicroft, offers a unique approach by integrating transparency into the transaction process. With practices such as running soft credit apps, verifying IDs, and securing deposits upfront, the marketplace minimizes friction between buyer and dealership. This ensures that only qualified buyers engage, enhancing efficiency and customer satisfaction. By shifting focus to such platforms, dealerships can drive customer confidence and improve sales. They provide an avenue to bypass traditional lead generation pitfalls by creating seamless experiences that culminate in qualified, delivery-ready prospects. Navigating the Legislative Landscape: Impacts and Opportunities New legislation, particularly the recent "big beautiful bill," holds the potential to reshape the automotive industry. As Dayne Thornicroft outlines, significant aspects of these legislative changes include adjustments to EV rebates, impacting leasing's attractiveness. "Leasing a hybrid and an ev… their penetration rates… are much, much higher," he states, reflecting the growing importance of understanding these market shifts. The implications for car sales lie in adapting to these changes proactively. By capitalizing on current benefits, such as EV lease incentives before they phase out, dealerships can enhance their value proposition to customers. Such foresight ensures dealerships remain competitive amidst evolving legislative environments. Moreover, the conversation among the podcast's hosts touches on an evolving market ethos—consumers now expect pricing transparency. With the enforcement of initiatives like the Cars Act waning, responsibility falls on dealerships to maintain trust through integrity and openness, ultimately nurturing long-term customer relationships. Synthesizing Market Dynamics for Unparalleled Success The wisdom imparted through conversations on the Millionaire Car Salesman Podcast encapsulates key elements essential for domination in the car sales arena. From Cody Carter's strategic mastery to the disruptive innovations introduced by marketplaces like AutoBandit, and through the lens of crucial legislative shifts, a holistic understanding of these dynamics is vital. Dealers and sales professionals are encouraged to analyze and incorporate these insights, strategically aligning themselves with proven practices while remaining flexible to adapt to new challenges and opportunities. In doing so, they not only secure their success but redefine the standards of excellence in the automotive industry, paving the path for a future where knowledge, transparency, and strategic acumen drive unparalleled success.     Resources: AutoBandit: Looking for a better way to move inventory and close more deals? AutoBandit is here to help. Autobandit partners with dealerships to deliver motivated, in-market buyers right to you — cutting down the time your sales team spends chasing cold leads. With AutoBandit, you stay in control: manage your pricing, track deals, and watch your close rates rise, all from one easy-to-use platform. Want to see how it works? Visit autobandit.com/for-dealers   Dealer Synergy & Bradley On Demand: The automotive industry's #1 training, tracking, testing, and certification platform and consulting & accountability firm.   The Millionaire Car Salesman Facebook Group: Join the #1 Mastermind Group in the Automotive Industry! With over 29,000 members, gain access to successful automotive mentors & managers, the best industry practices, & collaborate with automotive professionals from around the WORLD! Join The Millionaire Car Salesman Facebook Group today!   Win the Game of Googleopoly: Unlocking the secret strategy of search engines.   The Millionaire Car Salesman Podcast is Proudly Sponsored By: AutoBandit: Sign-up with the industry's leading leasing marketplace, connecting dealerships with high-quality, pre-qualified leads through a fully transparent and streamlined platform. Built by dealers for dealers, AutoBandit empowers automotive professionals to scale their leasing operations, close more deals, and increase profitability without the hassle of traditional broker models. Whether you're a seasoned veteran or looking to tap into the growing leasing market, AutoBandit is your go-to resource for sustainable, scalable growth!   Dealer Synergy: The #1 Automotive Sales Training, Consulting, and Accountability Firm in the industry! With over two decades of experience in building Internet Departments and BDCs, we have developed the most effective automotive Internet Sales, BDC, and CRM solutions. Our expertise in creating phone scripts, rebuttals, CRM action plans, strategies, and templates ensures that your dealership's tools and personnel reach their full potential.   Bradley On Demand: The automotive sales industry's top Interactive Training, Tracking, Testing, and Certification Platform. Featuring LIVE Classes and over 9,000 training modules, our platform equips your dealership with everything needed to sell more cars, more often, and more profitably!

Watch the Episode LIVE: Click HERE to watch the Interview LIVE!   In this captivating episode of the Millionaire Car Salesman Podcast, hosts Sean V. Bradley and Tianna Mick embark on a journey to explore the transformative role of artificial intelligence in the automotive industry, driven by the revolutionary capabilities of ChatGPT by OpenAI.  "AI is becoming a seamless part of daily life." - Knight ChatGPT Throughout the discussion, ChatGPT, dubbed "Knight" by Sean for brand alignment, showcases its prowess in enhancing dealership operations and how it stands as a powerful ally for car sales professionals aiming to improve their efficiency and results. "AI helps dealerships and their teams do more with less effort, ultimately driving growth and improving the customer experience." - Knight ChatGPT Delving into the automotive industry's ongoing digital evolution, Knight ChatGPT underscores the optimization potential AI holds in routine operations such as customer relationship management and predictive analytics. The episode covers practical applications, including crafting personalized customer communications and analyzing customer data to drive sales performance.  "You can get tailored advice, cutting-edge strategies, and proven techniques all in one place, helping you elevate your sales game." - Knight ChatGPT With a greater emphasis on integrating AI insights into daily sales workflows and customer interactions, dealerships are poised to provide more efficiency and personalized customer experiences, securing a competitive edge in the market. "If you're not using AI, it's not that you're going to be left behind. You are ALREADY behind." - Tianna Mick Key Takeaways: ✅ AI, particularly models like ChatGPT, can revolutionize dealership operations by automating routine tasks and providing personalized customer interactions. ✅ Sales professionals can leverage AI technology to craft tailored communication strategies, optimize their lead conversion processes, and enhance customer relationship management. ✅ AI-driven tools empower dealerships to stay competitive by integrating predictive analytics and personalized communication, crucial for improving customer satisfaction and sales outcomes. ✅ Ensuring a robust AI training program for dealership teams helps maximize the technology's potential, from the sales floor to business operations. ✅ Advanced AI tools, such as DealerSynergy AI, are facilitating state-of-the-art solutions, like generative video content, to enrich customer experiences and streamline sales operations.   About Knight ChatGPT Knight ChatGPT represents an advanced AI language model developed by OpenAI, known for its ability to engage in natural language conversations and infer human-like understanding from the input it receives. It serves as a dynamic assistant capable of generating human-like text across a broad range of topics and applications.   ChatGPT: Transforming Automotive Sales Through AI Innovation Key Takeaways: AI's Next Frontier in Automotive Sales: Artificial Intelligence, specifically ChatGPT, is set to revolutionize the automotive industry by enhancing efficiency, customer engagement, and sales effectiveness. Empowering Dealerships and Sales Professionals: AI tools provide dealerships and their employees with valuable insights and automation capabilities to improve operations and focus on high-value tasks. Building a Robust Referral Network: Leveraging AI to cultivate and manage a network of referral agents can dramatically increase a dealership's leads and sales opportunities. The advent of artificial intelligence technology is reshaping industries across the globe, and the automotive sector is no exception. This week's episode of the Millionaire Car Salesman Podcast explores how ChatGPT, an advanced AI developed by OpenAI, is not just an assistant but a revolutionizing presence in automotive sales. From streamlining operations to generating qualified leads, AI promises to redefine how car salespeople engage with and sell to their customers. AI's Next Frontier in Automotive Sales Artificial Intelligence, particularly ChatGPT, has emerged as a transformative force in enhancing dealership operations, customer engagement, and overall sales effectiveness. As described in the transcript, AI in the automotive space helps handle tasks that typically require human intelligence, "like a super advanced assistant," providing valuable support and ideas (Knight ChatGPT, [0:05:07]). AI technology's application in car shopping is profound, offering enhanced search capabilities and personalized customer experiences. "When it comes to car shopping, the average American is leveraging AI in several ways," notes Knight. By operating recommendation engines, virtual assistants, and price comparison tools, AI equips dealerships and consumers with powerful tools to streamline decision-making (Knight ChatGPT, [0:07:00]). Moreover, the competitive edge AI offers through refining dealership operations and marketing strategies cannot be understated. As affirmed, "AI makes the entire journey from research to purchase more efficient, personalized, and user friendly" (Knight ChatGPT, [0:07:47]). Empowering Dealerships and Sales Professionals The integration of AI into dealership operations provides tangible benefits for both managers and sales professionals. The transcript emphasizes how tools like ChatGPT can enhance customer interactions through streamlined communications and personalized engagement. For instance, crafting custom e-mail scripts and voicemail message scripts tailored to specific customer needs leads to higher conversion rates. In the words of Knight, "By integrating ChatGPT…dealerships can offer a more personalized, efficient and proactive customer experience," setting themselves apart from competitors (Knight ChatGPT, [0:13:09]). Beyond communication capabilities, AI-driven analytics allows for understanding and predicting consumer behavior, optimizing inventory management, and creating targeted marketing campaigns. This precision enables sales teams to tailor their strategies closely to customer demands, as detailed when discussing CRM capabilities. "AI helps dealerships and their teams do more with less effort, ultimately driving growth and improving the customer experience" (Knight ChatGPT, [0:10:12]). AI's role in sales training is another vital aspect of empowering automotive professionals. The potential for continuous improvement through real-time feedback and data analysis enables salespeople to hone their skills and stay competitive in a fast-evolving market. Building a Robust Referral Network One of the most compelling discussions in the transcript revolves around using AI to build a network of referral agents. By effectively communicating and creating partnerships with individuals in various industries, sales professionals can amplify their reach and lead generation efforts. ChatGPT's ability to craft personalized messages and guide referral programs highlights how AI can facilitate these relationships. Sean comments, "Leveraging ChatGPT to build a network of referral agents can make a huge difference" (Knight ChatGPT, [0:23:55]). The strategic advantage of employing referral networks lies in their ability to reach untapped markets and cultivate trustworthy leads. As Knight outlines, using ChatGPT to establish structured referral incentives and maintain regular engagement with agents creates a robust system for generating high-quality referrals. Importantly, training these referral partners ensures they are effective extensions of the dealership. ChatGPT can assist in creating educational materials and communication guidelines to ensure referral agents are well-equipped to promote the dealership and its offerings. Revolutionizing Traditional Dealership Models Through AI The ongoing digital transformation in the automotive industry is massively supported by AI advancements like ChatGPT. This technology enables dealerships to leverage innovative solutions to longstanding industry challenges, from optimizing internal operations to enhancing consumer relationships. The dialogue in the podcast exemplifies how AI integration translates into tangible business improvements, from micro-level sales tactics to macro-level market strategies. The potential to blend data-driven decision-making processes with empathetic customer interactions transforms the industry paradigm. By embracing AI media solutions like DealerSynergy AI, dealerships unlock new avenues of engagement, ensuring a tailored, memorable customer experience, as Tiana Mick points out, "And the best thing about it is that you just record it once…the possibilities are endless" (Tianna Mick, [0:43:43]). In embracing and advancing AI use, the automotive industry is poised for a powerful transformation. As underscored in the transcript, leveraging technology like ChatGPT will not only lead to more significant sales and profitability but will ensure that dealerships build enduring customer relationships and deepen their impact on the market landscape. With AI co-piloting alongside sales professionals, the automobile industry stands at the brink of its most innovative era.   Resources: Dealer Synergy & Bradley On Demand: The automotive industry's #1 training, tracking, testing, and certification platform and consulting & accountability firm.   The Millionaire Car Salesman Facebook Group: Join the #1 Mastermind Group in the Automotive Industry! With over 29,000 members, gain access to successful automotive mentors & managers, the best industry practices, & collaborate with automotive professionals from around the WORLD! Join The Millionaire Car Salesman Facebook Group today!   Win the Game of Googleopoly: Unlocking the secret strategy of search engines.     The Millionaire Car Salesman Podcast is Proudly Sponsored By: Dealer Synergy: The #1 Automotive Sales Training, Consulting, and Accountability Firm in the industry! With over two decades of experience in building Internet Departments and BDCs, we have developed the most effective automotive Internet Sales, BDC, and CRM solutions. Our expertise in creating phone scripts, rebuttals, CRM action plans, strategies, and templates ensures that your dealership's tools and personnel reach their full potential.   Bradley On Demand: The automotive sales industry's top Interactive Training, Tracking, Testing, and Certification Platform. Featuring LIVE Classes and over 9,000 training modules, our platform equips your dealership with everything needed to sell more cars, more often, and more profitably!

In this riveting episode of the Millionaire Car Salesman Podcast, hosts Sean V. Bradley and LA Williams invite powerhouse guest Ted Horton. Together, they delve into the transformative potential of generative artificial intelligence in the automotive sales industry.  "What if you could do this in minutes instead of spending a month creating 1,000 videos?" - Ted Horton The conversation demonstrates how AI technology, particularly generative AI, can be seamlessly integrated to promote efficiency, optimize customer interactions, and ultimately drive sales. With a focus on utilizing generative AI for creating personalized video content, this episode decodes how businesses can leverage automated, customized communications to elevate their competitive edge. "People prefer video... Video increases read open rates, increases engagements, increases appointments, and increases shows." - Sean V. Bradley The central theme of this episode revolves around harnessing AI to augment dealership operations, particularly through personalized video messaging. By automating these communications, dealerships can maintain engagement with prospects and customers alike, enhancing deal velocity and building stronger relationships. "Video bridges the gap between information and emotion. It's no longer about pushing products. It's about building relationships." - Sean V. Bradley The discussion introduces Dealer Synergy AI powered by Gan AI, a robust partnership aimed at delivering this advanced technology to dealerships, emphasizing the significant gains in both customer satisfaction and sales figures. Tune in to explore the nuances of implementing such technology and hear firsthand success stories from industry leaders. Key Takeaways: ✅ Generative AI is revolutionizing automotive sales by automating and personalizing customer engagement through videos. ✅ Video communication vastly outperforms text and static mediums in customer interactions, which is crucial for dealerships looking to stand out in a crowded marketplace. ✅ Integrating AI with CRMs can create an omnipresent response system that elevates sales and enhances customer satisfaction. ✅ Language barriers are no longer an obstacle, as AI can generate personalized communication in multiple languages efficiently. ✅ Dealer Synergy AI offers a white-glove service that ensures seamless integration and operation of AI tools within existing dealership systems.   About Ted Horton Ted Horton is an accomplished executive specializing in enterprise-level sales with a focus on Fortune 100 and 500 corporations. With over 30 years of experience, Ted has been instrumental in advancing sales strategies and integrating cutting-edge technology within the corporate environment. He is a former executive with BombBomb, and currently holds a senior executive role at Gan AI, an innovative company leading the charge in generative artificial intelligence.     The Future of Automotive Sales: Embracing The Generative AI Revolution Key Takeaways: Generative AI as a Game Changer: Video isn't just the future; it's the standard for engaging the modern car buyer with AI-driven personalized video communications. Automation and Personalization Synergy: Combining AI with CRM systems ensures personalized, consistent follow-ups, hitting the sweet spot of automation and human touch. Unparalleled Competitive Edge: Embracing Generative AI technology in a dealership's arsenal is pivotal in creating an unfair competitive advantage, significantly increasing customer engagement and sales volumes. The automotive industry isn't just turning a corner with technological innovations; it's racing down a highway of revolutionary change. At the forefront of this transformation is Generative AI, a breakthrough poised to redefine how dealerships engage with customers. As highlighted in the lively discussion from the Millionaire Car Salesman podcast, Ted Horton of GAN AI and Sean V. Bradley unveil the profound impact of AI-driven video content on dealership operations, painting a future where AI doesn't replace human effort— it amplifies it. In this comprehensive exploration, we dive deep into how Generative AI is reshaping the automotive sales landscape, emphasizing its strategic integration for maximized value and efficiency. Generative AI: Reimagining Customer Engagement In today's rapidly evolving digital landscape, video content is no longer an option but an imperative. "The ability to record these avatars and have them automatically generated real time within seconds…accelerates deal velocity," Ted Horton emphasizes, illustrating the profound capabilities of Generative AI in dealership processes. By leveraging AI to create personalized, dynamic videos instantaneously, dealerships meet customers' growing expectations for immediacy and personalization, creating stronger connections and more profound engagement. Automated AI videos can now incorporate customer-specific data—like name, vehicle type, and more—into tailored communications. The result is not only an uplift in sales but a seismic shift in how relationships are formed and nurtured digitally. The phrase "Video isn't the future. It's the present" underscores the urgency of adopting such technologies. With statistics showing that video content dramatically increases customer engagement and conversion rates, it's evident that AI's role in crafting these interactions is not just advantageous but essential. CRM and AI: A Harmonious Blend for Success Central to the transformative power of Generative AI is its seamless integration with CRM systems. This synergy ensures consistency and personalization in outreach efforts. Horton notes, "Video AI," when combined with CRM automation, is like having an omnipresent BDC (Business Development Center), eliminating human errors and providing constant, tailored customer interactions. Essentially, AI orchestrates a symphony of data and communication, effectively automating what was once a manual and error-prone process. For dealerships, this harmony transcends traditional sales methodologies. As Bradley states, by "launching automation flows for easy each use case," dealerships not only streamline processes but elevate them—ensuring customers receive relevant, personalized content at every touchpoint. This strategic blueprint for AI integration into CRM systems not only enhances the customer experience but dramatically increases sales performance, offering dealerships a distinct and sustainable competitive edge. The Competitive Power of AI Video in Dealerships The extraordinary potential of Generative AI isn't just in automating video creation—it's in redefining competition within the market. Dealers utilizing AI video capabilities are observing tangible improvements in sales, as evidenced by Longo Toyota's case, which highlighted a substantial increase in sales through personalized video strategies. Bradley reinforces this notion by providing a stark warning: "Every minute, every hour, every day that you waste procrastinating… is dollars lost." By harnessing the power of Generative AI, dealerships position themselves as industry leaders—actively investing in technology that not only facilitates sales but builds robust customer relationships. The lexicon of automotive sales is thus expanded, with AI serving as a tool not of replacement, but of enhancement and opportunity. It's a call to action for dealers to pivot from antiquated methodologies towards a future enriched by AI innovation, which promises not just survival, but dominance in the competitive marketplace. Time waits for no one, as echoed in the poetic recitation towards the end, reminding us of the fleeting nature of opportunity. The automotive industry stands on the precipice of a technological renaissance, with Generative AI as the catalyst speeding this evolution. Embracing AI technologies is no longer optional but essential, enabling dealerships to break free from the constraints of traditional processes and unlock unprecedented potential. Dealerships equipped with AI capabilities aren't just adapting to change—they're defining it. As the industry continues its evolutionary journey, those daring to innovate with Generative AI and video technology will indeed lead the pack.     Resources: Podium: Discover how Podium's innovative AI technology can unlock unparalleled efficiency and drive your dealership's sales to new heights. Visit www.podium.com/mcs to learn more!   Dealer Synergy & Bradley On Demand: The automotive industry's #1 training, tracking, testing, and certification platform and consulting & accountability firm.   The Millionaire Car Salesman Facebook Group: Join the #1 Mastermind Group in the Automotive Industry! With over 29,000 members, gain access to successful automotive mentors & managers, the best industry practices, & collaborate with automotive professionals from around the WORLD! Join The Millionaire Car Salesman Facebook Group today!   Win the Game of Googleopoly: Unlocking the secret strategy of search engines.   The Millionaire Car Salesman Podcast is Proudly Sponsored By: Podium: Elevating Dealership Excellence with Intelligent Customer Engagement Solutions. Unlock unparalleled efficiency and drive sales with Podium's innovative AI technology, featured proudly on the Millionaire Car Salesman Podcast. Visit www.podium.com/mcs to learn more!   Dealer Synergy: The #1 Automotive Sales Training, Consulting, and Accountability Firm in the industry! With over two decades of experience in building Internet Departments and BDCs, we have developed the most effective automotive Internet Sales, BDC, and CRM solutions. Our expertise in creating phone scripts, rebuttals, CRM action plans, strategies, and templates ensures that your dealership's tools and personnel reach their full potential.   Bradley On Demand: The automotive sales industry's top Interactive Training, Tracking, Testing, and Certification Platform. Featuring LIVE Classes and over 9,000 training modules, our platform equips your dealership with everything needed to sell more cars, more often, and more profitably!  

