The Dealer Playbook
The Dealer Playbook

Episode · 7 years ago

Mat Koenig: The 3 Ms of Automotive Marketing


"The only way to make a ridiculous amount of money is to serve people well."

 Matt Koenig

 Welcome to "The Dealer Playbook" podcast session 26 where once a week auto dealers get real strategies that get results. 

In this session Robert Wiesman and Michael Cirillo sit down and chat with Matt Koenig founder of Konig Co a leading mobile marketing agency that connects auto dealers with more buyers. 

The topic of todays session is what Matt calls "the 3 M's of Automotive Marketing". 

What are the "3 M's" ?

- Millennials 

- Mobile 

- Minorities

If todays auto dealer can get a good grasp on those 3 M's, they will sell more cars. 

The largest increase in new car sales last year came from latino buyers. 

The crazy thing about that is even dealers who 80% of their showroom traffic are of hispanic decent, have zero marketing dollars allocated targeting that customer segment. 

That is just one of the "3 M's" !

Here is what you will learn more about

- How to market to and sell more cars to minorities

- What is the secret to selling to millennials

- The importance of "mobile" strategy

Matt breaks down "The 3 M's of Automotive Marketing" and so much more in DPB session 26.

Want more from Matt Koenig?

Check out Matt Koenig's website here

Connect with Matt on Twitter here

Follow Konig Co on Facebook here

Now it's your turn

Team DPB wants to hear from you! 

Chime in in the comment section below with your feedback, questions, or let us know what is working best for you. 

We want to hear it all. 

Are you dialed in? 

Get subscribed to DPB podcast and get all the latest trends and strategies that will help you and your dealership sell more cars in todays market delivered right to your inbox once a week. 

You're dialed into the dealer playbook podcast, where it's all about winning auto dealer strategies that deliver proven results. Andnow your hosts, Robert Weissman and Michael Cirillo. Hey, and welcome toepisode Twenty Six of the dealer playbook podcast. My name is Michael Cirillo. I'mjoining with my partner and Crime, Robert Wiseman. How you do thema man? I'm doing excellent, Michael, and I am pumped up as always. Hey, we're so excited to bring you this episode. I knowthat I say that every week, but you are here and you're going toget some incredible strategies that you can translate to profitability for your dealership, becausethat's what we do here on the podcast. Today we're sitting down with Matt Kaneg. He's the founder of cone co and he has a really cool presentationthat he's going to share with us, titled The three M's of automotive marketing. He's an incredible thought leader. He's going to share some awesome insights thatyou can take to the bank. And so, without further ado, let'sjump into our sit down interview with Matt Kannig. Let's do all right,and we are here with the founder and leader, fierce leader, of oneof the leading, or the leading, Mobile Marketing Company for automotive dealers inthe Unite did states, Mr Matt Kanig. That's right, pronounced Kanig, lastname, not to be confused with his company. Kind of Co Matt, thanks for joining us today. Like will, what is up with youcalled yet Michael has been on like a nate, revealing people's last nae likethe proper pronunciation of names on the past couple how tell you what? Iread a book how to win friends and influence people. You want to knowthe number one reason why people don't do business with other people because they astheir name wrong. Point, point. I'M NOT gonna lie. I wasgetting excited by the hyping up of my name. That was great. Thereyou go. He's a pitch man. He's a pitchman and you're here withus. Some might say finally. Right. I would say finally, because Ihave listened and been longing to be a guest on the show, becauseI just I man, I love hearing you guys said. Always gets mepumped up. Matt, that's awesome, man, but he is certain atcertain people we wanted to build up the you know, build a little mountain, build a little build the audience up a little bit. Yeah, andget them on there, get you in front of more people, get yourmessage, you know, out there to help as many people as possible,which that is what Matt is going to bring today with the topic of thethree m's of automotive success. I'm pretty excited, Matt. So tell uswhat are what? First off, what are the the three M's of automotivesuccess that you're talking about? Right, great question, Matt, Matt andMatt. Yeah, now, so I mean. No, I mean realistically, Here's the thing, right. I mean there's a lot of talk.There a bunch of buzz words out there. You hear everybody got millennials, millennials, right, millennials. Let's focus on them. Mobile. There's there'sone M that Chrysler's talked about a lot, automotive news has touched on a lot, but a lot of dealers just well, they haven't given any focusto and that's minorities. Now, one in in general, one specifically,and that's the Latino community. So you know what what we want to dois our company's goal is connecting dealers of buyers, right, but ultimately everybody'strying to reach as many people as possible and drive up sales as much aspossible. And and by getting a good grasp of these three areas of what'sgoing on with millennials, with minorities and with mobile and how technologies evolving.You know, if dealers can get a handle on those three it's going tohelp them obviously take their success to the next level. So yeah, so, I mean so in a few weeks...

