seanvbradley

This week on the Millionaire Car Salesman Podcast, Sean V. Bradley, CSP talks about technology, and how it affects us everyday.  Then, the pandemic happened, and it changed the whole world, and technology became even more important.  For the past year and half, going on two years, we have essentially been reprogrammed on the way we communicate, celebrate, shop, and buy.

Joining Sean Bradley is Nicolas Cossette, the Head of Growth & Operations at Matador.ai.  Matador.ai is the leading customer engagement platform built for the automotive industry. It allows dealerships to connect instantly with every customer at scale and on autopilot with advanced AI, real-time messaging, and more!

By using the right technology, such as Matador.ai, you can easily enhance the customer experience.  The customer experience cannot be enhanced, however, without engaging in conversation with the customer.  Connecting and engaging with the customer is the hardest part of the equation.

Dealer Synergy’s data shows that the connection rate for an outbound phone call is about 14% in 2017; however, this dropped in 2019 to between 9%-10% in 2019.  That means that with a BDC with 5 reps making 120 outbound calls, for a total of 600 calls, on average, you would only have conversations with 60 people.  With a 33% appointment rate, you would generate 20 appointments.  Think about that… 600 phone calls to generate 20 appointments.  Dealerships are always focusing on appointments, but they should be focusing on more connections.  Utilizing the right technology will help accomplish this.

Matador.ai is a sponsor of the Internet Sales 20 Group 14 and Nicolas Cossette will be at the event.  Located at the brand new Live! Casino & Hotel Philadelphia From January 11, 2022 to January 13, 2022, it is a can’t miss event.  IS20G14: The Automotive Endgame is about adapting to our new normal.  The COVID-19 pandemic has created a lot of new challenges for the automotive industry.  While some of these changes have not been so great, many of the changes that came have been great.  Be sure to register for Internet Sales 20 Group 14 before tickets sell out.

The Internet Sales 20 Group is the #1 Automotive Sales Training Conference and Seminar.  It is unlike any other conference in existence in the automotive industry today!  The 3 day event is designed for full interaction between speakers, panelists, moderators, and vendors. This synergy helps provide everyone with the tools and knowledge they will need to sell more cars, more often, and more profitably.

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 Podcast: is the #1 resource for automotive sales professionals, managers, and owners.  Also, join The Millionaire Car Salesman Facebook Group today!

The Against All Odds Radio Show: Hosting guests that have started from the bottom and rose to the top.  Also, join The Against All Odds Radio Show Guests & Listeners Facebook Group for the podcasted episodes.

For more interactivity, join The Millionaire Car Salesman Club on Clubhouse.

Win the Game of Googleopoly: Unlocking the secret strategy of search engines.

The Millionaire Car Salesman Podcast is Proudly Sponsored By:

Callsource: The industry leader for call tracking, lead management, and business analytic solutions. For more information on how to maximize your marketing dollars, visit  www.callsource.com.

AutoWeb: Visit AutoWeb.com/dealers for help in revolutionizing your business to help you sell more cars.

CarNow: Sell more cars now!  Not only is CarNow.com. the market leader in tailored digital solutions, but they are built to help dealers sell more cars.

This week on the Millionaire Car Salesman Podcast, Sean V. Bradley, CSP discusses the best practices for the automotive Internet sales department and tips for handling leads.  The automotive industry has seen significant changes over the past 15 years. How we communicate with customers today is different.  More importantly, the information customers have at their disposal and how they communicate with dealerships is completely different.  Today, there are departments specifically meant to handle automotive Internet sales leads and special finance leads. And, when it comes to quality automotive leads, AutoWeb is hands down the best.

Joining Sean V. Bradley, CSP today is Laura Whitten.  Laura is an Internet Sales Director and has been in the automotive industry for over 15 years. She works with Northstar Kia Mitsubishi, a five rooftop dealer group, based in Queens, New York.  Laura’s dealer group sees about 10,000 leads a month, but she is able to crush it because of AutoWeb and the quality of their leads.

Sean and Laura cover many different topics.  Not only do they talk about the great lead debate of quantity vs quality, but they also discuss how to handle different types of leads.  Laura prides herself on how she handles special finance leads, as they require a different approach.  From following up with leads, leads that are on the fence, and your CRM strategy, Sean and Laura provide a plethora of knowledge, tips, and best practices.

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 Podcast: is the #1 resource for automotive sales professionals, managers, and owners.  Also, join The Millionaire Car Salesman Facebook Group today!

