by Michael Cirillo
The Dealer Playbook is the podcast for serious automotive professionals. The ones who think beyond the transaction. Hosted by Michael Cirillo, now in its 12th year, The Dealer Playbook delivers straight-talk conversations with the dealers, operators, and leaders who are actually building something. If you run a store, lead a team, or are building a career worth having, this is your show. New episodes every week. Follow so you don't miss one.
Language
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Publishing Since
4/4/2014
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July 28, 2026
<p>Average production has a cost, and it usually shows up long before someone notices it in their paycheck.</p><p>After 18 years in automotive retail, Raul stepped away from the general sales manager position and returned to the showroom floor as a client advisor. He wanted to reconnect with the customer experience and find out what separates someone selling ten cars a month from someone consistently producing 20 or more.</p><p>Raul explains why average producers often wait for perfect deals, avoid low-gross opportunities, and talk themselves out of transactions before the customer ever does. High performers keep stacking deals, serve every customer well, and understand that one additional sale can unlock thousands of dollars in volume bonuses.</p><p>He also shares why personal presentation matters, how helping coworkers strengthens the entire store, and why operating like an owner can make you more valuable regardless of your title.</p><p>The conversation moves into social media, where Raul breaks down how educational content creates real business. One video about the G-Wagon market led to a factory order, an interim lease, and a referral who purchased another vehicle.</p><p>Raul is a client advisor with 18 years of dealership experience and the creator behind Vincierge. Connect with him on Instagram, TikTok, and Facebook at <strong>@vincierge</strong></p><p><strong>Michael’s takeaway:</strong> Average is expensive. Stop waiting for better opportunities and become better at serving the opportunities already in front of you.</p><p><strong>Timestamps</strong></p><p>00:00 Intro</p><p>00:48 Dealer Playbook Support</p><p>02:10 Why He Returned</p><p>08:41 Can Connection Be Taught</p><p>15:37 Play by the Rules</p><p>19:39 Leadership Advantage</p><p>26:52 Money Versus Meaning</p><p>29:03 From 10 to 40 Cars</p><p>35:00 Service First Selling</p><p>40:56 Social Media Reality</p><p>42:06 Content That Sells</p><p>49:29 Authenticity Over AI</p><p>51:48 Right People Not Viral</p><p>55:25 Wrap Up and Connect</p>
July 21, 2026
Gary LaDue, Marketing Director at Modern Auto, shares with host Michael how CPG discipline scales marketing across 17 rooftops, revealing practical AI use and content pipeline strategies.
July 14, 2026
Dealer Principal Jonathan Dawson shares how a simple math exercise helped a salesperson break a decade-long sales plateau, interviewing host Michael about raising standards and unlocking potential.
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Charlie Spradlin
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Ryan Osten
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Dan Collingridge
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Adam Marburger
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Greg Uland
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Matt Lasher
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Ashley Cavazos
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The Dealer Playbook is the podcast for serious automotive professionals. The ones who think beyond the transaction.
Hosted by Michael Cirillo, now in its 12th year, The Dealer Playbook delivers straight-talk conversations with the dealers, operators, and leaders who are actually building something.
If you run a store, lead a team, or are building a career worth having, this is your show.
New episodes every week. Follow so you don't miss one.
This podcast updates daily.
This podcast is available on 10 platforms including Apple Podcasts, Spotify, and more. You can also use the RSS feed directly.
Yes, this podcast regularly features guests.
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