The Dealer Playbook Michael Cirillo

After losing his leg in 2018, firefighter Gary Weiland did the impossible and went back to work. He didn’t stop there, and used this opportunity to be an inspiration. Since his surgery Gary has become a motivational speaker, author, American Ninja Warrior, entrepreneur, and a member of multiple USA Para teams, including the 2023 U.S. Para Bobsled Push Division National Champion.
With a message applicable to anyone from school-age children to world leaders, Gary inspires with his story of perseverance, faith, and determination. His experiences and perspective are perfect examples of how to turn tragedy into opportunity. You too will feel motivated to adapt and overcome.
What We Discuss In This Episode:
In the episode with Gary Weiland, we delve deep into his inspiring journey of overcoming adversity. We start by discussing the pivotal moment when Gary, a firefighter, faced unexpected complications after knee surgery, leading to the eventual amputation of his leg due to the cutting off of blood flow to his foot. Gary shares the emotional and physical turmoil he experienced during this challenging time, highlighting the grieving process, feelings of anger, and the struggle to accept his new reality.
Throughout the conversation, Gary reflects on the importance of mindset and choice in navigating adversity. He recounts how his children's reminder of his own teachings about finding purpose in difficult circumstances sparked a shift in his perspective. This realization propelled him to make the conscious decision not to let his situation define him but rather to use it as motivation to become the first amputee firefighter in the world.
We explore Gary's journey of setting and achieving ambitious goals, from returning to firefighting within 10 months and six days of his amputation to competing on American Ninja Warrior. His story underscores the power of resilience, determination, and adaptability in overcoming seemingly insurmountable obstacles.
Thanks, Gary Weiland!
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Connect with Gary Weiland on LinkedInListen to the full episode for insights and context from Gary Weiland! 
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Connect with Michael Cirillo
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More Dealers Are Choosing To Partner with FlexDealer
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In this episode I sit down with Steven Posner, the CEO of Putnam Leasing Company, to dive into the intricacies of the exotic car market. Our conversation covers a wide range of topics, starting with the resilience of the exotic car market amidst volatile economic conditions. Steven shares his insights into how the demand for luxury vehicles surged unexpectedly during the recent pandemic, leading to a significant uptick in business for Putnam Leasing.
What We Discuss In This Episode:
As we explore the landscape of the exotic car leasing industry, Steven highlights the challenges posed by the influx of "new money" clients. These individuals, often young professionals with substantial incomes, present unique risks and opportunities for leasing companies. We discuss the importance of careful vetting and risk management strategies to ensure the financial stability of Putnam Leasing in a rapidly evolving market.
One particularly intriguing trend that Steven sheds light on is the rise of YouTuber wealth. We delve into the phenomenon of young content creators with substantial incomes seeking luxury car leases, and how Putnam Leasing adapts to cater to this emerging demographic. From navigating insurance hurdles to addressing the unique needs of these clients, Steven provides valuable insights into the dynamics of this evolving segment of the market.
Throughout our conversation, Steven emphasizes the importance of staying ahead of industry trends and anticipating future challenges and opportunities. From tightening insurance markets to shifting consumer preferences, he offers a seasoned perspective on the future outlook of the exotic car leasing industry. 
Thanks, Steven Posner!
If you enjoyed this episode featuring Steven Posner, support us by clicking the links! 
Connect with Steven Posner on LinkedInListen to the full episode for insights and context from Steven Posner! ⭐️ Like this show? Please leave us a review here — even one sentence helps! Consider including your LinkedIn or Instagram handle so we can thank you personally! 
Connect with Michael Cirillo
Connect with Michael on LinkedInCLICK HERE to learn more about The Dealer Playbook! 
Sell Smarter, Not Harder
AutoFi helps progressive dealers like you sell smarter, not harder—on your dealership website and, now, in your showroom, too.
AutoFi solves the everyday problems dealers actually face: like bottlenecks at the sales desk, customer distrust, and decision overload. And their all-new showroom solution includes deal estimation, desking, lender routing, and an F&I menu – all in one powerful platform that bridges the gap between the CRM and DMS.
Go to AutoFi.com/dealerplaybook to learn more. And start selling smarter, today.

Katie Mares is an author, speaker, and consultant who empowers businesses to design experiences that resonate with female consumers. She is a bestselling author and her book, "CustomHer Experience" is a guide for businesses to close the gender gap in sales.
What We Discuss In This Episode
Katie shares her personal journey from a disastrous car-buying experience to becoming a leading voice in customer experience. Her encounter with six dismal dealerships sparked a quest to understand and transform the automotive industry's approach to female consumers.
Drawing from her expertise, Katie provides actionable insights for dealerships to elevate the customer experience authentically. From creating a welcoming atmosphere to understanding touchpoints, she emphasizes the significance of aligning every aspect of the journey with the needs and preferences of female consumers.
In a world driven by hustle and superficiality, Katie advocates for kindness and authenticity as foundational principles for success. She highlights the enduring value of building genuine relationships based on trust and mutual respect, which ultimately fosters customer loyalty and long-term growth.
Thanks, Katie Mares!
If you enjoyed this episode featuring Katie Mares, support us by clicking the links! 
Connect with Katie Mares on LinkedInListen to the full episode for insights and context from Katie Mares! 
⭐️ Like this show? Please leave us a review here — even one sentence helps! Consider including your LinkedIn or Instagram handle so we can thank you personally! 
Connect with Michael Cirillo
Connect with Michael on LinkedInCLICK HERE to learn more about The Dealer Playbook! 
Sell Smarter, Not Harder
AutoFi helps progressive dealers like you sell smarter, not harder—on your dealership website and, now, in your showroom, too.
AutoFi solves the everyday problems dealers actually face: like bottlenecks at the sales desk, customer distrust, and decision overload. And their all-new showroom solution includes deal estimation, desking, lender routing, and an F&I menu – all in one powerful platform that bridges the gap between the CRM and DMS.
Go to AutoFi.com/dealerplaybook to learn more. And start selling smarter, today.

Gabrielle (Gabi) Abinion is the General Manager at Fox Valley Volkswagen of St. Charles. With a rich family history in the automotive business, Gabi brings a unique perspective to her role, blending tradition with innovation to drive success. Her dedication to empowering her team and fostering a culture of growth has been instrumental in the dealership's continued prosperity. Buckle up for a conversation about hard work, navigating family businesses, and forging your own path in a rapidly changing industry.
What We Discuss In This Episode:
Gabi isn't your typical dealership GM. The daughter of a Filipino immigrant who came to America to chase the dream, Gabi grew up around cars but knew she had to carve her own path. Despite her family's auto group, she ventured out to learn the ropes at another dealership before returning with a fresh perspective.
Gabi shared her inspiring path into the automotive world, rooted deeply in her family's heritage and the profound impact of her father's journey as an immigrant. From witnessing her father's resilience and determination to carve a path in the industry to her own decision to follow in his footsteps, Gabi's narrative underscores the transformative power of passion and perseverance.
A focal point of our conversation centered on the importance of cultivating a thriving workplace culture as a driver of organizational success. Gabi shared insights into her leadership philosophy, emphasizing the value of clear communication, active listening, and fostering a sense of belonging among team members. By prioritizing collaboration, mentorship, and continuous learning, Gabi has cultivated an environment where employees feel empowered to thrive and contribute their best.
Furthermore, Gabi underscored the significance of community engagement and customer-centricity in building trust and loyalty among clientele. By prioritizing authentic connections and meaningful interactions, Fox Valley Volkswagen has solidified its reputation as a trusted automotive partner, dedicated to serving the needs of its community with integrity and excellence.
Thanks, Gabi Abinion!
If you enjoyed this episode featuring Gabi Abinion, support us by clicking the links! 
Connect with Gabi Abinion on LinkedInListen to the full episode for insights and context from Steve Whitlock! 
⭐️ Like this show? Please leave us a review here — even one sentence helps! Consider including your LinkedIn or Instagram handle so we can thank you personally! 
Connect with Michael Cirillo
Connect with Michael on LinkedInCLICK HERE to learn more about The Dealer Playbook! 
Sell Smarter, Not Harder
AutoFi helps progressive dealers like you sell smarter, not harder—on your dealership website and, now, in your showroom, too.
AutoFi solves the everyday problems dealers actually face: like bottlenecks at the sales desk, customer distrust, and decision overload. And their all-new showroom solution includes deal estimation, desking, lender routing, and an F&I menu – all in one powerful platform that bridges the gap between the CRM and DMS.

Go to AutoFi.com/dealerplaybook to learn more. And start selling smarter, today.