Gross profit is a core metric in SaaS—and 80% is the benchmark often thrown around. But is that still realistic in today's landscape? In episode #292 of SaaS Metric School, Ben Murray walks through real benchmarking data from Ray Rike's benchmarks at Benchmarkit.ai and explains how gross profit should evolve as your business scales. He also dives into how to set up your SaaS P&L correctly and what to include in COGS vs. OpEx. What You'll Learn: What gross profit benchmarks actually look like today What is our north star GP%? How gross profit changes as you scale Common COGS setup mistakes in SaaS businesses What to do if your gross profit is trending in the wrong direction Benchmarks Mentioned: Bottom quartile Median Top performers Key Insight: Don't blindly shoot for 80% at every stage. Under $2M ARR? It's okay to be lower. But once you're in the $10–20M+ range, that 80% benchmark becomes more important—and achievable. Resources:

In this captivating episode of the Millionaire Car Salesman Podcast, host Sean V. Bradley and co-host LA Williams sit down with Jacob Garza, a rising star in the automotive sales industry, to uncover the secrets behind his incredible success. From starting as a BMW service valet to now consistently selling 46 cars in a month, Jacob's story proves that success leaves clues—and he's here to share them with you! "Success leaves clues. That's part of the reason why we created this podcast is the mission is to get the information from the people that have it and give it to the people that need." Jacob dives into the essential components that fueled his rise, including CRM systems, product knowledge, and his mastery of data mining and equity mining. Learn how Jacob uses these tools to stay ahead of the curve and drive sales in the competitive high-end automotive market. He also discusses the art of building lasting customer relationships and why mastering proactive outreach is a game-changer. "Average is the enemy. You need to go in there and just try to be the very best you can be." Whether you're new to sales or a seasoned pro, this episode is packed with actionable advice on evolving your approach and never settling for the status quo. Jacob's story is a testament to the power of continual learning and self-improvement, both of which are key to dominating the automotive sales game. Don't miss this episode—Jacob Garza's journey could be the inspiration you need to take your sales to the next level! Key Takeaways: ✅ Foundation in CRM and Data Management: Success in sales hinges significantly on mastering customer relationship management systems and leveraging data mining and equity mining tools. ✅ Importance of Product Knowledge: Having an in-depth understanding of automotive products strengthens sales pitches and enhances customer interactions, particularly in high-line vehicle sales. ✅ Strategic Campaigning: Proactively running targeted campaigns, such as those focusing on lease retention and warranty expiration, provides lucrative opportunities for repeat business. ✅ Referral and Customer Relationship Building: Maintaining strong connections with clients leads to higher repeat business and referrals, crucial for sustained sales success. ✅ Continued Learning and Adaptation: Emphasizing a growth mindset and continual self-improvement, Garza illustrates the value of learning from industry leaders to foster success and mentorship within the field.   About Jacob Garza Jacob Daniel Garza wears many hats — literally and figuratively. He's a family-first, high-performance sales professional based in Houston, Texas. A Senior Client Advisor at BMW of West Houston, he's a proud father of three, devoted husband, uncle to many, and doodle dad. Known for always rocking a Houston sports hat — every day, on the showroom floor — Jacob is part of a greater hat community in the Houston area and is a die-hard fan who never misses a big game. He credits the car business with saving his life, but becoming a father gave him purpose. Since then, he's transformed into a top producer, helping over 300 families in 2024 and pacing 450+ in 2025, all while chasing time freedom and higher performance. Jacob leads from the front and lives with intention — building a brand, a legacy, and a life rooted in loyalty, servant leadership, and self-discipline. Ultimately, Jacob challenges listeners to think big and act intentionally — because he is living proof that you are a product of your last 1,000 days. It's never too late to become who you're meant to be. Just don't look up one day and realize that in chasing everything… you lost what matters most.     ​​The Key to Mastering the Car Sales Industry: Insights from the Millionaire Car Salesman Podcast Key Takeaways Success in the car sales industry requires mastering product knowledge, understanding customer needs, and building lasting relationships. Innovative use of data mining and equity mining strategies can significantly boost sales figures and personal branding. Achievement and mentorship go hand-in-hand; utilizing personal success to uplift others creates a thriving, sustainable sales environment. Mastering the Automotive Sales Process Within the competitive landscape of automotive sales, many individuals wrestle with prioritizing tasks and managing a burgeoning clientele list. According to Sean V. Bradley, host of the Millionaire Car Salesman Podcast and an authority in automotive sales, a significant pitfall for many is not mastering prioritization and multitasking. He states, "Most salespeople don't know how to deal with multiple things going on. Most salespeople don't know how to prioritize." Failure to manage these skills effectively leads to common missteps like oversight in client follow-up, resulting in lost sales opportunities. Jacob Garza, a guest on the podcast who has achieved remarkable sales metrics, echoes Bradley's sentiments, emphasizing meticulous CRM management. For Garza, mastery began in the BDC (Business Development Center), where crafting and managing client appointments was vital to his success. "You absolutely need to know your CRM. You need to know how to get the information, how to properly log it," he advises. For those aspiring to excel, particularly in high-pressure sales environments, learning how to track customer interactions and utilizing software efficiently is crucial. CRM platforms not only streamline the sales process but also ensure that no opportunity falls through the cracks, hence proving integral for both seasoned and budding sales professionals. Harnessing the Power of Equity Mining One of the more innovative strategies discussed during the podcast is the use of equity mining. Garza champions this practice, emphasizing its transformative impact on his sales approach. "Equity mining is the biggest one for me," he asserts. For him, focusing on customers that are already engaged with the brand and dealership yields higher conversion rates and larger commissionchecks. By leveraging Automotive Mastermind, a data mining and equity mining tool, Garza proactively engages with clients who have high-paying interest rates or are nearing the end of their warranties and lease terms. He notes, “I'm calling you today to ask you if I can get it off your hands…I would love to offer you top dollar for your car.” This strategic, data-driven outreach can effectively restructure a customer's financial situation in their favor while simultaneously enhancing the dealership's turnover. The implication is clear: tools like Automotive Mastermind not only streamline the identification of viable leads but also foster a mutually beneficial transaction landscape for both dealer and customer. Innovating Through Mentorship and Personal Branding Garza's ambition extends beyond individual success, underscoring the importance of mentorship in paving the road for aspiring sales professionals. By developing the Junior Sales Program, he consciously shares his expertise to uplift others, stating, "I wanted to be the person I needed when I was 22, 23 years old." This program illustrates that achievement in sales can also serve as a catalyst for transformative change within an organization and the industry. Mentorship instills confidence, equips individuals with critical skills, and provides invaluable industry insight—ultimately shaping a dealership that's not only thriving but is also viewed as a beacon of excellence. "You need to optimize your life and optimize your time to do that and only that," Garza admonishes. His approach to personal branding isn't merely about individual accolades; it's intrinsically linked to the success he manifests in others. Future-minded individuals in sales are encouraged to emulate this strategy, as it positions them as thought leaders and valuable mentors, fostering a collaborative, growth-oriented culture. Success in the automotive sales industry is predicated on a mastery of essential skills, innovative use of tools, and a genuine commitment to fostering community within the ranks. Learning to craft and sustain a thriving sales enterprise isn't merely a matter of technique; it's an intricate combination of skill, strategy, and empathetic leadership. The conversation between Sean V. Bradley and Jacob Garza in the Millionaire Car Salesman Podcast underscores these points—highlighting not just the how-to of mastering sales, but also why personal excellence and community-building create a legacy of enduring success.     Resources: Podium: Discover how Podium's innovative AI technology can unlock unparalleled efficiency and drive your dealership's sales to new heights. Visit www.podium.com/mcs to learn more!   Dealer Synergy & Bradley On Demand: The automotive industry's #1 training, tracking, testing, and certification platform and consulting & accountability firm.   The Millionaire Car Salesman Facebook Group: Join the #1 Mastermind Group in the Automotive Industry! With over 29,000 members, gain access to successful automotive mentors & managers, the best industry practices, & collaborate with automotive professionals from around the WORLD! Join The Millionaire Car Salesman Facebook Group today!   Win the Game of Googleopoly: Unlocking the secret strategy of search engines.     The Millionaire Car Salesman Podcast is Proudly Sponsored By: Podium: Elevating Dealership Excellence with Intelligent Customer Engagement Solutions. Unlock unparalleled efficiency and drive sales with Podium's innovative AI technology, featured proudly on the Millionaire Car Salesman Podcast. Visit www.podium.com/mcs to learn more!   Dealer Synergy: The #1 Automotive Sales Training, Consulting, and Accountability Firm in the industry! With over two decades of experience in building Internet Departments and BDCs, we have developed the most effective automotive Internet Sales, BDC, and CRM solutions. Our expertise in creating phone scripts, rebuttals, CRM action plans, strategies, and templates ensures that your dealership's tools and personnel reach their full potential.   Bradley On Demand: The automotive sales industry's top Interactive Training, Tracking, Testing, and Certification Platform. Featuring LIVE Classes and over 9,000 training modules, our platform equips your dealership with everything needed to sell more cars, more often, and more profitably!  

Check out our tools & calculators: coltivar.com/tools Free training for construction owners: coltivar.com/construction-series You can be profitable on every job, and still run out of cash. The difference between contractors who thrive and those who go bust often comes down to one overlooked metric: throughput. It's not just about how much profit you earn, but how fast you earn it. Steve breaks down what throughput really means, how to calculate it, and why it's the key to making smarter bids, improving crew efficiency, and avoiding the cash crunch that sinks so many businesses. With real stories and practical steps, you'll learn how to spot low-throughput jobs before they drain your resources—and how to focus on the projects that drive profit fast. Book your free strategy call: coltivar.com/schedule-your-call Disclaimer: The views expressed here are those of the individual Coltivar Group, LLC (“Coltivar”) personnel quoted and are not the views of Coltivar or its affiliates. Certain information contained in here has been obtained from third-party sources. While taken from sources believed to be reliable, Coltivar has not independently verified such information and makes no representations about the enduring accuracy of the information or its appropriateness for a given situation. This content is provided for informational purposes only, and should not be relied upon as legal, business, investment, or tax advice. You should consult your own advisers as to those matters. References to any securities or digital assets are for illustrative purposes only, and do not constitute an investment recommendation or offer to provide investment advisory services. The Company is not registered or licensed by any governing body in any jurisdiction to give investing advice or provide investment recommendations. The Company is not affiliated with, nor does it receive compensation from, any specific security. Please see https://www.coltivar.com/privacy-policy-and-terms-of-use for additional important information.www.coltivar.com

In this must-listen episode of the Millionaire Car Salesman Podcast, hosts Sean V. Bradley and LA Williams sit down with Justin Rody, CFO of Kalispell Auto Group, to discuss the critical leadership lessons and strategies that have shaped his journey from Internet Director to C-suite executive. This episode is especially important for anyone in the automotive industry looking to navigate the evolving landscape of dealership operations. "The Internet and phones are the new showroom.” Justin dives into the often-underappreciated roles of Internet and BDC departments, shedding light on their vital contribution to modern sales success. With years of experience under his belt, he offers valuable insights on process adherence, the influence of one-price sales strategies on customer satisfaction, and the innovative community engagement tactics that can drive customer loyalty, like car raffles in partnership with local schools. "If somebody's throwing an Internet manager into a position that hasn't sold a car or been involved in sales, it's not the right thing to do." This episode is packed with actionable advice for dealership leaders and sales teams alike, offering a roadmap to creating a customer-focused, value-driven dealership that thrives in today's competitive market. Don't miss out—this conversation is a game-changer! Key Takeaways: ✅ Having experience in sales and management roles can significantly enhance the effectiveness of Internet and BDC managers. ✅ Cultivating a culture of process adherence is crucial for dealership success and customer satisfaction. ✅ Implementing a one-price sales model can streamline operations and build trust with customers, although it requires a strong value proposition. ✅ Community involvement and charitable initiatives are vital in establishing a dealership's reputation and fostering long-term customer relationships. ✅ Leveraging technology, such as AI for CRM and lead management, can optimize dealership efficiency and profits.   About Justin Rody Justin Rody is the Chief Financial Officer at Kalispell Auto Group in Montana. With a deep-rooted background in automotive sales, he began his career by immersing himself in various roles within dealerships, from internet director to executive positions. His connection with the auto industry dates back to a family legacy, with experiences ranging from washing cars in his grandfather's small car dealership to managing an auto racing track. Justin brings a wealth of knowledge and a strong emphasis on process and customer satisfaction to his current role overseeing Ford, VW, and Toyota dealerships within the group.   The Importance of Internet Sales Savvy: Transforming Automotive Dealership Leadership Key Takeaways Foundation of Experience: For an Internet Director to truly excel, they should have tangible experience in BDC roles, sales, and management. One-Price Dealer Model: Establishing a one-price, no-negotiation dealership fosters a streamlined process and builds trust with consumers. Community Engagement: Successful dealerships integrate community involvement into their business model, benefiting both local organizations and the dealership's reputation.   Rethinking Internet and BDC Management in Dealerships In today's fast-evolving automotive landscape, the role of the Internet Director holds significant weight. Yet, despite its importance, this position often lacks due recognition and appropriate resourcing in many dealerships. According to Justin Rody, a former Internet Director turned CFO, one core issue is placing individuals in these roles who haven't experienced the hustle and nuance of direct car sales. "It's almost like setting the person up for failure," Rody articulates, highlighting that the Internet manager should ideally have sales experience to truly grasp the complexities of the car buying process. Sean V. Bradley, in the podcast, shares a strong sentiment: "How can you tell me as a salesperson or a manager what to do, when to do it, how to do it? And you've never even taken up before." This speaks to the critical need for online and BDC managers to have firsthand sales and customer service exposure. Forcing a person into a managerial role without proper preparation or experience diminishes their potential for success and hampers dealership effectiveness. The overarching benefit here is clear. If Internet directors are equipped with comprehensive industry knowledge and hands-on experience, they can lead with authority, improve Internet sales integration, and foster a harmonious relationship with sales teams. Such a coherent setup not only boosts morale but lays the groundwork for more innovative sales strategies and efficient processes within the dealership.   The One-Price Model: Revolutionizing Consumer Trust and Efficiency The concept of a one-price store disrupts traditional dealership tactics by eliminating the negotiation phase that's been a cornerstone for many. When executed correctly, it not only streamlines the car-buying process but enhances the dealership's transparency and trust. Justin Rody testifies, "We haven't negotiated one car deal since 2007." For his dealership, the firm pricing strategy removes uncertainties and accelerates buying decisions. Bradley underscores how this aligns with efficiency, noting that "anything that elongates the process is counterproductive; taking 10 minutes to cook minute rice is a waste." The one-price model offers peace of mind to both customers and salespeople. By setting clear expectations, it ensures swift transactions and nurtures a reputation of honesty and reliability—an irresistible draw for many buyers. Moreover, this model aligns with broader automotive consumer trends where digital interaction and swift, transparent transactions are increasingly valued. By curtailing the negotiation process, dealerships can dedicate more resources to enhance the customer's buying journey, reinforcing loyalty and repeat business. Community Engagement: Enhancing Reputation and Building Trust Supporting local communities is more than just good public relations for car dealerships; it's a business imperative that boosts brand reputation and customer loyalty. Justin's dealership exemplifies this by engaging deeply with the community, notably through their innovative school car raffle initiative that has raised significant funds annually for local schools. As Rody shared, “That generated somewhere…like 50 to $80,000 of money that goes right to the general fund of the school." This initiative taps into the mutual benefits of a strong community-dealer relationship. For the dealership, it means fostering a positive public image and engendering goodwill among potential customers. It acts as a reciprocal arrangement where the community feels valued and wishes to support a business that shares its success. The concept is simple: when dealerships give back, they create an emotional connection, which is priceless in building long-term customer relationships. Moreover, integrating these acts of service into the dealership's marketing strategy by showcasing on platforms and websites bolsters SEO and web presence, ensuring potential customers notice the dealership for not just their cars but their values. Justin Rody's journey from an Internet Director to CFO within a dealership illustrates the transformative potential of industry experience when placed in strategic roles. His emphasis on transparent practices, streamlined processes, and community involvement paints a clear picture of a sustainable path forward for modern dealerships. By addressing both internal structure and external engagement, dealerships have the opportunity to cultivate enduring success in a competitive automotive market.     Resources: Podium: Discover how Podium's innovative AI technology can unlock unparalleled efficiency and drive your dealership's sales to new heights. Visit www.podium.com/mcs to learn more!   Dealer Synergy & Bradley On Demand: The automotive industry's #1 training, tracking, testing, and certification platform and consulting & accountability firm.   The Millionaire Car Salesman Facebook Group: Join the #1 Mastermind Group in the Automotive Industry! With over 29,000 members, gain access to successful automotive mentors & managers, the best industry practices, & collaborate with automotive professionals from around the WORLD! Join The Millionaire Car Salesman Facebook Group today!   Win the Game of Googleopoly: Unlocking the secret strategy of search engines.     The Millionaire Car Salesman Podcast is Proudly Sponsored By: Podium: Elevating Dealership Excellence with Intelligent Customer Engagement Solutions. Unlock unparalleled efficiency and drive sales with Podium's innovative AI technology, featured proudly on the Millionaire Car Salesman Podcast. Visit www.podium.com/mcs to learn more!   Dealer Synergy: The #1 Automotive Sales Training, Consulting, and Accountability Firm in the industry! With over two decades of experience in building Internet Departments and BDCs, we have developed the most effective automotive Internet Sales, BDC, and CRM solutions. Our expertise in creating phone scripts, rebuttals, CRM action plans, strategies, and templates ensures that your dealership's tools and personnel reach their full potential.   Bradley On Demand: The automotive sales industry's top Interactive Training, Tracking, Testing, and Certification Platform. Featuring LIVE Classes and over 9,000 training modules, our platform equips your dealership with everything needed to sell more cars, more often, and more profitably!  

