The Dealer Playbook
The Dealer Playbook

Episode · 7 years ago

DPB 033: How To Get The Most Out Of Your Digital Campaigns

ABOUT THIS EPISODE

This Session:

 

Happy Thanksgiving 2014! The Dealer Playbook Podcast session #33 is going to show you how to really crank up the productivity of your website. 

 

Michael and Robert dive in and review strategies that help you leverage content marketing, to drive more sales to your dealership. 

 

A major component in accomplishing that is really understanding and being familiar with todays consumers “buying/shopping process”. It comes down to how dialed in you are when it comes to understanding your customers and how they think/react when it comes to “shopping”.

 

This session delivers key fundamentals that if executed properly you will drive more opportunities online for your dealership. 

 

When you become a resource of valuable and helpful information for your target market, providing the right information at the right time, on the right channel, is when the magic starts to happen. 

 

Dial into this episode and start dominating the web in your market. 

 

Session Preview:

 

- The importance of delivering the right message at the right time on the web.

 

-  Leveraging your sites existing traffic, and getting the most out of it. 

 

- Understanding the phases of a car shoppers buying process. 

 

All of that plus so much more value to help you grow your business using the web like a professional. 

 

Links/Resources :

 

Michael Cirillo’s Book: http://michaelacirillo.com/book

 

Help DPB out and write a quick review: h

 

Take your dealerships web strategy to the next level. Click Here: http://www.flexdealer.com/automotive-marketing-solutions/dealership-websites/

Your Turn:

 

 

Make sure to Click here to subscribe to “The Dealer Playbook”and sound off in the comment section below and let us know whats going on out there!

You're listening to the dealer playbook podcast, episode thirty three, and today we're going to show you how to takeyour website to the next level. Here we go. You're dialed into thedealer playbook podcast, where it's all about winning auto dealer strategies that deliver provenresults. And now your hosts, Robert Weisman and Michael Cirillo. Hey there, and thank you so much for listening to the dealer playbook podcast. We'reso glad you're here. Every single week we are dropping some power bombs ofinformation for you with elite guests in and out of the auto industry. Myname is Michael Cirillo. I'm joined today with my co host, Robert Wiseman. What's going on? What's up, Michael? Happy Thanksgiving, absolutely you'reyou are in the state. So as we're speaking, so I will.I do I know in Canada's or Canadian friends, today's not thanks good.Yeah, we're a month we're a month back thanksgiving, but you know what, nonetheless, happy Thanksgiving to everybody. We're so glad that you're listening tothe show. Hope you having a good time with family, friends, enjoiningsome Turkey or whatever. Your your Thanksgiving food is get caught up on thatfootball, but nonetheless, thanks so much. Are you football or catch up onwrestling? If you Robbert as the thing, you eat that word andI love that. I Post. So sorry. I love that post youhad on facebook. You're like, why is everybody watching football? howcome nobody'sdoing like dream teams for wrestling? Most teens tease and Lindsay shake or theother day about it. It's that I have this thing with the we thing. When you're talking about when people talk about like their full their favorite footballteam or something like that. It's like, we have a big game today.I'm like, no, you don't. You're not on the team. Youknow the week you're a fan. Like with me, as a wrestlingfan, I don't have like my favorite tag team, and I'm like we, you know, we're looking good for this match. I used to be, you know, macho man and Hulk Hogan had a cage match back inthe day, and you're like we,...

...we're gonna, we're going to winthis one. Man Totally. You're right. That's why I love the tea's onthat one. It's a it's just but one of those things that bothersme. So today, you know, like I said, we want tojust offer a quick episode here. We know it's Thanksgiving. Were so gladyou're here, but we want to just drop you some quick, actionable informationthat will help you with your website strategy. I mean everybody knows by now that'skind of our big thing, you know, whether it's working with flexdealer and the things that we're doing there. But you know, at the endof the day we really want you listening in to be as successful aspossible. So, whether it's your own authority, personal branded website that youhave going on, or whether it's your full fledged dealer website or secondary sites, we want to be able to just give you some information today that youcan definitely take to the bank. In fact, the information that we're goingto be talking about today and sharing with you are strategies and information that,you know, top online marketers have been using for the better part of adecade. and Michael Jump in in Chwick. This is also the the information isalso relevant to even, you know, dealerships or even some of our friendyou know somebody that's listening in that's works with a deal or you knowparty. Absolutely I mean any webs it, basically any kind of website, thethe the strategies and, you know, and information that that Michael's really goingto carry, because this is definitely his thing. You know, itworks around the you know, around the clock, right exactly around though,and the point is, you know what we're talking about it it's truth itwhether I'm sharing it, whether you know Gosh, one of my competitors,it doesn't matter, as long as the information's true. Test it out.The proof is in the pudding. You're going to find out quite quickly,especially if you're tied into analytics and things of that nature, to find outif what we're talking about it today is...

