Millionaire Car Salesman Podcast

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

This week on the Millionaire Car Salesman Podcast, Sean V. Bradley, CSP interviews Karen Rodriguez, the Director of Operations at Doral Automotive Group, a 3 rooftop automotive group in southern Florida.  Their first store, Doral Lincoln in Doral, FL, is the 3rd largest volume Lincoln dealership in the nation.  This location paved the way for their growth, and two and a half years ago they purchased Ford of Kendall in Palmetto Bay, FL.   Since then, Karen and her team turned the store into one of the top 50 Ford dealerships in the nation.  Then, less than a year ago, Doral Automotive Group opened their third location, Lincoln of Cutler Bay in South Miami Heights, FL.  Today, the three stores combine to sell about 800 - 900 vehicles each month. Joining them on today’s interview is Kelly Koliopulos, the Sr. Director of Sales for CallSource, as a subject matter expert on CallSource’s call tracking, lead management, and business analytic solution.  They discuss how CallSource became Karen’s secret weapon and help

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

This week on the Millionaire Car Salesman Podcast, Sean V. Bradley, CSP interviews Ian Knell, the General Sales Manager at Medicine Hat Nissan in Medicine Hat, Alberta, Canada.  Sean and Ian discuss the techniques on how to sell more cars that took Ian Knell from a sales associate to a General Sales Manager in six years. About Ian Knell Ian has been in the automotive industry for just over 6 years.  Joining Medicine Hat Nissan about a year and a half ago, Ian was able to double the sales of the dealership.  He accomplished this by building and training his team with the tips and tricks on how to sell more cars that helped him sell up to 33 cars per month. Ian started his career in the automotive industry as a sales associate.  He accomplished his quick path to becoming a General Sales Manager by going above and beyond.  Ian has the mindset that you have to treat every customer as if they were family.  Ian sends handwritten notes to his customers, works the service drive, utilizes video communication, and now

The pandemic has altered everything every human on earth has ever known. Businesses shut down, millions of people lost their jobs, and it seemed that everything went into a standstill when Covid-19 plagued the planet. However, business owners found a way to maintain their presence. The world has thoroughly transitioned to relying on social media and internet accessibility since the pandemic started. Dealerships had to stay afloat during a time of chip shortages, and an inventory crisis. While some dealerships fell behind the new normal curve, others  were able to dominate the unfortunate circumstances and create advantageous opportunities! The Millionaire Car Salesman Podcast Presents: GM of the #1 BMW Dealership in the U.S for Increasing Customer Pay by 300% During the Global Pandemic: Mike Udell  Here at the Millionaire Car Salesman Podcast, improvement in success and wealth is what drives the motivation for our hosts and guests. This week, Sean V. Bradley had the pleasure to meet with Mike Udell, the GM fo

With a happy team in your dealership it is inevitable that your customers will be happy, yet that is not always the case. Our automotive industry is in a state of focusing on volume numbers and becoming a low priced leader because of the inventory crisis. However, this mindset of sell, sell, sell is damaging the relationships between our dealerships and clientele. Dealers no longer treat their customers as if they are buying the best car on the market, and this rush of getting rid of their inventory lowers the customer’s experience and excitement. Millennials, the most influential and resourceful age group, are the #1 buying demographic in the world. With that in mind, beginning those fresh relationships with quality engagement will offer a better chance at generational loyalty.  The Millionaire Car Salesman Podcast Presents: How To Decrease Attrition & Build A Team That Cares From The Internet Director Of A Multi-Store Auto Group, Stephanie Platt With over 20 years in the automotive industry, Sean V. Bra

The Millionaire Car Salesman Show Notes:  Marketing in a dealership is just as important as having cars on the showroom floor, and it’s impossible to run your dealership without either! Professionals in marketing management are much more valuable than advertisement agencies, and much more cost efficient. Communication to a community or an audience is not an overnight skill to be learned.Having a human that is versatile and well-versed in marketing and public relations is a driving factor that can separate your dealership from others! Automotive marketing is not just about speaking “car talk”, but is much rather about understanding the needs of the average person and being able to translate that industry fluently. The Millionaire Car Salesman Podcast Presents: Learn How to Save your Coins and Ditch the Ad Agencies with Ally Piñon, Marketing Manager at Chastang Auto Group At the Millionaire Car Salesman Podcast, we target essential figures as guests that truly understand the automotive market! This week’s episo

In 2020, women make up less than 20% of the total employees in the automotive industry. To further that idea, only about 6% of car salespeople are minorities. The automotive industry is a white, male dominated industry that does not make the car buying or car selling experience very simplistic for everyone. To make an impression in this business, you have to stand out from the norm, and find out your target market. The inclusion, diversity, and advocacy is critical to the success of any car dealership. The outreach that a diverse and versatile sales and leadership team can obtain will only improve your dealership financially, and it’s ties to the community.  The Millionaire Car Salesman Podcast Presents: Crissy Burton, The Car Fairy, Surpasses 90% of Car Salesman in the U.S with just 5 Years in the Industry Sean V. Bradley is one of the few success stories that represents the small percentage of minorities in the automotive industry, and it’s reassuring he can find a figure worthy of the Millionaire Car Sales