The first referral is a risk management. Referring you must never backfire on them. Pass this test, and 83% of referrers will introduce you to more people. The test you must pass when you get a referral The first introduction is a test. The referrer is asking, ‘Is it safe to put my reputation behind this salespersonContinue reading “How You Handle the First Referral Will Determine If You Get More”
David Spisak was on CBT News. He said he got into the car business in 1981. Back then, dealerships didn’t even have a DMS. Over the past 45 years, we’ve gone through five waves of technology: DMS, CRM, the internet, social media, and now AI. Across all five waves, the average salesperson has continued toContinue reading “David Spisak – Car dealership technology: Avg. sales rep still sell 10 cars a month”
Some people believe that if you provide a great experience, referrals will happen organically. They don’t believe in paying people to make referrals. ✓ True: A great experience is the prerequisite. No reward fixes a bad experience. ✗ False: Experience alone produces referrals. It produces referral intent, not referral behavior. Great experience Referral reward Creates the willingnessContinue reading “Should you pay for referrals?”
Three videos are going viral right now in the automotive world. Together, they tell you everything you need to know about why car buyers walk into your dealership stressed, guarded, and ready to leave. Car Salespeople Are the Second Least Trusted Profession in America A Gallup survey published in December 2025 asked Americans to rateContinue reading “The Introduction Changes Everything: What Three Viral Videos Tell Us About Car Buying in 2026”
Gallup’s 2025 honesty and ethics poll just came out. Car salespeople are still at the bottom. Fewer than 1 in 10 Americans rate them as honest. The only profession ranked lower is telemarketers. Members of Congress score about the same. It’s not just Gallup. A KPA dealership trust survey found that 76% of consumers don’tContinue reading “Gallup Says People Don’t Trust Car Salespeople. Referrals Change That.”
If you want the referrer to keep introducing you to people they know, do this. Example of a Warm Referral Introduction via Group Text Hi [Referral name], Meet [Salesperson name] (CC’d here) from the [store name] dealership. I bought my car there, and [Salesperson name] was awesome. If you’re shopping for a car or knowContinue reading “How to Respond When Someone Introduces You to a Referral in a Group Text”
Gary Vaynerchuk recently shared a piece of advice for anyone running a service business. Landscapers. Hair stylists. Personal trainers. Consultants. He didn’t mention car salespeople — but he should have. Because the strategy he laid out might be the single best move a car salesperson can make this year. His advice was simple. Make oneContinue reading “Gary Vee’s 60-Second Referral Video — Rewritten For Car Salespeople”
Olivia (00:00)So I want you to imagine two salespeople, right? They’re sitting on the exact same dealership showroom floor. Daniel (00:06)OK, exact same setup. Olivia (00:07)Yeah, exactly. They have access to the exact same inventory, the exact same pricing. They get the exact same walk-in traffic and the exact same internet leads. Daniel (00:16)Right. CompletelyContinue reading “Referral playbook for car salespeople – How the top 1% sell 100 cars per month”
When you ask someone to download the app, some people may hesitate to sync their contacts because they are concerned about privacy or spam. That is common. It does not mean they do not want to help. They just want to know their contacts stay private and under their control. Your dealership referral app doesContinue reading “How to respond when person says, “I don’t want to sync my contacts”.”