...true. I know it's true.It works for us, it works for our clients and it works for thosethat I share with as we travel around and do the conference circuit. Youknow, we get a lot of good feedback. And listen, I mean, like I said, top online marketers using this kind of stuff for,you know, the better part of a decade and they're doing it to buildthese passive multimillion dollar income so Um, you know, maybe let's just jumpright into it. There's a couple of things that have come to my mindthat you know, we don't typically, in my observation, focus on alot, but it's this fundamental knowledge that we're going to talk about right nowthat will help you, no matter what your website platform is, no matterwhat company your partnered with, whatever. But are just some some fundamental,foundational principles that, if you understand them, will help you increase traffic but alsoleverage the existing traffic that's coming to your website. I know in thecar business especially, it's all about getting more leads, and for me it'sa little bit of a methodology shift because, yes, more leads are great ifyou know, and Robert, you know this, if you know howto handle them in the first place. But what about like leveraging the existingtraffic? Well, to get more of that's, you know, squeeze thatfor more leads. That's a great point, Michael, because you know what it'sspecially, it seems like I hear it more so, and in theauto industry then anyway. Are is you'll hear guys. That's like, okay, so we have fivezero unique visitors hitting our website every month. We're convertingthat at eleven percent. Okay, so what we need to do is wewant to get more opportunities and leads from this. So we need to figureout how to drive and next to tenzero people to the site so we canget a let even percent of ten. And you know what, and that'sreally the the result of perhaps not utilizing the resources that you have properly.Like here's an example. You know,...

I got a call one day.I'm working with a dealership right now. This is ridiculous. This is true. Brood and tattooed, honest to goodness, here spending twelve grand a month.Okay, twelvezero dollars a month. I was asked, hey, howmany leads should you be getting for twelve grand a month spending on you know, PPC and Seo and all those sorts of things, and I'm like,seriously, for twelve grand a month you should be getting thousands of leads,like let's be serious here. You know, I was asked to guess how manyleads this dealership was getting. So I'm like, I don't know,maybe five hundred to trying to be can can you know conservative? Sixty,sixty, sixty leads for twelve geez. The problem is then, the thecop that can you know, the the page, then the website because,and here's another thing, how often do you like when it comes to traffic? I mean, traffic is not hard. You can buy, like you said, there's by traffic, twelve gezum you, anybody can get traffic.That's the actually the easiest part. Am I right? Yeah, because youcan exactly. You can buy traffic targeted by targeting traffic, and that's actuallya good point and that's going to segue nicely into what I wanted to talkabout here to start this off. I mean, yeah, they were that. There's there's a lot of reasons a automated, you know, paper clickplatforms, you know, kind of pump and dump and set it forget it. That was one of the biggest contributing factors to this, to this dealership. They're spend in twelve grand and, and I mean when you have aset it and forget it, automated system and it's not handson and you don'thave real, you know, people who are skilled in paper click, you'regoing to see that. And so they weren't, you know, I shouldn'tsay they, their provider wasn't being a worthy steward of the money. That'sbeing spent. So, you know, happy day we're getting that all fixedup. But let's talk about this for a second. So when you saytargeted, I mean that really resonates with...

