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Rank #109 in Marketing category

Business
Education
Marketing
Self-Improvement

The Dealer Playbook

Updated 13 days ago

Rank #109 in Marketing category

Business
Education
Marketing
Self-Improvement
Read more

The Dealer Playbook is a podcast for you, today's automotive professional. If you're looking for inspiration and actionable insights into growing your dealership or career in the car business, Michael Cirillo delivers the goods every single week. Each episode brings you a successful individual from in or out of the auto industry who share, from experience the roadmap to their success.

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The Dealer Playbook is a podcast for you, today's automotive professional. If you're looking for inspiration and actionable insights into growing your dealership or career in the car business, Michael Cirillo delivers the goods every single week. Each episode brings you a successful individual from in or out of the auto industry who share, from experience the roadmap to their success.

iTunes Ratings

94 Ratings
Average Ratings
90
3
0
1
0

Great Business Podcast

By Composer 1853 - Aug 30 2019
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As a small business owner, I enjoy listening to Michael and his guests. Give it a listen!

Great!

By tommye w-c - Aug 30 2019
Read more
Incredible information in every single episode.

iTunes Ratings

94 Ratings
Average Ratings
90
3
0
1
0

Great Business Podcast

By Composer 1853 - Aug 30 2019
Read more
As a small business owner, I enjoy listening to Michael and his guests. Give it a listen!

Great!

By tommye w-c - Aug 30 2019
Read more
Incredible information in every single episode.
Cover image of The Dealer Playbook

The Dealer Playbook

Latest release on May 29, 2020

The Best Episodes Ranked Using User Listens

Updated by OwlTail 13 days ago

Rank #1: DPB 082: How To Sell A Car Per Day with Fran Taylor

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In this power packed session we are sitting down with our friend and automotive sales expert Mr. Fran Taylor the founder of Taylor Techniques sales training company. 

You might remember Fran from episode 29 where he talked about sales prospecting for car sales professionals and in this session he sits down with us to talk about “How To Sell A Car Per Day.

Here is a quick preview of this session with Fran Taylor:

Steps a car sales professional needs to take to sell a car per day.

Fran breaks down the activities and strategies todays car sales professionals need to be taking daily in order to sell a car per day.

Setting your goals.

Fran chats about the power of goal setting and how you should be setting yourself goals that money can by.

Investing in yourself.

Fran always says invest in yourself and you will make money, invest zero in yourself and receive zero in return. Learn what a car sales professional should be investing in and how to leverage those investments.

That is just a small sample of the valuable information Fran Taylor drops in this session.

Connect with Fran Taylor
You Know The Drill, Now It's Your Turn

The whole team at DPB can not thank you enough for all the support and love you have been giving us.

Whether you loved it, hated it, want more of it, or want something different , we want to hear your voice.

Sound off below with your thoughts, opinions, suggestions, questions, etc. and lets keep this conversation going.

See you next time ; 

Have You Checked Out Michael Cirillo's Best Selling Book "Don't Wait Dominate? 
  • Get Michael's book here.
Connect With Team DPB
  • Connect with The Dealer Playbook on Twitter here.
  • Check out Michael Cirillo's blog here.
  • Check out Robert Wiesman's blog here.
  • Connect with Michael Cirillo on Twitter here.
  • Connect with Robert Wiesman on Twitter here.

Feb 18 2016

36mins

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Rank #2: DPB 109: Grant Cardone on How to Be Successful

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Grant Cardone is joining me back on the Dealer Playbook for episode 109, and he doesn't disappoint.

In this episode you're going to learn about concepts from Grant's new book, "Be Obsessed or Be Average" - more importantly, we're going to dig deep into what it takes to be successful, and how to apply the principles from the book.

Thank you so much for joining me again this week. Have some feedback? I’d love to hear it in the comments section below.

If you enjoyed this episode, please share it using the social media links provided.

Also, I would be deeply honored if you would leave an honest review of The Dealer Playbook Podcast on iTunes. Ratings and reviews are super valuable and greatly appreciated. They matter in the ranking of the show, and I read each and every one of them.

