Millionaire Car Salesman Podcast Dealer Synergy

In this latest episode of the Millionaire Car Salesman Podcast, host Sean V. Bradley sits down with Bob Lanham, the Senior Vice President of Manufacturer Relations at CarNow, to explore the transformative impact of digital retailing in the automotive industry. Bob reveals how we are witnessing the second-largest digital shift since the advent of the internet, emphasizing the critical need for dealerships to seamlessly connect their digital and physical showrooms to meet the rapidly changing consumer expectations!
Sean and Bob passionately argue why embracing digital tools is essential for enhancing customer engagement and satisfaction. The conversation is packed with actionable strategies and real-life success stories from top-performing dealerships! Bob provides valuable insights on the power of data—how understanding and using it correctly can vastly improve customer experiences and boost dealer profitability.
The episode also features Cody Carter, who shares his firsthand experiences and remarkable success stories! He demonstrates the tangible benefits of integrating digital retailing into daily sales operations. Additionally, the discussion highlights the importance of training and process adaptation to fully leverage digital retail tools!
Don't miss out on this insightful episode that equips automotive professionals with the knowledge and inspiration to thrive in today's digital-driven market!
 
Key Takeaways
Embrace Digital Transformation: Understanding the connection between online engagement and physical showroom visits is crucial for modern dealerships.
Enhance Customer Experience: Investing in digital retail tools can significantly boost customer satisfaction and streamline the buying process.
Utilize Data Wisely: Properly analyzing and acting on data can increase lead quality and improve closing rates.
Learn from Industry Leaders: Examples from top dealerships and industry experts like Cody Carter illustrate the practical benefits of digital retailing.
Continuous Training and Adaptation: Regular training and willingness to adapt processes are key to successfully implementing digital retail strategies.
 
About Bob Lanham 
Former Meta executive, Bob Lanham, has joined CarNow as their Senior Vice President of Manufacturer Relations. Bringing more than two decades of technology and leadership experience, Lanham is responsible for supporting sales, product development and marketing operations. 
“Throughout my career I’ve partnered with many dealer platforms, and CarNow consistently topped the list of innovators,” said Lanham. “CarNow’s team has developed the platform with dealer experience and execution top of mind, which makes it a standout system that directly drives sales and service revenue. I’m so excited to join the team at this very promising juncture.” 
Lanham is an experienced technology professional who has served in key marketing and sales roles at leading brands such as Microsoft, Yahoo, Hulu, Shazam and Meta. He will play a critical role in ensuring CarNow’s enablement of the success of its customers and partners by expanding its collaboration with its more than 25 OEM partners.  
“Bob is a truly respected and accomplished leader who has spent his career at the forefront of innovation in technology,” said Andy Park, CEO of CarNow. “I’m thrilled to welcome him to our leadership team where his experience and strategic vision will be pivotal in shaping the next chapter of growth for CarNow and our customers.” 
As the Head of Automotive Retail at Meta, Lanham developed the company’s automotive retail narrative and strategy, writing its first-ever “Automotive Playbook for Dealers” that is used daily by automotive professionals around the world. Lanham has spoken at more than 500 industry, OEM and dealer events globally. He began his career selling automobiles, working in the F&I office, and serving as an internet manager at Toyota of Saraso

In this episode of the Millionaire Car Salesman Podcast, LA Williams hosts Mary Bartlett, a prominent figure in the automotive industry. With an illustrious career spanning almost two decades, Mary shares her journey from a marketing graduate to a general manager, and now a Vice President of Business Development at Montway Auto Transport. Mary offers compelling insights into the automotive sector, focusing on customer experience, leadership, and operational efficiency.
Mary’s story begins with her foray into the automotive industry through a newspaper ad, leading to a successful sales career where she emphasized the importance of customer satisfaction. She recounts her rapid rise through the ranks, attributing her success to her ability to create memorable experiences for her customers. Transitioning into the management realm, Mary highlights the significance of servant leadership and building strong relationships within her team to drive performance and satisfaction. This episode also explores Montway's innovative solutions for automotive transportation, aimed at simplifying logistics and providing consistent, transparent services to dealerships.
 
Key Takeaways
Customer Experience: Mary emphasizes that creating a positive experience for customers is more crucial than merely selling cars.
Servant Leadership: Successful management involves serving your team, leading by example, and supporting their growth and performance.
Montway Auto Transport: Montway offers a transparent and efficient transportation portal that aids dealerships in managing logistics with ease and reliability.
Adaptability and Learning: Continuous self-improvement through reading, asking questions, and exploring new methods is vital in the ever-evolving automotive industry.
Effective Utilization of Resources: Leveraging tools like Montway’s Automated Portal can save time and improve operational efficiency for dealerships.
 