...me because at the end of theday, you know, we talk a lot about how to get targeted leads, but nobody actually ever goes a step back. You know, as weattend the conferences and stuff, when we hear about this, we never talkabout what targeted actually means. So in order to actually understand targeted traffic ortargeted leads, you need to understand the phases of the buying cycle. Andagain, we hear a lot about the phases of the buying cycle, butnobody actually ever digs in those that do have different names for the different phases, but I'm going to just share with you the phases that I use orthe names that I use. Ultimately, they represent customers that are in acertain position. So understanding that these phases, like I said, is going tohelp you share the right message with the right audience at the right timeand in the right tone. You've heard me talk about that in previous episodes. If not, go back triple W dot, the dealer playbookcom and checkit out, but basically here they are. I'm just going to go through them. So first phase of the buying cycle or buying process is awareness.That's when you ultimately realize that you have a problem that needs a solution oryou're in a certain position. Like perfect example is, you know, whenmy wife and I were driving a two door coup found out we were expectingand realized, or became aware that a two door coup may not be conduciveto car seats, extra, you know, baggage, young family. Right.So we became aware, Oh man, we have a an issue here.Well, what happens is there's there's kind of a couple of layers ofawareness. So there's the initial a layer. Oh we need a different car,but then there's as you formulate this kind of wish list of things thatyou'd like to see in the new car, you become aware of more. Youalmost kind of fine tune your your awareness. It's like, Oh,yeah, but we're not probably looking for a truck. We're probably looking for, you know, a four door sit...

...in or minivan or something that's goingto have more space and more fuel economy or better fuel econ me. Thosethings right, right, let me, let me, let me check theask you a question based off this. So what what you're saying right nowat that phase are the is this just like kitchen table banter and talk?Right now? This is pre search, like this might even in my case, this was even kind of like pre announcing to my wife that we probablyneed to buy a new vehicle. This is just kind of like, youknow, you're shitting there working in your going, has it even been said? Hasn't even been put up there yet, but just their facebook at at youthat get it out of this exactly that. Yeah, and you knowit's kind of that thing. You know it's on everyone's mind, but nobody'sreally kind of set yet, or maybe they have. Yeah, we needa new vehicle. Okay, let's casually look and you start, you know, going online or looking at, you know, auto trader or sites likethat just to kind of see. Well, the next phase of the buying processis consideration. Okay, this is when you're actually starting to dig indo some research. You're looking at, okay, well, I know wewant a minivan. Well, this is where like cross comparison shopping happens.Google's in insights from their their think with Google website talk about how you knowit's something like seventy percent, probably a little higher now because the studies abouta year old, but about seventy percent of automotive consumers specifically. That's importantunderstand. Just automotive consumers are engaged in cross shopping and this happens in theconsideration phase of the buying process. They're going, okay, cool, weknow we need a minivan. What are the minivans out there? Or there'sthe Grand Caravan, the Odyssey, the you know, the the what,the Siena whatever might be, and they're looking to see. Okay, well, what's the difference? They're all around, maybe the same price. They allhave two three model variations. What's the difference? What do I getin a Honda Odyssey that I do or...

...don't get in a whatever down incline? Exactly town and countries, Lily and, and it's evident with your statistic statisticsthere that they're doing it. And second the statistic that what one pointtwo dealerships down they average consumers visiting. Well, they used to do thatsame exact comparison research, but on the front exactly you know in the showroom now that they didn't stop doing they didn't stop doing it, they're justdoing it in a different place and that's you know, it's funny. Idrive by the automile or through the automale sometimes on Saturday and there's like oneperson on the lot and that can be alarming for you. I understand that, because you're not seeing physical people come to your lot, but they reallyare there. You need to be looking at your Google analytics. In fact, there's a google analytics like real time report that you can look into andactually see who's on your site, like right now. It's pretty cool.And those people you have to understand they are on your lot, they're juston your online lot. And and you know, we talked a lot abouthaving the contest more people on their every and he is out in it rightand and the point of really what we're talking about is making sure that youare representing your business well where your customers already are. So that's consideration.Heavy Cross shopping. You know what's The recaps those consideration was number two,awareness and was again where I have something here, I have a power problem, I need a new vehicle or my you know what, my car brokedown. I'm aware now that I need a service technician, those sorts ofthings, or I know I need a vehicle by high credit. I'm awareof a I've become aware of a situation or a scenario. Then to consideration, I'm looking, I'm researching. How how can I? What can I? Where can I? Yeah, how am I going to solve this?It's important to understand millions of people go online every single day, that thethe internet usage rates in North America are...

