The Dealer Playbook podcast

#Auto #Lifestyle #Marketing #Michael Cirillo #Hobbies #Business #Careers #Automotive Industry #Leadership Development #Marketing For Dealerships #Customer Experience #Dealership Operations #Retail Automotive #Personal Growth #Digital Marketing #F&i Training #Car Dealership #Sales Strategy

34:35

Marcia Clark, best known as the lead prosecutor in the O.J. Simpson trial, has become a trailblazer for women in law and beyond. Her journey from courtroom to bestselling author reflects her resilience and determination to redefine herself amidst intense public scrutiny. On this episode of Worth Knowing, Clark dives into her latest book, *Trial by Ambush*, which examines the 1953 Barbara Graham case—a story that highlights gender bias, media sensationalism, and the notion that all cases are subject to societal, cultural, and political winds. Clark shares how her experiences during the Simpson trial shaped her perspective on societal pressures and the role of women in high-stakes professions. Her reflections on how media, forensic science, and legal practices have evolved over decades offer valuable insights into the intersection of law and culture. This conversation is a compelling exploration of true crime, personal growth, and how Clark’s groundbreaking career continues to inspire a new generation of women to challenge norms and forge their own paths. Marcia Clark is a bestselling author and a criminal lawyer who began her career in law as a criminal defense attorney and went on to become a prosecutor in the L.A. District Attorney's Office in 1981. She spent ten years in the Special Trials Unit, where she handled a number of high-profile cases, including the prosecution of stalker/murderer Robert Bardo, whose conviction for the murder of actress Rebecca Schaeffer resulted in legislation that offered victims better protection from stalkers as well as increased punishment for the offenders. She was lead prosecutor for the O.J. Simpson murder trial. In May of 1997 her book on the Simpson case, "Without a Doubt," was published and reached #1 on the New York Times, Wall St. Journal, Washington Post, Los Angeles Times, and Publishers Weekly bestsellers lists. In February 2016, Clark re-released the book with a new foreword. Resources Sign up for the Worth Knowing LinkedIn Newsletter to stay up to date: https://www.linkedin.com/newsletters/worth-knowing-7236433935503618048/ Follow Bonnie on LinkedIn: https://www.linkedin.com/in/bonnie-habyan/ Go to the Worth Knowing website: https://www.worthknowing.show Check out The Agile Brand Guide website with articles, insights, and Martechipedia, the wiki for marketing technology: https://www.agilebrandguide.com The Agile Brand is produced by Missing Link—a Latina-owned strategy-driven, creatively fueled production co-op. From ideation to creation, they craft human connections through intelligent, engaging and informative content. https://www.missinglink.company…

The Dealer Playbook

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The Dealer Playbook is the top-rated podcast for automotive professionals who want to dominate the retail industry.
Hosted by Michael Cirillo, this show delivers expert interviews, proven strategies, and actionable insights to help you sell more cars, lead stronger teams, and grow thriving dealerships.
Whether you work in sales, service, F&I, marketing, or management, you’ll gain the tools and confidence to excel in a rapidly evolving market.
Join thousands of listeners every week who trust The Dealer Playbook as their go-to resource for career growth and dealership success. Subscribe now and unlock the secrets to staying ahead in the fast-paced world of retail automotive.

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The Dealer Playbook

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The Dealer Playbook

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Ep. 660 - How To Turn Friction Points Into Profit Centers, with Jacqui Barker 24:47

1 day тому24:47

24:47

In this episode, my guest is Jacqui Barker , Global OEM Strategy Director at Keyloop , joining me from the floor of the Toronto International Auto Show. We get into the real stuff—the behind-the-scenes friction points in today’s car buying journey and what needs to change now if dealerships want to stay relevant in a world of evolving tech and rising customer expectations, and let me tell you—this conversation will challenge how you see digital retailing, data integration, and the customer experience in automotive. This one’s a must-listen if you’re serious about evolving your dealership experience with purpose (not panic). - - - This Episode's Sponsor FlexDealer Need Better Quality Leads? FLX helps car dealers generate better quality leads through localized organic search and highly-targeted digital ads that convert. Not only that, they work tirelessly to ensure car dealers integrate marketing and operations for a robust and functional growth strategy. - - - Leave a Review: If you're enjoying the podcast, we'd love an honest review here . - - - Socials: Follow on LinkedIn Follow on YouTube Follow on Facebook…

