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”
Table of Content What referral leads are? Referral leads are potential customers. Someone they trust introduces them to a salesperson. That person could be a happy customer, an industry partner, a family member, or a friend.
Make your referral partners incredibly rich! All famous icons and industry titans, from real estate moguls to Broadway legends, emphasize this: “Make your partners incredibly rich!” When designing referral programs, generosity isn’t just kind—it’s strategic. Craft irresistible offers that attract people to your referral program and motivate them to bring consistent, high-quality referrals your way.Continue reading “Referral partner’s compensation philosophy”
