In this episode of the Fired Up Podcast, host Susan Gaytan and CEO Michael Renaud from Proactive Training Solutions sit down with Tom Kline, Professional Risk Litigation Strategist & Author of Tuck The Octopus, to talk about the latest FTC crackdown and what dealerships can do to minimize risk & remain compliant.

What’s really happening when a customer asks for the price… and everything starts to fall apart?

In this episode of Fired Up, Susan Gaytan and Michael Renaud sit down and talk through what they’re actually seeing on the ground — in dealerships across the country — when it comes to price conversations, phone ups, and why so many teams are struggling right now.

From “out-the-door” questions to awkward deflections and overused one-liners, they break down the small moments that are quietly killing trust — and pushing customers to look elsewhere for answers.

This isn’t about scripts.
It’s about what customers feel when they talk to you.

They get into:

• Why avoiding the price conversation is doing more damage than the price itself
• How confidence (or lack of it) shows up instantly on the phone
• The real reason customers are turning to AI, brokers, and “anyone but the dealership”
• And why the basics — answering the question, being real, and actually helping — matter more than ever

Along the way, they share stories from stores they’ve just been in, what’s working, what’s not, and the patterns they’re seeing repeat everywhere.

If you’ve been in the business long enough, you’ll recognize this conversation.
If you’re new, this is one you want to hear early.

No fluff. Just two coaches, on the road, calling it like it is.

After a busy quarter of growth, Susan and Michael are back on the Fired Up Podcast—and they’re coming in hot with the real conversation dealers need heading into 2026.

In this episode, they break down what they’ve seen across top-performing dealer groups: why clear monthly expectations change everything, how mystery shop calls expose hidden leaks (broken phone trees, weak word tracks, missed appointments), and why “we’re doing great” can still mean you’re leaving massive money on the table.

You’ll hear standout wins from stores like Hennessy, Space City Toyota/Vaughn Group, and Mike Calvert, plus practical insight on the simplest truth in the car business: you can’t hold gross outside the showroom—get the shopper into the dealership.

They also preview what’s ahead: NADA 2026 in Las Vegas, monthly Fired Up webinars, refreshed January fundamentals training, and the upcoming launch of Alan AI—bringing Alan Ram’s knowledge, Fire Phone, and next-level mystery shopping together for faster coaching and instant accountability.

In Episode 26 of Fired Up! No-Nonsense Talk and Car Dealership Solutions, Susan Gaytan and Michael Renaud reflect on a year of growth, powerful partnerships, and one undeniable truth in automotive retail: fundamentals still win.

This episode dives into what separates high-performing dealerships from the rest—strong leadership, consistent training, and real accountability. From successful dealer groups like Hennessy Automotive, Space City Toyota, and Mike Calvert’s organization, the conversation highlights how early expectations, monthly SPOT Training, and hands-on management directly impact phone performance, appointment show rates, and gross profit

You’ll also hear why mystery shops remain one of the most underutilized yet powerful tools in the industry, often uncovering missed opportunities before customers ever step into the showroom. The episode reinforces a timeless philosophy that still holds true today: you can’t hold gross outside the dealership—emotion happens in person.

Looking ahead, Susan and Michael share what’s coming in 2025, including:

• A renewed focus on sales fundamentals
• Expansion of monthly webinars and podcast episodes
• Exciting announcements tied to NADA New Orleans
• The upcoming launch of Allen AI, delivering real-time mystery shop insights and accountability for dealerships

Whether you’re a dealer, manager, or sales professional, this episode is a reminder that success in auto sales isn’t about chasing shortcuts—it’s about mastering the basics, leading with intention, and getting the shopper into the dealership.

🔥 Fired Up Podcast: Navigating the Cashflow Crunch with Axos Bank’s Anthony Cappizzano

In this episode of the Fired Up Podcast, host Susan Gaitan and CEO Michael Renaud from Alan Ram Proactive Training Solutions sit down with Anthony Cappizzano, Senior Vice President of Axos Bank’s Consumer Lending Division, to talk about the biggest challenges and opportunities facing today’s automotive dealers.

From rising interest rates and inflation to tightening consumer cashflow, Anthony shares insights into how Axos Bank, a born-digital bank serving all 50 states, is helping dealerships adapt with creative lending solutions — including 96-month auto financing, payment-driven strategies, and new ways to maintain profitability amid economic uncertainty.

Dealers and sales leaders will learn:
🚗 How consumer behavior and cashflow are reshaping car buying decisions
💡 Why empathy and payment transparency are essential for today’s buyers
📊 How extended terms and maintenance packages can drive affordability and retention
🤝 How finance and sales teams can align to deliver real value in a tighter economy

This is a must-listen for automotive professionals, dealership managers, and anyone passionate about the future of auto retail finance.

👉 Watch now to get actionable ideas on improving customer experience, managing cashflow challenges, and driving sales performance through smarter lending partnerships.

**This podcast features an Axos Bank employee discussing general industry trends and lending solutions. Information provided is for educational purposes only and does not constitute financial advice or a commitment to lend. All loan products subject to credit approval. Rates, terms, and program availability subject to change. For current product details, visit axosbank.com or contact Axos Bank directly.

Axos Bank NMLS #524995 | Member FDIC | Equal Opportunity Lender

#FiredUpPodcast #AxosBank #AlanRamTraining #AutoFinance #DealershipSuccess #CarSalesTraining #CustomerExperience #AutomotiveLeadership

In this episode of The Fired Up Podcast, Susan Gaytan and Michael Renaud expose the missing piece in dealership performance — true accountability. They reveal how traditional sales metrics fail to show efficiency and introduce the Lead Conversion Calculator to track what really drives results: leads, appointments, show rates, and conversions. The hosts highlight how poor lead handling burns marketing dollars and stress the importance of separating phone and internet leads for smarter coaching. Using real data, managers can pinpoint performance leaks, provide targeted training, and build stronger, more accountable teams. Wrapping up, Susan and Michael preview upcoming AdaptVT.com training focused on appointment-making, trade acquisition, objection handling, and follow-up strategies to finish the year strong.

The conversation revolves around a road trip and training sessions with various automotive teams. Susan and Michael discuss the importance of senior leadership's involvement in training, noting that managers often know less than their staff. They highlight a training session with Hennessy, where the president's hands-on approach was impactful. The discussion also covers the use of a lead conversion calculator to improve performance metrics, emphasizing the need for consistency and rapport-building. Upcoming content includes a focus on referrals and building rapport, with sessions in Long Beach and West Palm Beach for management training. They also mention personal anecdotes and a humorous reference to a Beach Boys song.

Susan and Michael discuss the monthly spot training focus: Road To Revenue, as well as CBD and the upcoming Management By Fire event. Michael asks Susan to talk about her recent experience buying a car in her new local community. She reviews her unforgettable experience in this first part of a 2-part episode.