In this must-listen episode of the Millionaire Car Salesman Podcast, host Sean V. Bradley, CSP, and co-host LA Williams sit down with Shep Hyken, the internationally renowned customer service and customer experience expert, best-selling author, and keynote speaker, to explore the critical role exceptional customer experience plays in today's automotive industry. "They're not just comparing you to another dealer. They're going to compare you to the best experience they ever had." — Shep Hyken As the market navigates post-pandemic shifts and economic challenges like high interest rates and limited inventory, Shep shares actionable strategies that dealerships can implement right now to stand out. From customer engagement to loyalty-building techniques, Shep dives deep into what it takes to create an unforgettable experience at every customer touchpoint. "You must model the behavior you want others to do toward others." — Shep Hyken Listen in to hear why focusing on existing customers, embracing innovative tools like Podium, and modernizing your approach to customer service can lead to massive revenue growth. Are you prepared to elevate your dealership's customer experience and boost retention in today's competitive market? Tune in to find out how to turn service into a powerful driver of long-term success.   Key Takeaways: ✅ Enhancing customer retention is often more beneficial and cost-effective than solely focusing on acquiring new business. ✅ Leveraging technology and AI, such as Podium, can significantly improve customer interactions and streamline dealership operations. ✅ Maintaining a positive work culture among employees directly influences the quality of customer service delivered. ✅ Leading dealerships prioritize creating a seamless and consistent experience across all customer touchpoints, setting them apart in service delivery. About Shep Hyken ​Shep Hyken is a globally recognized customer service and experience expert, acclaimed keynote speaker, and New York Times and Wall Street Journal bestselling author. As the Chief Amazement Officer of Shepard Presentations, he has dedicated his career to helping organizations build loyal relationships with their customers and employees.​ Since founding Shepard Presentations in 1983, Shep has worked with over 1,200 clients, ranging from Fortune 100 companies to small businesses, across various industries including retail, healthcare, technology, and financial services. His client list includes notable organizations such as American Airlines, AAA, Anheuser-Busch, AT&T, Aetna, Abbott Laboratories, and American Express.​  Shep's dynamic presentations are known for their high energy, humor, and practical insights, often incorporating magic to engage audiences. He has been inducted into the National Speakers Association Hall of Fame for lifetime achievement in the speaking profession and holds the Certified Speaking Professional (CSP) designation.​ An accomplished author, Shep has written several bestselling books on customer service and experience, including "Moments of Magic," "The Loyal Customer," "The Cult of the Customer," "The Amazement Revolution," "Amaze Every Customer Every Time," "Be Amazing or Go Home," "The Convenience Revolution," and "I'll Be Back." His articles have been featured in hundreds of publications, and he is a regular contributor to Forbes.​ Shep is also the creator of The Customer Focus™ program, designed to help organizations develop a customer service culture and loyalty mindset. Through his work, he emphasizes that customer service is not just a department but a philosophy that should permeate every aspect of an organization.​   Navigating the Automotive Customer Experience: Embracing AI and Building Loyalty Key Takeaways Customer Satisfaction and Experience are Distinct: Understanding the difference and focusing on both can elevate a dealership from best in class to world class. Leveraging Existing Customer Relationships: Prioritizing current customer engagement and retention is more cost-effective and profitable than focusing solely on new lead acquisition. Artificial Intelligence as a Game-Changer: AI innovations are transforming the dealership landscape by enhancing customer interactions and streamlining operations. Enhancing the Customer Experience in Automotive Retail In the rapidly evolving automotive industry, dealerships must adapt their strategies to exceed customer expectations. Sean V. Bradley and Shep Hyken dive into the intricacies of customer satisfaction and experience, two interrelated yet distinct components that every dealership should master. According to Hyken, "The way that whole thing is handled, is it easy? Is it hassle-free?" Such questions underscore the need for seamless web interfaces and responsive sales teams to create an unparalleled service atmosphere. Customer experience encompasses every interaction a consumer has with a dealership, from visiting the website to consulting with a salesperson. For car dealerships aiming for world-class status, it's crucial to transcend industry standards and look outside the industry for inspiration. As Hyken wisely notes, "They're going to compare you to the best experience they ever had." This calls for analyzing experiences provided by leaders like Amazon and Walmart to ensure dealerships offer frictionless, memorable interactions that build long-term loyalty. Retention vs. Acquisition: The Loyalty Revenue Stream Prioritizing existing customers over acquiring new ones can seem counterintuitive, yet it's a strategic pivot that aligns with both customer retention and profitability. As discussed by Sean V. Bradley, focusing on your current customer base can lead to higher conversion rates and increased revenue. "NADA says that a prior customer is a 65% closing ratio and a much higher gross profit," he remarks, emphasizing a shift towards maintaining strong relationships with your existing clientele. Moreover, service departments play a pivotal role. With a "service customer to your point is seven times as likely to purchase a vehicle if they service a car," embracing service excellence not only ensures immediate customer satisfaction but also strengthens their connection to the brand, making them more likely to return for future purchases. The foundational principle is clear: solidify customer loyalty through consistent, exceptional service, thereby reducing churn and boosting long-term profitability. The Role of Artificial Intelligence in Transforming Dealerships Artificial Intelligence (AI) is poised to reshape traditional dealership models by optimizing customer interactions and operational efficiencies. Shep Hyken highlights AI's potential in generating personalized and high-quality customer interactions. "AI needs to be smart enough to not give the wrong answer," Hyken advocates, outlining the balance between maintaining human oversight and deploying AI for scalable customer service solutions. Podium's AI-powered platforms offer tools that handle after-hours inquiries, schedule test drives, and maintain conversational consistency across multiple platforms, ensuring a seamless transition between digital and in-person interactions. In an age where most touchpoints before a sale are digital, embedding AI in CRM systems elevates customer experiences. As Bradley affirms, "If your AI is integrated with your CRM, if your AI is integrated with your online reputation strategy…it is next level." By streamlining these processes, dealerships can enhance engagement, nurture relationships, and ultimately drive more sales.   The automotive industry stands at a pivotal juncture where transformation is not just necessary but imperative. By understanding the nuances between customer service and experience, fostering robust relationships with existing customers, and embracing cutting-edge technologies like AI, dealerships can not only survive the intricacies of the modern market but truly thrive in it. The insights shared by industry experts provide a roadmap to not only meet but exceed customer expectations, ensuring loyalty and profitability in uncertain times.   Resources: Podium: Discover how Podium's innovative AI technology can unlock unparalleled efficiency and drive your dealership's sales to new heights. Visit www.podium.com/mcs to learn more!   Dealer Synergy & Bradley On Demand: The automotive industry's #1 training, tracking, testing, and certification platform and consulting & accountability firm.   The Millionaire Car Salesman Facebook Group: Join the #1 Mastermind Group in the Automotive Industry! With over 29,000 members, gain access to successful automotive mentors & managers, the best industry practices, & collaborate with automotive professionals from around the WORLD! Join The Millionaire Car Salesman Facebook Group today!   Win the Game of Googleopoly: Unlocking the secret strategy of search engines.     The Millionaire Car Salesman Podcast is Proudly Sponsored By: Podium: Elevating Dealership Excellence with Intelligent Customer Engagement Solutions. Unlock unparalleled efficiency and drive sales with Podium's innovative AI technology, featured proudly on the Millionaire Car Salesman Podcast. Visit www.podium.com/mcs to learn more!   Dealer Synergy: The #1 Automotive Sales Training, Consulting, and Accountability Firm in the industry! With over two decades of experience in building Internet Departments and BDCs, we have developed the most effective automotive Internet Sales, BDC, and CRM solutions. Our expertise in creating phone scripts, rebuttals, CRM action plans, strategies, and templates ensures that your dealership's tools and personnel reach their full potential.   Bradley On Demand: The automotive sales industry's top Interactive Training, Tracking, Testing, and Certification Platform. Featuring LIVE Classes and over 9,000 training modules, our platform equips your dealership with everything needed to sell more cars, more often, and more profitably!

Why Parts Managers & Fixed Ops Directors Rely on Partnership, Not Just ReportsIn this episode of the PartsEdge Podcast, Kaylee Felio sits down with Tim Kreitel (Parts Manager) and Ryan Else (Fixed Ops Director) to explore the long-term impact PartsEdge has made on their dealership operations. From simplifying sourcing to saving time on reporting, they share how PartsEdge enables them to focus on what matters most—coaching teams, supporting techs, and running a more profitable parts department.Tim recalls walking into his role years ago and having no idea what PartsEdge did—until he realized it was quietly running the backend systems that allowed him to stay out front, leading on the counter. For Ryan, the power lies in the speed of execution: accurate reports, smarter sourcing, and monthly consulting that helps avoid obsolescence before it costs the store.Less Time in the Office, More Time on the CounterPartsEdge gives working managers like Tim time back—freeing them from DMS setup, data entry, and building reports from scratch. That means more energy spent coaching counter staff, staying in touch with inventory cycles, and solving customer problems in real time.Ryan emphasizes how much value comes from monthly reconciliation meetings and having a trusted support partner during DMS transitions. In his words: “I'd rather have Tim helping customers than spending two hours trying to chase a report.”Smart Sourcing, Real ROIOne standout benefit? The intelligent sourcing strategy PartsEdge manages. While 4 sources might feel easier to manage manually, PartsEdge's system of 100+ sources means parts flow through their lifecycle in a way that avoids overstock, obsolescence, and wasted working capital.As Tim explains, “Your system filters out parts that look like they're moving—but really aren't.” That means fewer scrapped parts, faster turn, and smarter stocking decisions based on actual trends—not gut feeling.SponsorsThis show is powered by PartsEdge — Your go-to solution for transforming dealership parts inventory into a powerhouse of profitability. Their strategies are proven to amp up parts sales by a whopping 20%, all while cutting down on idle inventory. Learn more at

In this electrifying episode of the Millionaire Car Salesman Podcast, Sean V. Bradley and Tianna Mick, aka "T Got Your Keys," dive deep into the powerful strategies that can elevate your career in automotive sales. They reveal the game-changing steps sales professionals need to take to treat car sales not just as a job, but as a personal business venture. "Car sales is like owning your own business, but almost nobody does because it's not easy." - Sean V. Bradley Discover how to develop a strong personal brand, leverage cutting-edge digital tools like ChatGPT and Canva to create impactful logos and identities, and implement a holistic online and offline marketing strategy that drives success. This episode challenges you to move beyond the dealership's foot traffic and start building a loyal clientele through proactive effort and innovation. "If you're not consistently building your brand, you're gonna lose those customers and you're never gonna have the chance again." - Tianna Mick Sean and Tianna take a closer look at why personal brand identity is crucial in today's highly competitive landscape, and they share success stories from top industry figures like Cody Carter and Chrissy Burton. Plus, get the inside scoop on tools like Podium's conversational AI and how they can help you create a seamless, relational customer experience that leads to both increased sales and brand loyalty. "This is a 24/7 thing. I'm really committed to it, and you need to start today." - Tianna Mick Ready to level up your career? Tune in to learn the strategies that will empower you to take control of your success, engage with customers in a more meaningful way, and ultimately stand out in the automotive sales world.   Key Takeaways: ✅ Personal Branding: Develop a unique brand identity within the dealership's brand to stand out and personalize the customer experience. ✅ Strategic Marketing: Utilize tools like Canva, ChatGPT, and social media platforms for strategic and cohesive brand development and customer engagement. ✅ Innovative Customer Experience: Build customer loyalty through personalized post-sale experiences and community engagement initiatives. ✅ Investment: Consider investing personally in marketing strategies if dealership funding is unavailable; transformation starts with self-belief and strategic planning. ✅ Use of AI Tools: Harness AI-driven platforms such as Podium to enhance efficiency in lead conversion and customer engagement.   About Tianna Mick aka T Got Your Keys Tianna Mick (T Got Your Keys): Tianna Mick, famously known as "T Got Your Keys," is a prominent figure in the automotive sales space. With a deep-rooted passion for engaging with customers through social media and digital platforms, she leverages cutting-edge tools and strategies to maximize customer engagement. Tianna is an enthusiastic champion of dealership success, providing valuable insights on sales through various media, including the Millionaire Car Salesman Podcast.   Building a Personal Brand in Automotive Sales: Unlocking Success Through Innovation In the high-stakes world of automotive sales, standing out is paramount. As revealed in the dynamic conversation between Sean V. Bradley and Tianna Mick, the path to extraordinary success involves treating car sales like your own business. This article explores how building a personal brand can transform your career, leveraging technology, creativity, and strategic investment. Key Takeaways Developing a personal brand within the dealership's brand is crucial for differentiation and success in automotive sales. Proactively investing in your own marketing efforts can yield significant returns in terms of sales performance. Utilizing artificial intelligence and technology streamlines marketing processes and enhances customer engagement. The Power of Personal Branding in Automotive Sales Creating a personal brand within the automotive industry isn't just a fancy trend—it's a necessity for standing out in a crowded marketplace. Both Sean V. Bradley and Tianna Mick emphasize that most salespeople miss the mark by not establishing their own brand identity. The traditional method of relying solely on dealership leads and foot traffic is becoming obsolete. With technology at our fingertips and the automotive landscape rapidly evolving, sales professionals must differentiate themselves. As Sean notes, "Car sales is like owning your own business." Tianna Mick illustrates this by sharing her journey with the brand "T got your keys," which reflects her personality and values. She highlights the importance of colors, logos, and slogans, as these elements create a lasting impression. "You want to be on the top of mind of all of your customers and all of your prospects' minds," Tianna asserts, underscoring the enduring influence a well-crafted brand can have. Besides personalization, the strategic use of social media amplifies reach and builds credibility. "You pick a brand name that's memorable," Tianna advises, while emphasizing the seamless integration of brand elements across various platforms to maintain consistency and professional growth. Leveraging Technology and AI in Personal Branding Incorporating technology, especially artificial intelligence, is a game-changer for any salesperson looking to elevate their brand. From utilizing AI tools like ChatGPT for creating brand names and logos to integrating them with design platforms like Canva, the possibilities are endless. Sean indicates, "ChatGPT can do this, you know, for free or for practically free," promoting efficiency in establishing your brand. Moreover, AI offers innovative ways to manage customer interactions—Podium's conversational AI being a prime example. For salespeople, AI provides the opportunity to remain engaged with potential customers even during off-hours, ensuring no sales opportunity is missed. As the conversation reveals, AI doesn't just automate processes; it complements your efforts, acting as an omnipresent team member that keeps your operations running smoothly, freeing you to focus on delivering exceptional service and building relationships. The strategy extends to harnessing analytics for targeted marketing. As Tianna experienced, integrating a platform like "Build a Brand" with CRM systems ensures every customer interaction is optimized for success. The data-driven approach not only refines marketing strategies but also enhances service delivery, creating a competitive edge in the bustling automotive market. Investment Strategies for Personal Branding Success Realizing your brand's full potential often requires a financial commitment. Investing in marketing materials and tools is integral to expanding visibility and reinforcing your brand in customers' minds. While discussing budget allocations, Sean shares a proactive approach, encouraging salespeople to approach dealership management for marketing support, emphasizing a shared investment in achieving common goals. "Why don't people lift weights? Because they're heavy," Sean humorously notes, driving the point that investing might seem daunting but is ultimately rewarding. But it's not just about asking for funds; it's about presenting a strategic plan that illustrates potential returns. Tianna supports, "The more car sales I sell you, you get. But I get it," illuminating the mutual benefits of such collaboration. However, even if funding isn't an immediate option, looking at cost-effective methods like custom business cards and creative partnerships with local businesses can still drive significant impact. For sales professionals willing to invest in themselves, leveraging resources smartly can stimulate growth. This could mean setting aside a part of the commission for marketing initiatives or using affordable online platforms for brand promotion. Sean emphasizes that "scared money don't make any money," urging salespeople to be bold and strategic in their financial decisions to ensure exponential growth. By crafting a personal brand, utilizing cutting-edge technology, and committing to strategic investments, automotive salespeople can distinguish themselves from the competition. Tianna and Sean's conversation highlights a pathway to success that combines innovation with personalized service—keys to thriving in today's automotive landscape.     Resources: Podium: Discover how Podium's innovative AI technology can unlock unparalleled efficiency and drive your dealership's sales to new heights. Visit www.podium.com/mcs to learn more!   ProMax: Complete CRM: Complete CRM is a streamlined, all-in-one system that simplifies your dealership software and processes so you can manage every aspect of your operation with ease; from tracking and following up on leads, desking deals, managing inventory, marketing to your customers, and more. Visit www.nccdirect.com/dealer-synergy to learn more!   Dealer Synergy & Bradley On Demand: The automotive industry's #1 training, tracking, testing, and certification platform and consulting & accountability firm.   The Millionaire Car Salesman Facebook Group: Join the #1 Mastermind Group in the Automotive Industry! With over 29,000 members, gain access to successful automotive mentors & managers, the best industry practices, & collaborate with automotive professionals from around the WORLD! Join The Millionaire Car Salesman Facebook Group today!   Win the Game of Googleopoly: Unlocking the secret strategy of search engines.   The Millionaire Car Salesman Podcast is Proudly Sponsored By: Podium: Elevating Dealership Excellence with Intelligent Customer Engagement Solutions. Unlock unparalleled efficiency and drive sales with Podium's innovative AI technology, featured proudly on the Millionaire Car Salesman Podcast. Visit www.podium.com/mcs to learn more!   ProMax: Complete CRM: As an innovative leader in the industry for the last 30 years, Complete CRM is designed to give your dealership the competitive edge in a demanding marketplace. Powered by Complete Credit™ and award-winning desking, Complete CRM™ is the industry's only credit and compliance-enabled CRM that lets dealers achieve maximum profitability on every deal. Built on modern technology, Complete CRM seamlessly integrates credit, compliance, inventory, data mining, lead generation, enterprise functionality, and customized reporting in one tool with a single login. Visit www.nccdirect.com/dealer-synergy to learn more!   Dealer Synergy: The #1 Automotive Sales Training, Consulting, and Accountability Firm in the industry! With over two decades of experience in building Internet Departments and BDCs, we have developed the most effective automotive Internet Sales, BDC, and CRM solutions. Our expertise in creating phone scripts, rebuttals, CRM action plans, strategies, and templates ensures that your dealership's tools and personnel reach their full potential.   Bradley On Demand: The automotive sales industry's top Interactive Training, Tracking, Testing, and Certification Platform. Featuring LIVE Classes and over 9,000 training modules, our platform equips your dealership with everything needed to sell more cars, more often, and more profitably!  

