Millionaire Car Salesman Podcast

EP 5:19 Keynote Speaker & Car Saleswoman, Tianna Mick Reviews Digital Dealer Tampa   This week, on the Millionaire Car Salesman Podcast, Sean V. Bradley, CSP reviews the latest Digital Dealer Conference while he interviews this year’s Digital Dealer Keynote Speaker and Automotive Rising Star! This year’s first annual Digital Dealer conference took place from May 9th - 11th in Tampa, FL at the Tampa Convention Center. Did you attend Digital Dealer Tampa? Listen in to experience the whole event through the eyes of a Keynote Speaker!   Joining Sean this week is one of the Keynote Speakers, Tianna Mick aka T Got Your Keys from Dealer Synergy! Tianna speaks about her experience at this year’s Digital Dealer Conference, along with everything that led her up to this moment. Since only 8-years-old, Tianna has been immersed in the Automotive Industry and surrounded by the most high-level Automotive Professionals; because of this, she explains how she rose to her level of success in such a small amount of time.   A

This week on the Millionaire Car Salesman Podcast, Sean V. Bradley, CSP and L.A. Williams  talk about qualifying prospects the right way. What does that look like? Qualifying a prospect is not just about gathering information, but understanding the prospects’ wants, wishes and expectations.  Sean V. Bradley has created a needs assessment worksheet for qualifying prospects. There are four quadrants to consider; vehicle interest, current vehicle, initial investment and monthly investment. With this worksheet, sales personnel can start to piece together the prospect puzzle to find the right car for the customer.  Join Sean V. Bradley on Tuesday, May 24th at 2pm EST as he shows sales teams how to properly qualify prospects, how to get more money down, and how to avoid making the biggest mistake car people make. To register, click here. For Dealer Synergy Clients, please email support@dealersynergy.com or contact our office at (856) 546-2440.    About this Master Class Automotive expert, Sean V. Bradley CSP, will

This week on the Millionaire Car Salesman Podcast,  Sean V. Bradley, CSP talks about Facebook marketing and how to monetize your page. Additionally, he discusses engagement and communication using the Facebook platform.  Joining Sean this week is Toni Cornell, a salesperson at CAL Cars in Spokane, Washington. Toni is a beast at Facebook marketing and knows how to use it to her advantage. She talks about how she began monetizing her Facebook business page. On average, she makes $125-$130 a day JUST from Facebook marketing. That’s approximately $3,000 a month from Facebook!  Be more like Toni! To monetize a page, use original content and increase engagement. Consider what is being posted and what the caption will be. Toni invites people to congratulate the new vehicle owner and reaches out to others in need of a new vehicle in the same post.  Additionally, build up relationships on social media. By interacting with her audience, Toni is creating a network of prospective buyers and repeat customers. Customers

This week on the Millionaire Car Salesman Podcast,  Sean V. Bradley, CSP talks about keeping up relationships with prospects and how it can impact your sales. Sean also discusses having a good work ethic. Additionally, he talks about the importance of understanding cultural differences.  Joining Sean this week is Jose Cabrera, the #1 in sales for all of Foundation Automotive at Henson Chevrolet Buick GMC in Madisonville, Texas. Jose has been in sales for the last eight years with a record of 62 cars a month. His strategy - being kind and staying humble.  As a Spanish speaking salesman, Jose struggled with his accent and communication when he first began his career. However, he found that if he could get the prospect to sit down with him and talk for a few minutes, everything would change. Jose tries to understand his customers and put himself in their shoes. This allows him to not only structure and close deals, but also build great relationships with customers who become repeat customers.  Jose talks about

This week on the Millionaire Car Salesman Podcast, L.A. Williams confesses that the best and worst thing about being a trainer is that very few people act on the information taught – which means there are salesmen who win big based on his teachings, and people who need to hear the same stuff again.  Malik “Yung Jedi” Bronner covers the eight ways to sell a car- not new info.  The fortune being in the follow up, same old stuff. How to handle bought elsewhere, nothing new here.  The simple skill of overcoming an objection - ok he does put a new Blind Phone Master spin on this.  All of these are simple skills you never knew would increase your car sales the way it does.  The Blind Phone Master then goes over training clips and the importance of following up.  60% of sales happen after the fifth appointment, however 94% of sales people have given up by then.  While speaking with customers who bought elsewhere, don’t be the same old slug. You have to be different. Be excited they achieved their goal – getting a

This week on the Millionaire Car Salesman Podcast, L.A. Williams dives into the ultimate success story. From the streets of Peru to top salesmen on the showroom floor, listen in as this week’s guest discusses how to overcome hardships and create a better life for yourself.  Joining L.A. this week is Ernesto Servan, the General Sales Manager of Garlyn Shelton Buick GMC based in Temple, TX. Ernesto has been in sales since he was six years old selling lollipops on the beaches of Peru. After his days selling lollipops, Ernesto moved to the United States, joined the military and began selling phones as a part time job.  One day he met someone at the mall who was looking to get into the automotive business and asked Ernesto to go with him to the dealership. He has been in car sales since June 2001. His first month he sold 17 cars with minimal knowledge of the industry. His former finance manager and role model, Terry Cameron, trained the sales people that they should practice without customers so they would be be

This week on the Millionaire Car Salesman Podcast, Sean V. Bradley, CSP and L.A. Williams discuss solutions to low inventory. How should dealerships handle selling cars in a climate with no inventory? There are many opportunities to increase inventory and sell more cars than ever before.  Sean and L.A. breakdown a few options for increasing inventory. Dealerships have to be willing to do whatever they can to create an inventory abundance. Does the dealership have a vehicle buying center, also known as a VBC? If not, ask why? Instead of only selling cars and hoping for inventory to appear, try buying cars! Network with local dealerships of all types. Most customers are trading in a vehicle when purchasing a new one.  Auctions are a great resource, but remember - the car goes to the highest bidder and that’s before any additional auction fees. The point is to get GREAT at selling used cars. Become a used car powerhouse and watch sales boom. Exhaust every option because there is always a way. Does your dealershi