...actually, or next week, I'mgoing to be out in Las Vegas and we're going to be digging in onthis steeper but I'm pretty pumped up to, you know, to connect with youguys and talk about it. Now, give people a little a prequel.Okay, so you won't write. You're saying, okay, this issomething that Chrysler as a corporate stance, they're kind of focusing a little bitmore minorities. You mentioned that it's not really on the dealer's radar per se. Why is that? Is it a fear of not knowing? I mean, has political correctness become a problem in knowing how to market effectively to segmentedminorities? To will market segments in general. Is that a factor or is itjust because it's something that we've never thought of before? And that's areally good question, Michael. So here's what we see. All right,for about the past, I'll say a little over a year, my companyhas been digging into this and working on it because even though I got aD in Spanish, I got an a in economics. So for me,I always it's just it's true, and I'm always looking for what's the nextbig thing that we can do to make a ridiculous amount of money, andthe only way to do that is to be able to serve a ton ofpeople well right, so that they go, Oh, I want some and sowe've been researching what's been going on with the Latino community. Are theybeing served and not? And here's what the truth is. The truth isit's just easier to keep doing what you're doing. I mean, I speakEnglish ninety nine percent of the time. You know, most of us dothat are English speaking folks. But the challenge is, you know, there'sthis whole community out there that isn't being served at all. What happened inthe past few years is, if you notice, Google gives you a choiceright to just set your default language. So if you speak Spanish, whatGoogle's going to be said to Spanish, right. But also when you goto any website, if your language on your phone is set to, let'ssay Spanish, the browser is going to convert that text for you, right, so you can read it in your own language. We all know thatUS, no big deal, but what that's done is a lot of dealersdon't understand that their website still isn't really in Spanish or, let's say inCanada, it's not in French. The browsers converting it. Okay. Sowhat's happening, though, is they're not really marketing to the Latino community.For example, a lot of dealers that we talked to. My business partnerTim and I were in the Chicago area last week and we met with overtwenty dealers all day long. Me In Thirteen Hour Day, met with twentydifferent owners in GM's and sat down and said what percentage of your business comefrom the Latino community? Everyone, without fail, it was seventy to eightypercent of the customers to walk to the door. Now, out of twentydealers, we asked every single one what percent of your marketing budget are youallocating to directly market to Spanish speaking buyers? Take a guess, Robert, takea guess what. What percentage of their budget was going towards zero points? You got a guess. Is a global fan. Thousand percent of zero. Yeah, YEP, and survey says thinking. You are both one hundredpercent correct. So, in a market where seventy percent of the people walkthrough the door, zero dollars were being spent reaching them offline or online.And I kid you not, nineteen out of twenty said, look, I'malready reaching them because my website goes to Spanish, if their phone is inSpanish, no Joe. So as we wrestle with this and we're going,well, why aren't they? Why aren't they? The two biggest things thatI've seen that are preventing people from really reaching out to the Latino community.And and I guess I should preface why, and so focused on them with this. Automotive News did something about six weeks ago called the new majority.And here's something a lot of people don't they just don't get. Last yearautomotive sales increase was like eight to nine percent across the board, depending onwhose statistics you want to look at. Right overall sales growth. Do youwant to take a wild guess what the growth was for Latino vehicle purchases inthe past year? Last year, man,...

