The Dealer Playbook
The Dealer Playbook

Episode · 7 years ago

Cory Mosley: Win More Car Sales Business

ABOUT THIS EPISODE

 

"You get no where sitting still but left behind".

 

 - Cory Mosley

 

You ever hear someone say "It's time to go back to the basics"? What does that mean exactly? Do we really think that just going back to the basics is the solution for growth in business? 

 

In this episode of "The Dealer Playbook" podcast we welcome sales trainer Cory Mosley who is talking about how auto dealers need to think forward and outside the box in todays market for growth in their business. 

 

If you are not familiar with Cory Mosley he is the founder of Mosley Automotive a sales training company headquartered in Richmond VA. Cory also is the creator of Mosley 24/7 a video on demand training solution for next level automotive professionals. 

 

In this session you will learn more about: 

 

- FMA " First Mover Advantage" 

 

- Not following the pack and doing what your competitors are not

 

- How to not have a "back to the basics" mentality 

 

- Looking outside the auto industry for inspiration 

 

- Adding new skills to your people that they have never had before

 

- The break down in your training process

 

All that and so much more are packed into this episode with Cory Mosley. 

 

We all know by now that the "basics" are still important for any business or industry but are not the formula for massive growth in your business. 

 

Where to get more of Mr. Cory Mosley:

 

Cory Mosley's Website - http://www.mosleyautomotive.com 

 

Cory's Twitter - https://twitter.com/CoryMosleyWay

 

Make sure to comment first below on your thoughts about this session and you might be the lucky one to get a signed copy of his new book " The Way I See It". 

 

Now it's your turn

 

 

Sound off below and tell us what you think of this session of "The Dealer Playbook". Make sure to subscribe if you have not already and share with a friend that might like what we are doing. Thanks again!"You get no where sitting still but left behind".

 

 - Cory Mosley

 

You ever hear someone say "It's time to go back to the basics"? What does that mean exactly? Do we really think that just going back to the basics is the solution for growth in business? 

 

In this episode of "The Dealer Playbook" podcast we welcome sales trainer Cory Mosley who is talking about how auto dealers need to think forward and outside the box in todays market for growth in their business. 

 

If you are not familiar with Cory Mosley he is the founder of Mosley Automotive a sales training company headquartered in Richmond VA. Cory also is the creator of Mosley 24/7 a video on demand training solution for next level automotive professionals. 

 

In this session you will learn more about: 

 

- FMA " First Mover Advantage" 

 

- Not following the pack and doing what your competitors are not

 

- How to not have a "back to the basics" mentality 

 

- Looking outside the auto industry for inspiration 

 

- Adding new skills to your people that they have never had before

 

- The break down in your training process

 

All that and so much more are packed into this episode with Cory Mosley. 

 

We all know by now that the "basics" are still important for any business or industry but are not the formula for massive growth in your business. 

 

Where to get more of Mr. Cory Mosley:

 

Cory Mosley's Website - http://www.mosleyautomotive.com 

 

Cory's Twitter - https://twitter.com/CoryMosleyWay

 

Make sure to comment first below on your thoughts about this session and you might be the lucky one to get a signed copy of his new book " The Way I See It". 

 

Now it's your turn

 

Sound off below and tell us what you think of this session of "The Dealer Playbook". Make sure to subscribe if you have not already and share with a friend that might like what we are doing. Thanks again!