In this episode of the Millionaire Car Salesman Podcast, LA Williams and Tianna Mick (aka T Got Your Keys) pull back the curtain on some of the most overlooked—and underutilized—strategies that today's top automotive professionals are using to drive real results. "Social media absolutely has to be social. I got some tips that I could give to you if you want me." — LA Williams From communication techniques that reignite cold leads to modern tools that streamline the sales process, this high-energy conversation touches on the evolving toolkit of the 2025 car salesperson. Without giving too much away, let's just say if you've ever underestimated the power of a voicemail or dismissed AI as a “future thing,” this episode is about to change your mind. "AI is to just make workarounds so that way you actually have more time to focus on the things that are going to yield you the biggest result." — Tianna Mick Tianna and LA break down how today's buyers want to be engaged—and more importantly, how you can become the kind of salesperson who shows up where they are, with the right message, at the right time. If you're ready to stop selling like it's 2012 and start connecting like it's 2025, this episode is for you.   Key Takeaways: ✅ Voicemail Strategy: Creating engaging, curiosity-driven voicemails can significantly increase customer callbacks and drive sales success. ✅ AI in Dealerships: AI tools like ChatGPT and Podium enhance customer service by providing quick and relevant responses, ultimately improving lead conversion. ✅ Social Media Engagement: Leveraging platforms like Facebook and Instagram with a mix of personal, professional, and purposeful content helps build a loyal customer base. ✅ Personalization and Authenticity: Personalizing interactions and maintaining authenticity in customer communications is crucial for building trust and driving sales. ✅ AI Training for Sales: Encouraging salespeople to familiarize themselves with AI tools can streamline operations and save time, allowing focus on high-impact activities.   About LA Williams aka The Blind Master LA Williams, also known as the "Blind Phone Master," co-creates the Millionaire Car Salesman Podcast. With extensive experience in automotive sales, LA specializes in effective communication strategies, particularly over the phone. Known for his ability to transform ordinary sales approaches into high-impact experiences, he uses his expertise to teach others how to achieve success in the car sales industry. LA is also recognized for his innovative use of technology, especially AI, to improve sales processes.   About Tianna Mick aka T Got Your Keys Tianna Mick, famously known as "T Got Your Keys," is a prominent figure in the automotive sales space. With a deep-rooted passion for engaging with customers through social media and digital platforms, she leverages cutting-edge tools and strategies to maximize customer engagement. Tianna is an enthusiastic champion of dealership success, providing valuable insights on sales through various media, including the Millionaire Car Salesman Podcast.   Maximize Your Sales: The Art of Voicemails, AI, and Social Media in Car Sales Unlock the hidden potential of your dealership through the strategic use of voicemails, AI, and social media. A transformative approach to customer engagement is vital for boosting your bottom line this year. With effective communication strategies and technology-driven insights, you can revolutionize your dealership's operations and set the stage for unprecedented growth. Key Takeaways Voicemails Are Alive and Thriving: Contrary to popular belief, voicemails are a potent tool for engaging customers, as long as they are used correctly. AI as Your Secret Weapon: Leverage AI in every aspect of your dealership—from managing leads to sending perfect follow-ups. Social Media: Friend or Foe?: Embrace social platforms for what they were meant to be—social and engaging.   Voicemails: Not Just Old School, But Smart Voicemails are far from dead, especially if you know how to use them wisely. The power of a well-crafted voicemail lies in its ability to make the recipient curious enough to give you a callback. As LA Williams emphasizes, "If we could get conversations going…that's half the battle." Voicemail mastery involves not just what you say but how you say it—infusing the message with energy and a tone of trustworthiness while keeping them short and under 30 seconds. Williams further cautions against leaving dead voicemail messages. You know the ones—monotonously reminding prospects of what they already know. Instead, he advises creating valid curiosity using pointed questions. He asserts, "Tell the person that you have some key questions that you need to run by them." This technique effectively pulls the customer in and increases engagement rates. Despite the technological advancements in telecommunications, voicemail continues to be a fundamental tool in the salesperson's toolkit. With phones now transcribing voicemails into text, this feature offers a dual-engagement mode—listening and reading. The versatility of voicemails makes them an asset for reaching today's busy consumers. Harnessing the Power of AI for Lead Conversion Artificial Intelligence is not only the future; it's the present. It is a versatile tool that uniquely complements human efforts by managing leads and prompting timely follow-ups. As LA Williams introduces it, "Podium has Jerry, an AI whiz that sets up test drives, answers questions… and facilitates seamless sales." AI platforms like ChatGPT offer tailored sales messages, be they emails or text messages, carefully crafted to suit the customer's journey. The magic happens when AI is set to act like an intern—making suggestions, learning from each interaction, and evolving based on feedback. Williams shares a vivid story about how an AI app once malfunctioned, showing how deeply sales professionals rely on these tools. AI revolutionizes communication by enhancing the speed with which leads are managed. Instant responses are crucial in keeping customers warm, especially when a human may not be available to answer a call immediately. "Speed to lead is paramount," Williams reminds us, driving home the importance of fast, accurate customer service now achievable through AI integrations. Social Media Engagement: Beyond the Basics Social media isn't just another marketing tool; it's a robust platform for dynamic engagement. By presenting oneself authentically, you transform followers into raving fans. Williams explains, "From posting motivational quotes to sharing personal moments, social media should be an amalgamation of personal and professional." The strength of platforms like Facebook and Instagram lies in their capacity to humanize businesses and salespeople. Incorporating a balanced content strategy—personal, professional, purposeful, and polls—turns casual scrolls into potential sales leads. This dynamic space also represents the perfect proving ground for integrating AI-created messages. Social media's double-edged sword lies in how its ease of access can lead to lost opportunities if you aren't fully leveraging it. For car sales professionals, it serves as an extension of the dealership—bridging the gap between traditional sales techniques and the modern consumer journey. With these insights into voicemails, AI, and social media, the path to improving customer engagement and ultimately boosting sales is a journey revolving around choice and adaptation. Whether it's crafting that perfect voicemail, harnessing AI to nurture leads, or mastering the nuance of social media, each of these elements holds the potential to transform your dealership into a powerhouse. The time to act is now, and the tools you need are right at your fingertips. The future of auto sales won't wait—will you?     Resources: Podium: Discover how Podium's innovative AI technology can unlock unparalleled efficiency and drive your dealership's sales to new heights. Visit www.podium.com/mcs to learn more!   ProMax: Complete CRM: Complete CRM is a streamlined, all-in-one system that simplifies your dealership software and processes so you can manage every aspect of your operation with ease; from tracking and following up on leads, desking deals, managing inventory, marketing to your customers, and more. Visit www.nccdirect.com/dealer-synergy to learn more!   Dealer Synergy & Bradley On Demand: The automotive industry's #1 training, tracking, testing, and certification platform and consulting & accountability firm.   The Millionaire Car Salesman Facebook Group: Join the #1 Mastermind Group in the Automotive Industry! With over 29,000 members, gain access to successful automotive mentors & managers, the best industry practices, & collaborate with automotive professionals from around the WORLD! Join The Millionaire Car Salesman Facebook Group today!   Win the Game of Googleopoly: Unlocking the secret strategy of search engines.     The Millionaire Car Salesman Podcast is Proudly Sponsored By: Podium: Elevating Dealership Excellence with Intelligent Customer Engagement Solutions. Unlock unparalleled efficiency and drive sales with Podium's innovative AI technology, featured proudly on the Millionaire Car Salesman Podcast. Visit www.podium.com/mcs to learn more!   ProMax: Complete CRM: As an innovative leader in the industry for the last 30 years, Complete CRM is designed to give your dealership the competitive edge in a demanding marketplace. Powered by Complete Credit™ and award-winning desking, Complete CRM™ is the industry's only credit and compliance-enabled CRM that lets dealers achieve maximum profitability on every deal. Built on modern technology, Complete CRM seamlessly integrates credit, compliance, inventory, data mining, lead generation, enterprise functionality, and customized reporting in one tool with a single login. Visit www.nccdirect.com/dealer-synergy to learn more!   Dealer Synergy: The #1 Automotive Sales Training, Consulting, and Accountability Firm in the industry! With over two decades of experience in building Internet Departments and BDCs, we have developed the most effective automotive Internet Sales, BDC, and CRM solutions. Our expertise in creating phone scripts, rebuttals, CRM action plans, strategies, and templates ensures that your dealership's tools and personnel reach their full potential.   Bradley On Demand: The automotive sales industry's top Interactive Training, Tracking, Testing, and Certification Platform. Featuring LIVE Classes and over 9,000 training modules, our platform equips your dealership with everything needed to sell more cars, more often, and more profitably!

Join Sean V. Bradley and L.A. Williams as they feature the incredible Toni Cornell, a true trailblazer in automotive sales who's making waves with her innovative use of social media. From being a young mom to becoming a six-figure earner, Toni's journey is nothing short of inspiring! "I went from a 15-year-old mom to making over six figures. You know, I haven't needed state assistance." – Toni Cornell In this episode, she opens up about how she's leveraged her personal and business Facebook pages to generate leads, sell cars, and grow her network organically, creating lasting relationships along the way! "I've been using social media for, I would say 10 years... and it's my main source of business." – Toni Cornell Toni shares the secrets behind her content strategy, designed to foster personal connections and community trust. With the support of her manager, she dives into her transition from BDC to full-time sales, emphasizing the power of adaptability and a human-first approach, especially in an era dominated by AI. Plus, discover how AI technologies like Podium's conversational AI are helping salespeople engage with customers continuously, enhancing their sales efforts. This episode is packed with game-changing insights you don't want to miss!   Key Takeaways: ✅ Toni Cornell achieved an impressive feat in automotive sales, selling up to 51 cars in one month, primarily through social media strategies. ✅ By using her Facebook pages, Toni reaches nearly 300,000 people, with over 90,000 direct engagements, which translates to daily leads and consistent sales. ✅ Social media is not only about direct sales; Toni emphasizes the importance of community engagement, authentic content sharing, and building trust with followers. ✅ Integrating AI into sales processes can facilitate continuous customer interaction, allowing professionals like Toni to manage increased leads without compromising personal touch. ✅ Managers like Harry play a pivotal role in recognizing and nurturing talent, encouraging the use of innovative platforms like the Millionaire Car Salesman Network to drive success.   About Toni Cornell Toni Cornell is a distinguished automotive sales professional who has mastered the art of selling vehicles through social media! Starting as a BDC representative, Toni has built an impressive career, selling up to 51 cars in a month and leveraging platforms like Facebook to expand her clientele. With over 17,500 organic followers and an engagement reach of 90,000 on her personal Facebook page, Toni has become a social media influencer in the automotive industry. Aside from her sales achievements, she is also recognized for her commitment to community service and advocacy!   Unlocking Success in Car Sales: Leveraging Social Media, Mentorship, and Innovation Key Takeaways: Social Media Mastery: Harnessing Facebook to generate leads and influencer-level engagement can significantly boost car sales. Mentorship and Empowerment: A supportive management team can elevate salespeople, transforming potential into performance. Innovation in a Changing Landscape: Staying ahead in the auto industry requires thinking outside the traditional dealership model.   Harnessing the Power of Social Media for Car Sales In today's digital age, social media has emerged as an invaluable tool for car sales professionals looking to maximize their reach and influence. Leveraging platforms like Facebook not only enhances personal branding but also serves as a powerful lead generation tool. Toni Cornell, a standout figure in automotive sales, exemplifies this transformation with her impressive use of social media to drive business outcomes. Toni's journey from a beginner to a leading salesperson showcases the monumental power of social media in sales. By cultivating a staggering 17,500 followers on her organic page, she managed to achieve an engagement level that reaches up to 300,000 people, with 90,000 directly engaging with her content. As she shares, "I have videos with up to 1.4 million views, and it's my main source of business." What sets Toni apart is not just her ability to attract followers but also her strategic use of Facebook as a revenue-generating tool, earning $1,000 to $2,000 a month from ad revenue. This showcases the potential of social media to supplement income while bolstering sales efforts. Her story is a testament to the impact of integrating social media into a sales strategy, emphasizing how platforms like Facebook can become indispensable allies in a competitive market.   The Role of Mentorship and Empowerment in Sales Success Behind every high-achieving professional is often a supportive mentor who recognized and nurtured their potential. For Toni Cornell, that mentor was her general sales manager, Harry, who not only identified her potential but also directed her towards invaluable resources to foster her growth. "I've been following it for a while. Someone just suggested it for me, and I really like the content, what you guys were about," Harry explains. Harry's approach highlights a critical element of success: empowerment. By encouraging Toni to join the "Millionaire Car Salesman Facebook Group," he provided her with tools that propelled her knowledge and operations beyond traditional dealership expectations. Harry describes Toni as someone who "took off with it" and transformed her online presence into a consistent source of leads, thereby enhancing dealership sales without any direct dealership expenditure. The essence of Harry's mentorship style lies in allowing salespeople to explore creative methods of growing their business while offering unwavering support. This strategy has propelled Toni to achieve remarkable feats, such as selling 51 cars in a single month. Her experience shows how encouragement and autonomy can unlock previously untapped potential within sales professionals.   Innovation: Leading the Auto Sales Industry into a New Era In a rapidly evolving automotive landscape, innovative thinking has become non-negotiable. The traditional dealership model's limitations are becoming increasingly apparent, especially when contrasted with the fresh approaches of individuals like Toni Cornell. Her story is a blueprint for those looking to thrive amidst industry changes. The proactive pursuit of alternative avenues, such as strategic social media utilization, not only fills the gaps left by traditional methods but also opens new doors for customer engagement. Harry, the GSM at her dealership, recognized this dynamic early on: "I didn't do anything with it. I didn't prospect it, I didn't work or lead. I wasn't in the CRM, didn't pay for it. It's all extra." Such forward-thinking approaches are critical, especially in an industry where to remain stagnant is to fall behind. As dealerships face tighter competition and evolving consumer expectations, integrating innovative tools like AI chatbots and personalized social media campaigns can enhance customer experience and loyalty.   Gaining Traction: Elevating Car Sales through Creativity and Community The journey depicted in this conversation serves as a powerful example of how combining social media prowess with effective mentorship can lead to unprecedented success in car sales. Toni Cornell's achievements underscore the profound impact that social media and community engagement can have on business outcomes. Her story is a reminder that in an ever-changing industry, innovation and adaptability remain the cornerstones of sustained success. Supporting team members and equipping them with the tools to thrive is not just beneficial for individual professionals; it contributes to a dealership's overall growth and resilience. As Toni continues to forge ahead, her journey inspires others to explore how they can reinvent their practices and embrace the digital age's opportunities. The account from the millionaire car sales podcast offers crucial insights into the changing automotive sales landscape. It shows that by embracing technology, mentoring talented professionals, and fostering a culture of innovation, dealerships can not only survive but thrive in a rapidly evolving marketplace.   Resources: Podium: Discover how Podium's innovative AI technology can unlock unparalleled efficiency and drive your dealership's sales to new heights. Visit www.podium.com/mcs to learn more!   ProMax: Complete CRM: Complete CRM is a streamlined, all-in-one system that simplifies your dealership software and processes so you can manage every aspect of your operation with ease; from tracking and following up on leads, desking deals, managing inventory, marketing to your customers, and more. Visit www.nccdirect.com/dealer-synergy to learn more!   Dealer Synergy & Bradley On Demand: The automotive industry's #1 training, tracking, testing, and certification platform and consulting & accountability firm.   The Millionaire Car Salesman Facebook Group: Join the #1 Mastermind Group in the Automotive Industry! With over 29,000 members, gain access to successful automotive mentors & managers, the best industry practices, & collaborate with automotive professionals from around the WORLD! Join The Millionaire Car Salesman Facebook Group today!   Win the Game of Googleopoly: Unlocking the secret strategy of search engines.     The Millionaire Car Salesman Podcast is Proudly Sponsored By: Podium: Elevating Dealership Excellence with Intelligent Customer Engagement Solutions. Unlock unparalleled efficiency and drive sales with Podium's innovative AI technology, featured proudly on the Millionaire Car Salesman Podcast. Visit www.podium.com/mcs to learn more!   ProMax: Complete CRM: As an innovative leader in the industry for the last 30 years, Complete CRM is designed to give your dealership the competitive edge in a demanding marketplace. Powered by Complete Credit™ and award-winning desking, Complete CRM™ is the industry's only credit and compliance-enabled CRM that lets dealers achieve maximum profitability on every deal. Built on modern technology, Complete CRM seamlessly integrates credit, compliance, inventory, data mining, lead generation, enterprise functionality, and customized reporting in one tool with a single login. Visit www.nccdirect.com/dealer-synergy to learn more!   Dealer Synergy: The #1 Automotive Sales Training, Consulting, and Accountability Firm in the industry! With over two decades of experience in building Internet Departments and BDCs, we have developed the most effective automotive Internet Sales, BDC, and CRM solutions. Our expertise in creating phone scripts, rebuttals, CRM action plans, strategies, and templates ensures that your dealership's tools and personnel reach their full potential.   Bradley On Demand: The automotive sales industry's top Interactive Training, Tracking, Testing, and Certification Platform. Featuring LIVE Classes and over 9,000 training modules, our platform equips your dealership with everything needed to sell more cars, more often, and more profitably!