The Dealer Playbook

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Ep. 659 - Expanding Your Dealership’s Revenue Stream, with Shahin Alizadeh 30:07

8 днів тому30:07

30:07

In this episode, my guest is Shahin Alizadeh, President and CEO of Downtown Auto Group – a powerhouse in the automotive and real estate industries. Shahin has redefined what a dealership can be, transforming a small, struggling lot to then developing a leading edge Auto Complex But this isn’t just another dealership success story. Shahin dives deep into how he leveraged prime real estate to create a hybrid model that generates revenue from car sales, fixed operations, and real estate development – a strategy that’s turning heads across the industry. We explore the bold moves that took him from washing cars to managing multiple brands under one roof, the challenges of convincing OEMs to embrace a non-traditional model, and why he believes every dealer should think like a developer. Plus, we get into the rise of Chinese auto brands, the impact of skyrocketing land values on the dealership model, and the future of automotive retail in urban markets. If you’re looking for practical ways to elevate your dealership and tap into new revenue streams, Shahin’s story is the blueprint you need. - - - This Episode's Sponsor FlexDealer Need Better Quality Leads? FLX helps car dealers generate better quality leads through localized organic search and highly-targeted digital ads that convert. Not only that, they work tirelessly to ensure car dealers integrate marketing and operations for a robust and functional growth strategy. - - - Leave a Review: If you're enjoying the podcast, we'd love an honest review here . - - - Socials: Follow on LinkedIn Follow on YouTube Follow on Facebook…

The Dealer Playbook

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Ep. 658 - Lessons in Influence from One of Canada's Most Respected Leaders, with Agnes Di Leonardi 22:21

15 днів тому22:21

22:21

My guest in this episode is Agnes Di Leonardi — an automotive executive, a lawyer, and one of the few recipients of the prestigious Order of Canada for her contributions to the industry. With over 30 years of experience across companies like Ford, Mazda, and Sym Tech Dealer Services, Agnes brings a wealth of knowledge about leadership, inclusion, and the evolution of the auto business. In this episode, we talk about why representation matters, how resilience and curiosity fuel career growth, and what practical steps dealers can take to create more inclusive and successful organizations. If you’re serious about growing your business, future-proofing your leadership team, and building an organization that mirrors and serves today’s customer base — this conversation is a must-listen. - - - This Episode's Sponsor FlexDealer Need Better Quality Leads? FLX helps car dealers generate better quality leads through localized organic search and highly-targeted digital ads that convert. Not only that, they work tirelessly to ensure car dealers integrate marketing and operations for a robust and functional growth strategy. - - - Leave a Review: If you're enjoying the podcast, we'd love an honest review here . - - - Socials: Follow on LinkedIn Follow on YouTube Follow on Facebook…

The Dealer Playbook

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Ep. 657 - Human First, AI Fast: The New Sales Formula, with Kyle Mountsier 21:23

22 дні тому21:23

21:23

In this episode I’m hanging out in person with my good friend Kyle Mountsier—COO at ASOTU (Automotive State of the Union), we talk about everything from AI implementation in dealerships to the real reason human connection is the most valuable currency in retail auto . We’re recording this one in person from New York City, floor-sitting style (yep, you read that right)—and it’s one of the most candid, dynamic convos I’ve had. We dive into: How to responsibly integrate AI into your dealership without breaking trust or compliance. Why most dealers are thinking about AI all wrong—and what to do instead. The importance of internal GPT models and why uploading your P&Ls might be the smartest move you make this year. The shift from hours worked → problems solved, and what that means for your business. Why connection is the real ROI (and always has been). A sneak peek at ASOTUCON and why it’s more than just another auto event—it’s where the others gather. There’s a lot of noise out there about AI, digital retail, and operational efficiency—but very few voices are cutting through with the clarity, care, and conviction that Kyle brings to the table. If you’ve ever wondered how to blend emerging tech with real human moments in the dealership, this conversation will give you clarity (and maybe even a few goosebumps). Grab your ASOTUCON tickets here: https://www.asotucon.com/ - - - This Episode's Sponsor FlexDealer Need Better Quality Leads? FLX helps car dealers generate better quality leads through localized organic search and highly-targeted digital ads that convert. Not only that, they work tirelessly to ensure car dealers integrate marketing and operations for a robust and functional growth strategy. - - - Leave a Review: If you're enjoying the podcast, we'd love an honest review here . - - - Socials: Follow on LinkedIn Follow on YouTube Follow on Facebook…