Oh, how I enjoy listening to the dealer:Playbook podcast episode, thirteen featuring of the man himself, MisterCoera moly. Here we go you're dialed into the dealer, playbookpodcast, where it's all about winning autotaler strategies that deliverproven results, and now your housts Robert Weisman and Michael Serilla, all Wright everybody. What is going onMichael Serilo and Robert Weisman here with the dealer playbook Robert. What'sgoing on brother Michael Glad to be here, man how's everything going good!So and it's like you know you make it sound like we don't talk to each othervery often, but I'll tell you what people we Robert and I talk to eachother five million times a day and even more when we're doing these podcast,because we look forward to doing them so much and just feel so fortunate,because we get to interview the WHO's who in the Industry today's noexception. We have corey mosly from Mosley automotive. You can check themout online, Corey, moslycom or Mosley. Automotivecom he's a speaker, an author,a presenter, a thought leader. The information that you will hear intoday's episode is going to be mind blowing because he talks aboutsomething I'll admit that at first when robberty, when you pitched the the title and the concept to me, I wasa little bit hesitant and I think you were too. Why was that? Well, because the title this is, youknow he had an idea of talking about how the back to the basics, strategiesand mindset and just that kind of approach you know it's Reay need to getback it's time to get back to the basics, isn't the path to sales, growthand, and- and I got you where you were coming from onthere and then you know in our preshow and then actually through the podcastSou here Wercoria, it's a little bit more than that, and it's veryinteresting he's a great speaker and has just a you know so, knowledgeableI'll. Tell you what let me. Let me just fill everybody in H, e here's where Iwas coming from. So we hear a lot in the industry. I'll agree with carryback to basics. I mean you'll, agree: Hey! Let's get back to the basics, well,I'm kind of a basics thinker. I'm thinking like you know what there's somany things that we know we should be doing in the industry. Something simplelike pounding, the phones or you know, Ska working on our our ability toschedule appointments over the phone things that we know. We should be doingthat our quote: Unquote the basics, but that we're not doing so. I'm alwayslike you know before you can advance and conquer. You need to be looking atthe basics. Well, cory, I have to say, has expanded my vision he's expanded myunderstanding. He talks about going. How going back to basics really is asales killer and so you're going to hear him talk about it here, explainhis point by the end of it, I'm pretty sure you're going to come around to thesame way of thinking that I had and learn new things that you can bedoing right now, starting today, to dominate your market, dominate yourbusiness, expand and conquer. Make sure that you stay stick around till nearthe tail end of the the conversation with Cory. For your chance to get afree copy of his newest book, the the way I see it by Cory Mosley, let's doit and just like that everybody we arehere. It is the dealer playbook and, as we said in the INTRO, we are here withgood friend and somebody I looked up to and love Wat. You know, hearing himspeak and listening to it and consuming his content is corimosly from MosleyAoutomn motivecom, that's Great H. His company's website definitely check itout cory, thanks Samilian for being here man. Oh, my pleasure, guys,awesome awesome and we just hooked up. We were, I met you. I think we met inperson. The first time was that it was definitely I want to shot seansInternet sales, twenty groups and you got the first chance to meet Michael atthe previous one in Atlantic city. We...

...were talking- and we ere Abole- to putthis together so core's here today guys to talk about interesting topic about how back to the basics, thinkingand strategies is not the way. You know the path to sales growth and initiallybefore even the pre show were talking. My my initial reaction to that was soyou mean to tell me that something as basic as more phone activity. You know justtyling more numbers by and a representative is not the path, thesales growth. So is that what so cory? What what exactly? When you're, talkingabout back to the basics? What kind of back to the basic thinking you know? Doyou mean directly well, at the end of the day, you know here's the thing thatthat that's funny about our business and Robert, I know from you being at abunch of sessions on you know, I tell a story about the monkeys and kind of howthe origin of MONKEYC Mokey Du came about and the nature of our businessis.We have these things hat just roll off our tongue. It's no different in theworld tracks is no different than you know. If I could, you would in whatwould it take to earn your business kind of the stuff that, if you spendany time on the retail side of the business like in a store, we all veshould have learned or came across at one point in time? So this idea ofbasics being the answer- and I hear this often when, when I talk to peopleor dealers- and you know really acoring what we just got to do- is just getback to basics and get back to basics and basics, basics, basics. But thereality is things that were doing about taking the approach at just gettingback to basics, actually create more challenges because we never see anytype of competitive advantage. You know people like to talk about the idea ofcrushing the competition and doing oly things all of these things, and I don'tknow how that crushing of the competition happens or really theseparation, as I like to talk about really takes place when we're justfocused on kind of this idea of getting back to basics and that that's going tosolve our problems. If you know Oh, we got to get back to a hundred percent toor we gotta you know, pound those phones. I ASA general manager in thecountry. Hey, you know. What do you want? You know from your sales team? Oh,I want to sell more cars, but we never define that. We never deep dived thatmost people don't sit around n the meeting and say you know what can we doto get ahead and when you use terminology like getting back to basics,that kind of keeps you in this cage that doesn't have you thinking forward,but thinking about what we can go back to do in the past, and you know lasttime I checked, I mean historyis to be learned from so a lot of cases. It'snot always ideal to be repeated. Okay, I gotya. Soyou made a comment. I saw you it was, and it was a quote to from fromsomebody I and Apologisei forget who you were quoting, but you were sayingthat you know thinking of you know orthinking that doing what got you you know here isthat is going to get you there an I write something along the MartaGoldsreth who is written several books. One ofhis titles of his book is what got you here won't get you there and it's idand again in its simplicityof statement, it's basically saying some of the things that we used to doaren't effective anymore, and I've talked about this F for years, the lawof diminishing returns. You know as a universal law which, from an automotivestandpoint, Boils Down Tho say if we continue to o the same things over andover again, sooner or later, they use their effect or lose their effect, andyou know the grace the best kind of way I caption it is. If the majority of buyers in your storenot first time buyers, then chances are they've, seen this movie before yeah good one good one good one. So sowhat? What kind of things should ent when they're going into that meetingand they're talking about the growth that growing the sales andthe back to the basics? Even just saying that term, it brings nothing tothe table what's going to bring it to...

