1. The EZ Referral Network ©
Building Your
Business From The
Ground Up
By: Paul Sansone Jr.
Relationship Selling/What Is Old Is New Again

2. What is the #1 question
your dealer asks your
sales manager?

3. You are 1 team,
NOT
Internet Vs. Floor!
How many cars did WE sell today?

4. 1. Frustration of price banging with online customers
(Need Balance)
2. High cost of generating new business
(How much $ for lift)
3.Under utilization of sales staff
(Most of the focus has gone to BDC’s)
4
Why Is There A Need?
Get Salesman Back In The GAME!!!

5. 5
How Things Have Changed!
1.Customers have changed
2.The way dealers go to market
3. Advancement of Technology

6. 6
20141980 VS.
• Traveling to 6-10 dealerships
• Brochures
• Newspapers ( Price)
• Calling Dealerships
• Test Drive
• Travel to their couch
• Internet/ Web Browsing (Avg. 18.5 sites)
• Online Access to Multiple Dealerships
• Cars.com
• Edmunds/ Kelly Blue Book
• True Cars
• 70- 80 % of consumers go through pre-selection
process *
• Customers visit only 1.3-1.6 dealerships *
Shopping Habits of Today’s Consumer
J.D. Powers Statistics *
Salesman very engaged
Virtually No Salesman Engagement

7. Sales Staff Experience
Consumer Knowledge
0
10
20
30
40
50
60
70
80
90
Consumer Knowledge Vs. Sales Staff Experience
1980-2014
Where Do We
Stand Now?
Most educated consumer negotiating with the
least experienced sales staff.
Salesman Experience
Vs Customer
Knowledge
1980
Salesman Experience
Vs Customer
Knowledge
1990
Salesman Experience
Vs Customer
Knowledge
2000
Salesman Experience
Vs Customer
Knowledge
2014

8. What's The Solution?
8
A.Un-educate Our Consumers
B. Train, Educate & Invest In our sales
staff
A Business Within A Business

9. 9
Salesman “College” Degree
• Meet/Greet/Qualify
• Product Knowledge
• CRM
• Referrals/Networking
• Social Media *
Salesman “Master” Degree
• Phone Skills
• Internet
• Lease Retention
• Orphan Owners
• Service Lane
• Equity Mining
• Live Chat
* Sales meeting from Sansone Jr’s 66 Automall

10. 10
BDC
Lead Buying BDC Focused Dealership
Sales Staff

11. 11
BDC Salesman
2014

12. We Focus On Balance
Price or Offer
Motivated
Relationship
Motivated
Social Media
Previous Buyers
Networking
Referrals
Internet
Direct Mail
Radio & Television
Newspaper
•Higher
Closing
Rate
•Higher
Gross
•Higher CSI
Lead Sources

13. Relationship Selling:
Make the Numbers Work for You
Lead Source Closing Ratio
First Time Ups 9%
Internet Leads 10%
Be Backs 67%
Repeat Buyers 60%
Referrals
Friends, Family, Networking
55%
13
Source: Car-Statistics
Relationship Selling:
Best Results
– Takes more work.
Most
advertising
dollars are
focused here to
ask the dealer
to spend more
money

14. Make Referrals and Networking a Bigger Part of
Your Business
• 30% of purchasers have a family member who plan to buy a new or used
car within 90 days
• 60% of purchasers know someone who will buy within 60 days
• 71% buy because they like their salesperson
• 40% higher gross on repeats and referrals
• Higher CSI
• Easier transaction for everyone (38 minutes less)
IT’S A GREAT SALES APPROACH!!!
Source: Earn Over $100,000 Selling Cars – Every Year by Joe Verde
14

15. 15
Dealership
Lead Generating, Salesman Focused Dealership
• Teaching your
sales staff to
generate their own
business,
• Most Cost Effective
Approach

16. 16
• Take
Responsibility &
Ownership Of
Your Business
Bryan Motors

17. 17
What Tools Do You Need To Be A
Successful Business?
Website
Dealer/Salesperson
Equipment
Dealer
Marketing
Dealer/Salesperson
Financing
Dealer
Staff Personnel
Dealer/Salesperson
Inventory
Dealer

18. 18
Marketing Your Business
CRM
A) Use your CRM as a marketing tool.
B) Use social media to sell cars today
C) Invest in yourself (EZ Connect) and or other dealer branded personal marketing
material
• Tier 1 : National
• Tier 2 : Regional
• Tier 3 : Dealer
• Tier 4 : Salesman

19. 19
Look @ Your CRM as…
Personal Assistant
&
Marketing Department
Look @ Social Media as Your …
Advertising.
Look @ Your Referral Agents as…
Employees

20. Summary
20
• Old school selling, with new world technology
1. Mobile Technology,
2. Replication Websites,
3. Electronic Debit Card Payments,
4. Personalized Salesman Websites
• Relationship-Selling model vs. price business model
• Provides all of the training & technology to change the culture of
your sales staff.
- Generating their own business vs. waiting for the dealership to generate leads for
them.
• Designed to grow your business organically from the salesperson out.

21. EZ Connect

23. 23
• EZ Connect, coupled with EZ Referral Network
is the perfect tool for salespeople to create
their own leads and build a large customer
base.

24. 24
• Each salesperson will have their own website that
they can use to market themselves. The most
effective forms of social media are connected to the
site: