EP 9:12 Transforming Your Dealership with Purpose-Driven Leadership, AI, and Outsourced BDCs

Millionaire Car Salesman Podcast

Welcome to an engaging episode of the Millionaire Car Salesman podcast, where host Sean V. Bradley sits down with Roy "The Wolf" Davila, General Sales Manager at Mike Terry Auto Group, to discuss the evolving landscape of car sales and dealership operations. This episode dives deep into the intricacies of the modern automotive industry, emphasizing the importance of training, innovative solutions, and maintaining a winning culture within dealerships!

In this enlightening conversation, Sean and Roy explore current challenges in the automotive industry such as HR deficiencies, the integration of AI, and the value of outsourcing to deal with staffing issues. They also discuss the significance of purpose-driven management and how to navigate the post-pandemic market to keep dealerships thriving! Don't miss this episode packed with valuable insights and strategies to help you stay ahead in the ever-changing automotive industry!

Key Takeaways

• Embrace AI in Dealerships: Utilizing AI, such as Podium's solutions, can bridge staffing gaps and enhance lead follow-ups, ensuring no opportunity is missed.

• Outsourced BDC in Belize: Dealer Synergy's new initiative offers an outsourced call center in Belize, providing a cost-effective and efficient way to manage lead generation and follow-up.

• Relationship Building & Training: Focusing on strong interpersonal skills and continuous training helps sales teams better engage with customers and adapt to market changes.

• Purpose-Driven Leadership: Motivating teams involves more than just financial incentives; it requires building trust, providing support, and aligning with employees' personal and professional goals.

• Navigating Post-Pandemic Challenges: Dealerships must adapt to the residual impacts of the pandemic, including handling negative equity and evolving customer expectations.

Resources:

Podium: Discover how Podium's innovative AI technology can unlock unparalleled efficiency and drive your dealership’s sales to new heights. Visit www.podium.com/industry/automotive-oem/ to learn more!

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 members, gain access to successful automotive mentors & managers, the best industry practices, & collaborate with automotive professionals from around the WORLD! 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:

Podium: Elevating Dealership Excellence with Intelligent Customer Engagement Solutions. Unlock unparalleled efficiency and drive sales with Podium's innovative AI technology, featured proudly on the Millionaire Car Salesman Podcast.

Dealer Synergy: The #1 Automotive Sales Training, Consulting, and Accountability Firm in the industry! With over two decades of experience in building Internet Departments and BDCs, we have developed the most effective automotive Internet Sales, BDC, and CRM solutions. Our expertise in creating phone scripts, rebuttals, CRM action plans, strategies, and templates ensures that your dealership's tools and personnel reach their full potential.

Bradley On Demand: The automotive sales industry’s top Interactive Training, Tracking, Testing, and Certification Platform. Featuring LIVE Classes and over 9,000 training modules, our platform equips your dealership with everything needed to sell more cars, more often, and more profitably!

Unlocking Automotive Mastery: AI Integration and Transformative Leadership Key Takeaways:

• Artificial Intelligence (AI) as a Game-Changer: Utilizing AI transforms HR deficiencies by enhancing customer follow-ups with unprecedented efficiency.

• Purpose-Driven Leadership: Tapping into employees' purpose significantly heightens engagement, loyalty, and performance.

• Comprehensive Training: Essential for equipping salespeople with necessary skills, integrating relationship building, effective communication, and detailed vehicle knowledge.

The automotive industry is evolving at a breakneck pace, and the key to thriving in this dynamic environment is leveraging cutting-edge technologies combined with transformative leadership. The recent conversation between Sean V. Bradley and Roy "The Wolf" Davila sheds light on some of the most pressing challenges and groundbreaking solutions for dealerships today. Below, we delve into the core themes from their dialogue: utilizing AI to solve HR problems, the importance of purpose-driven leadership, and the vital role of training in the modern dealership.

Harnessing Artificial Intelligence to Revolutionize Dealership Operations

As dealerships grapple with HR deficiencies, artificial intelligence (AI) emerges as a pivotal solution. Sean V. Bradley emphasized this point, noting that AI can bridge the gap where human resources fall short. One of the standout AI implementations discussed was Podium AI, which acts as a virtual sales representative, responding to leads and scheduling appointments 24/7.