...the table, what should they be doing?Well? Think about it from an invadive standpoint, one of the greatest fearsthat we have in our industry that is very very common, is the who else isdoing it. metality you go in. You have a good idea and youmay talk to a dealer about it or present it, and so I go well. Whatother deales are you working on? Who else is doing it see, there's thisprinciple that is not often taught in our industry, but it's taught in everymajor business school and it's the principal called ffmay, which is firstmover advantage, and first movier advantage talks about the ability togain market sharen control market chaire by being first and it'scounterproduct counter kind of productive orindustry because we're inindustry and doesn't always like to be first, and we think about that. I wouldsay ten years ago when email marketing came on the scene, and we were one ofthe first companies that was involved with distributing a email marketing program, which today isknown as auto revenue, which is on by dominion now, but we were one of thefirst people that had the opportunity to be involved with that through somesome resalliance and targeting, and it was amazing to talk to dealers who,where you're talking about things like email marketing through the databaseand getting optens and building your database and and marketing andremarketing ten years ago. At that time it was very foreign. Nobody wanted tobe first, everyone to know who else was doing it, w? Who else was doing it andthen, of course, comes the market saturation. So my challenge toeverybody ultimately is to look at first mover advantage and look at waysthat you can go first to market and Robert. Youcertainly can appreciate this more than anybody. Twsnt Y fifteen models arecoming out. So what are we doing about it? You're. A big advocate of video asthose cars are hitting. Are these stores. First to the market withgetting the video content out: Are they first to market with starting toeducate the consumers and we're on a podcast right now that you know people across ourindustry are listening to? Where was that ten years ago? So if it again, ifwe were just saying, let's get back to basics, let's you know get our productknowledge, strong and that's important, but let's just get that, but how wedisseminate the information. So how can we be first? Where are the areas thatwe can move? First with new product move? First, with things that were notsaying, the one thing I know about the Internet is everything that we couldpossibly want to do. o want to know is available to us, though, through content, that'savailable and again, I'm talking to a group of people here who are who are trying to be ahead of the curveand stay ahead of that curve. So when I talk about first, first moviesadvantage and I talke about not simply having a back to basic metality, it's.How do we study where we going? What are other things going on outside ofour industry in terms of consumer behavior, we're still learneg aboutthings like heat napping and Understandig, where people go whichhave been around for years and studied in years or four years in otherindustries, we don't record our sales people doing sales pitches like theIBMs and there's the Roxes, and the major corporations do so they can learnand get critiqued and get better. We don't do that kind of stuff on a grandscale. So the reason why we hear about this dealer of that dealer is becauseout of the twenty one thousand six hundred seventy two dealers there'sonly a small percentage of doing anything innovative. So you, no, youdon't get anything by sitting still except left behind. So we're reallytalking about you know by now. You should already know thebasics. You need to be moving on to more progressive thinking like theconcept of going back to basics. If you don't even know what the basics are isn't going to help you, you shouldalready know how to do those things. The pounding of the phones that thesales pitch is the word tracks, but you should be looking for ways to add tothat or enhance what you're doing to kind of you know, we, like you, said,dominate the market, but how? How are you going to dominate the market withbasics is essentially what you're saying correct. So you know, forexample, we built motune seven, which is our on demand portal. We start, Isaid when I wanted to do the content n.