The Dealer Playbook

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Ep. 656 - Avoid This Mistake, Unlock Customer Loyalty, with Christine Mitchell 22:00

29 днів тому22:00

22:00

In this episode, my guest is Christine Mitchell—aka The Car Lady — founder of The Car Lady Canada, and we talk about what it really takes to build dealership loyalty, elevate women in automotive, and create a culture that actually sticks. Christine’s been in the car business since she was 16—and what started as a gig in the lube lane turned into a national movement that’s helping dealers across the country retain customers and talent. We talk about: Why most “women in automotive” conversations are missing the mark—and what needs to happen instead The real ROI behind Know Your Car Night (87% retention) How to create dealership culture that isn’t just pizza Fridays but real leadership from the ground up The surprising power of post-sale follow-up that doesn’t involve a birthday email or another push notification Why empowering the receptionist might be the smartest move you make this year Christine dropped a line that really stuck with me: “The diamonds are in your store. You just have to harvest them.” If you’ve ever said “we want to improve our culture” or “we need more loyalty” or “we want more women on our team”—this is your playbook. It’s not about checking boxes. It’s about building something better—together. - - - This Episode's Sponsor FlexDealer Need Better Quality Leads? FLX helps car dealers generate better quality leads through localized organic search and highly-targeted digital ads that convert. Not only that, they work tirelessly to ensure car dealers integrate marketing and operations for a robust and functional growth strategy. - - - Leave a Review: If you're enjoying the podcast, we'd love an honest review here . - - - Socials: Follow on LinkedIn Follow on YouTube Follow on Facebook…

The Dealer Playbook

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Ep. 655 - How to create a Culture that delivers the Brand Promise, with Edwin Frizzell 20:06

5 weeks тому20:06

20:06

In this episode, my guest is Edwin Frizzell , Regional Vice President and General Manager at the legendary Fairmont Royal York , and we’re talking about what it really takes to create unforgettable guest experiences, build strong internal culture, and lead with purpose in fast-paced, high-expectation environments. Edwin shared a real-world example of how a single gesture at a car dealership completely changed his perception—and potentially his buying decision. “I’m actually considering buying a car from a dealership out of town—not because of the brand, but because one entry-level employee made me feel seen and valued. That one moment of connection changed everything.” Let that sink in. A single moment. A small gesture. Not the fancy showroom, not the logo on the building—but a human interaction. And that’s exactly what we unpack in this episode, we dig into: How to turn everyday interactions into powerful emotional connections Why Mary in the laundry room is just as important as any executive (and why Edwin knows her by name ) The importance of brand promises—and how to activate them through your people What automotive dealers can learn from hospitality pros when it comes to service that sticks If you're in the auto industry and you want to know what today's customer really values, this is something you can't afford to miss. - - - This Episode's Sponsor FlexDealer Need Better Quality Leads? FLX helps car dealers generate better quality leads through localized organic search and highly-targeted digital ads that convert. Not only that, they work tirelessly to ensure car dealers integrate marketing and operations for a robust and functional growth strategy. - - - Leave a Review: If you're enjoying the podcast, we'd love an honest review here . - - - Socials: Follow on LinkedIn Follow on YouTube Follow on Facebook…

The Dealer Playbook

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Ep. 654 - What the Top 1% of Dealers Are Doing Differently on Social Media, With Miranda Pyette 27:50

