Follow Up with FaceBook - Justin Helsene

#05: Following Up With Facebook Messenger? High Line Car Sales with Justin Helsene

In todays episode we meet Justin Helsene. He works for a large auto group and sells high line vehicles including Bentley and Lamborghini. He routinely handles transactions for vehicles valued at $100,000 or more! Surprisingly, his process and methods can be implemented even if you are selling what we would consider to be an “every day” type of car. His story and specific strategies are what surprised us most. We discuss the importance of relationship building and why follow up is key to long term success. He is very creative in how he communicates with his clients and has climbed the ranks from a starting point in the service department.

Ready to think about communicating with your customers in a different way? Let’s go! Read more

Protein Packed Breakfast Pancakes

Protein Power Breakfast – Start Your 12 Hour Day the Right Way

We’ve heard it a million times, breakfast is the most important meal of the day.  However, 31 million US consumers skip breakfast every day, that’s 1 out of 10 people. There are a multitude of reasons we tend to skip breakfast; we’re not hungry, we don’t feel like it or we’re too busy and don’t have time for breakfast.  

Therefore, this week I bring you 3 breakfast recipes that are quick, easy and most importantly, taste good.  I’ve found that eating breakfast helps me focus, provides stamina through my early morning workouts and can support my healthy eating habits throughout the day.  So, why not give it a try and see the benefits for yourself? Read more

Making It a Dunn Deal - Be Less Typical Car Sales

#04: Making It A “Dunn” Deal – With Aaron Dunn

Aaron Dunn has only been in car sales for a year, yet has set himself up for success.  He’s created a website,, and an online brand that emulates his passion for helping people.  Aaron has D.R.I.V.E.  He meets his customers where they are at in the purchase process and uses multiple mediums to connect.  Join us as we uncover his story and secrets to finding success early on! Read more

Be Less Typical - Everything is Marketing

Everything Is Marketing

Eric Hultgren, the host of the Everything is Marketing podcast, interviewed Courtney and Patrick about their new podcast launch, the storytelling format for their show, and why they are publishing a podcast about car sales. They discussed the ways in which dealers should be tackling how they “talk” to their customers and how the automotive industry is changing.

You can listen to the #EverythingIsMarketing episode here.

statistics for car sales

WIIFM – Car Sales Stats That Mean Something

As I look through automotive news, headlines and current events it seems that there is a statistic tied to everything these days. Many statistics for car sales can be very compelling, but what’s the WIIFM? (Pronounced whiff – like you got a bad whiff of whatever someone is heating up in the staff microwave, followed by -um.) WIIFM is an acronym for ‘What’s In It For Me’?  I use this acronym a lot during sales training, but it can be applied to almost everything, including a discussion on automotive industry statistics.  Let’s take a look at a few statistics that caught my eye and dive a little bit further into the “WIIFM” and why it’s relevant to car sales and automotive industry.


  •  The Center for Generational Kinetics recently released research (May 2015) on the top 75 employers where Millennials want to work and grow their career.  In the ‘Medium Employer Category’ the top 3 companies are car dealerships! In fact, car dealerships or auto groups comprise 15 out of the top 75 spots.
    • The WIIFM: Car dealerships are changing the way they structure their business and work environment to meet the needs/wants of new employees.  Some are offering flex time scheduling or shared responsibility sales positions. Many have good benefits, including 401k match options and demo vehicle plans.  If you’re interested in entering the car business, this is a good time to begin!

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Bryan Armstrong LinkedIn & Value Over Price

#03: The Secret To An Unforgettable Vehicle Presentation with Bryan Armstrong

Bryan ‘the car guy’ Armstrong shares a big fish story on Episode 3 of Be Less Typical – Car Sales. He also explains that creating a ‘big fish’ experience for your customers is the key to your automotive success. Throughout the episode, Bryan takes us back to the basics of sales. He outlines the importance of a strategic Feature, Advantage, Benefit approach using a Performance, Safety and Economy categorization technique. We also talk about the importance of having a defined mission statement and the best practice – 3 foot rule. Read more

8 Steps to uploading a video to YouTube

Eight Steps to Creating a Video for YouTube

When we recently interviewed Melissa Granke, the Ohio Car Girl, on our podcast. She brought up her unique way of learning about the vehicles and products she sells. Using her iPhone, it is her practice to record a video of herself giving a walk around on a specific vehicle. She uses the opportunity to become familiar with the vehicle and its features, while at the same time creating content that she can upload and later use to help educate her customers.

Inspired by this, Courtney and I decided to give it a try. Neither of us had previously experimented with capturing video for promotion…so we decided that this was a great opportunity to take the advice from Melissa and create some content. We figured we could build some content to help promote our podcast and learn the process to do it at the same time.

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Be Less Typical - Summer Salads

Summertime Salad Favorites

Summer is my favorite time of year for salads.  They’re fresh, crisp and many times colorful.  You can make different varieties depending on what you have a taste for.  Plus, many vegetables and herbs are fresh at this time of year.


I recently found this Mediterranean Salmon Salad recipe that I love! I omit the olives because I don’t like them, but otherwise this salad is just perfect! Pretty too.

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Be Less Typical - Auto Dealer Live

Auto Dealer Live

We were honored to be asked to appear on Auto Dealer Live to talk on a panel about whether it is possible to sell cars using social media. This coincided with our podcast launch series in which we spoke to some very talented automotive professionals about how they were utilizing Facebook, Twitter, YouTube and personal websites to elevate their influence and sell more vehicles.

You can check out the recorded episode here.