The Against All Odds Radio Show: Hosting guests that have started from the bottom and rose to the top.  Also, join The Against All Odds Radio Show Guests & Listeners Facebook Group for the podcasted episodes.

For more interactivity, join The Millionaire Car Salesman Club on Clubhouse.

Win the Game of Googleopoly: Unlocking the secret strategy of search engines.

The Millionaire Car Salesman Podcast is Proudly Sponsored By: 

Callsource: The industry leader for call tracking, lead management, and business analytic solutions. For more information on how to maximize your marketing dollars, visit  www.callsource.com.

AutoWeb: Visit AutoWeb.com/dealers for help in revolutionizing your business to help you sell more cars.

CarNow: Sell more cars now!  Not only is CarNow.com. the market leader in tailored digital solutions, but they are built to help dealers sell more cars.

This week on the Millionaire Car Salesman Podcast, Sean V. Bradley, CSP interviews Robert Lowery, a sales associate at Lexus of Winter Park in Winter Park, FL.  They discuss how you can make as much money as you can earn in the automotive industry.  As a green pea or a seasoned veteran, any automotive sales associate can make an extraordinary amount of money.  Robert Lowery started doing so his first month on the sales floor.

About Robert Lowery

Robert Lowery entered the auto industry in 2010.  He started working as a technician at a Ford dealership after attending Universal Technical Institute in Orlando, Florida.  After two years at a Ford dealership, Robert made the move to Infiniti dealership.  He worked at this dealership for 8 years as a technician.  With the desire to be more and make more, Robert wanted to take the step up to a management position.  His GM informed him that becoming a service advisor would be the next step.  Quickly becoming the top performing service writer, Robert remained in this role for 3 years.

While Robert was training, the top sales associate at his dealership sold 23 cars that month.  Robert set his goals high.  He wanted to sell 30 cars his first month.   While he fell short at 22 sales, he broke the dealership’s all time gross sales record.  At 22 cars, Robert more than doubled the sales of the average sales associate in the United States.

Working bell to bell everyday, along with his days off, all of Robert’s sales were fresh ups.  Robert talks about the work-life balance and how he did not hide behind this balance.  Instead, he incorporates his work with his life and makes it one.   

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 Podcast: is the #1 resource for automotive sales professionals, managers, and owners.  Also, join The Millionaire Car Salesman Facebook Group today!

The Against All Odds Radio Show: Hosting guests that have started from the bottom and rose to the top.  Also, join The Against All Odds Radio Show Guests & Listeners Facebook Group for the podcasted episodes.

For more interactivity, join The Millionaire Car Salesman Club on Clubhouse.

Win the Game of Googleopoly: Unlocking the secret strategy of search engines.

The Millionaire Car Salesman Podcast is Proudly Sponsored By: 

Callsource: The industry leader for call tracking, lead management, and business analytic solutions. For more information on how to maximize your marketing dollars, visit  www.callsource.com.

AutoWeb: Visit AutoWeb.com/dealers for help in revolutionizing your business to help you sell more cars.

CarNow: Sell more cars now!  Not only is CarNow.com. the market leader in tailored digital solutions, but they are built to help dealers sell more cars.

This week on the Millionaire Car Salesman Podcast, Sean V. Bradley, CSP interviews David Holmerud, the GM at Norm Reeves Honda Superstore Irvine in Irvine, CA.  Norm Reeves Dealerships has the #1 Honda dealership in the world, and while Dave is not the GM of that store, his store is in the top 30. 

Sean and Dave discuss how automotive sales associates can work their way up to being a GM of a car dealership.  While there are skills needed to become a successful sales manager, the biggest thing Dave looks for is the right personality.  The right person will be a coach and mentor to the team.  They need to give the team the tools to be successful, and then take them under their wing and show them how to get the job done.  Dave attributes these qualities and his persistence to his success, claiming that persistence will wear down resistance.

About Dave Holmerud

Dave Holmerud started as a sales associate for an event company in the auto industry.  After a slow start, Dave finally sold his first vehicle and took off from there.  He worked in this role for five years before transitioning to a dealership employee.  From there, he worked his way up through persistence, determination, and working hard to becoming the GM of one of the largest Honda dealerships in the world.

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 Podcast: is the #1 resource for automotive sales professionals, managers, and owners.  Also, join The Millionaire Car Salesman Facebook Group today!