6 weeks тому27:50

27:50

In this episode, my guest is Miranda Pyette, founder of Purpose Automotive and one of the sharpest minds in the game when it comes to dealership social strategy. She’s been in the trenches. From hustling newspaper ads to helping dealers make the massive leap from print to digital. Now, she’s leading a powerhouse team of women helping dealerships across Canada crush it on platforms like TikTok, Instagram, Facebook, and more. In this episode, we unpack: How dealers can stop getting crushed by “vanity metrics” and start crafting a social presence that actually drives results. Why every platform isn’t created equal (and how to tailor your strategy without burning out your team). What big brands are doing right—and how you can localize it to win in your own market. The exact moment when social becomes more than “clicking post” and turns into real brand-building. If you're a dealership leader wondering, “Where do we even start with social?” or “How do I get my team on board without overwhelming them?”—this episode is your blueprint. So whether you’re deep into your content game or still stuck in 2012 with a drone video and a dusty Facebook page—hit play. - - - This Episode's Sponsor FlexDealer Need Better Quality Leads? FLX helps car dealers generate better quality leads through localized organic search and highly-targeted digital ads that convert. Not only that, they work tirelessly to ensure car dealers integrate marketing and operations for a robust and functional growth strategy. - - - Leave a Review: If you're enjoying the podcast, we'd love an honest review here . - - - Socials: Follow on LinkedIn Follow on YouTube Follow on Facebook…

The Dealer Playbook

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Ep. 653 - The Hidden Influence of Retail Spaces on Customer Behavior, with Omar Gandhi 20:09

7 weeks тому20:09

20:09

In this episode, my guest is Omar Gandhi , founder of Omar Gandhi Architects (OG) and the architectural genius behind Audi Haus. Omar’s firm, Omar Gandhi Architects , has built a reputation for creating spaces that do more than just exist—they make people feel something. And as it turns out, when people feel something, they’re more likely to engage, connect, and even buy . In this episode, we talk about the power of intentional design and how Omar, the brilliant architect behind Audi Haus shares insights on how design isn’t just about aesthetics—it’s about business, customer psychology, and ultimately, ROI . We get into: How retail spaces (not just products) can shape customer perception and influence buying decisions The ROI of great design—why creating the right environment can make or break a brand’s impact The wild ride of Omar’s career—from losing his job to building one of Canada’s most respected architecture firms Why saying yes to the smallest projects early on led to massive opportunities later And the secret sauce behind Audi Haus—how a single space can shift someone’s entire experience with a brand This episode is packed with real-world insights that go way beyond architecture. Whether you’re in retail, marketing, or just someone who loves a great underdog story, there’s something here for you. - - - This Episode's Sponsor FlexDealer Need Better Quality Leads? FLX helps car dealers generate better quality leads through localized organic search and highly-targeted digital ads that convert. Not only that, they work tirelessly to ensure car dealers integrate marketing and operations for a robust and functional growth strategy. - - - Leave a Review: If you're enjoying the podcast, we'd love an honest review here . - - - Socials: Follow on LinkedIn Follow on YouTube Follow on Facebook…

The Dealer Playbook

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Ep. 652 - The #1 Mindset Shift That Will Transform Your Dealership’s Success, with Nick Askew 29:33

8 weeks тому29:33

29:33

In this episode, my guest is Nick Askew, CEO of Space Auto — a guy who went from composing music to selling cars to building game-changing tech for dealerships. Yeah, you read that right. His journey proves that creativity, sales, and innovation are more connected than we think—and that fresh thinking might be exactly what the auto biz needs right now. Nick and I dive into the good stuff— big ideas, bold perspectives, and the kind of convo that makes you stop and go, “Huh… never looked at it that way before.” Plus, the man’s got a row of guitars behind him, so you already know he’s cool. This is one of those conversations that will change the way you think about sales, tech, and the future of automotive. Bottom line? This episode will challenge the way you think about sales, business, and the future of automotive. - - - This Episode's Sponsor FlexDealer Need Better Quality Leads? FLX helps car dealers generate better quality leads through localized organic search and highly-targeted digital ads that convert. Not only that, they work tirelessly to ensure car dealers integrate marketing and operations for a robust and functional growth strategy. - - - Leave a Review: If you're enjoying the podcast, we'd love an honest review here . - - - Socials: Follow on LinkedIn Follow on YouTube Follow on Facebook…