We started to write the content. I saidI'm not going to start with how to do a handshake and how to greet somebody-and you know- don't hase smoke on your breath when you're talking to customers,I mean that's, that's just kind of things that people should know. We should be beyond that at thisparticular point, so I wantit from a content level whend I wanted from amessaging level. I want everybody to start to look at what we're not doingyou get all your managers in a room. You start making decisions on strategy.Well, how does that differ? If all of you come from the same school ofthought, well, we need to invite other schools of thought to the table, addingnew skill. You know you can market yourself to death, but adding newskills and your sales people adding new skills, which means their adding skillsthat they have not been had before. That's several things, one initeffectively assist with your new higher process. In terms of retention. I don'tneed to tell anybody on this call about the turnover rate in our industry. Noright to it takes underperformers that we normally would just dismiss and say:Oh, you know what they can't make it. We gave hi two months, they're offtheir training salary. They can't hit their numbers get out. It gives them anopportunity to learn some things that will be more affectim for today'scustomer and then the third person is every store, has salespeople, who maybe effective but have plateaud so they're hitting the same number everymonth, no matter what which could be good if the numberis high enough, butchances are they're missing out on units. So adding new skill and not just taking aback to basics approach is our way, in my opinion, the way forward. So let meask you this cary. Do you feel like because you know- and I'm just going to say itthis way- maybe lack of better words, but do you feel like because the standard is so low that the basics areviewed has progressive solutions? I mean you know it's like in your career and in our careers. Wesee we observe so many dealerships who aren't doing the basics. Do you feel,like we've kind of set the bar too low, because now it's like hey well, look atthe dealership who's, making seventy five or a hundred phone calls a day.Look at all. The deals are getting because they're making these phonecalls and making the phone calls is such a basic thing that that becomes.You know almost in the view of the dealers that that basic thing becomes aprogressive thing. You know what I mean and clory Yo Rem. I've heard you sayyourself that, especially when he's saying with the basics in some markets,though, you can get away with the just good enough. You know what I mean orjust the basics, because by the wayisen levels, exactly which the way that wordcombination just so we're all clear, I think, needs to be removed from theEnglish language good enough. I totally despise it sure sure sure well andthere's a Co. I mean really there's a couple different drivers to it numberone: Let's not get away from the fact of what what we do as an industry orwhat a dealership represents. So you have the full power of the manufacturerand their brand recognition. So if I've got the right store in the right marketplace, there's a lotof things that are going to happen. Just because I say it's the salespeopleall the time and some of them kind of smirk at me and look at me sideways,but you know it's easy to sell cars to agroup of people who are bine anyway. So H, I G E, the reality of is so. Youknow I got. I've got a lease coming up, so you know if my lease is op June.Thirty, first guess what I, unless I'm going to give up driving on my needsabout driving change, I'm going to have to buy something so the day I left, theyou know retail side of the business. I turne in the keys to my demo on aFriday, and I walked into a dealship Saturday morning with a kneed to buy acar. So everything beyon question: how how close are you to your least beingup and I' seriously? No seriously like...