I’m on a mission to enrich and empower automotive professionals all over the world. Don’t forget to subscribe on iTunes or Stitcher Radio or you can visit the DPB channel on YouTube to watch the full video of this interview!

Finally, special thanks to Grant Cardone for joining me this week. Until next time, keep the Playbook open and DOMINATE!

MC

Feb 23 2017

43mins

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Rank #3: DPB 093: Ryan Stewman (aka Hardcore Closer) on How to Negotiate and Close a Car Deal

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Ryan Stewman (a.k.a Hardcore Closer) has never had a salaried job in his life. He has a real 'eat-what-you-hunt' mentality which fosters his consistent entrepreneurial approach to sales.

In Episode 93 of The Dealer Playbook, Ryan walks through the best way to navigate negotiating and closing a car deal. Using real examples from his life as a car sales professional, he shares a unique way of viewing everyday challenges that every car pro faces.

Understand the common phrases that car shoppers use

From "just looking" to "what's the best price you can give me", understanding why car buyers use these phrases is essential to working through the sales process.

"They've been taught to say those things from their parents, and their parents, and their parents and on and on..." It's all they know how to say when placed in that situation.

The sooner you can get over the fact that most car shoppers will repeat the same phrases, the better off you'll be.

Rather than complaining that all of them say the exact things or have the same objections, leverage those phrases to come up will killer solutions. Each customer provides you with one more opportunity to get your work tracks right.

Learn the word tracks

It's no secret that certain word combinations work better than others. Ryan Stewman shares some valuable word tracks that can break the ice and seal the deal.

Ask questions

When asked about the most valuable sales lesson he's learned was, Ryan responded, "Ask questions."

This is a practice that comes preloaded in every sales training course there is. Sadly, very few adopt the practice into their routine.

A significant element of asking is listening. If you ask questions, you have to be willing to genuinely take an interest in what the other person is saying. Once you do, it may surprise you how much information they volunteer that will help you advance the sale even further.

Insist on the business

If you've gone out of your way to answer questions, convey value and provide an enjoyable experience, don't be afraid to insist on the business. If the customer is asking about the lowest price you can offer, consider the vehicle sold. Ryan Stewman submits that when customers ask for a price, they've already agreed to buy the vehicle, they're just kicking off the negotiation.

Play the game

Not only is it vital to know the game you're playing, but you need to be willing to play it.

It's crazy how many car pros complain about the negotiation process when working a car deal, but that's just part of the game. If you take the time needed to know how to navigate the game, your chances of winning increase exponentially.

Connect with the Hardcore Closer:

http://www.clyxo.com/closer

Connect with DPB:

http://www.clyxo.com/dpb

Connect with Michael:

http://www.clyxo.com/michaelcirillo

Jun 30 2016

45mins

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Rank #4: Ali Reda: How To Sell 100 Cars A Month

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Ali Reda is documented to have sold the most cars in a single year, with over 1500 new units out the door to happy customers. During this interview, Ali shares his story and provides real world, tangible advice about how to build a business within the business. Pay attention because Ali Reda reveals how to build your book of business in order to sell 100 cars or more per month.

Feb 06 2020

1hr 3mins

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Rank #5: DPB 036: 3 Tips to Building Your Brand and Career in Car Sales w/ Laura Madison

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First of all, HAPPY NEW YEAR!

We are so excited to get this new year off to a fresh start and to bring you episodes of the show that will help you completely dominate this new year. 

Our guest today is Laura Madison, an automotive sales professional who is absolutely taking her career, her dealership and the market by storm. Laura has been selling cars for only 4 years, but has adopted and formed some key habits and behaviors that have helped her take things to the next level.

She's with us today to let you in on her career-building secrets.

1. Do Whatever you can to get more leads for yourself

While this may sound like old news to some, the key element of getting more leads is found in the "doing whatever you can". If that means that you need to take some of your downtime to film more videos or write a new blog post that you can share on social media, so be it. 

Don't sit around waiting for more people to walk through the showroom doors. Be proactive and create content that will entice them to come to you!

 

2. Work with your management

Laura admits that management can often be a problem that holds sales people back from achieving more success. It's no secret that management rarely offers enough training to their team, but that's where you can again, be proactive in approaching them and speaking their language. 