The Dealer Playbook

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Ep. 651 - From Bank Robber to Car Sales Master, with Luke Lunkenheimer 33:35

9 weeks тому33:35

33:35

In this episode, my guest is Luke Lunkenheimer , the President of Paid to Persuade , and let’s just say… his road to success wasn’t exactly a straight line. Before becoming a persuasion expert and sitting at the table with guys like Tai Lopez and Brad Lea , Luke took a few, uh… detours but we’ll get to that. But here’s the crazy part—his past is exactly what shaped him into the sales and leadership expert he is today. We’re talking about a guy who went from getting locked up to unlocking next-level sales strategies—and his journey will make you rethink everything you know about persuasion. In this episode, we uncover: How Luke went from incarceration to industry leader (his story will leave you speechless) Why most salespeople get persuasion wrong—and how to fix it The BIG 3 questions that make closing effortless How trust and authenticity will outsell any gimmick The real reason people hesitate before buying—and how to break through it This conversation is real, raw, and packed with insights that can transform the way you sell, lead, and do business . Plus, Luke drops some absolute mic-drop moments that will have you rethinking how you approach deals. - - - This Episode's Sponsor FlexDealer Need Better Quality Leads? FLX helps car dealers generate better quality leads through localized organic search and highly-targeted digital ads that convert. Not only that, they work tirelessly to ensure car dealers integrate marketing and operations for a robust and functional growth strategy. - - - Leave a Review: If you're enjoying the podcast, we'd love an honest review here . - - - Socials: Follow on LinkedIn Follow on YouTube Follow on Facebook…

The Dealer Playbook

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Ep. 650 - Remembering Jim “Alpha Dawg” Ziegler 39:34

10 weeks тому39:34

39:34

In this special episode, I pay tribute to my friend and industry icon, Jim "The Alpha Dawg" Ziegler. If you’ve been in the car business for more than five minutes, you probably know his name—or at the very least, you’ve heard his unmistakable voice calling it like it is. Jim was one of a kind, and his impact on the industry, and on me personally, is something I won’t soon forget. And because his words still carry weight today, I’m including a full replay of our last conversation on the podcast—a conversation that remains one of the most downloaded and listened-to episodes in The Dealer Playbook’s history. Jim Ziegler left behind a legacy that stretches far beyond the automotive industry. His influence, his mentorship(because let’s be honest, Jim wasn’t afraid to say what needed to be said) and all that contributed to making this industry better. Thank you, Jim. - - - Leave a Review: If you're enjoying the podcast, we'd love an honest review here . - - - Socials: Follow on LinkedIn Follow on YouTube Follow on Facebook…

The Dealer Playbook

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Ep. 649 - The Ultimate Customer Magnet for Dealerships, with John Dwyer 24:58

11 weeks тому24:58

24:58

In this episode, my guest is John Dwyer—a marketing enigma known for crafting “way-outside-the-box” customer attraction strategies. John is the brains behind campaigns that have turned entire industries on their heads. He’s the guy who got Jerry Seinfeld out of retirement for an ad campaign (seriously, who does that?!), and he’s been helping businesses attract customers like a magnet without ever relying on discounting. And in this episode? We’re pulling back the curtain on how he does it. Why price discounting is a race to the bottom (and what to do instead) The insane power of incentives (He literally helped a car dealership achieve its biggest sales month in history—without dropping a single price) How to stand out in an industry where everyone is offering the same thing (No more “free oil changes” that no one cares about) Why persistence beats intelligence —John shares the exact strategy that landed him the Seinfeld deal, and trust me, it’s a game-changer If you’ve been wrestling with how to stand out in today’s crowded market , John’s unconventional wisdom is exactly what you need. Hit play now and get ready to think differently about marketing forever! - - - This Episode's Sponsor FlexDealer Need Better Quality Leads? FLX helps car dealers generate better quality leads through localized organic search and highly-targeted digital ads that convert. Not only that, they work tirelessly to ensure car dealers integrate marketing and operations for a robust and functional growth strategy. - - - Leave a Review: If you're enjoying the podcast, we'd love an honest review here . - - - Socials: Follow on LinkedIn Follow on YouTube Follow on Facebook…