I think of all out of guys. Yes, yeah, multiply the average times ten. There was anover eighty percent growth in purchases by his ANACH biers. Yeah, and thecrazy part is now is the next problem that we ran into when we werein the Chicago annoys market and we actually had a GM look at us andsay, these folks can't buy new cars. There are used car buyer that's whythere's so many by here, pay here, places around here. Well, this was obviously not one of those pit dealers that seventy to eighty percentof their current market was Latinue, that the current customers was Latino. Atsadly, this is a dealer that said seventy to eighty percent of the peoplethat walk in their doors are but I'm set was already that they couldn't getbought. He's missing out on one of the other amazing things that automotive newsjust shared, and that was this last year, the largest increase in newcar sales was in the Hispanic community. So it's coming around twenty three percentincrease in new car sales alone. So these people can buy, they canget bought. Just because they don't speak English doesn't mean they're not biable.But the problem is all the negative stuff in the newest makes you think,you know, makes a lot of dealers feel like this community is like atransient community or a community that right, that they're not. They're not local, so they're not buy or something. And you know, something that standsout to me too, you know, going along with this is, youknow, when we see ethnic communities in the United States, in Canada,they're a very close knit community. They interact with each other much more.They're much more social with each other than than no Americans are. And andhow that translates to business is that when you provide them a good experience,you better believe they're referring their entire community to go do business with you.So big, massive opportunity there. Yeah, well, you got it. Oneout of those twenty dealers. He didn't do any specific marketing because theyhad actually been in the community for thirty six years and he said their businessis huge. And this dealer ninety percent of their business was in the Hispanicmarket. And this is what he said. He said these folks are so loyal, he said when you take care of this community like you just touchedon, Michael, he said they're very loyal, very family focused community,and he said the repeat and referral business we have here is there were ninetypercent. Wow, and that's everybody's begging. Awesome, every dealer week, nowish. Yeah, so there's a good opportunity there that a lot offolks are missing just because they don't they don't understand. Well, what's thewhat do you see is as the practice for the guys that are doing itright? Are they like? If you if you're in a market, let'ssay, and in fact seventy to eighty percent of your incoming in store trafficis Latino, Hispanic descent, then you're in a product, you're in anarea that is, you know, highly populated with Hispanic descent. Correct.So you probably have your some of your sales stay, a lot of yoursales floor might be Hispanic. Or what do you do? Do you bringin like a good Spanish speaking individual that you know will work with these whatwill work with them? If the you know, if now, what's yourstart? Takes us back. Yeah, that's it. This word. Wheredo you like store that? Let's say there's a store that it's not seventyto or eighty percent. What do they do? Right, welcomes first chickenher egg. Do we wait till till we've gotten, you know, twentythirty percent asking for that before we get a bilingual person. So it ischallenging. Here's what here's what I would say. Step one is. Sostep one is make sure you've at least got someone on staff that's at leastbilingual to the market you're in. Right, if you're in a specific area ofCanada where it's English and French. Right, and I don't speaking inFrench either, Michael, but I'm just trying to talk about, you know, French Canadians, because I'm trying to be I'm sure there's three or fourof them as medium with you. So here's the deal. Like you know, make sure that whatever market you're in, you've got someone that's at least bilingual. Right. And Robert, you...

...said you know the people that aredoing it. Well, what do they do? So here's the reality.The people that say they're doing it? Well, they're not. They're notdoing much anyway. They're not really doing any marketing in Spanish. They justhave a staff that maybe all speaks Spanish, for example, and they go alwayssell ninety percent of our cars to Spanish. That's why I was kindof beating around the Bush, to Bush, to not around the Bush. Thoselittle chicken babies aren't doing anything all. They're doing a staff in their floorwith people that can handle Spanish speaking people, but they're still missing outbecause those folks are mostly stumbling across them. Because if you like, if youwere to speak Spanish right now, when you go to Google, andanybody who speaks finish this listen. Go to Google and ask yourself in Spanish, and you're when you're searching Google, who has the best used car dealsin Long Beach, California, and see what turns up. Now here's thething. Nine out of ten results on that first page, good chunk ofthem, are going to belong to something called Viva Street, which is Spanishcraigslist. I mean it's just clunky garbage. And then that number one or tworesult you're going to see as a marketing video that we did for theSpanish site that we own, and this goes back to that, and nota plug or a pitch, while not a pitch but kind of a plug. A year ago I started this because I thought there was a gap wheredealers were missing connecting with these folks. So we invested tens of thousands ofdollars, and I don't even want to tell you the dollar amount now,twelve months later, in building the only fully responsive mobile Spanish classified site.So it's mobile first, fully responsive, one hundred percent Spanish before the vehiclesare uploaded, so that when a Spanish speaking buy your searches and Spanish,they will see the dealers car in Google's organic search, and that's the onlysite in the entire country designed to do that for dealers. There's nothing elseout there like it. So how does so? If I go to Googleand I search in SPADS, flip the language to Spanish, it's going tobring me back the same results nice search in English. Know. So itwill bring you back Spanish results of whatever sites and things are in Spanish.And that's the challenge. Dealers think just because of Ras it converts, itdoesn't rank it like, it doesn't read, Google, doesn't read it like that. I think if the like a magical piece of glass that you're layingover a page that all the sudden makes it readable in your language, thatsort of browser does. But what a search engine does, what Google does, is Google is looking for answers to your questions and mobile right. Thatwas the humming bird algorithm update year ago, and now Google still trying to getthose relevant results. So if you're searching in Spanish and a dealer's websiteis not truly Spanish text on site, it will never show up in theresults. Now that's only one of the three M's, though, so Idon't want to spend all Dana, but you know, that's the appetite wherethat dealers really need to, you know, go. Step one is make sureyou've got the staff to take care of those folks. Step two iswhen you start doing the marketing, you have to make sure the marketing routesto the people to speak Spanish. And now this was a channel, onesthat cars docom and auto trader both faced cars. Auto trator used to haveauto mercado and that was the Spanish version of auto trader and it was trulyin Spanish. The problem was they weren't providing numbers for the dealers that wouldpoint to the Spanish speaking sales people. So when somebody who only speak Spanishcalls and English speaking Susie says, thanks for calling ABC motors, how canI help you? What do you think? What happened? Click and so theiraverage called times with those were under ten seconds. CARSCOM did the samething, and a company that we know that worked with both of them sawthese results firsthand and listen to the calls. So we know that those guys didit wrong and since I used to work for Carscom, I kind ofhad an inside track on that, so I knew I wanted to go outand do what they wouldn't do. So when we put together our Spanish site, we actually got local numbers for the dealer so that when someone calls,it actually rings all of the Spanish speaking sales people at the dealership, sothat when they hear that phone ring and they answer it, it actually tellsthem where the calls come in from, so they know to answer and Spanish. Nice. Yeah, kind of Nifty,...