Let them know that you want to try out different strategies to promote yourself and bring more traffic through the doors. 

3. Be Different

One of our favorite quotes by NYT Bestselling author, Gary Vaynerchuk is, "A penguin can't be a giraffe, so be the best darn penguin you can be!"

By being yourself and not trying so hard to be someone other than yourself, you are being different. Focus on leveraging your strengths to build a brand in and of yourself that you can bring to the market and use to set yourself above the competition.

Don't be fearful of others catching on to what you're doing either. We asked Laura is the other reps at her dealership were following her lead, and she admitted that they were not.

That goes to show that not everyone will do what it takes to dominate their career, dealership and community.

You can follow Laura Madison on twitter @LauraDrives or check out her personal website, www.lauradrives.com

 

Your turn

What are some simple strategies that you use on a daily basis to help advance your career? Let us know in the comments below!

ALSO, don't forget to get our brand new eBook: "10 Incredible Insights from 10 Incredible Experts"

Jan 01 2015

34mins

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Rank #6: What Martin Luther King Jr. Said

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Even when you feel like everything has been taken away from you; that you've lost control, it's important to remember that there is still MUCH that you can do. In today's Friday Fire, Michael shares an inspirational quote from Martin Luther King Jr. which accurately depicts how much control you maintain if you're able to shift your perspective. Car dealers have seen a drop in sales over the past few months due to COVID-19, but that doesn't mean there isn't a lot you can still do to gain an advantage during these times.

Enjoying the podcast? Be sure to click that subscribe button and leave an honest review! Want even more free tools and resources, head over to http://www.thedealerplaybook.com/ and sign up for our newsletter to get Michael's latest free tools and resources.

Apr 24 2020

8mins

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Rank #7: #163: How to Find, Hire, and Retain Top Talent

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With over 17,000 successful hiring campaigns under his belt, Craig Lockerd shares powerful advice about what it takes to find, hire, and retain top talent for your dealership. Buckle up–this one's a doozy. 

Apr 11 2019

1hr 48mins

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Rank #8: DPB 015: Why Car People Hate What They Do w/Grant Cardone

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 "You are using so much energy to hate, that you can't create." 

Grant Cardone

 Episode 15 of "The Dealer Playbook" podcast is here and we are excited for our guest today!

 We are excite to have with us today New York Times best selling author and international sales expert Grant Cardone the CEO of Cardone Enterprises blasts off about 'Why Car Sales People Hate What They Do."

 Grant Cardone always bring 10X of energy to the table and is known for "lighting the fire under people's asses" by just telling it how it is raw and uncut. Right to the point.

 So in this session of "The Dealer Playbook" Michael and Robert sit down with Grant, get fired up, have some laughs, and hear some stories from his start in the car sales industry.

 Grant is on fire in this session and he drops strategies, power bombs and super valuable nuggets to blow up your business.

 Buckle your seat belt and listen to Mr. 10X the Master Closer Grant Cardone.

 In this session you can expect to learn more about:

 - Why car people hate what their doing

 - Why car people "hating their job" is dealers biggest challenge

 - Why managers should invest more in their people

 - Training your people in the right sequences

All that plus a ton of more valuable nuggets to help grow your business.

 Is your spouse asking you when you come home if you made the family any money?

 I am loving that! What do you think?

 What is selling to you?

 Your turn to sound off

 What do you think of Grants opinion in this session?

 Drop all your comments, questions, complaints, whatever you have below. We value and appreciate hearing your voice on the show and the topics.

 Get connected with Grant Cardone

 Make sure to get connected with Grant Cardone at all of the links below. Make sure to go to his site and get on his free weekly email tips. A no brainer.

Grant's Facebook

Grant's Twitter

Grant's YouTube 

Grant's Website

Make sure to get subscribed to "The Dealer Playbook" so you do not miss a single second of this podcast!

 Thanks for taking the time and tuning in!

Jul 03 2014

28mins

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Rank #9: Friday Fire: Be More Like Bacon

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Enjoying the podcast? Be sure to click that subscribe button and leave an honest review! Want even more free tools and resources, head over to http://www.thedealerplaybook.com/ and sign up for our newsletter to get Michael's latest free tools and resources.