...astounding, their incredible. So fromconsideration, it's conversion. I've learned as much as I feel comfortable with learningabout this. I understand that I'm not interested in a town and country,I'm interested in a odyssey. Now, who wins my business? Who amI going to convert to? Well, this is kind of genius and itall kind of happens at the same time, because you have to understand if youare the dealership that provides the consumer humor with what they're looking for,when they're looking for it and how they're looking for it, you not onlygain their loyalty, you become a credible source of information and they trust you. It's I call it brting build relationships of trust. Your nobody ever trustsanybody without the exchange of information and when that information checks out. So conversion, going to go do business. Then there's decision. Hey, sign onthe dotted line kind of a thing. And then there's retention. How welldo you retain that that individual or that consumer as a customer? You know, Robert, you did extremely well with this kind of stuff, touching basewith your customers. You know a lease. She's known for the follow up andtouching base and making sure those people are loyal. But there's even likeI want to give a shout out to to other, you know, playersin the industry who are doing a phenomenal job. There's Mike Davenport, CharlesCannon, you know, the Cadillac Kid, you know all of these guys,Alex, you know that are doing a phenomenal job thinking outside the boxand retaining the customers after they have been delighted. Okay, so that's kindof the that's the buying process, awareness, consideration, conversion, decision, retention, retention. Retention is so key.

The the the second sale is easierto make them the first and it's even easy you're to make if thatcustomer loves you already. I can think of my own experience purchasing a vehicle. The last vehicle that I purchased, the dealerships just gone over and aboveservicing me, making sure I'm taking care of putting the right deal together forme, taking into consideration my family, all those sorts of things. I'lltell you what, if I'm still in this ear area, the next timeI need a vehicle, that's the dealership I'm going to buy the same done. I'm converted. Well, me, I converted myself. Sold myself mycurrent vehicle because I was still, you know, active in a dealership.Took it in to get a service the other about last month to get anoil change, and I got an email thanking me for my purchase after Ileft firm service. Love it. So now here. Let's move this onto the let's migrate this to the Web. You know, if you're listening inand you're paying attention to those phases of the buying cycle, you're probablyalready, you know, moving on how you can apply this to your webstrategy. Well, okay, so you saying that right there. Let meassure this, Michael, that that's something that I feel that in just youknow, especially in non automotive is that they totally forget. We're so hellbeen on process and the steps to the sale. When somebody comes into theshow room, okay, but there's more people. Again, like we've said, nobody's going to argue that more people are hitting your sight. You know, you can tell that just by analytics. I think we totally just like lookover and don't give any love to like the experience. Oh yeah,absolutely know, providing that same kind of an expecsolutely and and you know what, and and consider this right, I mean, and this is how thisis all going to shape together. When you I mean we talk a lotabout how marketing is being something of value to somebody, not worthless to everybody, and we've already talked about the importance of market segmentation, but we haven'tever really dug into this whole concept of...

...the buying funnel or the sorry,the buying process and how that plays into it. You have to understand thateach phase of the buying cycle or buying process have to communicate with different youhave to communicate because they're interested in different things at different times. But Iused to say this a few years ago. I'd sit to our clients and I'dsay it to, you know, just those who I was trying toeducate. I'd say, look, the thing is with your website, it'sso powerful, in fact, that it can, you know, virtually takeprospects by the hand and lead them through every phase of the buying process andinto your store to purchase the vehicle, product or service. And it wasdifficult, and I still see this day, it's kind of difficult, shout outto grant Gooli. We call them dinosaurs, Um, you know,to to you know, really wrap your head around. Well, how canmy website condition somebody's purchase behavior from start to finish? Right, we seethis all the time. Customer comes into the dealership and they say, well, what's the best price I can get on this thing? That conditions thedealership to believe that the only thing customers are interested in is price. Andwe already there's a lot of information out there about De missed find this wholeprice thing. But you have to understand, and like we've just talked about,that customer who is saying they're interested in price to at the dealership,they just don't know what else this, well that, but they've already beenqualified to a certain degree because they've been made aware, they've done some considerationshopping, they have converted and now they're coming in to talk to you andthey're just out of phase of the buying process when they come into you.That is where prices but you have to understand right out of the gates it'slike between two and five percent of consumers that are interested in price. Okay, that means that there's ninety seven percent of consumers that are somewhere else inthe buying funnel awareness, consideration, conversion,...