...kind of nifty tool. Okay,so let's let's like you said, let's let's move on to your nextgroup here. Hot Topic Millennials, marketing, marketing to millennials in the car niche. How do we do that? That is such a good question.All you have to do, and I'm going to I'm going to Dune thisdown so much as fucking to piss off everybody that's trying to sell the hotsnew millennial thing. Just be mobile and be real. Right, millennials,what are my kids? A millennial, my oldest right, which makes mefeel old, by the way. But here's the reality. What a millennialswant? They want to they want to feel the same way all of uswant to feel. They want to feel like, Hey, it's my decision, not yours, quitch trying to sell me. I want to research andsee stuff on my time, my way, and, by the way, Iwant to do it from my phone, because that's what I live on.millennials are not hard people to reach. So, matter of fact, they'rethe easiest people to reach. They're they're already out there, they're alreadyshopping, they're just regular folks that go hey, look, don't treat medifferent because I'm a little younger than you doesn't make me an idiot. I'vebeen living on this phone and doing all this mobile research a lot longer thanyou guys have. So millennials aren't the hard part. Millennials, though,if you mark it to them properly, which is by being honest, bybeing very real, like Robert Weisman. I'm going to give you props righthere. Robert Weisman, back when he was Robert Wiseman, your Hunday Guy, Robert was the real deal man. He would make these hunty videos.He was just real robbert. Hey, I'm Robert Wiseman, I'm stay infront of a Honday Alantra. Here's why it kicks. Bought over the hadaccord whatever, and he was just a real dude. You could relate tohim because you felt like he was being himself and now, meeting him inperson and knowing them, he was being real. That's Robert and it's cooland millennials want real people. And so do you feel like there's they're alittle bit more a expecting of transparency and business? I mean, you knowlike older, older generations, they're kind of like, yeah, we knowpeople are going to lie to us to make the sale, but do youthink that millennials are much more demanding of this transparency piece. You know,that's a good, really good question, Michael. I think. I thinkthat millennials are. But I don't think it's because their millennials. I thinkit's everybody has. Technology has evolved and given us a behind this scenes lookinto what goes on in the car. Yes, it is. Almost anybodythat's dialed into technology is more tramp more expectant of transparency. Now that,if you think about it. Yeah, look at reality shows, right,like we don't watch reality shows about different businesses like Paullen stars, right,and that kind of stuff. We don't watch it because we want to getin the palm business. We watch it because we go, okay, whenI went there and sold my speaker box in high school for Thirty Bucks tobuy a promise ring or whatever, and they turned out to sell it forlike two hundred and fifty bucks. How did they do that? Right?So everybody wants that sneak peak, that behind the scenes look. Right,and so I think millennials like they they've grown up their whole life with everythingfrom and I'm going to just tell you here's my guilty pleasure, like theJersey shore, right. They've grown up with reality shows, right, they'vegone up with this since spray tans on TV. They've grown up with PawnStars and stores, wars and all that. Just a ton of everything that theywatch is more real and wrong. I mean the shows that we watchedthat focus on teenagers twenty years ago when we were sort of teenager. Stillit's evolved. When you watch shows related to teens now it's much more realand rows. So it is my opinion, and I won't say it's a fact, but based on numbers that stores that seem to do it right,it's my opinion that anyone dialed in technologically like robbers and expects more transparency.Now, and here's the cool part, the third end, the mobile sideof this. The millennials have set the stage for everyone else to follow.So they grew up with it. The older generations are now adapting to whatthe millennials have grown up with, and...