The Against All Odds Radio Show: Hosting guests that have started from the bottom and rose to the top.  Also, join The Against All Odds Radio Show Guests & Listeners Facebook Group for the podcasted episodes.

For more interactivity, join The Millionaire Car Salesman Club on Clubhouse.

Win the Game of Googleopoly: Unlocking the secret strategy of search engines.

The Millionaire Car Salesman Podcast is Proudly Sponsored By:

Callsource: The industry leader for call tracking, lead management, and business analytic solutions. For more information on how to maximize your marketing dollars, visit  www.callsource.com.

AutoWeb: Visit AutoWeb.com/dealers for help in revolutionizing your business to help you sell more cars.

CarNow: Sell more cars now!  Not only is CarNow.com. the market leader in tailored digital solutions, but they are built to help dealers sell more cars.

This week on the Millionaire Car Salesman Podcast, Sean V. Bradley, CSP interviews David Long, the Executive GM of Hansel Auto Group, an eight rooftop auto group with locations in Sonoma County, CA.  They discuss the evolution of the automotive industry.  

The retail automotive industry today is a people business.  It is all about customer service, the customer experience, and taking a customer first mentality.  It is also about your people; training, developing, leading, and mentoring them to be successful, personally and professionally, while putting the customer first.  

David discusses how having the proper dealer-vendor relationships helps to achieve this.  One of his favorite vendor relationships is CallSource.  CallSource records and tracks all inbound and outbound phone calls.  He receives DealSaver Alerts from CallSource, which are email updates on every call where his staff did not ask for the appointment or the customer did not commit to an appointment.  Additionally, Call Source aids Jeff and his team with their DealSaver Recovery Alert Program, where CallSource’s call center returns a call to the customer to go for the appointment that his team failed to get.

CallRevu Acquired CallSource’s automotive division in September 2021.  However, CallRevu does not intend to eliminate any of CallSources technology, people, or services.  Instead, CallRevu plans to combine the best of both businesses to advance its technology and provide a higher level of service to automotive dealerships.

About David Long

David Long has been in the automotive industry for 30 years.  He started working in a detail department in FL until he made the transition to the sales floor.  As a sales associate, his work ethic and dedication resulted in him being the #1 one sales rep in the country for the #1 automotive group in the country.  He climbed his way up to management and eventually bought his own store.  He had a great run with his Ford store and then sold it right before the last recession.  Today, he runs Hansel Auto Group, an eight rooftop automotive group in California that sells over 1,000 cars per month.

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 Podcast: is the #1 resource for automotive sales professionals, managers, and owners.  Also, join The Millionaire Car Salesman Facebook Group today!

The Against All Odds Radio Show: Hosting guests that have started from the bottom and rose to the top.  Also, join The Against All Odds Radio Show Guests & Listeners Facebook Group for the podcasted episodes.

For more interactivity, join The Millionaire Car Salesman Club on Clubhouse.

Win the Game of Googleopoly: Unlocking the secret strategy of search engines.

The Millionaire Car Salesman Podcast is Proudly Sponsored By: 

CallRevu & Callsource: The industry leader for call tracking, lead management, and business analytic solutions. 

AutoWeb: Visit AutoWeb.com/dealers for help in revolutionizing your business to help you sell more cars.

CarNow: Sell more cars now!  Not only is CarNow.com. the market leader in tailored digital solutions, but they are built to help dealers sell more cars.

This week on the Millionaire Car Salesman Podcast, Sean V. Bradley, CSP interviews Robbie Irvin, a sales consultant at Gary Smith Honda in Fort Walton Beach, FL.  They discuss how Robbie went from averaging 18 cars and making $5,000 per month to selling 35.5 cars a month with $19,000 in personal income.  They also share the tips and techniques that any car sales associate can do to sell more cars and make more money.

About Robbie Irvin

Robbie Irvin has been in the automotive industry for three and a half years.  Starting at a CDJR store in Illinois, he and his family moved to Florida two years ago where Robbie started working as a sales consultant at Gary Smith Honda.  Prior to 2020, the most Robbie had earned in a single year was $60,000 and he averaged 18 vehicles sold each month.  

In June 2020, Robbie sold 35.5 cars and made $19,000.  He was able to increase his monthly production by changing how he starts each day, along with his daily work plan and his plan of attack.  A few of these changes include getting to work early, increasing communication attempts each day, and utilizing the dealership’s data and equity mining tool, AutomotiveMastermind.  Robbie finished 2020 with over $125,000 in personal income and so far in 2021, he has had two 31+ unit months and is on pace to make over $160,000.