I'm not trying to? I don't sell carsanymore, but but like how far out have you been contacted as your rep as yoursalesperson started selling you yet well, I'm a little bit of at Anomanalyonly because I actively switch out of my cars way before way before any of my leas in thatstuff's up. So I'm a bit of Anomine, but I will tell you, though, like I'm Ini'm based in RichmordVirginia now. So as I've been car shopping, I've replaced about two carssince I've lived here and I don't go in. As you know, pory Moseley Blah BlahBlah you go in, like you said, like heathcliff hugstable, on that episodeof the Cosby Show O yeah. I don't I don't you know, listen, I still wearwhit's of my closet, but but but I go in and observe it, and I can just tellyou from recent experiences I' I'm flipping out of two cars right now, I'min the process of literally waiting for a car to come in right now, and I cantell you that going to a couple of dealrships, I have a dealship thatstill hasn't followed up with me. Once since I left the dealership so and thatsales person happened to be new, so what that tells me is there'sdefinitely a breakdown in that dealership's training process aboutfollow up a doing it, which we could say, is a basic principle but be how todo it so there's clearly a breakdown, but they've got a multimillion dollarfacility, that's brand new, what they just put up and it looks beautiful butthe but there's some basic things in the back. The basic scenario thatthey're not doing to even talk about getting advanced. So so really it's almost like you knowyou mentioned earlier, there's there's so many other industries that areapplying extremely effective principles in their marketing and in the way theydo business that we haven't adopted yet and really, and so doing. I guess ththe Culture Right now is that we're backtracking as an industry, we'resaying back to basics when again there's these things thatyou should already know how to do that, you should be doing there's breakdownsand training, there's breakdowns and process. But it's like you know what.Let's let's buckle up here. Let's get these things done so that we canadvance and conquer one here's. The other thing I want to point out,because it's easy to you know talk about what everybody's doing wrong. I'mimmensely sympathetic to dealer principles and and executive manageresbecause they have a million different things getting thrown at them. I don'tthink there's an actual dealer in the country that I could talk to. Thatwould say you know cory. I have no interest in being better. I have nointerest in being efficient. I have no interest in having a great team, butobviously they have he manufactore coming out an they got bills thir smallbusinesses. We forget that, but their small businesses as well. So I'mamazing, I'm sympathetic to that. But here's the issue, the next layer belowthem are the people that sit in the largest gap of opportunity. So we talkabout the salespeople or BDC or the Internet manger we talk about them asthe entry point to the customer, but in that influence pyramid is thatmanagement team that sits in between the dealer, principal who's, got Ta,run a business and got twenty other things going on ar people pulling athim and the core managers that are responsible for that, and I got to tellyou when we think about it from managemen standpoint. This is one ofthe only industries, an I'd love, to hear your guy thoughts on us, but thisis one of the only industries that I know of wear. Once you get anointedmanager, you get to stay, you get to go, be a manager everywhere, dit you gowithout any real, ongoing training or, and then then a lot of them, not all of them,because I know some great managers, but then they take on this attitude thatI'm a manager now so anything that you've got to say. You know direct thatto the salespeople and I'll. Tell you a real quick story that an I love to hearyour fee Ba, because I know that you know exactly what I'm talking about,but we finish a three and a half month program out in Arizona with with a avery well known dealership and three and a half month program: Rework Ing,word tracks the whole deal and managers always too busy to show up for trainingand as we're leaving the store we undid...

...all the. If I could Jo woujas and comeon downs and really worked hard to do that, got grossers up. I think threehundred a d fifteen dollars a copy, closing porsenagers up so really workedhard and did a good job with it. My opinion, at least, but as we're leavingthere's a new hirer, that's in the sales office- and I always rememberthis is a few years ago, but I always remember it and, as I was sayinggoodbye and thanking the the sales manager, you know this is our lastvisit to the store. Thank him saying goodbye. I walked in as he was doing aquote, unquote trading session and he ended the training session by tellingthe Sales Person He was coaching them about a phone call hey. You know if allelse falls just do what I do Tel him to come on down, and I just put my headdown- shook it and walked out, but that's what we're fighting? That's.Why I'm in that's? Why I'M IN BUSINESS? That's? Why e the several names that we all knoware in business because that opportunity exist everyevery day and even people who train even people whosay they train all the time, or course we have sales means every day we trainevery day the problem, sometimes with the Information Ageis, the age of theinformation. What are you training on? Are you just trying to hammer down thetactic from one thousand nine hundred and eighty or we talking aboutprogressive strategy because rehashing great news as a as a delivery or banksrequire one third down and all these things rehashing that stuff over andover again to me? It's just not the path, Tho, sales, growth, yeah I mean,and that's for I means all that you mean any sales manager, anybody andmanagement listening I mean that's your at least your way to sales growthpersonally, for you, financially is to you know, be online, is to try tounlock new strategies, tactics, etc, and you know review them with your team.You know, take some responsibility with them and you know, and and try to keepthem in with the latest ind the greatest. That's only going to affectan your career and enhance your career and your life period, Rober Y, we allknow Steve Jobs Right. We know Steve Jobs. Of course, right hit a greatsaying. I use all the time he said you can't mandate productivity,it's an organization's responsibility to equip its sales team with the toolsthey need to be successful. You can't call a meeting and say you're, notmaking enough calls. You guys aren't selling enough cars you suck. We needto get better somebody's getting fired if there's not twenty people in thestore this weekend and then leave the meeting go ahead by o sorry Y, that's good thatthis is all I mind, so I was going to ask you. Okay, let's talk specificallyto managers right now, you mentioned something that you know kind of made mechuckle. You Use the word anointed manager and then proceeded to talkabout. You know th this cycle of management that these guys getinto where they just kind of take a step back and then maybe a little bitget disconnected from their crew or, as you say, the largest gap of opportunityfor managers listening and right now, where do they start? How do they breakthis change so that they can move forward in a culture in an environmentinside the dealership? That is progressive and not backtracking. Theystart by getting the information and not just making the assumption thatit's only relevant to the salespeople. They have to become the student justlike everyone else. So how can you be effective leader if you're not exposedto information? How can your guys go to workshops that you don't go to or worseyet you know the most pressing thing that I hear orthat really it's just really tragic to me is thatthe in user? So is that this, this one person or usually one person thatstands in the way of the in user, getting the information. So you thinkabout training you think about. You know we talked about meeting at theseworkshops. These workshops should have nine husand people in them, not ahundred and fifty. This should be right,...