...the cool thing is it's shifting thebuying process for everyone. The older folks might have known back in their daythat there was a super hidden in voice that they never get to see,but they're learning and their mobile and now they're buying shopping habits, the experiencethat they create when they come into a dealership, is not that far fromthe millennial anymore. What's the fastest growing segment of mobile users over fifty?Right, because everybody else grew up with it. So this is where itbecomes challenging for dealers, because even facebook's all this. Right, we allsaw there was the mass exodus of the youth from facebook once mom, Dad, grandma and GRANDPA got on board, because it's like, oh great,now my grandma could stock my facebook and now they're going to see all theparty picks that my parents were too stupid defined before, but now my parentsare going to see him too. Right. So the facebook started seeing that exodus. Now here's the crazy part. What they also saw was people exitingbecause the ad blasting everywhere, advertisement, avertise, right, but but peopleare starting to become okay with that. They're not leaving like looking for thatnext social network like they did when they left my space and went to facebook. But here's the thing. Dealers are going, okay, well, whodo I mark it to? You know, I've got, let's say, youknow, trainer a over here on the right. That's telling me I'vegot a focus on the baby boomers because they're the ones that have the moneyand that can get finance. I've got sales training. Or be telling meto focus on the millennials because they're the upandcoming and their tune into tack.So who in the hell do I listen to? And the reality is this. People are people, whether they're twenty or sixty, they're humans. Soif you're just asking specifically, how do I market, you say, well, number one, be where everybody is, which means you better damn well bemobile, friendly and responsive. I mean that's step one. That's justcommon sense, intelligence and today's Day and age. Step two is this.You've only got so many driveways into your dealership open right now. So if, if you're in the, you know, southern part of the United States whereyou've got a highly high Hispanic population and your you do not have aSpanish version of your site and you do not have bi lingual salespeople, thenyou're not even equipped. Number One. But number two, if you've gota staff of BI lingual sales people but you're not doing any specific marketing onlinein Spanish, you're missing the boat. I'm mean, that's all at avery at the very reason let people know that you have bilingual staff. Yeah, that's ads are just at least let him know. Here's the thing peopleare missing out and they don't understand is this. Seven out of ten people, this was a sensus demographical literally, just looking at this the other day, seven out of ten people who are in the Latino community, even ifthey speak English fluently, seven out of ten speak Spanish at home. Soif that's the case, what language do you think they're phone? That's,in common sense, the one that they use the most, which is Spanish. And the other thing is this, and these are Google's numbers. Goto googlecom think and look. But in the Latino community they're very tuned intechnology. Wise and over eighty percent of their shopping is done from a mobiledevice. Wow. So if eighty percent of the Latino community shopping is donein a mobile device and seventy percent of them are speaking Spanish as their normallanguage every day at home, that means that the automotive dealership community is missingseventy to eighty percent of that community. No doubt. I mean this makesme think about like I was. I was hanging with my kids nine theretwo boys, nine and six. They were watching one of their shows.One of the ones that I enjoy too called Sam and cat, and theyhad somehow cat, the the the the dim wooded one, ended up wokewoke up with like this little person handcuffed to her and he was speaking somestrange language, and then Sam, who my favorite is, comes in andshe says, shut up, listen, man, this is America, wespeak English or Spanish. Yeah, I...