May 01 2020

8mins

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Rank #10: DPB 104: Amy Bannor on How to Provide a Transparent and Fun Car Buying Experience

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Amy Bannor (aka #JustAGirlSellingCars) cut her teeth providing an exceptional customer experience as a sales consultant at David's Bridal, one of the largest bridal dress chains in the world.

When she transitioned to the automotive industry over 7 years ago, she realized that many of the principals that worked extremely well in the bridal industry were missing from the car buying experience. It lacked transparency and a fun atmosphere.

In episode 104 of the show, Amy is going to take you on her journey from newbie to seasoned sales professional and let you in on the lessons she's learned in between.

Get the full scoop here: http://www.thedealerplaybook.com/104

If you're getting value out of the DPB, we'd love an honest review of the show here: http://www.thedealerplaybook.com/itunes/

We'd also love your help spreading the word. We're on a mission to empower automotive professionals around the world to rise above the clutter and THRIVE!

Dominate!

MC

Dec 02 2016

51mins

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Rank #11: #159: Why Learning These Soft Skills Could Save Your Sales Career

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Former stand-up comedian turned author, Ian Coburn, joins Michael to share why soft-selling is crucial to winning stronger relationships and more sales. In episode 159, you'll learn the right questions to ask during the sales process that not only advance the sale but trigger voluntary sharing! 

Subscribe to the DPB on your podcast app to get notified when new episodes go live! 

Have a question for Michael? Head over to The Dealer Playbook Facebook Page and send him a direct message!

Mar 07 2019

47mins

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Rank #12: DPB 067: Marketing Strategies For Car Sales Pro's w/ Ryan Stewman

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Welcome back to the DPB Podcast session number 67. As always we have another powerful episode with another serious player. In this session we are sitting down with the “Hardcore Closer” Ryan Stewman.

Ryan is founder of the HardcoreCloser.com which is an amazing blog that is killing it right now. (over 2million monthly visitors) Ryan has a very unique approach to sales and that shines through on his blog.

Ryan has had experience selling cars but specializes in working with high level real estate brokers and mortgage lenders helping them market themselves and become the elite professional in their market place.

Here is a quick preview of this session.

 

Creating Videos That Close Prospects On Auto Pilot
 

Ryan talks about the kind of videos he and his students create and exactly what they do with them. He discusses how to make the videos and lists off several types you can create.

 

Facebook Ad Ideas For Salespeople
 

Ryan specializes in Facebook Ads and has used them to build his business. In this session he breaks down how you can use Facebook Ads to sell more cars and how to set them up.

 

Ryans 777 Facebook Strategy
 

Ryan is nice enough to break down his Facebook prospecting strategy that costs nothing and if executed will sell you more cars. Ryan takes us through the steps and exactly how to get started doing it with your Facebook page.

That is just a preview of the power bombs Ryan Stewman delivers in this session. 

 

Get Connected With The Hardcore Closer

Hardcore Closer Website

Hardcore Closer Facebook

You Know The Drill, Now It's Your Turn

The whole team at DPB can not thank you enough for all the support and love you have been giving us.

Whether you loved it, hated it, want more of it, or want something different , we want to hear your voice.

Sound off below with your thoughts, opinions, suggestions, questions, etc. and lets keep this conversation going.

See you next time ;)

Have You Checked Out Michael Cirillo's Best Selling Book "Don't Wait Dominate? 

Get Michael's book here.

Connect With Team DPB

Connect with The Dealer Playbook on Twitter here.

Check out Michael Cirillo's blog here.

Check out Robert Wiesman's blog here.

Connect with Michael Cirillo on Twitter here.

Connect with Robert Wiesman on Twitter here.  

Oct 02 2015

36mins

Play

Rank #13: Giving a Wow Experience to your automotive dealerships team w/ Tracy Myers

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The Dealer Playbook Episode 3

In the dealership business, your team’s attitude is crucial. Today's automotive consumers are smart. They know when you’re being sincere, and they know when you’re feeding them a line of bull.