In this episode, I sit down with Steve Whitlock, the president of Innovation Financial Services, to explore the fascinating journey of automotive entrepreneurship. We dive into Steve's unique background, starting from his days as a firefighter to his eventual transition into the car business. Steve shares insights into how his diverse experiences shaped his path, showcasing the unexpected twists and turns that led him to where he is today.
What We Discuss In This Episode:
As we dive deeper into Steve's journey, he recounts pivotal moments that sparked his interest in the automotive industry. From selling cars part-time to venturing into finance, Steve's story is a testament to the opportunities that arise when one embraces change and takes calculated risks. His candid reflections offer valuable lessons for aspiring entrepreneurs navigating their own career paths within the automotive sector.
The conversation takes an exciting turn as Steve unveils the inception of Innovation Financial Services. Drawing from his extensive experience and entrepreneurial spirit, Steve shares the vision behind the company and its mission to empower automotive professionals. We explore the innovative programs developed by Innovation Financial Services, including the groundbreaking Road to Ownership initiative.
Steve elaborates on how the Road to Ownership program is revolutionizing the industry by providing a clear pathway for dealership ownership. Through strategic partnerships and tailored solutions, Innovation Financial Services is empowering talented individuals to realize their entrepreneurial dreams. Steve's passion for fostering success shines through as he discusses the impact of this program on the automotive community.
Thanks, Steve Whitlock,!
If you enjoyed this episode featuring Steve Whitlock, support us by clicking the links! 
Connect with Steve Whitlock on LinkedInListen to the full episode for insights and context from Steve Whitlock! 
Like this show? Please leave us a review here — even one sentence helps! Consider including your LinkedIn or Instagram handle so we can thank you personally! 
Connect with Michael Cirillo
Connect with Michael on LinkedInCLICK HERE to learn more about The Dealer Playbook! 
Sell Smarter, Not Harder
AutoFi helps progressive dealers like you sell smarter, not harder—on your dealership website and, now, in your showroom, too.
AutoFi solves the everyday problems dealers actually face: like bottlenecks at the sales desk, customer distrust, and decision overload. And their all-new showroom solution includes deal estimation, desking, lender routing, and an F&I menu – all in one powerful platform that bridges the gap between the CRM and DMS.
Go to AutoFi.com/dealerplaybook to learn more. And start selling smarter, today.

Glenn Pasch, an industry veteran with a penchant for data-driven insights and a logical approach to marketing, brings decades of expertise in digital marketing and dealership strategies. As the brains behind PCG Digital, Glenn has empowered countless dealerships to optimize their marketing efforts and unlock hidden sales potential.
What We Discuss In This Episode:
We kick off our conversation by dissecting the enigma of marketing attribution, unraveling why despite a substantial influx of website visitors, sales opportunities often remain untapped. Glenn brings a refreshing perspective, emphasizing the necessity of demystifying marketing attribution to uncover hidden sales potential and drive tangible results for dealerships.
As our discussion unfolds, Glenn and I delve into the essence of customer experience, highlighting its pivotal role in shaping dealership marketing strategies. We navigate through the logic behind prioritizing customer satisfaction, stressing the importance of fostering meaningful interactions at every touchpoint. Through Glenn's insights, we unveil the power of aligning marketing efforts with customer-centric principles, ultimately revolutionizing the dealership landscape.
Our conversation extends beyond theory, delving into actionable strategies for maximizing sales opportunities and driving sustainable growth. Through Glenn's expertise, we unveil practical tactics for converting website visitors into loyal customers, emphasizing the importance of personalized marketing and tailored messaging. From optimizing website experiences to leveraging data-driven insights, Glenn equips listeners with the tools to transform marketing efforts into tangible sales outcomes.
In the culmination of our dialogue, Glenn underscores the significance of personalized marketing and the power of maintaining ongoing customer engagement. With a strategic focus on nurturing relationships and delivering exceptional experiences, Glenn empowers dealerships to transcend conventional marketing paradigms and unlock unparalleled success. 
Thanks, Glenn Pasch!
If you enjoyed this episode featuring Glenn Pasch, support us by clicking the links! 
Connect with Glenn Pasch on LinkedInListen to the full episode for insights and context from Glenn Pasch! 
⭐️ Like this show? Please leave us a review here — even one sentence helps! Consider including your LinkedIn or Instagram handle so we can thank you personally! 
Connect with Michael Cirillo
Connect with Michael on LinkedInCLICK HERE to learn more about The Dealer Playbook! 
Sell Smarter, Not Harder
AutoFi helps progressive dealers like you sell smarter, not harder—on your dealership website and, now, in your showroom, too.
AutoFi solves the everyday problems dealers actually face: like bottlenecks at the sales desk, customer distrust, and decision overload. And their all-new showroom solution includes deal estimation, desking, lender routing, and an F&I menu – all in one powerful platform that bridges the gap between the CRM and DMS.
Go to AutoFi.com/dealerplaybook to learn more. And start selling smarter, today.