...hundreds and hundreds and thousands ofpeople, because if we collectively looked at who needed this informationthat numbers in the thousands, however, because it boils down to one persongetting it quote- Unquote and making the decisions. So this one guy in astore or girl in a store right now who was presented with an opportunity to dotraining or to get education for their team and they're going? Oh, I don'tthink we need that and then now the fifteen people, the twenty people, thethirty people that they lead now suffers the consequences of thatdecision. So my message to manachers is number one. We all have opportunitiesfor growth. If we were on video here, my ill put my library against eanybody's library in the industry and know I haven't read all the books,their resources, their references and I'm constantly learning and growinginformation. So I can process it apply it in my business and then make itavailable to the industry that has provided for me for sixteen years andgive it back. So I don't get. I don't. I don't take credit for creating it all,but I can tell you what I'm curating it as best I can to make it valuable. Soas a manager, I want to be thewhy, not be the first person to get thatinformation. How can we have arrived at the destination already when ourbusiness is evolving? So how can I be a manager, ten years of fifteen years ortwenty years in the business and say I've arrived at the destination already,when every single day the people who are ten time smalter than us, are outthere, creating algorithms and and and studying consumer behavior, and givingus new cues and information to help us be more effective? How can I just turnthat switch off and hope my sharp in my hand and say, let's work, a deal, I mean that's the sit well, and you know whai'll say this. Ithink one of th the most attractive things about the automotive industryfor me is that you know, I think, we'd all agree at its core. It is anindustry that thrives on Selfmasteryn progression and right now, it's just amatter of making sure that that message is resurfaced and penetrates morepeople in the industry. Like you said these workshops shouldn't have ahundred and fifty people at them. They should have a thousand two thousand tenhousand, and you know- and I think for me- Itmakes sense that the first thing that people need to do in getting the information is, theyalso have to gauge their commitment level and how much they actually wantto be a part of something. That's as big as it is. You know, and I thinkthat builds the stage. You know that willingness that desire to acquire theinformation and to do something with it is what will really set people apartand I think, and so doing maybe might sound basic, but is actually one of themost progressive things that people can do is always have the desire to learnmore and to be added upon. What do you want and the only challenge that I'llsay to that idea of selfmastery? Is I disagree to the point that thenumbers don't support the theory that work it may reward self masswe withthat were were committed to it because real estate agents, their selfmasterypeople, MLM marketers, their selfmaster people,the people that are paying to go to the events and getting the information, ourself mastery people? If you look at a workshop and you look at the typicalworkshops that we all know of that, we participate in Han we go to and youpulled every person that was sitting there and saying: Did you pay foryourself most of them the larger majority o I'm going to tell them noand then, when ask would you have come if you had to pay for yourself? That'sthe answer that I want to know. So that's the kind of we don't think thesame way as an industry that a real estate agent does who works under theblanket of a franchise idea or a franchise system or organized systemlike automotive dealers do or an Mlm or...