Dive into this episode with one of the automotive industry’s top experts, Tracy Myers from Frank Myers Auto Maxx in Winston Salem, North Carolina. In this dose of the Dealer Playbook, learn some of Tracy’s key rituals and tips that propel his dealership toward constantly creating a positive work environment for his employees, resulting in a phenomenal experience for his customers. Tracy gives the play by play on how to build a thriving, positive dealership culture.

Keeping your service teams motivated not only creates a better dealership environment, but it sells more cars and repeat services. When you amp up your dealership culture so your staff is genuinely excited about your products, that energy is contagious. Before long, you’ve gained long-term customers who are pumped to be doing business with you.

Tracy is an undeniable expert when it comes to creating a ‘Disney World’ kind of experience for every single person standing within his dealership property, but he’s quick to admit it’s a huge waste of time if your staff isn’t completely on board and proud to be a part of the team efforts..

As a dealer principal or any level of manager, you have the power to directly affect your employee’s work experiences and job satisfaction. Making changes as simple as showing interest in their personal lives and getting to know your team members can have an amazing affect on their attitude and commitment.

If your team doesn’t support your dealership’s message and objectives, all the sales training and product education in the world is worthless.

Tracy Myers Facebook:

https://www.facebook.com/frankmyersauto?fref=ts

 

Tracy Myers Twitter:

https://twitter.com/RealTracyMyers

 

Tracy Myers Website:

http://www.tracymyers.com/

 

Unfair Advantage Automotive Mastermind Group:

http://unfairadvantagemastermind.com/

Apr 04 2014

40mins

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Rank #14: Greg Churchill: How This Dealer Principal Is Remaining Positive During Covid-19

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Greg Churchill has the unique vantage point of operating dealerships in the United States and Canada. Three different regions, with three different regulatory responses to the COVID-19 pandemic. With magnetizing positivity and optimism, Greg shares his wisdom and perspective about what his operation is doing to adapt, evolve and innovate during the downtime.

Remaining calm and leveraging what matters most is the key to weathering the storm. During this time, dealership owners and leaders need to have a clear vision about what they can do to continue building momentum even when the analysts and gurus say it's impossible.

Are you ready to get creative during these uncertain times? Looking for activities that will help you build momentum even if your dealership is on lockdown? Download Michael's free eBook, ""March Forward,"" which provides tangible ways you can do just that even in volatile markets.

Apr 23 2020

30mins

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Rank #15: How to Dominate Your Market by Training Your Team w/Jarrod Glandt

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“In order for training to work properly inside of the dealership, there need to be two things. Consistency and volume.” - Jarrod Glandt

Building a successful business (or business inside of a business) doesn’t happen overnight. It takes following a strategic recipe in order to get the desired end result.

Whether you’re just starting in the automotive industry, or consider yourself a veteran, a best practice in being successful is to always be learning and then apply the things that you learn. That’s why when it came to the topic of automotive training, we couldn’t think of anyone better to teach us than Jarrod Glandt. Jarrod is currently the Vice President of Sales at Cardone Training.

Jarrod has a pretty fascinating story about starting out in the car business. After much struggling and sacrifice, he decided that there was more to having a career than what he was experiencing at the time. By taking a risk, Jarrod took a job with Grant Cardone, barely making ends meet. During his early days with Grant Cardone, Jarrod learned how crucial a role effective training plays in achieving success and look at him now! He’s made it to the top and he’s confident you can too.

The specific topics that we cover in this episode address how to implement consistent training so that automotive sales professionals can be more and do more. These topics all require work, and that’s likely why many people give up on them and never reach their potential in the car business.

We want you to achieve more!

More Specifically, You’ll Hear About:

  • How to properly do training inside the dealership

  • How to hold your team accountable

  • Why turnover can be a good thing

  • Why most people won’t achieve their definition of success inside the car business

  • How to achieve your goals and dreams

  • How to increase your willingness to do whatever it takes

Click here subscribe to this episode on iTunes or Stitcher Radio.

Don’t forget to follow @JarrodGlandt and @GrantCardone on Twitter. Also, be sure to check out #YoungHustlers airing every Thursday at 1pm EST.