What happens when unstoppable determination meets next-level creativity on the sales floor? In this powerhouse episode of the Millionaire Car Salesman podcast, Sean V. Bradley sits down with automotive sales phenom Tiffany Jean Haggerty-Kruzer—a woman who's rewriting the rules and setting new records at her Honda dealership. "Too many people are busy selling the car when they should be busy selling the appointment." — Tiffany Jean Haggerty-Kruzer From bold marketing moves to unexpected customer connection strategies, Tiffany brings an energy and perspective that will challenge everything you think you know about car sales. Her journey is real, raw, and packed with insights dealership professionals can't afford to miss. "When people tell me I can't do something... it makes me want to show everyone that I can do better than everyone else." — Tiffany Jean Haggerty-Kruzer If you're ready to think bigger, sell smarter, and stand out in your market, this episode is your blueprint. Just be warned: it might change the way you sell forever!   Key Takeaways: ✅ Innovative Marketing: Tiffany differentiates herself by using personalized postcards, lottery tickets, and relationship-building tactics to enhance customer engagement and satisfaction. ✅ Networking Strategy: Effective use of social media groups and reciprocal relationships with other local businesses boost her sales and referral network. ✅ Overcoming Challenges: Despite early gender bias, Tiffany's resilience and commitment to excellence propelled her to the top of her field. ✅ Family in Automotive Sales: Tiffany's success has inspired her daughter to follow in her footsteps, building a successful career in car sales. ✅ Focus on Customer Relations: By treating customers as friends and continually fostering these relationships, Tiffany ensures a steady stream of referrals and repeat business.   About Tiffany Jean Haggerty-Kruzer Tiffany Jean Haggerty-Kruzer is a seasoned automotive sales professional with over 23 years of experience in the industry. Starting her career in 2001, Tiffany has demonstrated exceptional skill and resilience, transitioning from selling cars at a Honda dealership, where she is currently the top saleswoman, to becoming a notable figure in the automotive sales community. Known for her ability to sell over 60 cars in a month, Tiffany not only excels in vehicle sales but also in building meaningful customer relationships and inspiring fellow sales professionals. Her daughter, Liana Nikel, is also a talented salesperson in the automotive industry, working with GMC and achieving success early in her career!     The Path to Success: Insightful Lessons from a Female Automotive Trailblazer Key Takeaways: Embrace resilience in a challenging automotive environment, especially as a woman in a male-dominated industry. Harness innovative strategies and technology to maximize efficiency and sales outcomes. Foster invaluable networks and relationships within the industry and community for sustained success. The automotive industry, like many others, is often seen as a male-dominated space. Yet, trailblazers like Tiffany Jean Haggerty-Kruzer have shattered these perceptions, proving that women can excel and redefine success in car sales. This engaging conversation between Sean V. Bradley, LA Williams, and Tiffany reveals insightful themes centered around resilience, innovation, and networking. Each of these themes is crucial for anyone looking to thrive in the automotive sales world.   Resilience Against Industry Challenges Resilience is a recurring theme throughout the transcript. Tiffany's journey in the automotive industry wasn't smooth from the outset. Her initial challenge was during a job interview with a BMW dealership, where her potential was prematurely judged based on her gender. "The manager walked in, saw I was a female, and walked right back out," she reflects, with a sense of triumph over what would have discouraged many. Such prejudices, unfortunately, aren't rare. Many women in various industries face similar biases. Tiffany's story serves as an inspiring testimony that challenges are not roadblocks but stepping stones to success. Her approach is clear: "Pretty funny because that honestly gives me more drive. When people tell me I can't do something…it makes me want to show everyone that I can do better than everyone else." The broader implication is a call for resilience in the face of unfair treatment and stereotypes, advocating for perseverance and persistence. Tiffany's success speaks to those who doubt their capabilities in overcoming industry-specific hurdles and provides a beacon of hope for aspiring female professionals.   Leveraging Innovative Strategies and Technology Innovation, especially in terms of leveraging tools and personal strategies, is crucial for sustained success in the automotive industry. Tiffany illustrates a clear understanding of how standing out requires more than just conventional techniques. She asserts, "I always wanted to be different than everyone else because that's what makes you successful." Her use of handwritten postcards, light-hearted lottery tickets, and the creation of evidence manuals highlights a sophisticated approach to building relationships and enhancing customer engagement. She explains, "People don't like to open up envelopes, you know, too much. So, I really feel that if you have it on a postcard and they get it in the mail, they're going to read it right away." Additionally, there's an emphasis on the integration of technology and automation in streamlining operations. Bradley's advice regarding AI underscores the importance of embracing technological advancements. "I would love to be able to promote your business," Tiffany concurs, signaling an openness to adopting innovative tools that can further accentuate her already effective strategies. Such tools can increase productivity and allow industry professionals to scale their efforts, revealing the potential impact of technology on sales efficiency.   Building Networks for Long-term Success Networking within the industry and broader community is an essential element of Tiffany's success story. Her strategy in creating valuable, sustained relationships lays the foundation for reliable referrals and repeat business. Her community engagement, characterized by distributing business cards with donuts to banks and clothing stores, exemplifies her proactive approach to fostering relationships. "Basically, I have just…one big friendship because they'll know who to call when they need a car," she shares, underscoring the importance of turning customers into long-term allies and advocates. This relational approach allows her to close a significant number of referral-based deals each month and steadily build her reputation. Professionals in the automotive industry can learn from Tiffany's approach to networking. By developing reciprocal relationships, such as with mortgage brokers and real estate agents, sales associates can create a widened network of potential customers and referrers. The broader implication here is the undeniable value of community integration and professional alliances in achieving robust, long-term success. Without limiting herself to traditional norms, Tiffany has utilized a combination of personal initiative, relationship-building, and innovative thinking to redefine success in the automotive world. For emerging and seasoned professionals alike, her approach presents actionable insights: aim for excellence irrespective of prejudice, employ technology to enhance efforts, and cultivate indispensable networks. Through these insights, Tiffany Jean Haggerty-Kruzer not only stands as a model for female empowerment but also as a luminary for all who strive to excel in the automotive sales industry.     Resources: Podium: Discover how Podium's innovative AI technology can unlock unparalleled efficiency and drive your dealership's sales to new heights. Visit www.podium.com/mcs to learn more!   NCC: Credit-Driven Retailing - NCC delivers industry-best credit-driven retailing for auto dealerships, combining a powerful credit and compliance engine and fully integrated CRM/Desking platform for maximum profitability. Visit www.nccdirect.com/dealer-synergy to learn more!   Complete CRM: Complete CRM is a streamlined, all-in-one system that simplifies your dealership software and processes so you can manage every aspect of your operation with ease; from tracking and following up on leads, desking deals, managing inventory, marketing to your customers, and more. Visit www.nccdirect.com/dealer-synergy to learn more!   Dealer Synergy & Bradley On Demand: The automotive industry's #1 training, tracking, testing, and certification platform and consulting & accountability firm.   The Millionaire Car Salesman Facebook Group: Join the #1 Mastermind Group in the Automotive Industry! With over 29,000 members, gain access to successful automotive mentors & managers, the best industry practices, & collaborate with automotive professionals from around the WORLD! Join The Millionaire Car Salesman Facebook Group today!   Win the Game of Googleopoly: Unlocking the secret strategy of search engines.     The Millionaire Car Salesman Podcast is Proudly Sponsored By: Podium: Elevating Dealership Excellence with Intelligent Customer Engagement Solutions. Unlock unparalleled efficiency and drive sales with Podium's innovative AI technology, featured proudly on the Millionaire Car Salesman Podcast. Visit www.podium.com/mcs to learn more!   NCC: Powered by proprietary solutions such as Intelligent Credit Engine™ and LenderSelect™, NCC transforms the car-buying experience for dealers and their customers. From compliance and lender selection to CRM and desking, to marketing and data mining—NCC integrates them all in a single, seamless platform to deliver better customer experiences, maximum efficiency and maximum profit. Visit www.nccdirect.com/dealer-synergy to learn more!   Complete CRM: As an innovative leader in the industry for the last 30 years, Complete CRM is designed to give your dealership the competitive edge in a demanding marketplace. Powered by Complete Credit™ and award-winning desking, Complete CRM™ is the industry's only credit and compliance-enabled CRM that lets dealers achieve maximum profitability on every deal. Built on modern technology, Complete CRM seamlessly integrates credit, compliance, inventory, data mining, lead generation, enterprise functionality, and customized reporting in one tool with a single login. Visit www.nccdirect.com/dealer-synergy to learn more!   Dealer Synergy: The #1 Automotive Sales Training, Consulting, and Accountability Firm in the industry! With over two decades of experience in building Internet Departments and BDCs, we have developed the most effective automotive Internet Sales, BDC, and CRM solutions. Our expertise in creating phone scripts, rebuttals, CRM action plans, strategies, and templates ensures that your dealership's tools and personnel reach their full potential.   Bradley On Demand: The automotive sales industry's top Interactive Training, Tracking, Testing, and Certification Platform. Featuring LIVE Classes and over 9,000 training modules, our platform equips your dealership with everything needed to sell more cars, more often, and more profitably!  

In this powerful episode of the Millionaire Car Salesman Podcast, hosted by Sean V. Bradley and LA Williams, we bring in a special guest: Penny Vettel-Diersing! Penny shares her extensive experience in auto dealership marketing, starting with a breakdown of intelligent lead routing within the BDC and why customized communication strategies are critical for maximizing every lead opportunity.  "What value before you click send, on a text, on a chat, on an email, what value are you giving to the customer." The conversation then leads to Penny's innovative take on digital marketing, Google tagging, and advanced analytics — showing how dealerships can move beyond simple reply metrics to truly measure the value of every communication effort. And her #1 success in her dealership - Text messaging! "A successful text campaign isn't about the reply count. It's about the action a customer takes after getting your text." If you're ready to sharpen your marketing, drive more meaningful engagement, and rethink how you track success, this episode is a must-listen!   Key Takeaways: ✅ Intelligent Lead Routing: Penny emphasizes the importance of routing leads based on dealer expertise to boost sales efficacy rather than the traditional round-robin method. ✅ Text Communication vs. Marketing: The distinction between communication and marketing was highlighted by Penny, as she proposed data-driven, actionable strategies for improving dealership engagement. ✅ AI-Powered Marketing Tools: The use of technology, particularly AI like Google Gemini, provides cutting-edge solutions for marketing strategies under fluctuating market conditions, improving customer interaction. ✅ Value over Engagement: Penny argues that effective communication should aim to drive customer action rather than merely waiting for a reply, revolutionizing standard dealership practices. ✅ Google Tagging Efficiency: Implementing URL tagging in communications not only tracks engagement but provides essential insight into the effectiveness of each marketing campaign.   About Penny Vettel-Diersing Penny Vettel-Diersing, is a 27-year automotive industry veteran who has mastered digital marketing, business development, and sales strategies! Penny began her automotive career in 1998 at Reynolds & Reynolds, where she specialized in web-based internet lead software, programs, and processes. In 2002, she moved into retail and began building and running business development centers. Since then, her career has expanded to include digital marketing strategies. She manages the sales process from advertising to business development (and everything in between)! Penny is a published author writing: Texts That Sell: How Modern Text Strategies Can Revolutionize Sales Engagement in Automotive Retail!   Inside the Dealer's Mind: Innovative Strategies for Success in the Automotive Industry   Key Takeaways: Strategic Communication: Crafting text marketing campaigns with value-driven calls to action is crucial for engagement and conversion. Intelligent Lead Routing: Tailoring lead allocation based on individual agent expertise can significantly enhance dealership performance and customer satisfaction. Leveraging Technology: Utilizing AI and analytics tools can provide deeper insights and improve marketing outcomes.   Transforming Communication Strategies in the Auto Industry In the fast-evolving landscape of the automotive industry, staying ahead hinges on the ability to embrace innovative communication strategies. Penny Vettel-Diersing, a veteran with 27 years of industry experience, shares a profound insight into how text communication and marketing techniques can redefine dealership success. "You never send a text message to a customer that doesn't give them something exciting to do," Penny emphasizes. This approach not only encourages engagement, but also empowers potential buyers with actionable information. Through the strategic use of Google Tagging and analytics, dealerships can track customer actions, gaining insights into what works and what doesn't. Penny states, "I want to know if they actually did it right… I take that tiny URL and when you click it, I see what you're doing on my website." By focusing on the actions that customers take rather than merely their replies, dealerships can refine their strategies to maximize conversions. This shift in perspective allows dealers to offer solutions tailored to the unique needs of each customer, driving both engagement and sales. Overall, the emphasis on creating value before clicking send and adopting a detailed approach to text communication highlights a pivotal change. Texts should be more than mere messages—they should be dynamic touchpoints that bring meaningful value to the customer. With this strategy, dealerships can foster stronger relationships and enhance customer loyalty. Intelligent Lead Routing: The Path to Empowerment The whirlwind of leads that dealerships manage can often become chaotic without a structured strategy. Penny's approach to intelligent lead routing serves as a beacon of efficiency. By recognizing and capitalizing on the unique strengths of each team member, dealerships can align customer needs with the right expertise. "A lot of dealers want to try to have the government cheese mentality… here's a lead for you, here's a lead for you," remarks Sean V. Bradley. By implementing a system of intelligent lead routing, dealers can customize the lead allocation process. This ensures that opportunities are distributed based on proven strengths, allowing the most capable agents to handle specific customer inquiries. This targeted approach eliminates the pressure of trying to fit a square peg in a round hole and instead nurtures precision and efficacy. The use of intelligent lead routing establishes a comprehensive understanding that each lead requires a distinct approach, aligning resources to meet customer expectations effectively. Beyond improving operational efficiency, this strategy nurtures personal growth within the sales team, transforming the mindset from mere opportunity handling to strategic problem-solving. With detailed insights into their performance, agents can continuously refine their skills, enhancing overall dealership performance. Capitalizing on Technology for Success The integration of Artificial Intelligence (AI) and analytics is an evolving force with the potential to redefine success in automotive marketing. As Penny illustrates, leveraging AI tools like Google Gemini can uncover valuable insights, generating innovative approaches to customer communication. Through AI-generated strategies and templates, dealerships can streamline the creation and deployment of marketing campaigns, amplifying their effectiveness. The power of AI lies in its ability to deliver personalized and insightful information rapidly. "You know, you have to take the high road," Penny notes, stressing the importance of communicating with confidence and competence. By automating repetitive tasks and uncovering hidden patterns, AI enables dealerships to focus their energy on nurturing meaningful connections with potential buyers. The use of analytics tools, such as Google Tag Manager, complements AI, allowing dealerships to measure the success of their campaigns with precision. By integrating tagging and analytics, dealerships can gain visibility into the customer journey, monitor their interactions, and make data-driven decisions that optimize future efforts. This fusion of technology empowers dealers with the knowledge to not only meet but exceed customer expectations, ensuring continued success. Reflecting on Innovative Dealership Practices The insights shared by Penny Vettel-Diersing and Sean V. Bradley emphasize the transformative power of innovative strategies in the automotive industry. By redefining communication strategies, dealerships can engage potential buyers with purpose, creating value-driven interactions that foster engagement and loyalty. Emphasizing intelligent lead routing ensures that each prospect is matched with the right expertise, enhancing customer satisfaction and sales team efficiency. Leveraging AI and analytics technology transforms marketing efforts, delivering targeted insights and enabling data-driven decision-making. These strategies illustrate a holistic approach to dealership success. By integrating these techniques, dealerships can adapt to changing customer preferences, capitalize on technological advancements, and forge deeper connections with their customers. As the automotive landscape continues to evolve, dealerships equipped with these innovative practices will be poised to navigate the challenges and opportunities that lie ahead.   Resources: Podium: Discover how Podium's innovative AI technology can unlock unparalleled efficiency and drive your dealership's sales to new heights. Visit www.podium.com/mcs to learn more!   NCC: Credit-Driven Retailing - NCC delivers industry-best credit-driven retailing for auto dealerships, combining a powerful credit and compliance engine and fully integrated CRM/Desking platform for maximum profitability. Visit www.nccdirect.com/dealer-synergy to learn more!   Complete CRM: Complete CRM is a streamlined, all-in-one system that simplifies your dealership software and processes so you can manage every aspect of your operation with ease; from tracking and following up on leads, desking deals, managing inventory, marketing to your customers, and more. Visit www.nccdirect.com/dealer-synergy to learn more!   Dealer Synergy & Bradley On Demand: The automotive industry's #1 training, tracking, testing, and certification platform and consulting & accountability firm.   The Millionaire Car Salesman Facebook Group: Join the #1 Mastermind Group in the Automotive Industry! With over 28,000 members, gain access to successful automotive mentors & managers, the best industry practices, & collaborate with automotive professionals from around the WORLD! Join The Millionaire Car Salesman Facebook Group today!   Win the Game of Googleopoly: Unlocking the secret strategy of search engines.     The Millionaire Car Salesman Podcast is Proudly Sponsored By: Podium: Elevating Dealership Excellence with Intelligent Customer Engagement Solutions. Unlock unparalleled efficiency and drive sales with Podium's innovative AI technology, featured proudly on the Millionaire Car Salesman Podcast. Visit www.podium.com/mcs to learn more!   NCC: Powered by proprietary solutions such as Intelligent Credit Engine™ and LenderSelect™, NCC transforms the car-buying experience for dealers and their customers. From compliance and lender selection to CRM and desking, to marketing and data mining—NCC integrates them all in a single, seamless platform to deliver better customer experiences, maximum efficiency and maximum profit. Visit www.nccdirect.com/dealer-synergy to learn more!   Complete CRM: As an innovative leader in the industry for the last 30 years, Complete CRM is designed to give your dealership the competitive edge in a demanding marketplace. Powered by Complete Credit™ and award-winning desking, Complete CRM™ is the industry's only credit and compliance-enabled CRM that lets dealers achieve maximum profitability on every deal. Built on modern technology, Complete CRM seamlessly integrates credit, compliance, inventory, data mining, lead generation, enterprise functionality, and customized reporting in one tool with a single login. Visit www.nccdirect.com/dealer-synergy to learn more!   Dealer Synergy: The #1 Automotive Sales Training, Consulting, and Accountability Firm in the industry! With over two decades of experience in building Internet Departments and BDCs, we have developed the most effective automotive Internet Sales, BDC, and CRM solutions. Our expertise in creating phone scripts, rebuttals, CRM action plans, strategies, and templates ensures that your dealership's tools and personnel reach their full potential.   Bradley On Demand: The automotive sales industry's top Interactive Training, Tracking, Testing, and Certification Platform. Featuring LIVE Classes and over 9,000 training modules, our platform equips your dealership with everything needed to sell more cars, more often, and more profitably!  