The Dealer Playbook

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Ep. 648 - How New York’s Largest Auto Group Dominates Social Media, with Brad Gelber 27:24

12 weeks тому27:24

27:24

In this episode, my guest is Bradley Gelber—the digital media and content marketing mastermind at West Herr Auto Group, the largest privately-owned dealer group in New York. Now, let me ask you something… Does your dealership’s online presence actually stand out? Or are you just another brand blending into the endless scroll of sameness? Here’s the brutal truth: Most dealerships treat social media like a digital billboard, and it’s killing their engagement. But Brad? He gets it. He’s built a brand that doesn’t just post—it actually connects with people. And in this conversation, he’s breaking down exactly how he does it. We get into: Why storytelling is your biggest marketing weapon The truth about AI in marketing—is it a powerful tool or just a shortcut to soulless content? How to build a brand voice that actually means something instead of regurgitating the same old “best deals in town” phrase The one type of content that consistently gets massive engagement Why perfection is overrated—and how scrappy, real, behind-the-scenes content will outperform a polished, overproduced video every time If you’re tired of dealership social media being boring, transactional, and ineffective , this episode will challenge you to think differently. Because the dealerships that win online aren’t just shouting about deals—they’re building brands that people actually care about. - - - This Episode's Sponsor FlexDealer Need Better Quality Leads? FLX helps car dealers generate better quality leads through localized organic search and highly-targeted digital ads that convert. Not only that, they work tirelessly to ensure car dealers integrate marketing and operations for a robust and functional growth strategy. - - - Leave a Review: If you're enjoying the podcast, we'd love an honest review here . - - - Socials: Follow on LinkedIn Follow on YouTube Follow on Facebook…

The Dealer Playbook

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Ep. 647 - How to Tap Into the Multi-Billion Dollar Spanish Car Market, with Chance Mayfield 26:07

13 weeks тому26:07

26:07

In this episode, my guest is Chance Mayfield, founder of Carfluent - we sit down to talk about how dealerships can better connect with Spanish-speaking buyers, create a seamless customer experience, and ultimately drive more sales. Here’s the deal… The Spanish-speaking car market in the U.S. is MASSIVE yet it remains one of the most underserved consumer groups in the auto industry. Dealers are either ignoring it or flat-out getting it wrong. And that? That’s leaving a TON of money on the table. Here’s what we cover: The biggest mistakes dealers make when marketing to Spanish-speaking customers Why just “translating” your website isn’t enough (and what ACTUALLY works) How to eliminate the “fire drill” that happens when Spanish-speaking customers call in Why staffing up the right way can transform your sales numbers The hidden opportunity that most dealers don’t realize exists—and how to capitalize on it The kicker? The U.S. is the second-largest Spanish-speaking country in the world after Mexico —yet most dealerships aren’t making the right moves to serve this massive customer base. The dealers who lean in and get it right are seeing insane close rates and next-level referrals . If you’ve ever wondered how to stand out in a competitive market and tap into a high-intent, high-ROI customer base , this episode is for you. - - - This Episode's Sponsor FlexDealer Need Better Quality Leads? FLX helps car dealers generate better quality leads through localized organic search and highly-targeted digital ads that convert. Not only that, they work tirelessly to ensure car dealers integrate marketing and operations for a robust and functional growth strategy. - - - Leave a Review: If you're enjoying the podcast, we'd love an honest review here . - - - Socials: Follow on LinkedIn Follow on YouTube Follow on Facebook…

The Dealer Playbook

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Ep. 646 - How to Keep Your Inventory Clean, with Brian Kramer 27:32

14 weeks тому27:32