...decision retention. Kay. So howdo we use this? We look at now that we understand the phasesof the buying process, we look at the customers inside of each of those. I think most first time customers to a dealer website, website are likelyin the consideration phase of the buying process. So it's very, very important foryou to have information on your website that caters to their needs. There'salso an SEO impact on providing that type of content. For example, ifyou have a blog post on your website, that is you know, so you'rea Ford dealer. If you have an f one hundred and fifty versusToyota Tundra blog post and then you have an f one hundred and fifty versus, you know, the Ram one five hundred, and then our f onehundred and fifty versus whatever. And you do that for all, you know, Sierra Silverado, etc. What's going to happen is you are going tostart ranking in search engine for those types of search queries. What's the differencebetween the rams five hundred and F one hundred and fifty? Do you seewhere I'm going with this? And it by so doing, you kind ofhave a little like conquest seo strategy going on. Most dealerships want to makesure that they have, you know, top level kind of brochure esque informationabout their entire vehicle lineup, which I certainly encourage you to do. Butonce you have good written content and video content about each of your vehicles thatyou have or your new vehicle lineup, where do you go from there?You need to consider that majority of your customers are in the consideration phase ofthe buying cycle or buying process. How important is it when doing things likethis? Okay, you say like the F one hundred and fifty in theTundra. That would be different than somebody where I'm going to do like theyou know, I'm going to do content about a scion. Okay, howimportant is that language and how you're speaking...

...and presenting it to this the certainthat because last like you said, this is what you've and I do throughpsy on in, because you always do that. The Guy Rolling the pionis not like usually. You know, you don't see an f one hundredand fifty ad with that guy in the f one hundred and fifty. Thatabsolutely side. Absolutely so. How important is it that it's not broughte?That, like most landing pages that I've seen, are like brochure. Theysound like they're just they're as ye, really, yeah, let's go.They're not talking to the the segment that's buying. That the exactly same withthe VDP. I said this before, that the VDP, the dealers alwaystalk about how, you know, that's their most traveled you know, mosthit pages are their vdps. Well, again, that's I think that's becausethat's the only page that has any kind of information about a car on theweb. And perfect point, and I mean and it doesn't speak exactly people, that's exactly speak. You need to speak in the language of people.I mean. You know what I mean by that, is basically what youjust said. I mean they're doing certain types of searches and you need tomake sure that the language you're using mimics what they're searching for. So here'san example. Right, young families looking for a minivan. They're going togo. Imagine this. Imagine how powerful would be if an ad or ablog post or something showed up that said top five reasons why young families choosethe Honda Odyssey over the Toyota Sienna, or vice versa, or whatever,or the three. You know the top three. You know safety, youknow new safety features that make the town and country they exactly because you're nowtalking to people about the things they care about. Well, if I'm inthe consideration phase of the buying cycle and I'm a young family, you know, say a young mother, young father,...

...whatever, and I see, Ohreally, other young families are choosing the Honda Hoddyessee, over the ToyotaSienna, and here's why. Boom, I'm going to click on it.I'm compelled. And what in exactly that? See where that I made a lotof mistakes, you know, in the past. Was With that headline. I mean that's so powerful. When you say that that how much,how much, you know, more compelling is that over the Honda? Oddit. What was your other one? Forget, I apologize. It was a toyotoSienna verse the Honda Exactly. You know what I mean, like that'sjust like I don't know what like. I think when you you let themknow exactly the value. They're good, what they're going to get out ofthat, that video or piece of content, you know, but before they eat. It's why sits like you know, it's why sites like Viral Nova,you know, we see these shared on these articles that are so compellingjust from the title. That could be a whole new blog post how tocraft titles and stuff. But, like you know, it's like I sawone the other night. It's kind of grim, but it's like the lookat these selfies taken moments before the person died. Number four is unbelievable andit's it was literally just an article of selfies that people would taken moments before. You know, I tried Jay accident or like, you know, losingbalance and falling off something, but it was like I I was compelled toclick on that, but it's also like, you know, it could be like. I've seen one before. was like this old lady built something phenomenalin her garden shed. You're never going to believe photo number five. Well, imagine using that concept in creating your content for people that are considering differenttypes of vehicles. It's like, you know, top five reasons young familieschoose the Toyota Sienna. Number three is going to blow your mind, andI mean listen, I mean this content isn't like it shouldn't be overwhelming.In fact, you should be able to pull any of your sales reps asidethat sell these vehicles, who have the...