In the latest episode of the Millionaire Car Salesman Podcast, hosts Sean V. Bradley and LA Williams explore the transformative role of Customer Relationship Management (CRM) systems in the automotive industry alongside Greg Becker, Chief Product Officer at NCC / ProMax.  "CRM fatigue is running rampant in the industry, but there's a smarter way to sell cars." With an authentic background in both dealership management and technology, Greg offers practical insights into leveraging CRM tools to enhance customer engagement and maximize dealership profitability. This episode is particularly pertinent given the current concerns within the industry regarding tariffs and their potential impact on pricing, inventory, and dealership operations. “You can't put a price tag on experience... CRM is the centralized hub of the repository where the data is." The conversation delves deep into how dealerships can utilize CRM systems like NCC Promax Complete CRM to streamline operations and cut through the clutter of outdated practices. Highlighting the impact of tariffs, Greg discusses proactive strategies dealerships can adopt, such as focusing on inventory acquisition and leveraging service department interactions.  "The beautiful part about this is most of the customers have done 50% of the work; they're already scheduled." With an eye on future-proofing dealership operations through AI advancements and tailored CRM solutions, this episode equips listeners with actionable strategies to navigate and thrive amidst industry challenges.   Key Takeaways ✅ CRM as Central Hub: Greg emphasizes CRM's role as a central hub for managing ongoing customer relationships from sales to service. ✅ Service Department Focus: Encourage dealerships to utilize their service departments as a key asset in generating leads and acquiring inventory. ✅ AI Integration: The potential of AI, including video messaging and advanced data analytics, is highlighted as a tool to enhance dealership efficiency. ✅ Actionable Insights: Greg provides detailed strategies for tapping into existing dealership data to create tailored, impactful customer campaigns. ✅ Resilience in the Face of Tariffs: Despite economic uncertainties, adopting a proactive, data-driven approach can help dealerships maintain profitability.   About Greg Becker Greg Becker is the Chief Product Officer at NCC / ProMax, where he leads the design and innovation of dealership software solutions. With a background in managing BDCs and working in automotive retail since 2000, Greg's expertise lies in dealership operations and CRM technology. His journey from retail experience to becoming a tech leader in the automotive space makes him a valuable voice in discussions about dealership software and strategy!   The Future of Automotive CRM: Navigating Tariffs and Maximizing Customer Relationships Key Takeaways CRM Customization is Crucial: Automotive dealerships must invest in their CRM systems, utilizing insights from seasoned professionals like Greg Becker to truly capitalize on their customer database and streamline operations. Adapting to Tariff Induced Changes: With impending tariffs, dealerships need proactive strategies to adapt and thrive, including leveraging CRM tools for better financial foresight and customer relations. Utilizing AI and Technological Innovations: The automotive industry can benefit significantly from integrating advanced AI solutions within their CRMs, improving lead management and customer engagement.   Navigating Tariffs and Their Impact on the Automotive Industry Businesses across the globe are buzzing with concerns over tariffs and their potential repercussions. As Sean V. Bradley insightfully points out, "Fear and uncertainty breeds chaos… People are consuming fear." The automotive industry is no exception, facing the dual challenges of increasing vehicle prices and an anxious consumer base. The key to overcoming these hurdles lies in adapting existing practices and embracing change. The first step is acknowledging that tariffs may indeed lead to skyrocketed costs of vehicles and parts, affecting both import and floor plan expenses. Sean accurately assesses that fear-induced actions, akin to Florida's hurricane preparations or the pandemic's toilet paper rush, could lead to unnecessary chaos. Instead, dealerships should direct their focus towards controllable elements such as refining sales strategies and maximizing their existing assets. Greg Becker, an industry veteran, highlights the industry's resilience and adaptability. "The automotive industry is one of the most resilient… it's here," he states, underlining the importance of proactive strategies. By revisiting existing client interactions and utilizing CRM systems effectively, dealerships can tap into previously missed opportunities. Revisiting leads from the previous week could uncover potential sales amidst the tariff turmoil, ensuring a steady customer flow. Focus should also be redirected to used cars with vehicle acquisition strategies and engaging with past clients through innovative campaigns.   CRM Customization: A Game-Changer for Dealerships In an ever-evolving market landscape, customizing CRM systems akin to NCC's Complete CRM can be a pivotal differentiator. With years of hands-on experience in the automotive industry, Greg Becker underscores the importance of a customized CRM solution that resonates with the dealership's culture. "We create solutions from a different perspective… a big difference between providing technology solutions and people solutions," Greg articulates. By tailoring CRM settings to replicate a dealership's internal culture and operations, automotive enterprises can enhance user adoption and efficiency. This encompasses everything from allowing personalization in system navigation to meaningful data segmentation strategies. Promax, spearheaded by Greg, shines as an exemplar by offering dashboards tailor-made for diverse roles, streamlining task management and bolstering productivity. This bespoke approach in CRM enables users to land on fully customized environments conducive to their daily operations, eliminating friction and optimizing work processes. Greg aptly notes, "If they can't get to it quick, they're going to bow out," emphasizing the crucial role of ease and efficiency. Such an integrated, user-friendly approach not only boosts individual productivity but ultimately amplifies the dealership's overall operational efficacy.   Embracing Artificial Intelligence for Enhanced Lead Management Artificial intelligence is reshaping industries, and within the automotive sector, its integration within CRM systems holds immense promise. AI-driven data mining and predictive analytics offer dealerships the power to refine their lead management actions, drawing insights from CRM data seamlessly. As Greg shares, "We leverage AI… from a recommendation perspective," signifying the role of intelligence in refining dealership offerings. Further blending AI with CRM, as suggested by Sean, opens the possibilities for revolutionizing customer communication through automated video messages. These AI-generated communications can play a pivotal role in promotional strategies and maintaining customer retention amid the tariff blues. By adopting advanced AI solutions that align cohesively with CRM frameworks, dealerships can bolster customer interaction and streamline conversions. Moreover, such AI tools provide laser-sharp focus in understanding customer temperament and preferences, paving the way to more personalized, successful negotiations that benefit both dealerships and customers. As dealerships explore and invest in these intelligent solutions, they step towards a future that is not only efficient but also customer-centric.   Maximizing Customer Relationships in Uncertain Times A dealership's current customer database holds incredible potential. In a world filled with uncertainty, whether due to tariffs or economic shifts, nurturing these relationships can provide a valuable buffer. As Greg Becker elucidates, "An average CRM database has 10,000 customers… that's a $10 million investment." Dealers should capitalize on this investment, targeting tailored, data-driven campaigns for existing clientele that could lead to profitable returns. To mine this gold, dealerships must look beyond the notion of direct sales investment, placing substantial effort into forging and sustaining long-term customer relationships. By aligning marketing campaigns through CRM insights directly with customer proclivities, dealerships will not only reinforce current relationships but also foster opportunities for referrals and repeat business. Investing in CRM customization and AI solutions ensures a flexible framework that adapts to changing market dynamics and transcends anticipated challenges. The implementation of efficient data segmentation, through integrated AI analysis, allows dealerships to revitalize engagement strategies and maintain consumer trust and loyalty during pressing times. In these challenging times for the automotive sector, industry professionals like Greg Becker and Sean V. Bradley provide valuable insights into utilizing customer relationship management systems to navigate the upheavals convincingly. By integrating technological innovation, fostering existing relationships, and understanding market dynamics, dealerships can endure and thrive amidst any industry hurdles, truly cementing their position in the future battleground of automotive sales.       Resources: Podium: Discover how Podium's innovative AI technology can unlock unparalleled efficiency and drive your dealership's sales to new heights. Visit www.podium.com/mcs to learn more!   NCC: Credit-Driven Retailing - NCC delivers industry-best credit-driven retailing for auto dealerships, combining a powerful credit and compliance engine and fully integrated CRM/Desking platform for maximum profitability. Visit www.nccdirect.com/dealer-synergy to learn more!   Complete CRM: Complete CRM is a streamlined, all-in-one system that simplifies your dealership software and processes so you can manage every aspect of your operation with ease; from tracking and following up on leads, desking deals, managing inventory, marketing to your customers, and more. Visit www.nccdirect.com/dealer-synergy to learn more!   Dealer Synergy & Bradley On Demand: The automotive industry's #1 training, tracking, testing, and certification platform and consulting & accountability firm.   The Millionaire Car Salesman Facebook Group: Join the #1 Mastermind Group in the Automotive Industry! With over 28,000 members, gain access to successful automotive mentors & managers, the best industry practices, & collaborate with automotive professionals from around the WORLD! Join The Millionaire Car Salesman Facebook Group today!   Win the Game of Googleopoly: Unlocking the secret strategy of search engines.     The Millionaire Car Salesman Podcast is Proudly Sponsored By: Podium: Elevating Dealership Excellence with Intelligent Customer Engagement Solutions. Unlock unparalleled efficiency and drive sales with Podium's innovative AI technology, featured proudly on the Millionaire Car Salesman Podcast. Visit www.podium.com/mcs to learn more!   NCC: Powered by proprietary solutions such as Intelligent Credit Engine™ and LenderSelect™, NCC transforms the car-buying experience for dealers and their customers. From compliance and lender selection to CRM and desking, to marketing and data mining—NCC integrates them all in a single, seamless platform to deliver better customer experiences, maximum efficiency and maximum profit. Visit www.nccdirect.com/dealer-synergy to learn more!   Complete CRM: As an innovative leader in the industry for the last 30 years, Complete CRM is designed to give your dealership the competitive edge in a demanding marketplace. Powered by Complete Credit™ and award-winning desking, Complete CRM™ is the industry's only credit and compliance-enabled CRM that lets dealers achieve maximum profitability on every deal. Built on modern technology, Complete CRM seamlessly integrates credit, compliance, inventory, data mining, lead generation, enterprise functionality, and customized reporting in one tool with a single login. Visit www.nccdirect.com/dealer-synergy to learn more!   Dealer Synergy: The #1 Automotive Sales Training, Consulting, and Accountability Firm in the industry! With over two decades of experience in building Internet Departments and BDCs, we have developed the most effective automotive Internet Sales, BDC, and CRM solutions. Our expertise in creating phone scripts, rebuttals, CRM action plans, strategies, and templates ensures that your dealership's tools and personnel reach their full potential.   Bradley On Demand: The automotive sales industry's top Interactive Training, Tracking, Testing, and Certification Platform. Featuring LIVE Classes and over 9,000 training modules, our platform equips your dealership with everything needed to sell more cars, more often, and more profitably!

Our guest this week is Vincent Montemaggiore. Vince is a portfolio manager at Fidelity where he manages the Overseas Fund. The strategy is highly regarded by Morningstar's manager research team. Prior to taking over Fidelity Overseas in 2012, Vince ran Fidelity Select Banking from June 2008. He joined Fidelity as an equity analyst in 2004. Vince has a bachelor's from the University of Pennsylvania and an MBA from Columbia Business School. Vince, welcome to The Long View.BackgroundBioFidelity Series Overseas FSOSXGlobal Outlook“2025 Global Investing Outlook: Unsettling International Headlines Are Creating Opportunities for US Investors,” fidelity.com, Jan. 6, 2025.“Trump Tariffs and Investors: What They Mean for Inflation, Stocks, and the Economy,” fidelity.com, April 9, 2025.GRANOLAS Stocks Mentioned“Europe's Magnificent 7 Stocks Are Profitable—And Cheaper,” by Jocelyn Jovene, morningstar.co.uk, Feb. 19, 2024.GSKRocheASMLNestleNovartisSAPAI and Companies MentionedRELXLSEG and Microsoft PartnershipOtherHitachiTokio MarineBill KennedySammy SimnegarJed Weiss

In this week's episode of the Millionaire Car Salesman Podcast, hosts Sean V. Bradley and LA Williams, get the secrets to success from special guest Hayden Hicks, President of Jerry Hunt Supercenter.  "I remember walking outside and clenching my knuckles... my kids will never know this life." - Hayden Hicks Hayden shares insights into the remarkable success of his dealership group and the specific strategies for achieving high sales volumes! Hayden discusses his team's approach to vehicle acquisition, customer service, and fostering a strong dealership culture; and emphasizes the importance of a value-driven, community-focused mindset in transforming Jerry Hunt Supercenter into a top destination for car buyers in North Carolina. "I want to out serve, out care, my competition. If you are ignoring AI, you will be left behind" - Hayden Hicks The conversation covers a wide range of topics essential for dealership leadership, including effective desking techniques, the role of lifelong learning, and the use of technology. Hayden articulates the necessity of viewing the dealership's BDC as the new digital showroom, advocating for innovative customer engagement approaches. Emphasizing the power of digital marketing and social media presence, Hayden illustrates how developing robust content strategies can drive customer interest and loyalty, positioning Jerry Hunt Supercenter as a market leader in used car sales!   Key Takeaways: ✅ Vehicle Acquisition Expertise: Hayden Hicks reveals strategies for obtaining inventory, including utilizing a specialized Vehicle Buying Center and leveraging team efforts to secure the best deals. ✅ Servant Leadership: Hayden underscores serving customers and the community, ensuring that all dealership interactions reflect the values of respect and appreciation. ✅ Digital Showroom Approach: The importance of leveraging technology and maintaining a strong BDC presence to meet the evolving needs of modern car buyers. ✅ Content and Social Media Strategy: Developing engaging and informative content to build an audience and drive dealership recognition at local and broader levels. ✅ Continuous Learning and Adaptation: Hayden Hicks prides himself on being a lifelong learner, consistently seeking opportunities to enhance dealership operations and team performance.     About Hayden Hicks Hayden Hicks is the President of Jerry Hunt Supercenter, a top-performing independent dealership group in North Carolina. With a background deeply rooted in the automotive industry, Hayden Hicks advanced through various roles, from sales manager to desk manager, finance director, and general manager, before stepping into his current leadership position. Known for his expertise in desking and strategy in vehicle acquisition, Hayden drives the organization's success with a focus on service excellence and community engagement.       Accelerating Success in Automotive Sales: Insights from the Millionaire Car Salesman Podcast Key Takeaways Servant leadership and a focus on community impact can transform the traditional car sales experience, particularly in independent dealerships. Robust CRM and data management are vital to leveraging existing customer relationships and optimizing dealership operations. Harnessing AI and innovative technologies can significantly enhance customer engagement and streamline dealership processes.     A New Approach to Car Sales: The Value of Servant Leadership In the latest episode of the Millionaire Car Salesman Podcast, Hayden Hicks, President of Jerry Hunt Supercenter, discusses shifting paradigms in independent car dealerships by embracing servant leadership. This approach, which prioritizes the well-being of employees and customers, aims to dismantle the stigma often associated with independent dealerships. Reflecting on his upbringing in the automotive industry, Hayden emphasizes the importance of gratitude and service. "I understand as an independent car dealership that we are already starting from behind in a customer's perspective," he notes. This perspective has led him to inculcate a culture that goes beyond mere transactions. Jerry Hunt Supercenter strives to offer a remarkable customer experience, asserting that purchasing a car is one of the most significant financial undertakings for many. The broader implications of this servant leadership approach are profound. By fostering an environment where employees are motivated to serve and innovate, independent dealerships can dramatically improve customer satisfaction and loyalty. This model not only challenges traditional views but sets a new standard for client-focused service in the automotive industry. CRM and Data Management: Mining Gold in Customer Relations A critical game changer for Jerry Hunt Supercenter has been their strategic use of CRM tools, notably Promax, to enhance customer relations and dealership operations. As Hayden mentions, "We have around 150,000 people in our database… it's like a gold mine." This vast reservoir of data enables the dealership to tap into existing customer relationships effectively and drive repeat business. Hayden acknowledges the importance of a CRM specialist: "We have a person on site that used to work for Promax, now works for us to ensure that we are following in that footsteps of using the CRM 100% correctly." This dedicated focus ensures that the CRM is leveraged to its full potential, optimizing both sales strategies and customer engagement. For dealerships looking to innovate, the lesson here is clear: efficient data management can be the key to unlocking substantial business growth. By understanding and anticipating customer needs through detailed data analysis, dealerships can craft personalized experiences that create lasting loyalty and drive sales. Embracing AI and Technology: Revolutionizing Engagement and Operations The podcast underscores a forward-looking approach to integrating AI and technology into dealership operations. Hayden articulates how Jerry Hunt Supercenter plans to incorporate AI solutions like Podium, emphasizing the critical role of engagement: "We are going to initiate it in the beginning to help our agents interact… until engagement happens." In today's competitive market, AI tools can significantly improve engagement rates, which have traditionally hovered at a mere 6-8% for phone calls. AI's ability to provide instant responses and streamline after-hours interactions can bridge the gap between dealerships and potential buyers, making customer engagement more efficient and impactful. The transformative potential of AI in automotive sales is immense. By embracing these technologies, dealerships can not only improve their responsiveness and customer satisfaction but also gain a competitive edge in an increasingly digital landscape. Jerry Hunt Supercenter: A Vision for the Future Hayden Hicks' leadership philosophy at Jerry Hunt Supercenter offers a detailed blueprint for any dealership aiming for substantial growth and innovation. By nurturing a culture of service, strategically utilizing CRM data, and integrating cutting-edge AI technology, the dealership has carved out a leadership position within the industry. The dealership's commitment to a holistic and forward-thinking business model reflects a dedication to progress and customer-centricity. As Hayden ambitiously states, "Our goal is to have a thousand cars every single month… to continue to serve our customers at a high level." Jerry Hunt Supercenter is not just competing in a challenging market; it's paving the way with innovative practices that emphasize empathy, efficiency, and excellence. For industry leaders and dealerships everywhere, Hayden Hicks' insights offer not just practical strategies but a compelling vision of what the future of car sales can and should look like.       Resources: Podium: Discover how Podium's innovative AI technology can unlock unparalleled efficiency and drive your dealership's sales to new heights. Visit www.podium.com/mcs to learn more!   NCC: Credit-Driven Retailing - NCC delivers industry-best credit-driven retailing for auto dealerships, combining a powerful credit and compliance engine and fully integrated CRM/Desking platform for maximum profitability. Visit www.nccdirect.com/dealer-synergy to learn more!   Complete CRM: Complete CRM is a streamlined, all-in-one system that simplifies your dealership software and processes so you can manage every aspect of your operation with ease; from tracking and following up on leads, desking deals, managing inventory, marketing to your customers, and more. Visit www.nccdirect.com/dealer-synergy to learn more!   Dealer Synergy & Bradley On Demand: The automotive industry's #1 training, tracking, testing, and certification platform and consulting & accountability firm.   The Millionaire Car Salesman Facebook Group: Join the #1 Mastermind Group in the Automotive Industry! With over 28,000 members, gain access to successful automotive mentors & managers, the best industry practices, & collaborate with automotive professionals from around the WORLD! Join The Millionaire Car Salesman Facebook Group today!   Win the Game of Googleopoly: Unlocking the secret strategy of search engines.     The Millionaire Car Salesman Podcast is Proudly Sponsored By: Podium: Elevating Dealership Excellence with Intelligent Customer Engagement Solutions. Unlock unparalleled efficiency and drive sales with Podium's innovative AI technology, featured proudly on the Millionaire Car Salesman Podcast. Visit www.podium.com/mcs to learn more!   NCC: Powered by proprietary solutions such as Intelligent Credit Engine™ and LenderSelect™, NCC transforms the car-buying experience for dealers and their customers. From compliance and lender selection to CRM and desking, to marketing and data mining—NCC integrates them all in a single, seamless platform to deliver better customer experiences, maximum efficiency and maximum profit. Visit www.nccdirect.com/dealer-synergy to learn more!   Complete CRM: As an innovative leader in the industry for the last 30 years, Complete CRM is designed to give your dealership the competitive edge in a demanding marketplace. Powered by Complete Credit™ and award-winning desking, Complete CRM™ is the industry's only credit and compliance-enabled CRM that lets dealers achieve maximum profitability on every deal. Built on modern technology, Complete CRM seamlessly integrates credit, compliance, inventory, data mining, lead generation, enterprise functionality, and customized reporting in one tool with a single login. Visit www.nccdirect.com/dealer-synergy to learn more!   Dealer Synergy: The #1 Automotive Sales Training, Consulting, and Accountability Firm in the industry! With over two decades of experience in building Internet Departments and BDCs, we have developed the most effective automotive Internet Sales, BDC, and CRM solutions. Our expertise in creating phone scripts, rebuttals, CRM action plans, strategies, and templates ensures that your dealership's tools and personnel reach their full potential.   Bradley On Demand: The automotive sales industry's top Interactive Training, Tracking, Testing, and Certification Platform. Featuring LIVE Classes and over 9,000 training modules, our platform equips your dealership with everything needed to sell more cars, more often, and more profitably!