 
About Mary Bartlett
Mary Bartlett joined Montway Auto Transport in 2022 as the Director of Business Development, bringing with her over 20 years of extensive industry experience. Her exceptional leadership and innovative strategies quickly led to her promotion to Vice President of Business Development. In 2023, Mary’s contributions to the field were recognized with the prestigious Women in Supply Chain Award, highlighting her as a trailblazer in the industry.
Before joining Montway, Mary dedicated 12 years to CARFAX, where she revolutionized dealer processes and provided exceptional support to a region encompassing 3,800 dealerships. Her expertise and dedication significantly enhanced operational efficiency and customer satisfaction within the network. Additionally, Mary has held various pivotal roles at franchise dealerships, further solidifying her comprehensive understanding of the automotive sector.
Mary’s career is marked by her ability to drive growth, foster innovation, and lead teams to success. At Montway Auto Transport, she continues to leverage her vast experience to advance the company’s mission and set new standards in business development.
 
About Montway Auto Transport
Montway is one of the largest and most reputable auto transport companies in the country! Ship Your Car with the #1 Rated Auto Transport Company in the USA. $0 Up Front. Full Insurance Coverage. Customers include thousands of satisfied individuals, as well as corporate clients in the moving and relocation, dealership, auctions, and OEM industries!
Montway Auto Transport has safely shipped 1,000,000+ vehicles to all 50 states. Read their 90,000+ online reviews to hear more about Montway’s 5-star customer service!
 
 
Resources
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Facebook Group: Join the #1 Mastermind Group in the Automotive Industry! With over 28,000 m

In this insightful episode of "Academy Class Turn Podcast," host Sean V. Bradley, the President of Dealer Synergy and creator of the Millionaire Car Salesman Group, discusses the intricacies of special finance with Bob Harwood, VP of Sales at Interactive Financial, and Cody Carter, a finance expert. The focus is on how dealerships can efficiently manage subprime leads, optimize their special finance departments, and increase their profitability by understanding and catering to a segment of the market that is often overlooked but highly lucrative.
 
The episode delves into the fundamentals of special finance, defining it comprehensively and exploring the strategies dealerships can use to cater to customers with bad or no credit. With the help of detailed data and firsthand experiences, Bob and Cody shed light on the importance of having the right inventory, establishing robust relationships with a diverse range of lenders, and the significance of a well-trained and specialized team. They also discuss the high profitability of special finance deals, highlighting real-world examples and actionable insights.
 
Key Takeaways
Understanding Special Finance: Bob Harwood explains that special finance includes subprime, deep subprime, ghosts, and ITINs, comprising about a third of the market according to Experian.
Profitability: Special finance deals are often back-end heavy due to higher interest rates and ancillary product sales, leading to significantly higher average gross profits per vehicle.
Inventory Strategy: Having the right inventory that books out well is crucial. Dealerships should focus on vehicles that fit subprime customers' budgets and financial capabilities.
Team Training: A dedicated team well-versed in special finance can greatly enhance customer service and improve closing rates. This includes specialized training for BDC agents and finance managers.
Proactive Lead Generation: Using targeted marketing strategies like online leads, radio, and direct mail can help dealerships proactively attract and convert special finance customers without tarnishing their brand.
 
 
About Bob Harwood
Bob Harwood is the Vice President of Sales at Interactive Financial. With a career spanning over 25 years in special finance, Bob has been a prominent figure in the automotive finance industry. He has been with Interactive Financial since 2004 and has been instrumental in training thousands of professionals and aiding dealerships in processing millions of applications leading to substantial car sales.
 
About Cody Carter
Cody Carter is acknowledged as one of the industry's leading finance experts and the #1 Car Salesman in the World. Known for his exceptional skills in leasing and handling high-credit scores, Cody consistently outperforms many traditional dealership finance managers. His expertise is particularly noted in his ability to navigate complex finance scenarios and cultivate strong relationships with credit unions and banks.
 