...product knowledge, and say, Dude, give me the top five reasons why the Toyota Sienna is great for youngfamilies. You take their points, your craft, the content you get onyour site. They make it way harder than what it would absolutely so nowlet's kind of move a on here, just for the sake of time.Here's the last thing I wanted to touch on. It is the advertising piece. Now, we heard an episode thirty two with David Johnson about how todo add words effectively in the right way. The reason, touching back to thatdealership that was spending twelve grand a month. We know they were,you know, pump and dump. It wasn't their fault, it was justwhat's the name of that dealership? Like dn't Dan say, yeah, thatthat long pause? Right. No, but you know what, and it'sin and it wasn't the dealership's fault. I want to make that very clear. I understand. I think then, and I've seen the dealerships are gettingraped and pillaged out there because there's not many worthy stewards over the dealer's moneyand that level of transparency that was needed. So I'm my and in all transparency, my heart like crumbled when I heard they only got sixty leads fortwelve grand, because I can only imagine how it like depressed I would beif I spend that money. So here's the here's what needs to happen.Ka Your ads, and we touched on this in episode thirty two, soabsolutely go check it out with David Johnson, but I'm going to just touch onit here because it's so important. Your ads need to be in theright language for the various phases of the buying process. So they need tobe compelling, but then they also need to click through and land the customeron a relevant page. Listen you, if you audit your PPC, youknow, for those of you who are using a third party supplier to dothis, go and audit it, like right now. Go check make surethat your ads are clicking the customer and landing the customer on a page thatis specific, very very specific, to...

...what the ad they clicked on,speaking the same Lang, the same languidique. It's that's like trying to tell somebodyto come by a rifle and then you click and then you land ona page. It as like surf for exactly. It's so annoying you're goingto have high, aboundant abandonment rates. It's a waste, a waste ofyour money, and I can guarantee it's happening more than then. You mightthink. It's actually quite shocking. It's surprising. So that's why I bringan a DP is not a page to route somebody's not on. I meanadd in my I mean I don't know. You can wear them, can dolike dynamic inventory advertising and stuff like that, which is fine. Itdepends on your objectives. But what I'm saying here is, like you couldhave an ad that says young families choose the Toyota Sienna. You Click onit, it brings you to this landing page on your site that says topfive reasons why young families, you know, choose the Toyota Sienna. And thenyou could from that page with relevant content, good written content, agood video. Maybe it's a walk around, a test drive video, something that'sput together quite nicely. I'm not talking, you know. That's goingto take you a little value, of value, source, good, goodword it's. And then imagine how powerful the person's already clicked on that Ad. So they're coming to your site because they're interested to learn from that page. Then there's a big, nice, prominent call to action, you know, halfway down the page, kind of splitting up the content, that saysview in stock. Toyota Sienna's now or something along those lines. Boom,that leads them to yes, or across their dress down even further again,to I mean you that. You probably put it on the different, different, you know, spots on the page. Absolutely, yeah, you want toplay around with it, you're going to. And why not? SENDTHEM OTHER WAY? Maybe, okay, maybe they're looking at they realize it'snot them. So maybe then you have other, you know, calls theaction that to take them into to other things that that same person might wantto see. What might get valid absolutely,...

...and it's all based on your objectives. Right. Maybe you just want them to fill out a form righton that page reserve a test drive. It depends on the path that they'vetaken to get to where they are now and where you ultimately want them togo. So that's I'm going to cut it off there because we could keepgoing. This could be like a five hour episode. The point is,these are some simple things you can start implementing right now guaranteed to give youresults. No, it's not a magic bullet. No, it's not goingto happen overnight, but you will see as you kind of build out astrategy where you're considering the phases of the buying cycle and how you can speakto those people about the things that they care about, how it will positivelyimpact Your Business and also leverage existing site traffic. Absolutely, there's the Seoimpact in the advertising where you're going to drive in new new traffic, newtargeted traffic, but you're also going to leverage those thousands of people guaranteed,who are coming back to your site on a monthly basis. Now, itdoes take a bit of work to get set up. Don't be afraid ofit, because it's the kind of work that you do once, maybe oncea year, kind of a thing, and then it's done and you justlet it keep paying you back dividends. So check this out. We wantyou to check out the show notes so that you can see this process outlinedin writing. Go to triple w dot the dealer playbookcom forward slash thirty three. Would love to get your feedback in the in the comment section as well. Don't forget. We'd love for you to subscribe to the show Itunes,stitcher radio, soundcloud and, of course, here on the dealer playbookcom website.You know we were we're so excited that you're listening and we want to, you know, hear from you. We want to get show topic ideasand guest ideas. We want to know what's resonating with you. So leaveus some caught comments and feedback, and don't forget to subscribe. Hope you'rehaving a good thanksgiving. Thanks for being...

...here today and we will talk toyou next week.

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