In the fifth installment of Secrets of the Blind Phone Master, L.A. Williams talks about the power of influencing customers to talk even when text is their preferred method of contact.  If it doesn’t make sense to set the appointment during the first call, he shows how to set up subsequent conversations. L.A. even makes recommendations on exactly what to say.  Ultimately, he teaches his secrets of handling inbound phone calls with ease.   About L.A. Williams As a host of the Millionaire Car Salesman Podcast, L.A. Williams is the Vice President of Dealer Synergy. He is the preeminent subject master on “Phone Sales” in the Automotive Sales Industry and has earned the nickname and title of “The Blind Phone Master”. LA has been blind for 35+ years and has focused his energy on the art of sound, tone and inflection. With his inability to see and only hear, he can solely judge a person’s phone abilities and verbal tools based on what they say and how they say it. This makes him the perfect coach and phone sales exp

This week on the Millionaire Car Salesman Podcast, L.A. Williams dives into NADA Show 2022. This year NADA was hosted at the Las Vegas Convention Center. The convention began Thursday, March 10th and ended on Sunday, March 13th.The educational portion of the show started on Thursday, March 10th, while the exhibit hall did not open until Friday, March 11th.  Joining L.A. this week is Tianna Mick, also known as TGotYourKeys. Together, LA and Tianna discuss their experience at NADA from touching down in Vegas to their speaking session, Business Benefits of Hiring People with Disabilities and Minorities, and more. LA breaks down his travel troubles and stays cool and collected in the process. “Don’t trip when you go on a trip,” he says. Tianna dives into her experience at LightSpeed VT for Brad Lea’s Dropping Bombs Podcast and the NADA Women Driving Auto Retail Lunch.   Tune into this week’s episode to hear all about The Blind Master and #TGotYourKeys adventures at the conference!    About NADA NADA is the Nation

This week on the Millionaire Car Salesman Podcast, Sean V. Bradley, CSP discusses opportunity within the automotive industry. Second chances can be hard to come by. However, the automotive industry has proven time and again that you can rebuild your life with a career in car sales.  Joining Sean this week is DJ Verrett, actor and motivational speaker. DJ joined Dealer Synergy at this past January’s IS20G conference in Philadelphia as a speaker on the Motivation, Inspiration, & Conversation Panel. He gave insight on life after prison and opportunities that changed his mindset.  Sean and DJ discuss how they made their mark and became successful after incarceration. DJ takes a moment to explain “ain’t nothing wrong with being a copycat, as long as you copy the right cat.” The opportunity for success is right at your fingertips, you just have to be willing to take it and make it yours.  Additionally, Sean and DJ discuss how the automotive industry impacted their lives. The automotive industry has provided a

This week on the Millionaire Car Salesman Podcast, Sean V. Bradley, CSP discusses used car sales and opportunities. Sean also discusses how to find the right car for your prospect, even if it is not in your dealership's inventory.  Joining Sean this week is Jim Thompson, Founder and Owner of IQautos based in Marietta, GA. IQautos has created a new experience for customers when car shopping with the platform IQ Dealer Labs. IQ Dealer Labs offers automotive professionals the ability to provide a VIP concierge shopping experience. The sales representatives are able to assist customers in creating a shopping cart and locating the car that best fits their wants and needs. In this episode, Sean and Jim discuss the car buying process with IQautos and break down the details of car acquisition.  With the current inventory shortage, used cars present a great opportunity. You just need to know where to look and how to find what the customer needs. Customers do not buy a car everyday and it is important to educate the c

This week on the Millionaire Car Salesman Podcast, Sean V. Bradley, CSP discusses the evolution of the automotive industry. He also discusses how to GPS your success and what that means. Additionally, Sean talks about the connection between automotive and real estate.  Joining Sean this week is Karim Ellis, international motivational speaker and breakthrough strategist. Karim attended the Internet Sales 20 Group Conference as a speaker this past January. He presented about how to “G.P.S. Your Success.” In this episode, Sean and Karim recap the presentation and discuss strategies to keep moving forward in your industry.  How do you keep moving forward? In the words of Karim Ellis, “you are the captain of your ship, and that ship is your mindset… do you know precisely what you want and exactly where you want to go?”  Karim and Sean talk to the individual sales professional who has reached a plateau and wants to climb, yet doesn’t quite know how. They also talk directly to managers and owners who may have forgot

This week on the Millionaire Car Salesman Podcast, Sean V. Bradley, CSP discusses tapping into your genius and what that means for business. People are continuously learning and growing and discovering themselves. This does not stop when you reach adulthood. If anything, we flourish in adulthood as we navigate through our trials and triumphs.  Joining Sean this week is Mike Zeller, entrepreneur mentor and business architect. Together, Sean and Mike discuss a multitude of topics such as the impact of your environment on your success and how to handle major transitions in your life. Mike touches on his transition out of the automotive industry as a dealer principal and how the best way to face resistance is to face it head on. Additionally, they discuss how stepping into your genius can bring purpose to your work and provide new opportunities, also known as “Blue Ocean Strategy”.  In Daniel Pink’s “Drive: The Surprising Truth About What Motivates Us”, he brings up three main driving points: autonomy, mastery an

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

SEASON 5 of the Millionaire Car Salesman Podcast kicks off with... 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 deale

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