Millionaire Car Salesman Podcast

This week on the Millionaire Car Salesman Podcast, Sean V. Bradley, CSP and L.A. Williams discuss the impact of one’s mindset. How you perceive the world around you can shape your behavior. If you don’t believe in yourself and what you do, then you won’t get very far. It’s important to not just have goals, but to visualize them and act on them.  Joining Sean and L.A. this week are John Assaraf and the late, great Bob Proctor. John talks with Sean and L.A. about his book “Innercise” and the applications of his techniques to retrain your brain. He gives an example from his previous work as the founder and CEO of Remax of Indiana. He noticed his agents were “stuck” and he pulled 75 agents to retrain their brains. In six months, John saw results and implemented his new training technique to his employees as a whole. In just a few years, sales went from $1.2 billion to $4.5 billion.  Bob Proctor joins Sean and L.A. to discuss his perspective on the mindset. It’s one thing to say you have a goal and another to unde

This week on the Millionaire Car Salesman Podcast,  L.A. Williams discusses aftermarket products in car security. Did you know that the car alarm does NOT go off if the window is smashed? This is a serious issue… WITH A SOLUTION! Additionally, L.A. discusses how video makes it easier when connecting with customers and sharing information. He also talks about the passion behind your business goals and how it can affect your business.  Joining L.A. this week is Tony Avila, CEO of Innovative Aftermarket Group based in Phoenix, Arizona. Their product, dFence, offers protection and connection for dealerships and customers. With dFence, car safety is the number one goal. dFence products allow dealers, law enforcement and even car buyers to track stolen vehicles, send alerts of a break-in, and photograph any “trigger events” automatically.  “If you have passion and drive, and there’s value in the product… you will succeed,” says Tony. One of the biggest mistakes people make when building their business is not unde

This week on the Millionaire Car Salesman Podcast, L.A. Williams discusses the life of a finance manager. When a client wants to close a deal, is the finance department efficient and accurate? Additionally, he discusses the keys to success and the challenges finance managers face. Listen in as L.A. uncovers secret tips and advice for finance and insurance (F&I) managers.  Joining L.A. this week are Nate Doggett and Brett Davis, founders of e-Director. e-Director is a lender management solution. Doggett and Davis developed this program to organize and update information from banks and lenders to aid finance professionals in the automotive industry. With e-Director, a finance representative can input the information for the sale and find the top ten lenders with accurate rates and terms that will be most profitable.    About Nate Doggett and Brett Davis Nate Doggett is an Airforce veteran. He served as a survival instructor until the age of 35. After his time with the military, he began his career as an int

This week on the Millionaire Car Salesman Podcast,  Sean V. Bradley, CSP discusses the success of women working in the automotive industry. Specifically, methods to achieve customer satisfaction and retention, with a focus on accessibility. Additionally, he discusses humanizing the dealership with marketing.  Joining Sean this week is Beth Grant, dealer principal of Thomson Auto Group: Thomson Chrysler Dodge Jeep Ram in Thomson, GA and Waynesboro CDJR in Waynesboro, GA.    About Beth Grant  Beth is one of the few female dealer principals in the country. Her family has been in the automotive industry since 1993 and is known to provide low-price, high-volume, and customer-centered dealerships. Beth was a keynote speaker at Digital Dealer this past October in Las Vegas.  The National Automobile Dealers Association is coming to Las Vegas this upcoming March 10, 2022 to March 13, 2022. Located at the Las Vegas Convention Center, NADA is the place to be. Experience the Future with a multitude of automotive profe

This week on the Millionaire Car Salesman Podcast L.A. Williams discusses managing practices! As a manager, what are your best practices? What are the most common mistakes dealership teams make and how to keep them on the road to the sale? Additionally, training is everything— because people don’t rise to the occasion, they sync to the level of their training.  Joining L.A. this week is  Russell Hill, co-founder and managing partner of FixedOPS Marketing, a dealership marketing software provider focused on increasing service visits while increasing revenue per RO through videos. Russell has been immersed in the industry for 30+ years and provided great insight into a manager’s role. Russell began as a sales associate in 1985 averaging 12-15 cars a month. Since then, he has held multiple management positions leading up to the founding of FixedOps Marketing. Russell performs an amazing poem all about the character of a car salesman.  They discuss books and concepts that lead to wealth in the automotive indust

This week on the Millionaire Car Salesman Podcast, Sean V. Bradley, CSP discusses Customer Relationship Management, or CRM for short. CRM tools are used by many dealerships to help organize and track customer interactions and leads. There is value in this tool because when it is used properly, your CRM turns into an ATM. Not only are CRM’s a necessity for a dealership, but it will also make the dealerships and their staff that use it properly more successful than those who don’t. Joining Sean this week is Mark Vickery, the Sr Director of Performance Management at VinSolutions.  VinSolutions is an all-in-one, cloud-based internal management, sales, service and consumer engagement CRM platform and has been in partnership with Cox Automotive since 2011.  About Mark Vickery Mark has been so deeply involved in the car business that it has shaped his whole adult life. From retail to CRM, Mark has seen it all. In his years of retail, Mark sold conversion vans and would travel from dealership to dealership, training

This week on the Millionaire Car Salesman Podcast, Sean V. Bradley, CSP discusses what it takes to become one of the best sales associates in the automotive industry.  One of the many ways to get to the top is by building your own brand.  Then, taking this brand to Facebook and social media with a strategy.  In addition to social media, having a game plan to generate repeat and referral will pay dividends around the two to three year mark.  With these two items, paired with training on how to handle price objections, any sales associate will be set up for success. Joining Sean this week is Jimmy McCormack, a sales associate at Cardinal Buick GMC in Belleville, IL for the past five years.  With a total of 19 years in the automotive industry, Jimmy knew it would be his calling, as his father owned a buy here pay here dealership when he was a kid.  Today, he is the #1 sales associate at the #3 Buick GMC dealership, with his biggest month having 71 car sales.  It didn’t take long for Jimmy’s success to come to fr

This week on the Millionaire Car Salesman Podcast, Sean V. Bradley, CSP talks about the resources available to automotive sales associates to help them be more successful.  At many dealerships, there is a lack of training, developing, and mentoring.  This can create a sense of fear or uncertainty for new sales associates, especially those that are a part of a minority group. Joining Sean this week is Dee Penn.  Dee Penn is a sales professional for the First Team Automotive Group at their Hampton Chevrolet location in Hampton, VA.  Not only is Dee the top car salesman at his dealership, but he also does so as a transgender automotive professional.  This success is because of Dee’s determination to not only be the best, but to also be better today than he was yesterday. Sean V. Bradley and Dee also discuss how The Millionaire Car Salesman Facebook Group was the biggest resource Dee had when he entered the car business.  Not only did it provide a lot of free automotive sales training, but everyone in the educati

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 connect

This week on the Millionaire Car Salesman Podcast, Sean V Bradley dives deep into the world of the inventory crisis.  More specifically, what do dealers do when there are large distances between them and their customers.  When dealers buy and sell vehicles across their entire state, or even the country, how do they ship the vehicle? Joining Sean today is John Robertson, the Sr. Executive Vice President at Ship Your Car Now.  Ship Your Car Now, the leading integration automotive transportation solution, has been in business for over ten years.  They specialize in shipping low volume units, even just one vehicle at a time.  Digital retailing and remote deliveries has become a common practice and is likely here to stay.  Ship Your Car Now is the #1 vehicle shipping company to facilitate this process.  Furthermore, dealerships are using Ship Your Car Now to help with the inventory crisis, especially for their vehicle buying center and used car acquisition strategy. What separates Ship Your Car Now from every othe

This week on the Millionaire Car Salesman Podcast, Sean V Bradley discusses the importance of the Internet sales department and BDC.  More specifically, how AutoWeb’s third party leads paired with the right process will have an immediate impact on a dealership's bottom line.  AutoWeb’s high quality leads can easily generate an additional $1.6 Million in additional gross profit each year. Joining Sean today is Sebrinner Blair-Henry and Paul Maglio.  Sebrinner is the BDC Director at Ritchey Autos and Paul is a Director of Client Success at AutoWeb.  Being experts on third party lead providers and the best practices in regards to process, they drop a tremendous amount of knowledge to help dealerships sell more leads. About Sebrinner Blair Sebrinner Blair-Henry is the BDC Director at Ritchey Autos.  Ritchey Autos is located around the Orlando, FL area and has four brands at three locations.  Their locations include: Ritchey Cadillac Buick-GMC in Daytona Beach, FL, Daytona Subaru in Daytona Beach, FL, and Subaru V

This week on the Millionaire Car Salesman Podcast, Sean V. Bradley, CSP dives deep into SEO for automotive dealerships.  Joining Sean Bradley is Wayland Myers, the CEO of MarketPage.  They discuss how website platforms are the biggest problems for automotive dealerships and their SEO.  This is proven when you do a search in your local market for a year, make, and model.  Look at who is ranking.  It typically isn’t the dealership, rather it is the aggregators, such as CarGurus and AutoTrader. In addition to the lack of SEO, these website platforms have a low time on site and a very high bounce rate.  Dealerships need to stop competing with their manufacturers, 3rd party providers, aggregators, and their competition.  Dealerships need to protect their marketing budget and have a scalable SEO strategy.  All of this and more in today’s Millionaire Car Salesman Podcast episode. About Wayland Myers Wayland Myers has dedicated his professional career to advancing digital marketing technology and tactics for the larg

This week on the Millionaire Car Salesman Podcast, L.A. Williams dives deep into phone calls.  Joining L.A. is Malik “Young Jedi” Bronner.  With the Internet and phones being the new showroom, sales associates need to develop the phone skills needed for today’s market.  With this in mind, L.A. and Malik pull phone calls on today’s podcast.  They give on the spot tips and advice on how to handle different situations and questions over the phone. About Malik Bronner Malik joined the Dealer Synergy team in December 2018 as a client call quality analyst.  Through his hard work and drive for knowledge over the past three years, Malik worked his was up to a performance coach.  While well versed in automotive sales, his specialty is with Internet sales and phone training, coaching, and monitoring.  Additionally, through his Young Jedi Counsels, he has made it his mission to help automotive sales reps across the globe with their phone skills. Resources Dealer Synergy & Bradley On Demand: The automotive industry’s

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

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 r

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 of

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

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 get

This week on the Millionaire Car Salesman Podcast, Sean V. Bradley, CSP interviews Jeff Homolak, the Business Development Manager at Medina Auto Mall in Medina County, OH.  Not only is Medina Buick GMC the #1 Buick GMC dealership in the country, but they also won the GM Dealer of the Year Award in 2020. Jeff built the Internet Sales Department at the Medina Auto Mall in September of 2020.  Since then, the BDC has grown to extraordinary heights, setting over 840 appointments and selling an average of 350 cars each month.  Jeff attributes this success to tracking the most important KPI’s: appointment confirmation rate, appointment show rate, and appointment sold rate. Jeff also contributes much of his success to training his people the right way.  Training is the most important element of a team in any industry.  Like Special Forces and Navy SEALS, all members of a team must constantly practice, drill, and rehearse.  While Jeff is big on training, he is unable to see and hear everything.  His partnership with C

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 v