Bradley explains the significance: “The ability to have a team of artificial agents… means that you are all places at all times. Being omnipresent with AI can help a dealership that has HR deficiencies.” This statement underscores AI's potential to maintain continuous customer engagement, thereby maximizing sales opportunities.

Roy Davila supports this by sharing his own experiences with AI in his dealership: “I've already had over 300 Internet leads… If I just relied on the personnel alone, that would not, I'd be dropping opportunities left and right.” This quote highlights the effectiveness of integrating AI into dealership operations and its impact on managing overwhelming lead volumes efficiently.

AI's machine learning capabilities differentiate it from basic chatbots, as AI analyzes large volumes of communication data to adapt and improve interactions over time. Bradley mentions, “real AI… learns from what the person is saying… It gives it a more sophisticated type of conversation and response.” Thus, dealerships should embrace AI not just as a supplementary tool but as a central component of their customer engagement strategy.

Purpose-Driven Leadership for Maximum Employee Engagement

An essential theme from the conversation is the importance of purpose-driven leadership. Davila stresses that leaders must embed purpose into their dealership culture to drive employee engagement and performance. He states, “In the absence of purpose, the only thing that's going to drive your people are titles and money.”

Davila’s approach at the Mike Terry dealership is a testament to this. By actively engaging with his team and demonstrating his own commitment and capabilities, he has been able to inspire and lead effectively. He shared his methodology: “I took turns. I picked up phones. I led by doing what I'm about to ask my people to do… You cannot come in boasting titles, positions or anything else like that.” This hands-on leadership builds trust and ensures that employees feel valued and motivated.

Reflecting on this strategy, it's evident that employees are more likely to be loyal and driven when their leaders show a genuine investment in their development and success. The emotional deposits that managers make by supporting and working alongside their teams create a robust foundation for an engaged and high-performing workforce. As Davila concluded, tapping into the “purpose gene” helps navigate through challenges and fosters a resilient team ready to face any market conditions.

Comprehensive Training: The Cornerstone of Sales Effectiveness

Both Bradley and Davila emphasize that continuous, comprehensive training is crucial for sales teams to excel, especially in a post-pandemic market where traditional sales tactics are obsolete. Training should extend beyond basic product knowledge to encompass relationship-building skills, effective communication, and a thorough understanding of the sales process.

Bradley poignantly states, “You need to have a personality… be able to engage with another human being, be able to establish common ground, be able to humanize themselves.” This focus on rapport-building is a critical first step in the sales process that many salespeople overlook. Enhancing social skills ensures that sales professionals can connect with customers on a deeper level, fostering trust and making the sales experience more pleasant and effective.

Communication skills also play a pivotal role. Bradley challenges dealerships to practice and refine their speech, much like a musician practices an instrument. “Where are you practicing neuro-linguistics? Where are you practicing the science of communication?” he asks, urging a more disciplined and structured approach to developing these skills.

Moreover, understanding complex financial scenarios and vehicle functionalities becomes increasingly crucial as customers return post-pandemic, often faced with negative equity and financial insecurities. Davila highlights the need for empathy and problem-solving: “Hey, Sean, I apologize, man. Here's what I'm going to do. I'm going to come up with a solution.” This solution-oriented approach reassures customers and builds long-term loyalty.

Recapping Insights and Future Implications

The automotive industry stands at a crossroads, with AI integration, transformative leadership, and comprehensive training emerging as pivotal elements for success.

Utilizing AI alleviates HR constraints, dramatically improves customer engagement, and ensures consistent follow-up, vital for sustaining sales momentum. As dealerships face increasing lead volumes and customer inquiries, AI becomes indispensable.

Purpose-driven leadership focuses on building a strong team culture, where employees are motivated by a sense of purpose and are willing to go the extra mile. Leaders like Roy Davila demonstrate that earning trust through action and embedding a deeper sense of purpose can significantly enhance team performance and loyalty.

Comprehensive training is essential to equip sales teams with the tools they need to succeed in today’s market conditions. From building relationships to mastering communication, training ensures that salespeople can navigate complex interactions and deliver exceptional customer experiences.

In embracing these strategies, dealerships can navigate the evolving automotive landscape, ensuring sustainable growth and success. By focusing on innovative technologies, empathetic leadership, and in-depth training, the path forward becomes clear—one that prioritizes both employee development and customer satisfaction.