In this enlightening episode of the Millionaire Car Salesman Podcast, host Sean V. Bradley, joined by Dealer Synergy's Director of CRM and Technologies, Jonathan Schrieber, delves deep into the intricacies of Customer Relationship Management (CRM) systems in the automotive industry. The discussion highlights the evolving roles within the dealership environment and the crucial importance of CRM systems as a cornerstone for modern automotive businesses. The episode begins with an exploration of Jonathan's extensive background, emphasizing the value of his varied experience from education to high-ranking dealership roles and through to his tenure at LotPop. "I fell in love with the CRM because you can't hide from it. You either do or you don't." – Jonathan Schrieber Throughout the episode, Sean and Jonathan stress the significance of effectively leveraging CRM systems to ensure dealership success and growth. They explore common shortcomings and strategies for enhancing CRM processes, from setup and employee training to AI integration with tools like Podium AI.  "Information without application is just information. Information with application equals transformation." – Sean V. Bradley Key insights include the necessity of customizing CRM processes to align with dealership specifics, promoting accountabilities such as making CRM usage a condition of employment, and the underutilized potential of CRM in reducing dealership dependency on expensive third-party lead providers. During the conversation, the seamless integration of AI with CRM systems is identified as a vital step towards optimizing customer engagement and dealership efficiency. "The hardest part about this job is just getting customer engagement." – Jonathan Schrieber   Key Takeaways: ✅ The seamless integration of CRM systems with AI holds significant potential to enhance dealership efficiency, especially beyond regular business hours. ✅ Customized CRM processes are vitally important for the unique needs of each dealership, particularly in managing the lifecycle of leads from various sources. ✅ Proficient use of CRM can dramatically reduce unnecessary expenditure on third-party lead services by maximizing existing databases. ✅ Consistent training and management accountability are essential to encourage proper CRM use by employees, enhancing dealership profitability. ✅ Innovative applications of AI within CRM not only streamline dealership operations but also improve customer engagement and management decision-making processes. About Jonathan Schrieber Jonathan Schrieber is a seasoned automotive professional with over 20 years of diverse experience in the industry. Jonathan is a graduate of the NADA University and has held various pivotal roles, including Internet Director and GSM. His career spans several key areas, including sales, service, parts, and management in dealerships, which provided him a holistic understanding of automotive operations! Jonathan currently serves as the Director of CRM and Technologies at Dealer Synergy, where he leads initiatives to maximize dealership efficiency and customer relationship management globally. His expertise has been honed further through a significant tenure at LotPop, where he analyzed and enhanced dealership processes across the country.   Mastering the Art of CRM Integration: Strategies for Automotive Dealership Success   Key Takeaways: Outsourcing and AI integration are pivotal for thriving CRM strategies. Comprehensive CRM training is essential for maximizing dealership potential. CRM is not just a tool but a culture that needs top-down commitment and execution.   Innovative CRM Strategies for Automotive Dealerships The landscape of the automotive industry is rapidly evolving, with customer relationship management (CRM) as a linchpin for success. As dealerships strive to sell more cars, customer engagement remains the hardest part of the job. The introduction of AI and dedicated call centers has revolutionized how dealerships manage leads and customer interactions. Sean V. Bradley, president of Dealer Synergy, underscores the importance of CRM by stating, "One of the biggest challenges that I keep hearing from dealers across the United States is, man, I don't have enough people." Outsourcing is a game-changer in this context. By expanding their operations across three countries, including Belize and the Philippines, Dealer Synergy leverages skilled agents ensuring no customer is left unattended. This operational efficiency not only addresses the perennial complaint of insufficient staffing but also enhances customer engagement through continuous, round-the-clock service. Such strategies allow dealers to focus more on profitable engagements, rather than scrambling to maintain their current workloads. The advent of AI, especially solutions like Podium's AI BDC, amplifies this strategy. Podium's Jerry provides 24/7 lead conversion powerhouses, engaging customers even after hours. "Meet Jerry Podium's new AI BDC. Jerry is a lead conversion powerhouse designed to respond instantly to every incoming lead," offers a practical glimpse into leveraging technology for superior customer management without direct human intervention. Such integrations streamline processes, ensuring a smooth handover to human staff without disrupting customer interaction.   The Importance of Robust CRM Training and Processes While sophisticated tools and AI are invaluable, the human factor remains central to CRM success. Dealerships often overlook thorough training for their teams, leading to suboptimal use of available technology. Jonathan Schrieber, an automotive veteran and Director of CRM and Technologies at Dealer Synergy Global, emphasizes the need for a sound training structure. "I think the hardest part about this job is just getting customer engagement," he echoes, highlighting how a well-trained staff is instrumental in overcoming this challenge. Schrieber's personal journey from the floor of a dealership to overseeing CRM at an executive level underscores the value of comprehensive training and experienced leadership. His background in every facet of the dealership—from driving a parts truck to handling finance—shows how familiarity with all processes enriches CRM strategy and execution. His insight into the importance of analytics ensures that dealership's sales, service, and parts departments align seamlessly, fostering an environment where CRM is not just a database, but a dynamic tool driving meaningful customer interactions. Training should not simply involve checking off a list. Instead, it requires ongoing commitment from all levels of management. "It's not what you preach, it's what you tolerate," a quote from Extreme Ownership as referenced by Schrieber, encapsulates the idea that CRM proficiency must be embedded in the dealership's culture. Overcoming CRM hesitance requires robust leadership that practices what it preaches, making CRM compliance and training a non-negotiable part of dealership operations.   Elevating CRM from Tool to Cultural Cornerstone The successful execution of CRM strategies stretches beyond technology and tools; it requires a paradigm shift in how dealerships perceive CRM. Sean V. Bradley advocates for viewing CRM as fundamental to dealership operations, not just an optional tool. "Information without application is just information. Information with application equals transformation," he states, urging dealerships to transform data into actionable insights. Transitioning CRM from a supportive tool to an operational cornerstone involves aligning AI, human resources, and backend processes. The trifecta approach—human resources, CRM automation, and AI—ensures all dealership functions operate synergistically. When set up correctly, these elements prevent duplicate efforts and ensure smooth customer interactions. Achieving this integration requires a commitment to cleanliness and optimization of existing CRM processes. As Schrieber advises, "The first step…is just clean up and optimize what you do have first." By eliminating redundancies and enhancing process flows, dealerships can fully leverage AI capabilities, ensuring customer interaction fidelity and real-time engagement. Crafting a future-proof CRM strategy in the automotive industry necessitates a blend of advanced technology, diligent training, and a cultural shift in CRM perception. As experts like Schrieber and Bradley illustrate, converting CRM from a task-driven utility to an integral cultural component is crucial. This ensures not only enhanced customer experiences but also maximizes profitability in an increasingly competitive market. Through embracing technology, fostering comprehensive training, and committing to a culture of accountability, dealerships can thrive in the complex ecosystem of modern automotive sales.     Resources: Podium: Discover how Podium's innovative AI technology can unlock unparalleled efficiency and drive your dealership's sales to new heights. Visit www.podium.com/mcs to learn more!   NCC: Credit-Driven Retailing - NCC delivers industry-best credit-driven retailing for auto dealerships, combining a powerful credit and compliance engine and fully integrated CRM/Desking platform for maximum profitability.   Complete CRM: Complete CRM is a streamlined, all-in-one system that simplifies your dealership software and processes so you can manage every aspect of your operation with ease; from tracking and following up on leads, desking deals, managing inventory, marketing to your customers, and more.   Dealer Synergy & Bradley On Demand: The automotive industry's #1 training, tracking, testing, and certification platform and consulting & accountability firm.   The Millionaire Car Salesman Facebook Group: Join the #1 Mastermind Group in the Automotive Industry! With over 28,000 members, gain access to successful automotive mentors & managers, the best industry practices, & collaborate with automotive professionals from around the WORLD! Join The Millionaire Car Salesman Facebook Group today!   Win the Game of Googleopoly: Unlocking the secret strategy of search engines.     The Millionaire Car Salesman Podcast is Proudly Sponsored By: Podium: Elevating Dealership Excellence with Intelligent Customer Engagement Solutions. Unlock unparalleled efficiency and drive sales with Podium's innovative AI technology, featured proudly on the Millionaire Car Salesman Podcast. Visit www.podium.com/mcs to learn more!   NCC: Powered by proprietary solutions such as Intelligent Credit Engine™ and LenderSelect™, NCC transforms the car-buying experience for dealers and their customers. From compliance and lender selection to CRM and desking, to marketing and data mining—NCC integrates them all in a single, seamless platform to deliver better customer experiences, maximum efficiency and maximum profit.   Complete CRM: As an innovative leader in the industry for the last 30 years, Complete CRM is designed to give your dealership the competitive edge in a demanding marketplace. Powered by Complete Credit™ and award-winning desking, Complete CRM™ is the industry's only credit and compliance-enabled CRM that lets dealers achieve maximum profitability on every deal. Built on modern technology, Complete CRM seamlessly integrates credit, compliance, inventory, data mining, lead generation, enterprise functionality, and customized reporting in one tool with a single login.   Dealer Synergy: The #1 Automotive Sales Training, Consulting, and Accountability Firm in the industry! With over two decades of experience in building Internet Departments and BDCs, we have developed the most effective automotive Internet Sales, BDC, and CRM solutions. Our expertise in creating phone scripts, rebuttals, CRM action plans, strategies, and templates ensures that your dealership's tools and personnel reach their full potential.   Bradley On Demand: The automotive sales industry's top Interactive Training, Tracking, Testing, and Certification Platform. Featuring LIVE Classes and over 9,000 training modules, our platform equips your dealership with everything needed to sell more cars, more often, and more profitably!  

In this episode of the Millionaire Car Salesman podcast, host Sean V. Bradley dives deep into the transformative power of Artificial Intelligence (AI) in the automotive sales industry with guest Billy Hymas, the Auto Director at Podium. The discussion centers around how AI technologies, like Podium's AI named Jerry, are revolutionizing dealership operations by improving leads' response times and conversion rates.  “AI-driven tools can drastically enhance lead response times and improve conversion rates by providing timely and relevant customer communication.” With insights into the consumer's changing expectations in the post-pandemic world, the duo explores the unparalleled advantages of integrating AI into customer communications, emphasizing the necessity for dealerships to evolve with the digital age. The conversation unfolds compelling statistics and strategies, noting how AI significantly boosts engagement through immediate and relevant communication, even during after-hours.  “Integration of AI in the dealership's workflow complements the CRM systems and aids human resources in maximizing operational efficiency and sales effectiveness.” Billy highlights the importance of AI in enhancing customer satisfaction (CSI) by ensuring timely and personalized responses, thus bolstering online reputation management. With the shared success stories from major dealership groups, the episode underscores AI's pivotal role in navigating common challenges like high attrition rates and maximizing dealership profitability. Throughout this episode, listeners gain understanding into the balanced integration of AI, CRM tools, and human resources in dealership operations, equipping them with practical insights on optimizing lead management and boosting sales efficacy.   Key Takeaways: ✅ AI-driven tools can drastically enhance lead response times and improve conversion rates by providing timely and relevant customer communication. ✅ Jerry, Podium's AI tool, acts as a diligent, omnipresent team member, handling customer inquiries after hours and aiding in the lead conversion process. ✅ Integration of AI in the dealership's workflow complements the CRM systems and aids human resources in maximizing operational efficiency and sales effectiveness. ✅ Properly executed AI systems can improve Customer Satisfaction Index (CSI) by ensuring a seamless and personable customer experience throughout their buying journey. ✅ With AI's aid, dealerships can easily manage a large influx of leads without overstretching their human resources, addressing staffing challenges and increasing sales figures.   About Billy Hymas Billy Hymas is the Auto Director at Podium, a leading technology company specializing in artificial intelligence solutions for the automotive industry. With a rich background in sales, including roles in door-to-door sales and enterprise sales, Billy brings a wealth of experience in customer interactions and technology solutions. His focus at Podium is on helping automotive dealers enhance lead conversion and customer engagement through cutting-edge AI technology. Billy's extensive experience in sales management and his work across various industries contribute to his expertise in implementing AI for business growth and efficiency.     Revolutionizing Car Sales with AI: How Artificial Intelligence is Transforming Dealership Operations Technology has always been at the forefront of revolutionizing industries, and the automotive sector is no exception. In a recent deep dive into AI's role in car dealerships, experts Sean V. Bradley from Dealer Synergy and Billy Hymas from Podium reveal how embracing this technology is not only changing the landscape but also boosting sales, efficiency, and customer satisfaction. The discussion encompasses the nuances of AI in dealership settings, tackling common challenges, and optimizing operations to meet evolving consumer expectations. Key Takeaways Speed and Precision in Lead Response: The faster a dealership responds to a lead, the higher the likelihood of conversion. Role of AI in Reducing Human Error: AI helps maintain accurate customer interactions, minimizing the pitfalls of miscommunication. AI as a Team Member: AI tools can complement human resources by handling routine tasks, thereby freeing staff to focus on higher-value activities. Speed and Precision in Lead Response: A Game Changer In the dynamic landscape of automotive sales, speed is critical. As highlighted by Sean V. Bradley, the correlation between response time and closing ratio is direct and significant. Traditional methods of handling leads are becoming obsolete with the rise of AI technologies like Podium's "Jerry," which offers immediate engagement with potential customers. "The faster you respond to somebody, the higher the closing ratio," Bradley notes, emphasizing that AI can interact with leads—whether through text or online chat—immediately, even beyond business hours. Billy Hymas adds weight to this by noting how AI can be a first line of defense in the often missed after-hours leads. "The ability to…answer quickly, help people feel warm and fuzzy because they're getting that instant dopamine hit. That's what sells cars," he explains. This real-time interaction reduces the delays that can lead to lost sales opportunities, offering a seamless transition from AI interaction to human follow-up when necessary.   The Role of AI in Reducing Human Error The concerns regarding the implementation of AI often revolve around its interaction with existing tools like CRMs. Many dealerships fear overloading customers with multiple communications from different systems. Hymas addresses this concern by explaining the integration capabilities of AI, particularly with established systems to ensure that customer messages are not duplicated or conflicting. AI's capability to maintain coherence and professionalism in customer interactions is paramount. As noted in the conversation, AI avoids common pitfalls such as email merge errors that tarnish customer experience. Hymas remarks on the intelligence of AI like Jerry, which can learn customer preferences and history, thus tailoring interactions that are informative and free of human errors, thereby building trust and improving customer satisfaction scores.   AI as a Team Member: Optimizing Human Resources Beyond just replacing basic tasks, AI can enhance a dealership's human resources by optimizing how their time is spent. As Bradley and Hymas discuss, AI facilitates taking on repetitive tasks that consume significant amounts of human effort. Bradley notes, "What happens to dealers is don't get all excited about whatever technology, whatever vendor and not let them speak to each other," emphasizing the importance of an integrated strategy where AI complements staff efforts. Hymas further adds that, "AI serves as an incredible trainer," allowing sales teams, especially newer members, to learn from AI's customer interactions. This not only aids in onboarding but also offers a continual learning opportunity, allowing seasoned salespeople to hone their techniques based on AI interaction data.   Embracing the Future of Automotive Sales with AI The conversation between Bradley and Hymas illuminates the transformative potential of AI in the car sales industry, highlighting its immediate benefits in engagement speed, accuracy, and resource optimization. AI, epitomized by tools like Podium's Jerry, is proving to be an invaluable asset, capable of increasing conversion rates and enhancing customer experience. By seamlessly integrating with existing CRM systems, AI complements rather than complicates, allowing dealership teams to focus on relationship-building and high-quality sales interactions. For dealerships ready to embrace these technologies, the future looks bright—and more profitable—than ever. Adopting these strategies can revolutionize the way dealerships operate, ensuring they not only meet but exceed modern consumer expectations in the digital era.     Resources: Podium: Discover how Podium's innovative AI technology can unlock unparalleled efficiency and drive your dealership's sales to new heights. Visit www.podium.com/mcs to learn more!   NCC: Credit-Driven Retailing - NCC delivers industry-best credit-driven retailing for auto dealerships, combining a powerful credit and compliance engine and fully integrated CRM/Desking platform for maximum profitability.   Complete CRM: Complete CRM is a streamlined, all-in-one system that simplifies your dealership software and processes so you can manage every aspect of your operation with ease; from tracking and following up on leads, desking deals, managing inventory, marketing to your customers, and more.   Dealer Synergy & Bradley On Demand: The automotive industry's #1 training, tracking, testing, and certification platform and consulting & accountability firm.   The Millionaire Car Salesman Facebook Group: Join the #1 Mastermind Group in the Automotive Industry! With over 28,000 members, gain access to successful automotive mentors & managers, the best industry practices, & collaborate with automotive professionals from around the WORLD! Join The Millionaire Car Salesman Facebook Group today!   Win the Game of Googleopoly: Unlocking the secret strategy of search engines.   The Millionaire Car Salesman Podcast is Proudly Sponsored By: Podium: Elevating Dealership Excellence with Intelligent Customer Engagement Solutions. Unlock unparalleled efficiency and drive sales with Podium's innovative AI technology, featured proudly on the Millionaire Car Salesman Podcast. Visit www.podium.com/mcs to learn more!   NCC: Powered by proprietary solutions such as Intelligent Credit Engine™ and LenderSelect™, NCC transforms the car-buying experience for dealers and their customers. From compliance and lender selection to CRM and desking, to marketing and data mining—NCC integrates them all in a single, seamless platform to deliver better customer experiences, maximum efficiency and maximum profit.   Complete CRM: As an innovative leader in the industry for the last 30 years, Complete CRM is designed to give your dealership the competitive edge in a demanding marketplace. Powered by Complete Credit™ and award-winning desking, Complete CRM™ is the industry's only credit and compliance-enabled CRM that lets dealers achieve maximum profitability on every deal. Built on modern technology, Complete CRM seamlessly integrates credit, compliance, inventory, data mining, lead generation, enterprise functionality, and customized reporting in one tool with a single login.   Dealer Synergy: The #1 Automotive Sales Training, Consulting, and Accountability Firm in the industry! With over two decades of experience in building Internet Departments and BDCs, we have developed the most effective automotive Internet Sales, BDC, and CRM solutions. Our expertise in creating phone scripts, rebuttals, CRM action plans, strategies, and templates ensures that your dealership's tools and personnel reach their full potential.   Bradley On Demand: The automotive sales industry's top Interactive Training, Tracking, Testing, and Certification Platform. Featuring LIVE Classes and over 9,000 training modules, our platform equips your dealership with everything needed to sell more cars, more often, and more profitably!