...mean that's it. There you go, face it at it's well, I'm not here to tell you what Ithink about it or you know, I could care less. You don't makethe rules to the game. You just got to learn how to play it. Well, that's the beautiful thing about our country, right. I meanall of us look at all of our heritage, all of our nationality.A very few of US really are, you know, our lineage doesn't originatehere in Amer exactly. So get over in ours. They need to getover it and focus, because you're saying some obscene, you know, somesick numbers. That that you're missing, you know, and and everybody wants, as you as you mentioned, Matt, they want that, that that eightypercent return referrals. They want the people sending their friends. They'd ratherdeal with those easier high closure ratios that pay more money. You get whatI mean? Yeah, but that's the part I'll mad. I love thatyou said that, bro that's the most amazing thing. These people are peoplethat are just speaking another language. So they're just as easy, just ashigh closing ratio. In the reality is, if you're the first dealer in theblack to start doing it right, you're going to close more, sellmore. And where are they going to go? Like, like Michael saidearlier, this is a loyal, family based community of buyers, right.So if your dealership is killing it, you're doing it right. You're outthere, you're marketing, you're letting people know, we're here for you,we're going to serve you're gonna get the best experience ever. But you're sayingall that in Spanish and steady English us. Right, then, where do youthink they're gonna go? They're going to come to you, they're goingto have a great experience, and who are they going to tell? Everybodythey know? So when your competitors are lagging behind and finally trying to playcatch up, you already own the market. Yeah, and if you're doing itright again, you're doing a mobile me. And look at what we'redoing right now, guys. We're recording this podcast. I'm I'm walking aroundwith an IPAD in my hand talking to you, doing this right I meanwe're mobile right now. So there's three has baby. It's making sure thatyou're you're your mobile. You're reaching the minorities and really the Latino communities thelargest, as automotive news says, the new majority. So should be mobilemajority, and millennials have set that stage for everybody. I mean they justlooked the world up to it. So now where do where do we?What? Where do our where's the audience? You know, catch up with youat? Where to find you? On twitter, facebook and website.I appreciate it. Yeah, just on twitter. Follow me at Cona Code. That's at Ko n Igceo, and the website is a really tricky one. It's CONEG DOT co, Komig dot CEO. It's not Acom. Thoseare the two two quickst easiest places to catch up with me. And,of course, you know, you just got to facebook and search CONA callyou'll see the company and page. Same with Google plus, which, bythe way, is my favorite, even though everybody else hates it. Soand of course, Youtube coned code TV. So check it out. Awesome,awesome, Michael, anything else. Many you know I love this.I mean I mean high topic. It's all about being a good human being, being an exceptional human being, and then marketing to the right segments withthe right language, with the right common sense and the right message, andyou'll dominate the market. And this is something right here that if you're dialedin right now and you're not in a deal, you know, management dealer, Principal Chair, as a salesperson, this is something that you can reachout and start doing yourself immediately to, you know, start speaking and gettingdown out of this community. Matt, thanks so much for being with ustoday. We appreciate you taking the time. Yep, now. Thank you,guys. I really appreciate the opportunity. Yeah, definitely right. MAKES Alot. Man. You appreciate a job. Thank you, and thereyou have it, everybody. That was again our friend Matt Kanigg from KONIGDOT Co. Like the miss the the name spelled sounding one way and thensounding another way confuses me. I don't know about it. He had aninteresting explanation. It's I don't even know...

...the words he was using, aboutthe real translation, the Khuney what could nonetheless something like. I knows thisstuff. He brought the thunder. I've seen him speak public, you know, out there on the SURSC couple times. He's great. He's pump full ofknowledge, he's pumped full of passion and I hope that you were ableto get some value out of today session as a matter of facts. Speakingof value, if you're getting any out of this, do us a favor. Go to Itunes, subscribe to the channel, but, most importantly,could try to leave us a review and let us know what you what youlike, what you don't like, what you want more of, what youwant less of. We appreciate each and every one of you that have takenthe time to do that. Like, Yep, yeah, and you knowit's it's one of those topics where people are hesitant sometimes lead feedback, butyou got to know Robert and I thrive on the feedback because we're here.We want to be able to give you the best show as possible. Don'tforget to check out our website, triple Wot, the dealer playbookcom forward slashtwenty six, where you're going to be able to find the show notes fromthis episode. We're going to link you up to all of the resources andinformation that Matt presented throughout this session. Also, do us a favor andsubscribe right there, because you'll be able to get these show notes and thelink to the audio right in your inbox. That's, again, triple W dot, the dealer playbookcom. And then do us a favor follow us ontwitter, at Michael a Serrillo and for Robert, at your Hunday Guy.Would love to connect with you there. Also, check out our facebook page, where you're going to get some cool resources and strategies tips, while posts, all that kind of stuff that is going to help you dominate your market. Thanks for joining us today and we'll talk to you next time. Seeyou next time.

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