 
Resources
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Podcast: is the #1 resource for automotive sales professionals, managers, and owners.  Also, join The Millionaire Car Salesman Facebook Group today!
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
 
 
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
Dealer Synergy: The #1 Automotive Sales Training, Consulting, and Accountability Firm in the Automotive Industry! We have been building Internet Departments and BDCs for over two decades! It is this experience that has allowed us to develop the absolute best automotive Internet Sales, BDC, and CRM solutions for car dealerships. We have created the most effective training programs and processes. Phone scripts and rebuttals are our specialties, while CRM action plans, st

In this captivating episode, Sean V. Bradley, creator of the Millionaire Car Salesman group, welcomes back Anthony Castillo, a Millionaire Car Salesman veteran and visionary in the automotive sales industry! The conversation is a deep dive into Anthony's recent experiences and innovative methods that have helped him succeed in the competitive world of car sales!
Throughout the episode, the dialogue focuses on Anthony's key contributions to the Internet Sales 20 Group Conference, where he shared his insights on using AI to streamline dealership operations. He also elaborates on the "Owner's Club," a unique strategy he has devised to build lasting relationships with clients and encourage referrals! Anthony's approach is grounded in personalization, community building, and leveraging technology, particularly artificial intelligence, to amplify his sales effectiveness. His creativity in sales and marketing strategies sets him apart in the automotive industry. Equipped with actionable strategies and a focus on creating an exceptional customer experience, this episode is filled with valuable takeaways!
 
Key Takeaways
Anthony Castillo has innovatively used artificial intelligence within his dealership to enhance communication with clients and improve sales processes.
The "Owner's Club" concept developed by Anthony is a customer appreciation program designed to increase loyalty and backend profit.
Cross-promotional marketing with local businesses can significantly enhance an automotive professional's value proposition to clients.
Anthony demonstrated the power of social media and video content in showcasing the unique benefits provided to his car buyers.
Sales is about the transference of energy; providing a superior value proposition can differentiate one's services from competitors and influence customer decisions.
 
 
About Anthony Castillo
Anthony Castillo, born and raised in Georgia, started in the construction industry, but he made a commitment to his family. Anthony moved across the country to begin his first year as a Sales Consultant moving to Colorado by himself. He motivated himself to get back to his family, and life-changing allowed Anthony to make a better life for his family, and that still drives him to this day.
 
Resources
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Podcast: is the #1 resource for automotive sales professionals, managers, and owners.  Also, join The Millionaire Car Salesman Facebook Group today!
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
 
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
Dealer Synergy: The #1 Automotive Sales Training, Consulting, and Accountability Firm in the Automotive Industry! We have been building Internet Departments and BDCs for over two decades! It is this experience that has allowed us to develop the absolute best automotive Internet Sales, BDC, and CRM solutions for car dealerships. We have created the most effective training programs and processes. Phone scripts and rebuttals are our specialties, while CRM action plans, strategies, and templates are our expertise! Dealer Synergy will take both your tools and your people to the next level.
Bradley On Demand: Automotive Sales Industry’s #1 Interactive Training, Tracking, Testing and Certification Platform. With over 7,500 training modules, our platform has everything you and your dealership need to sell more cars, more often and more profitably!
Money Mind Mapp (M3): Visit MoneyMindMapp.com for help in revolutionizing your business to help you sell more cars by tracking, projecting, and forecasting your personal sales goals!
 
 
Building a Car Sales Empire: Lessons from a Veteran's Journey Navigating through the intricately competitive world of car salesmanship, innovative tactics

In this thought-provoking episode of the Millionaire Car Salesman podcast, Sean V. Bradley, President of Dealer Synergy, engages in a compelling conversation with Ken Hill from 700 Credit—a platform integral to the financing function at automotive dealerships. The talk delves deep into the nuances of car sales, credit reports, and the evolution of customer financing, especially within the subprime market.
Ken opens up about his extensive background in credit, setting the stage for a rich discussion on the importance of understanding a customer's financing situation early in the sales process. They dissect the traditional pitfalls of special finance, emphasizing empathy and addressing the stigmatization often associated with bad credit customers. The dialogue gravitates toward the game-changing potential of soft credit pulls, which do not affect a customer's credit score—paving the way for a smoother sales experience and establishing better-informed customer relationships.
Don’t miss this informative conversation with Ken Hill, where he shares his personal experience with credit challenges and emphasizes the need for empathy in the industry. Gain valuable insights into the benefits of soft credit pulls and how they can alleviate consumer concerns about impacting their credit score. Learn how to implement soft credit pull technology in your dealership and maximize its potential for better customer relationships and sales success.
 
Key Takeaways
Soft credit pulls do not negatively impact the consumer's credit score and offer a competitive edge by ensuring accurate payment quotes and lender alignment.
Special finance customers require empathetic handling and a focus on approval first, rather than vehicle selection, to ensure a smoother sales process.
Dealerships should not shy away from adopting soft pull technology due to perceived costs, as it aids in effective conversation and reduces friction in the finance office.
Utilization of AI in chat interfaces can significantly enhance the quantity and quality of pre-qualified leads received by a dealership.
Including soft pull capabilities in the dealership's digital retailing experience can drastically improve both customer satisfaction and the efficiency of the sales process.
 