...what have you? So we don't think aboutit. The same way we think about it as if, if the dealer is going to it, thedealit is going to pay then I'll go. If the deal is going to educate me, thenmaybe I'm open to being educated but and agary good. So T, that's a questionthat everyone listening and should ask. Would I be willing to pay to enhance myknowledge and enhance M my ability, or am I just simply waiting for mydealingship to pay? For me? I agree because then- and if your answer is I'mjust going to sit around and wait, then you will you will take the you'll ridethe way of of success or lack thereof, that the dealshoup partitularly ride soand you should probably go find something that you're actuallypassionate about and it's a monotonous job. So let's not make the mistake anonly people that you know have done it can appreciate it. It's certainly amonotonous job and it's things that we need to do to fuly, try to keep itfresh and stay relevant and there's no more fun that you can have. I mean ththere's a lot of great times and a lot of great things going on in ourindustry, and certainly I don't begin a worshopor similar without addressing mindset and addressing that, because all theword tracks and discussion about how tos and execution in the world.Certainly if we're not, if we're not in from a mindset, if you're waiting forthe call back you're on the list to go to work at the post office, which is agreat institution, but if you're on that list, because it's like two yearslong to get a job there. So if you're, like hey I'll, sell cars in themeantime or you know, home mortgage is business that that was a huge thingright. When morges were hot, you saw a ton of people, leave the business to go.Do that and then, when that went off a cliff, you saw those same people comingback into the business. So nothing wrong with that. In the grandscary of things we got to support our families, but but when you talk about,are you in the business for the for the long call or or not? You know, that'sth, that's a huge key and I think it's clear I mean even Robert when we talkoffline and kind of acconfreces and stuff when we stargoing you know, Idon't think, there's anybody that questions. Do I believe what I'mtalking about right now. You know just just just the whole execution of howwe're having this conversation. So can you speak that pastially? I talk aboutit. As you know, are you drinking your own coolate at the store? I mean you just got ti you got to gettuned in and just you know fall in love with it and then you it'doesn't seem like work and you'll want Rit, I mean that's what Hapen to me Iwanted to go. I can't tell how ma how much I've invested on my education. Ihad no help with, but I did it and I still do, and you know I will neverstop and that's what professionals do you're right, there's like as a realestate agent, you're required to have x amount of hours of you, know education, monthly or quarterly yearly,whatever in automotive. That there's you know it's which seems like almost amore complicated purchase. Right is still you know: Tha, there's nothin ourMAK factor, pandated except: Oh, we EAH IX factory scertifiaation, get Certifik,you could still deliver a vehicle without that right. Of course, Das fordrive have a nice day. Mer custmer, don't forget me on the survey here. YouGo Michael Yeah, I'm sosorry man, I'm sitting here taking notes, because youknow I think you know what this sounds like. This sounds like the beginning ofa movement and something that should be picking up steam a lot faster so andI'm on board with everything you're saying Coria Robert mentioned, you knowcoming into this, we were like okay, where's where's. He GOIN NA go withthis, but it totally makes sense. You know you should already understand thebasics. You should already have implemented the basics. You need to bethinking about how to advance and conquer how to be more progressive, howto do the things that your competitors actually aren't doing or are willing to.Do I mean if everyone's talking about going back to the basics, then there'sno way for you to differentiate yourself? There's no way to setyourself apart and be unique. Would you agree with that? Here's a challengenext ine year at the airport and going to pick up a rennal car, just look atthe back ends of all the cars and tell...