Your Turn…

Did this episode help you understand the importance of consistent training inside of the dealership? How do you currently handle training? Let us know in the comments below. We’d love to hear about what’s working well for you!

Apr 16 2014

43mins

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Rank #16: #119: How to Sell More in Less Time with Jill Konrath

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Jill Konrath is a sales strategist, speaker, and the bestselling author of sales books "Selling to Big Companies", "SNAP Selling", and "Sell More, Less Time."

In episode 119, you'll learn some fundamental sales techniques that will help change the way you think about the sales process. 

Loving this episode?

Thank you so much for joining me! I would be honoured if you'd write an honest review of the show here: http://www.thedealerplaybook.com/itunes

Also, don't forget to connect with me on Facebook and drop me a line. I love hearing from you. 

DOMINATE!

MC

May 18 2017

22mins

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Rank #17: This Strategy Will Win More Car Sales

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Dealerships that make the purchase journey more comfortable and more informative have a higher chance of building relationships of trust and winning more business and increasing the lifetime value of their customers.

In today's episode, Michael shares the one strategy that is still incredibly under-utilized, but that can contribute massive gains to those who take the time do implement it.

Feb 25 2020

19mins

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Rank #18: DPB 055: Content Marketing Hacks For Automotive Sales w/ Joe Pulizzi

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Team DPB is back with another scorching session for this scorching hot summer 2015! The topic of “content” and “content marketing” come up a lot here on DPB but thats because there is such an opportunity for dealers and car pro’s to snag some lowing hanging fruit! 

Not many of your competitors in the auto industry are tapping into the power of content marketing so team DPB wants to give you the upper hand! 

That being said lets dive into session 55 guest. 

When it comes to “Content Marketing” Joe Pulizzi is the Godfather! 

Joe Pulizzi is founder of “Content Marketing Institute”, the leading education and training organization for content marketing, which includes the largest in-person content marketing event in the world,“Content Marketing World” Joe’s third book,”Epic Content Marketing”was named one of “Five Must Read Books of 2013“ by Fortune Magazine. 

Joe’s company and himself are leading authorities when it comes to content marketing and he has helped loads of companies large and small kill it with content marketing. 

Quick Preview Of Joe Pulizzi’s Session

- The importance of a Car Sales Pro building his/her own audience

- Finding your detailed niche that you will become the leading authority on

- The most important components of your content marketing strategy

That is just a small taste of the killer content and hacks Joe P is bring to you the DPB family. 

Get More From Joe Pulizzi 

Joe’s Pulizzi's Twitter

Joe Pulizzi’s Blog

Joe's Comapany Content Marketing Institute

Joe’s Book “Epic Content Marketing”

Joe’s Podcast Content Inc.

You Know The Drill, Now It's Your Turn

The whole team at DPB can not thank you enough for all the support and love you have been giving us.

Whether you loved it, hated it, want more of it, or want something different , we want to hear your voice.

Sound off below with your thoughts, opinions, suggestions, questions, etc. and lets keep this conversation going.

See you next time ;)

Connect With Team DPB

Connect with The Dealer Playbook on Twitter here.

Check out Michael Cirillo's blog here.

Check out Robert Wiesman's blog here.

Connect with Michael Cirillo on Twitter here.

Connect with Robert Wiesman on Twitter here.

Jun 26 2015

33mins

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Rank #19: Powerbomb: Your Morning Routine Will Help Your Business Grow w/ Ryan Cote

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Ryan Cote shares how something as simple as a morning routine can help your business grow to levels you never imagined were possible.

The real question is this: How many more thought leaders who share the power of their morning routine will it take for you to implement a solid morning routine for yourself?

Don't wait. Dominate!

Jul 22 2019

13mins

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Rank #20: Powerbomb: The Word Track To Win All Word Tracks w/ Chris Voss

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Imagine having a word track so "air tight" that it would work in business, life, and even with terrorists?!?

In this powerbomb episode of The Dealer Playbook, former international FBI hostage negotiator, Chris Voss, reveals a strategic word track to help build a trusting relationship.

Jul 15 2019

6mins

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