Today I’m joined by Brad Wise, executive manager at Ferman Chevrolet Mazda. We dive into his mission to sell 900 cars a month, why he’s handing out hundreds in cash to his service team five times a day, how “energy vampires” kill sales culture — and more. This episode is brought to you by: 1. Kenect AI – The platform auto dealers are using to gather reviews, generate leads, and improve their online reputation, all powered by AI @ http://www.kenect.ai 2. CarGurus - maximize your performance on the #1 most visited car shopping site in the U.S. With data-driven intelligence on what to buy, how to improve the visibility of your listings, and how to optimize pricing, CarGurus will help drive revenue at every stage. Learn more @ http://insights.cargurus.com/cdg - Similarweb, Traffic Report (Cars.com, Autotrader, TrueCar, CARFAX Listings (defined as CARFAX Total visits minus Vehicle History Reports traffic), Q4'24, USA. - CarGurus analysis of US dealers that changed a vehicle price based on NBDR recommendations compared to vehicles without an NBDR- informed price change from Nov 2023 through Dec 2024, finding that dealers that made NBDR-price informed change see a 42% median increase in VDP views per day. - Market Probe International, blinded survey of 600 dealers, Aug 2024. Based on 313 dealers who pay for at least two listings sites. 3. CDG Recruiting - The Go-To Talent Partner for Dealers. Hire pre-vetted GMs, sales, F&I, fixed ops, C-suite, and back-office talent—ready to perform. Faster hires, better results. Book a call → http://www.CDGRecruiting.com Need help finding top automotive talent? Get started here: ⁠⁠⁠⁠https://www.cdgrecruiting.com/⁠⁠⁠⁠ Interested in advertising with Car Dealership Guy? Drop us a line here: ⁠⁠⁠⁠https://cdgpartner.com⁠⁠⁠⁠ Interested in being considered as a guest on the podcast? Add your name here: ⁠⁠⁠⁠https://bit.ly/3Suismu⁠ Topics: 00:19 How to build business resilience? 01:05 What defines Ferman's leadership legacy? 03:31 How to build winning teams? 06:18 Why prioritize ethics and compliance? 16:28 Keys to operational excellence? 24:49 Best incremental growth strategies? 26:54 Why obsess over research? 32:51 Innovations in used car sales? 36:59 How to measure progress/happiness? Check out Car Dealership Guy’s stuff: CDG News ➤ ⁠⁠⁠⁠https://news.dealershipguy.com/⁠⁠⁠⁠ CDG Jobs ➤ ⁠⁠⁠⁠https://jobs.dealershipguy.com/⁠⁠⁠⁠ CDG Recruiting ➤ ⁠⁠⁠⁠https://www.cdgrecruiting.com/⁠⁠⁠⁠ My Socials: X ➤ ⁠⁠⁠⁠x.com/GuyDealership⁠⁠⁠⁠ Instagram ➤ ⁠⁠⁠⁠instagram.com/cardealershipguy/⁠⁠⁠⁠ TikTok ➤ ⁠⁠⁠⁠tiktok.com/@guydealership⁠⁠⁠⁠ LinkedIn ➤ ⁠⁠⁠⁠linkedin.com/company/cardealershipguy⁠⁠⁠⁠ Threads ➤ ⁠⁠⁠⁠threads.net/@cardealershipguy⁠⁠⁠⁠ Facebook ➤ ⁠⁠⁠⁠facebook.com/profile.php?id=100077402857683⁠⁠⁠⁠ Everything else ➤ ⁠⁠⁠⁠dealershipguy.com⁠⁠⁠⁠ This podcast is for informational purposes only and should not be relied upon as a basis for investment decisions.