Listen in to learn more about how Robbie was able to sell more cars and make significantly more money.

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 Podcast: is the #1 resource for automotive sales professionals, managers, and owners.  Also, join The Millionaire Car Salesman Facebook Group today!

The Against All Odds Radio Show: Hosting guests that have started from the bottom and rose to the top.  Also, join The Against All Odds Radio Show Guests & Listeners Facebook Group for the podcasted episodes.

For more interactivity, join The Millionaire Car Salesman Club on Clubhouse.

Win the Game of Googleopoly: Unlocking the secret strategy of search engines.

The Millionaire Car Salesman Podcast is Proudly Sponsored By:

Callsource: The industry leader for call tracking, lead management, and business analytic solutions. For more information on how to maximize your marketing dollars, visit  www.callsource.com.

AutoWeb: Visit AutoWeb.com/dealers for help in revolutionizing your business to help you sell more cars.

CarNow: Sell more cars now!  Not only is CarNow.com. the market leader in tailored digital solutions, but they are built to help dealers sell more cars.

This week on the Millionaire Car Salesman Podcast, Sean V. Bradley, CSP interviews Danny Zaslavsky, the Managing Partner and General Manager of Country Hill Motors in Merriam, KS.  In addition to his role at Country Hill Motors, Danny is also the Managing Partner of VinCue.  VInCue is an innovative all-in-one solution that gives dealers access to real-time data and tools in a single system to stock smarter, increase turn, beat your competition, and above all else - maximize profits. 

Sean V. Bradley and Danny Zaslavsky dive into used cars.  Most specifically, they discuss the concept of highest authentic value.  Highest authentic value is attributing anything to the vehicle that makes it more valuable than just the price.  The foundation of highest authentic value starts with options, features, packages, and dealer exclusive values.  These will tie to keywords that consumers search, attracting them to your VDP.  Since the VDP on the vehicle includes the correct options and packages, the vehicle has a higher value to the consumer.

From there, you can really add more fuel to the fire by including dealer inclusive items and listing reconditioning to the vehicle, like warranty and certification.  Consumers would purchase a vehicle that has had reconditioning performed over a vehicle that has not.  By including these items on the listing, with the highest authentic value, it allows you to communicate this information to the consumer.

Danny discusses how VinCue can not only help dealerships acquire more vehicles, but how they can start attributing all of the features of each vehicle, especially those that add value beyond price.  Additionally, VinCue Boost takes the mystery out of digital advertising.  It connects your actual inventory to Facebook & Instagram, and Display Ad Networks, and uses advanced data mining to only show ads to the right customers.  This allows dealers to sell vehicles as fast as possible while making as much money as possible.

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 Podcast: is the #1 resource for automotive sales professionals, managers, and owners.  

The Millionaire Car Salesman Facebook Group & The Millionaire Car Salesman Club on Clubhouse: the largest social community for automotive professionals to help educate the automotive industry.

The Against All Odds Radio Show & The Against All Odds Radio Show Guests & Listeners Facebook Group: Hosting guests that have started from the bottom and rose to the top.

Win the Game of Googleopoly: Unlocking the secret strategy of search engines.

The Millionaire Car Salesman Podcast is Proudly Sponsored By: 

VinCue: In addition to being built by dealers for dealers, VinCue is an All-In-One Digital Platform. At the end of the day, it can help your Dealership!

Callsource: The industry leader for call tracking, lead management, and business analytic solutions. For more information on how to maximize your marketing dollars, visit  www.callsource.com.

AutoWeb: Visit AutoWeb.com/dealers for help in revolutionizing your business to help you sell more cars.

CarNow: Sell more cars now!  Not only is CarNow.com the market leader in tailored digital solutions, but they are built to help dealers sell more cars.

This week on the Millionaire Car Salesman Podcast, Sean V. Bradley, CSP interviews Chuck Kramer, the Chief Operating Officer of Foundation Automotive Corp.  Foundation Automotive Corp has a total of 22 dealerships in the United States and Canada and will be adding another 23 stores by January 2022.

About Chuck Kramer & Foundation Automotive Corp

Chuck Kramer is not only the COO of Foundation Automotive Corp, he is also an investor.  He follows the mindset that one person cannot do everything on their own.  As such, the Foundation Automotive is structured around standard operating procedures and their people..  Additionally, all of their dealership operators are not just partners, they are true partners.  They are the managing partners and the face of the store, and Chuck oversees all of them.

With this business model, Foundation Automotive Corp is not only able to scale their operations, but also grow their organization in the middle of the COVID pandemic.  Adding to their model, there is a large focus on the technology and the vendor partners.  Chuck only works with the best of the best.  Then, Chuck and his team installs the same process, technology, and vendor partners at all of their stores.  From there, all of the stores get together as a group and discuss how they can get better.

The last piece of the puzzle is culture.  Chuck takes dealerships with good culture and makes them better.  He also takes dealerships with bad cultures and puts good cultures in.  This has been the blueprint so far.  While there have been some failures along the way, Foundation Automotive Corp has been extremely successful with this model.  

Foundation Automotive Corp’s 4 Core Principles

1. Employee Satisfaction
2. Solid Foundation In The Community
3. Strong Relationships With The Manufacturers
4. Customer Service.

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 Podcast: is the #1 resource for automotive sales professionals, managers, and owners.  Also, join The Millionaire Car Salesman Facebook Group today!

The Against All Odds Radio Show: Hosting guests that have started from the bottom and rose to the top.  Also, join The Against All Odds Radio Show Guests & Listeners Facebook Group for the podcasted episodes.

For more interactivity, join The Millionaire Car Salesman Club on Clubhouse.

Win the Game of Googleopoly: Unlocking the secret strategy of search engines.

The Millionaire Car Salesman Podcast is Proudly Sponsored By: 

VinCue: In addition to being built by dealers for dealers, VinCue is an All-In-One Digital Platform. At the end of the day, it can help your Dealership!

Callsource: The industry leader for call tracking, lead management, and business analytic solutions. For more information on how to maximize your marketing dollars, visit  www.callsource.com.

AutoWeb: Visit AutoWeb.com/dealers for help in revolutionizing your business to help you sell more cars.

CarNow: Sell more cars now!  Not only is CarNow.com. the market leader in tailored digital solutions, but they are built to help dealers sell more cars.

Full Episode Blog: Vehicle Buying Center: Buy 100+ Cars A Month From The Public

The inventory crisis is affecting car dealerships across the nation. However, there are dealerships that sell more used cars and hold more gross during the used car inventory shortage. That is because they have a Vehicle Buying Center (VBC). Working with Dealer Synergy and VinCue, automotive dealers have a used car acquisition strategy to buy 100+ cars each month from the public.

Sean V. Bradley, CSP makes it a mission to stay on the cutting edge of the automotive industry. As such, he partners with dealers and technology companies that put car dealerships first. This week, Sean gives a presentation on how to acquire used cars during an inventory crisis, resulting in the ability to sell more used cars.   

Who better to join him than Danny Zaslavsky.  Sean & Danny are the Vehicle Buying Center pioneers. Utilizing VinCue’s revolutionary technology and Dealer Synergy’s HR services, on-site and virtual training, and CRM setup, Country Hill Motors successfully buys over 100 cars each month from the public.

Free Resources On The Vehicle Buying Center

The founder of the Automotive Game Changer conference and Managing Partner of Brooklyn Mitsubishi, El Patronn joins LA Williams this week on the Millionaire Car Salesman Podcast! Learn about promoting yourself and creating your own business, how not to make excuses, getting the right tools for your success, focusing on customer needs, culture in the automotive industry, and the habits of the most successful people.

El Patronn averaged 26-28 units a month and made 94,000 in his first year as a car salesman, and now he and his team average 350 units a month! It took El Patronn 15 years to reach his level of success, and he owes it to his processes! Let him teach you how to come out of your shell and focus on the opportunities. 

The Millionaire Car Salesman Podcast meets the Billion Dollar Girl, a car consultant who worked for one of the Top 10 dealerships in the nation. She earns 1.1 billion a year! Toni Anne talks Internet Sales with Sean and L.A. and how to make more money with Phone-Ups and Internet/BDC departments.

99% of customers go online to shop for their car. Whether it's a form-fills or the first call to the dealership, the experience your dealership delivers to the customer makes the biggest impact with your sales. You can either make money or make excuses in sales. 

Listen to Toni Anne break down cost per sale, her previous experience working for a 20+ rooftop dealership, how to re-evaluate your process on leads and working with vendors and the importance of training your people the right way.