In this heartfelt episode of the Millionaire Car Salesman Podcast, Sean V. Bradley and LA Williams celebrate the life and legacy of Jim “The Alpha Dawg” Ziegler, forever an icon in the automotive industry. Joined by renowned guest Cory Mosley, the podcast pays tribute to Ziegler's profound impact and lasting influence on automotive sales culture and training. Through anecdotes, shared experiences, and enlightening discussions, listeners are provided a deep dive into the principles that Ziegler embodied, particularly his advocacy for dealers and his dynamic approach to sales training. "I wouldn't be in the car business if it weren't for what Jim taught me in his training." The episode eloquently captures Ziegler's ethos of doing things his way and the indelible mark he left on the automotive industry. From discussions about the early days of Ziegler's career to his massive influence on automotive sales techniques, the conversation touches on the many elements that made Ziegler a cherished mentor and industry leader.  "He loved his wife, he loved his family, and he loved the industry." The podcast also highlights Ziegler's personal insights on the importance of work-life balance and the human side of being a business legend, offering listeners a balanced perspective of both his professional contributions and his personal journey. Feel and listen with your heart as we honor the loss of an automotive legend.   Key Takeaways: ✅ Ziegler was a staunch advocate for automotive dealers, committed to enhancing dealership profitability and industry standards. ✅ The significance of mastering one's craft in automotive sales was a central theme of Ziegler's career, emphasizing his desire to elevate others in the industry. ✅ The importance of personal legacy and balancing professional success with meaningful personal relationships, a lesson from Ziegler's experiences. ✅ The role of the National Speakers Association (NSA) in elevating Ziegler's and others' careers, serving as a pivotal institution for professional growth and networking in public speaking. ✅ The evolving impact of technology and virtual platforms in car sales and dealership operations, as reflected in Ziegler's career transition over time.     About Jim “The Alpha Dawg” Ziegler, CSP, HSG Jim Ziegler, CSP, HSG - Known as "The Alpha Dawg," Ziegler was a legendary figure in the automotive industry with a career spanning nearly five decades. He was a consultant, speaker, and trainer, recognized for his contributions to F&I and automotive sales training. Holding the titles of Certified Speaking Professional (CSP) and HSG, Jim was known for his bold personality and his impactful presence in the industry.   About Cory Mosley, CSP Meet Cory Mosley, CSP, Award-Winning Business Growth & Media Expert. Cory Mosley, CSP, is an entrepreneur, sought-after strategic consultant, media personality, results-driven coach, and certified speaking professional. Cory's experience in the business and media arena spans over twenty years and includes global strategy, business development, and marketing work. His client list includes Fortune 100 companies, global tier 1 and 2 suppliers, countless small business and franchise operations, professional associations, and non-profits. Cory specializes in Business Growth Strategy, Rebranding, Thought Leadership Content Creation, Event Speaking, and Custom Training and Development Programs.   About Sean V. Bradley, CSP Sean V. Bradley, CSP is the President of Dealer Synergy and co-creator of the Millionaire Car Salesman Podcast. With decades of experience, Sean is a celebrated figure in automotive sales training, recognized for his innovative strategies and motivational speaking.   About LA Williams III - Known as “The Blind Master” LA Williams III - Known as “The Blind Master” is the co-host of the Millionaire Car Salesman Podcast, Williams is known for his remarkable talent in inspiring and training automotive professionals. He contributes his extensive knowledge and engaging style to help drive sales success and motivate others.     Honoring the Alpha Dawg: The Lasting Legacy of Jim Ziegler in the Automotive Industry Key Takeaways Jim Ziegler's unwavering dedication to the automotive industry showcased his deep love and commitment to his craft, his family, and his peers. Emphasizing the importance of vigilance in business, Ziegler often cautioned against distractions disguised as opportunities, a principle that applies universally beyond automotive sales. Ziegler's larger-than-life persona and unparalleled influence have left an indelible mark on countless individuals within the automotive and speaking communities.   The Indomitable Jim Ziegler: A True Icon in the Automotive World Jim Ziegler's name resonates deeply within the automotive industry. Known as the "Alpha Dawg," Jim dedicated nearly five decades of his life to revolutionizing automotive sales and training. His powerful impact was not just limited to dealerships and sales teams but extended to empowering individuals through professional speaking. This article delves into Jim Ziegler's unmatched legacy, the principles he championed, and what it truly meant to have crossed paths with such a titan. One of Ziegler's peers, Sean V. Bradley, remarked, "Jim loved it. Day after day, he loved the industry." This passion for automotive sales and training was evident in all that Jim did—from his staunch advocacy for dealerships to his direct confrontations with entities that threatened the industry's sanctity. Jim Ziegler embodied what it means to be a true leader and innovator, and his influence will be felt for generations to come.   Pioneering a Dealer-Centric Approach Jim Ziegler was renowned for his unwavering commitment to the automotive profession and the people within it. His advocacy was unparalleled as he battled against anything that could detrimentally impact dealers, managers, and sales personnel. Emphasizing the need for integrity while making a profit, Ziegler once proclaimed, "Success leaves clues." This insight reflected his belief in the industry's potential—championing a dealer-centric model where professionalism and profitability went hand-in-hand. Ziegler's influence was palpable, from battling legislative efforts that threatened dealerships to crafting meticulously designed strategies to increase profitability. His colleagues noted how his strategies empowered automotive professionals at all levels, yielding measurable economic benefits. Jim's passion extended beyond the tangible, often challenging the status quo with his bombastic approach and willingness to confront adversity head-on. As Cory Mosley, another leading industry figure, stated, "This was a guy who came into our industry and fundamentally affected tens of thousands of people."   The Power of Persona: A Charismatic Figure Ziegler was known for his charisma, the allure of which was not only leveraged to drive sales but also to inspire legions within his community. His larger-than-life personality drew people in and his no-nonsense approach kept them engaged. Yet beyond the swagger and humor, Jim was a passionate advocate for continuous improvement. He emphasized the importance of mastering one's craft, often challenging peers to embrace the industry as if earning a master's degree. His sayings and stories are legendary. From stating, "Alpha Dawg don't fly in the back of no planes," to his memorable meme wars with peers, Jim was unapologetically himself and lived by his truth. This authenticity struck a chord with many, creating a ripple effect of admiration and respect across the industry. Jim's willingness to put himself out there and embrace failure was another facet of his enduring appeal. Whether mentoring up-and-coming trainers or forging lifelong friendships, Jim's influence was marked by his transparent honesty and keen desire to share his vast expertise. As L.A. Williams described, "He was a good guy to be around; he always loosened you up."   Navigating Opportunities: A Lesson in Focus Perhaps one of Ziegler's most impactful teachings was, "Beware of distractions disguised as opportunities." This timeless advice is not only applicable to the automotive industry but also serves as a broader lesson in life and business strategy. It encourages individuals to remain focused and discerning amid myriad distractions vying for attention in the digital age. By embodying this tenet, Ziegler was not only teaching the essentials of sales but also imparting wisdom that transcended the boundaries of industry-specific knowledge. His guidance urged professionals to identify the substantive opportunities from the noise—a skill crucial for success in both personal and professional domains. Jim's philosophy serves as a poignant reminder of the need for clarity and focus in our pursuits. Applying this approach can result in improved decision-making and reinforces the importance of maintaining a strategic vision. Reflecting on Jim Ziegler's Legacy Jim Ziegler's legacy is one of passionate advocacy, relentless pursuit of excellence, and the profound ability to influence those around him. Through his direct approach to both the joys and challenges of automotive sales and professional speaking, Jim equipped countless individuals with the knowledge and motivation to succeed. His unique blend of humor, wisdom, and integrity cemented his status as a towering figure within and beyond the automotive field. Reflecting on Ziegler's contributions invites us to ponder our own legacies—what we Stand for and what we leave behind. To honor Jim Zieg     Resources: Podium: Discover how Podium's innovative AI technology can unlock unparalleled efficiency and drive your dealership's sales to new heights. Visit www.podium.com/mcs to learn more!   NCC: Credit-Driven Retailing - NCC delivers industry-best credit-driven retailing for auto dealerships, combining a powerful credit and compliance engine and fully integrated CRM/Desking platform for maximum profitability.   Complete CRM: Complete CRM is a streamlined, all-in-one system that simplifies your dealership software and processes so you can manage every aspect of your operation with ease; from tracking and following up on leads, desking deals, managing inventory, marketing to your customers, and more.   Dealer Synergy & Bradley On Demand: The automotive industry's #1 training, tracking, testing, and certification platform and consulting & accountability firm.   The Millionaire Car Salesman Facebook Group: Join the #1 Mastermind Group in the Automotive Industry! With over 28,000 members, gain access to successful automotive mentors & managers, the best industry practices, & collaborate with automotive professionals from around the WORLD! Join The Millionaire Car Salesman Facebook Group today!   Win the Game of Googleopoly: Unlocking the secret strategy of search engines.     The Millionaire Car Salesman Podcast is Proudly Sponsored By: Podium: Elevating Dealership Excellence with Intelligent Customer Engagement Solutions. Unlock unparalleled efficiency and drive sales with Podium's innovative AI technology, featured proudly on the Millionaire Car Salesman Podcast. Visit www.podium.com/mcs to learn more!   NCC: Powered by proprietary solutions such as Intelligent Credit Engine™ and LenderSelect™, NCC transforms the car-buying experience for dealers and their customers. From compliance and lender selection to CRM and desking, to marketing and data mining—NCC integrates them all in a single, seamless platform to deliver better customer experiences, maximum efficiency and maximum profit.   Complete CRM: As an innovative leader in the industry for the last 30 years, Complete CRM is designed to give your dealership the competitive edge in a demanding marketplace. Powered by Complete Credit™ and award-winning desking, Complete CRM™ is the industry's only credit and compliance-enabled CRM that lets dealers achieve maximum profitability on every deal. Built on modern technology, Complete CRM seamlessly integrates credit, compliance, inventory, data mining, lead generation, enterprise functionality, and customized reporting in one tool with a single login.   Dealer Synergy: The #1 Automotive Sales Training, Consulting, and Accountability Firm in the industry! With over two decades of experience in building Internet Departments and BDCs, we have developed the most effective automotive Internet Sales, BDC, and CRM solutions. Our expertise in creating phone scripts, rebuttals, CRM action plans, strategies, and templates ensures that your dealership's tools and personnel reach their full potential.   Bradley On Demand: The automotive sales industry's top Interactive Training, Tracking, Testing, and Certification Platform. Featuring LIVE Classes and over 9,000 training modules, our platform equips your dealership with everything needed to sell more cars, more often, and more profitably!  

In this episode of Remodelers On The Rise, we break down the four key financial metrics every remodeler must track to stay profitable. From understanding your gross profit to making strategic decisions for long-term success, we'll show you how running your business by the numbers—not just gut instinct—can transform your bottom line. Plus, we'll discuss how peer groups and coaching can help you stay accountable and on track. Tune in and take control of your numbers today! ----- The Remodelers VIP Club is designed to help you strengthen the 6 Main Systems of your remodeling business in a step-by-step way through our Remodelers Roadmap. You'll have access to a treasure trove of short pre-recorded training to help you immediately address the weak points of your business. Learn more and sign-up here! ----- Explore the vast array of tools, training courses, a podcast, and a supportive community of over 2,000 remodelers. Visit RemodelersOnTheRise.com today and take your remodeling business to new heights! ----- Takeaways Understanding your numbers is crucial for business success. Clear job costing helps identify expected vs. actual costs. Overhead expenses must be accurately tracked to avoid profit loss. Aim for a healthy net profit margin to sustain your business. Set a goal for total gross profit dollars needed each year. Regularly analyze job costs to identify areas for improvement. Know the difference between overhead and cost of goods sold. A healthy net profit allows for reinvestment in the business. Value perception plays a significant role in pricing. Continuous learning and accountability are key to success.   ----- Chapters 00:00 Introduction to Key Numbers for Remodelers 06:21 Understanding Job Costing 16:39 Overhead Expenses Explained 19:51 The Importance of Net Profit 30:17 Total Gross Profit Dollars Needed

Are you running a business, or are you just repeating the same year over and over again? In this episode, Steve shares insights on how to stop winging it and start running a business that works for you. From letting go of micromanagement, to creating repeatable processes that lead to long-term success. This episode is a wake-up call for business owners stuck in a cycle of frustration. Learn how to build a thriving business without you having to be involved in every little detail.In this episode Steve discusses…The importance of developing repeatable processes for successWhy you need to stop micromanaging and trust your teamHow shifting from a money-centric to a people-centric approach changes everythingCreating a business that runs itself while giving employees ownershipHow Steve transformed his businesses by stepping back and letting things unfold naturallyResources:⚔️ WAR ROOMReady to scale your business to $5,000,000 or more? No theory. No fluff. Pure action. Join nine other battle-tested contracting companies from across the country to tackle your biggest challenges head-on.https://thecontractorfight.com/war-room

In part one of this two-part episode, Ralph and Lauren are talking about New Customer Acquisition Cost (NCAC). Sure, the mention of math might send some of you running for the hills, but hold on—this is the math that matters. Ralph compares finding your NCAC to searching for buried treasure, while Lauren reminds us that chasing vanity metrics like ROAS alone is as useful as an umbrella in a hurricane.Learn why NCAC is the North Star of scaling a business, how to measure it effectively, and what tools can make the process manageable. Ad platforms love to boast about their results but your bottom line—and how much it costs to add a new customer to it—never lies.As Lauren puts it: “Fake numbers might make you feel good, but they won't pay your bills.”Chapters:00:00:00 – Math That Matters: The Secret Ingredient for Scaling00:00:24 – NCAC: The Metric That's Cooler Than ROAS00:01:42 – Why Calculating NCAC Feels Like Cracking a Cold Case00:02:42 – Scaling Secrets: Unlocking Business Growth with Math00:03:47 – The Real Cost of New Customers (No, It's Not What You Think)00:06:10 – Lifetime Value: Measuring Love from Your Best Customers00:09:28 – Practical Math: When Numbers Lead to Dollars00:12:45 – Refunds, Returns & Regrets: Subtracting the Pain Points00:15:30 – Hidden Costs Unveiled: Shipping, Storage & Surprises00:18:05 – COGS: Decoding Cost of Goods Sold00:20:50 – Gross Profit: The Halfway Mark to True Success00:23:15 – Profit Checkpoint: COGS, Gross Profit, and What They Mean for You00:34:10 – A Special Perk for PT Fans: Wrap-Up & SurpriseLINKS AND RESOURCES:Tier 11Mongoose MediaTier 11 JobsPerpetual TrafficGet Your nCAC Calculation Guide Now!Marketing Performance Indicators™ ChecklistPerpetual Traffic on YouTubeTier 11 on YouTubeBy the NumbersConnect with Lauren on InstagramConnect with Ralph on LinkedInFollow Perpetual Traffic on TwitterThanks so much for joining us this week. Want to subscribe to Perpetual Traffic? Have some feedback you'd like to share? Connect with us on iTunes and leave us a review!Mentioned in this episode:AppSumo - 13% off with code traffic13AdCritter for Agencies