About Ken Hill
With nearly 30 years in the credit industry, Ken Hill brings a wealth of experience and expertise. He began his career when credit checks were required for purchasing cell phones and transitioned into the automotive sector about 20 years ago. This shift allowed him to specialize and develop products tailored to the unique needs of the automotive industry, particularly focusing on compliant solutions.
At 700Credit, Ken manages the business development, sales, and support teams. He is backed by an exceptional team with extensive automotive and industry experience, collectively exceeding 100 years. Ken's leadership and dedication to the industry continue to drive innovation and excellence at 700Credit. He remains passionate and excited about the future, continually striving to enhance and refine credit solutions in the automotive world.
 
About 700Credit
700Credit is the automotive industry’s leading provider of credit reports, compliance solutions, soft pull products, identity & fraud verification, synthetic fraud detection and driver’s license/facial recognition authentication platforms. 700Credit has over 21,000 dealers today in Automotive, RV, Power Sports and Marine. 700Credit is the integration leader with over 200 software partners with direct integrations for easier dealer access. For more information about 700Credit, visit www.700credit.com.
 
Resources
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Podcast: is the #1 resource for automotive sales professionals, managers, and owners.  Also, join Th

In this innovative Millionaire Car Salesman episode, host Sean V. Bradley, CSP delves into the world of auto brokers with special guest Cody Carter, literally the #1 Car Salesman in the WOLRD! Drawing from his extensive experience, Cody reveals the secrets behind his remarkable success, having sold over 1,400 cars in a single year! Join us as Cody shares his insider strategies for harnessing the power of auto brokers to amplify sales volume and gross profit!
Learn about the pivotal role of auto brokers, their motivations, and how they generate revenue. Gain practical insights on building strong alliances with brokers, establishing partnerships with broker-friendly banks, and safeguarding against potential fraudulent practices. With Cody's expertise at your disposal, this episode is a game-changer for automotive professionals looking to maximize their sales potential. Tune in now and embark on the path to unparalleled success in the automotive industry!
 
Key Takeaways
Learn to increase car sales volume and gross through the strategic use of auto brokers, going beyond the standard dealership model.
Discover the importance of setting expectations and terms with brokers to ensure professionalism and avoid potential fraud.
Understand the diverse ways to sell cars, with a focus on referrals and prospecting that many salespeople overlook.
Uncover the financial impact of broker deals, revealing how they can equate to substantial monthly earnings.
Gain insights into CRM strategies and customizing relationships with brokers to efficiently manage and grow sales.
 
About Cody Carter
Cody Carter has been in automotive sales for the last 10+ years and has earned himself the title of #1 Salesman in the Nation. He currently is the Internet Sales Manager at Tustin Toyota with his own Toyota webpage, Cody’s Tustin Toyota, and platform, SellLikeCody. Cody took initiative and drove his own personal traffic to his website retracauto.com, his last name spelled backwards, and now is: Cody’s Tustin Toyota. Cody has built his brand, Retrac Auto, and surpassed the rest of the country in car sales! Go to SellLikeCody.com to get access to his exclusive sales training course!
 
Resources
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Podcast: is the #1 resource for automotive sales professionals, managers, and owners.  Also, join The Millionaire Car Salesman Facebook Group today!
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
 
The Millionaire Car Salesman Podcast is Proudly Sponsored By: 
Dealer Synergy: The #1 Automotive Sales Training, Consulting, and Accountability Firm in the Automotive Industry! We have been building Internet Departments and BDCs for over two decades! It is this experience that has allowed us to develop the absolute best automotive Internet Sales, BDC, and CRM solutions for car dealerships. We have created the most effective training programs and processes. Phone scripts and rebuttals are our specialties, while CRM action plans, strategies, and templates are our expertise! Dealer Synergy will take both your tools and your people to the next level.
Bradley On Demand: Automotive Sales Industry’s #1 Interactive Training, Tracking, Testing and Certification Platform. With over 7,500 training modules, our platform has everything you and your dealership need to sell more cars, more often and more profitably!
Money Mind Mapp (M3): Visit MoneyMindMapp.com for help in revolutionizing your business to help you sell more cars by tracking, projecting, and forecasting your personal sales goals!
 
 
Harnessing Auto Brokers for Car Sales Success: A Guide for Dealerships and Sales Professionals The auto industry is constantly evolving, with innovative strategies emerging to enhance sales performance and customer experience.