...me if you can tell them all apartwithout their batching, so the cars are equalizing in terms of what the options are: We're equalizingin terms of teching the vehicles there's more places to spendfifteenthousand twenty thousand thirty thousand dollars and ever before,there's eigh seventy percent of th. You know we love to makeup statistics right,but seventy percent of the dealers a are under construction. Right now Imean go down your motor mouths everybody's under construction orgetting ready to go onthe construction, so we started changing doorknobs, we'reall serving starbucks coffee now in the dealerships. Where is theseparation coming from so, if you're a hando dealer, because they were wone ofthe first to make everybody start to make changes? And I shoppd the threefour hundred dealers in the area. You all have the same show room. Basically,you have the same cars, of course, but now Hundays in the mix keys in the mix.It's it's just a big competitive landscape. This is probably the mostfor me personally. This is probably one of the most tough decision makingprocesses for my own personal purchases that I've had in years, because there'sso many things to look at, so you have to ask yourself as a salesperson or amanager or an owner. How are we Wen in? How are we handlingseparation? How we delivering on a customer experience and how are wedoing it? You know better than the next personcory. Thank you so much for being with us today, just a wealth of information.I don't think anybody listening and feels like they were short changed onthis tons of value pick up his book. The way I see it byCory Bos absolutely wone Amazon. What wars that that's it? Well, obviously,you can pick it up on Amazon, it's a little cheaper on Amazon, but no doubtyou if you're interested you're so funny, if you're interested in gettingit signed at all then buy from our website. I sign every every comwe willlink em all into the show notes at the bottom, and I oll know how in the worldI'm just now looking through mind. I don't even have a sign copy of thisbook and that's unbelievable man. I think, because you did a smashing grab.Well, yeah, no Ja! Charles, can and bought me this book. For me, man, Ididn't have any cat. I had the old classic, no cash on me as Ikeexenwwhy.Don't we do this? Why don't we do this? For the for the people checking outthis episode, go to Triplwot the dealer playbookcom, be you knowwe'll, give youa sign copy of Cory's book. Wa will well take care of that cory, we'llorder about five books, so the first five people to comment with theirfeedback and questions triplew dot. The dealer playbookcom will hook you upwith a signed copy of Cory Mosley's book. How else can people get hold ofyou awesome? You know obviouslywe, try to beas all over the place as possible,but mostly Automotivecom, as Robert mentioned at the beginning, I'm ontwitter at Cory. Mosley, we keep a simple facebook, mostly automotive, andyou know, if you're not getting our weekly video series Working YourselfWednesdays. You know we're again. We want to have a responsibility to getgood content. That's what you know we're celebrating ten years in businessthis this actual May. So that's been a commitment I've had since dey one. Iwant to get the information to people who want it and can make it useful andI think Genro Jim Rone said it best. He said he wants to share information withpeople who care it's a great way. To put it. Thank you some a also check itcheck out what is it twenty Mosly twent for Sevencom? It's is his twentyfourtwenty four hours day, seven days a week, virtual training platform. I wassniffing around it a little bit today because I'm a professional journalist,you know- and I wanted to get through some research so and I was I thought it was great man.It's actually that's a one of the best kept secret out thereso check that out. If you guys get a chance to and again we'll link to thatat the dealer, playbook butcom in the show Noites Cory will let you get backto it and thanks so much for Giv us a time today. Man, I appreciate you guysfor having me have a good one. ELP, no doubt thank you, take care...

...and there we have it. Everybody CoryHash Tag, money, bags, Moseley, you know giving his you know his takeand you know just flexing some of his knowledge and his approach to a lot ofthings. I mean the guys, definitely thought leader, Great Speaker,Deliveryis, always on point Michael Whul d, you think yeah you know likelike I said I came into this interview a little bit hesitant, but hedefinitely shaped the vision and the understanding and I thin hesitentbecause you're not no. No. No. I mean it hasn'ten his capability. Oh No,absolutely not. Mesi got what you're saying yeah just just hesitant in that.I think you know. As an industry, we need to be focusingon the things that we should be doing already, but, as you heard in theepisode it's like Ohbut, you should already be doing these things. That'swhy they're the basics, so don't go back to the things that you should havealready been doing. You should already be doing them period now, move onadvance and conquer. So you know I exceeded my expectations. I well Ishouldn't say it that way, but you know what I'm going for he. You knowincredible speaker. He brought at home some valuable nuggets that I thinkeveryone can apply to their individual store their small business dealership.However, you want to look at it to advance and conquer exactly and dealers.I know it sometimes feels like you know and cory, brought it up where we'realways talking about what what people are doing wrong, what we're doing wrongin this industry- and it's not really that it's like I had. I was in thedealership for a long time and I was the guy that was digging up the newthings to do the next. You know wave the creative outside thebox and I would really bring them to my dealer. The reason why I ended upreally going like hard balls to the wall myself. Solo is because I wasbringing them to my management and even to the dealer to try to implement andtake action on for the store and if they would get overlooked, and it neverwanted to put him an action. So you know poke your people because therecould be that guy on there. That's that's dialed in you know, big time andand to advance strategies that outside of automotive, that are really reallyconvertent. So you can be that you know first one to you know at scale for thatparticular platform or strategy. What have you yeah absolutely so check thisout? You mentioned earlier in the preshow. We are going to be giving away severalcopies of Cory's book the way I see it so the way to get your hand signed bythe Asign by the author, absolutely the way you're going to get your hands onthat is by visiting the dealer playbookcom check out the show notesfor this episode leave us a comment. Leave us a question for cory, we'regoing to read every single one of them. The first few people will say the firstfive people to comment on the show notes will get a free signed copy ofthe book will send that out to you so good way to get started on education onon on yeah, absolute attituce. Don't forget, subscribe on Itunes, Stitchour,radio and until next time. Thank you so much for stopping by and listening in,I'm Michael Sirrilla with Robert Weisman. This is the dealer playbookcatch you later Olda. He.

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