Principles for Driving Dealership Success

OK, I know, another week and another 30 day plan?

It’s too much, it’s not sustainable, it’s crazy… and you’re right again.

…but the 30 day plan was just added after last week’s shift in format. It makes for a long read but you can listen to these issues by clicking on Listen Online” button above the logo. Anyway, we really want to get this out into the right hands for immediate implementation. Mission accomplished!

Also - these aren’t meant to be substitutes for the book but a taste test. This one sits on my nightstand and I chip away at it occasionally and highly recommend you add it to your info diet and digest it as allowed. There is also a Principles mobile app available and -with notifications allowed- it really provides some excellent reminders to help me conquer whatever I’m trying to achieve at work and at home.

Buy the book here https://a.co/d/edYWUlk. Download the app. Reply back with thoughts, share this with a friend. On with the show!

We’re diving into the world of Ray Dalio, the billionaire investor who turned his love of making predictions into the world’s largest hedge fund. His book Principles is basically a life and work instruction manual for how to be less wrong, more often. And let’s face it—being “less wrong” is a pretty great way to lead a dealership, grow your team’s skills, build deeper connections with your customers, and, yes, make a lot more money.

So, how does a guy who spends his days forecasting economic trends and philosophizing about life help you run a better car dealership? Let’s break it down.

1. Radical Transparency: No Secrets, Just Cars and Facts

Imagine a world where everyone at your dealership knew everything. Like, the sales numbers, the real reasons behind business decisions, what your customers are really saying behind closed doors. This is what Dalio calls radical transparency. It’s about ditching the sugar-coating and giving your team the real story—always. Dalio says truth and transparency are like a magic wand that, if used correctly, turn dysfunction into harmony.

Actionable Insight:
Next time you’re in a sales meeting, don’t just talk about what’s going well. Share where the dealership is struggling too. Openly discuss customer complaints, inventory issues, or sales dips. When people know the full story, they’re more likely to feel involved and come up with real solutions. Who doesn’t want an entire team of problem-solvers?

2. Thoughtful Disagreement: A Fancy Term for a Constructive Fight

Dalio is obsessed with the idea of “thoughtful disagreement,” which is basically just having an argument without turning into children. He believes the best ideas win in any situation, no matter who they come from. What if your youngest salesperson has the best idea for getting more leads? Do you care where the idea comes from, or do you want results?

Actionable Insight:
Encourage your team to disagree with each other—and with you. (Stay with me here!) The point isn’t to create chaos but to make sure everyone’s ideas get tested. Have a weekly meeting where the goal is to poke holes in each other’s plans and see what survives. That shiny new marketing campaign? Let the team rip it apart first. Better to do it internally than let the customers do it for you.

3. Create Systems for Success: Stop Making It Up as You Go

Dalio has this obsession with turning everything into a system. He’s basically the guy who would organize his sock drawer by color, size, and fabric type, then automate the whole process. At first glance, it’s easy to think that’s overkill. But here’s the thing: creating a system for your dealership’s decision-making, sales processes, and customer service strategies will free up time for you to focus on the big stuff. It also helps avoid those annoying inconsistencies where one customer loves the dealership and another has a nightmare.

Actionable Insight:
Start documenting the heck out of your processes. What’s the exact process for taking a customer from a test drive to a sale? What’s the standard for following up with leads? Systematize it all and make sure your team follows the playbook. This turns your dealership into a well-oiled machine, instead of a guessing game every month.

4. Meaningful Work, Meaningful Relationships: Cars Are Cool, but People Are Cooler

Dalio’s whole thing is that to succeed, people need to feel like their work has meaning and that they’re connected to the people they work with. In a dealership, it’s easy for things to get transactional—how many cars can we sell, how many leads can we close? But the best sales teams? They’re not just about the numbers. They’re about camaraderie and trust. When your people feel good about their work and each other, the results will follow.

Actionable Insight:
Invest in your people. Create mentorship programs, set up regular one-on-one check-ins, and let your team know you’re not just about this month’s numbers—you’re in it for the long haul with them. That loyalty and connection will translate into better customer experiences, more sales, and higher retention.

5. Adapt or Die: The World’s Changing, Are You?

Dalio is big on the idea that the world is constantly changing, and we need to adapt if we want to survive. Your dealership isn’t in the same world it was even five years ago. The rise of electric vehicles, changes in customer preferences, and the rise of online car buying are all shaking up the game. The dealerships that can evolve are the ones that are going to come out on top.

Actionable Insight:
Keep an eye on trends, not just in the automotive world but in business and technology in general. Start incorporating tools that help you gather and analyze data on customer behaviors, sales patterns, and inventory management. And don’t be afraid to make big changes. If EVs are where the market’s going, don’t just stick a toe in—get your whole dealership ready to ride that wave.

6. Make an Impact: More Than Just a Dealership

Ray Dalio didn’t just want to be rich—he wanted to make a difference. Dealerships have this great opportunity to be more than just a place to buy cars. You can be a pillar in your community, whether that’s through charitable work, supporting local events, or being a leader in sustainability efforts.

Actionable Insight:
Pick a cause your dealership can get behind. Maybe it’s sponsoring local youth sports or hosting events that give back to the community. Whatever it is, make sure it’s something that gets your team excited and makes your customers see your dealership as more than just a business.

Thought-Provoking Questions

• Are you being transparent enough with your team, or are there things you could share that might open the door to better solutions?

• How can you start incorporating thoughtful disagreement into your leadership style without making people feel defensive?

• What processes in your dealership are so inconsistent they could use a system overhaul?

• How are you fostering deeper relationships among your team? What’s one new thing you could do to help your people grow?

• What’s the next big change in the automotive world, and is your dealership ready for it?

Quotes to Keep You Sharp

1. “Pain + Reflection = Progress.” — Ray Dalio
   Embrace the pain of learning, especially when a sales month doesn’t go as planned. Every flop is a lesson waiting to be uncovered.

2. “There is nothing to fear from truth... being truthful is essential to being an independent thinker and obtaining success.” — Ray Dalio
   Don’t hide from the truth, whether it’s about a bad sales strategy or a struggling team member. Confront it, and you’ll improve faster.

3. “The quality of your life depends on the quality of your decisions.” — Ray Dalio
   Your dealership’s future is built on the decisions you make today. Make each one count.

So, are you ready to channel your inner Ray Dalio? His Principles might come from the world of high finance, but they’re just as relevant for running a thriving dealership. Whether you’re introducing more transparency, creating systems for success, or focusing on meaningful relationships, the bottom line is this: great leadership equals great business.

And remember, it’s not about being perfect—it’s about being just a little less wrong every day.

Until next time, keep improving, keep growing, and keep leading.
— Dealers Leaders

The 30-Day Dealership Leadership Program

A Daily Plan for Dealership General Managers, Service/Parts/Body Shop or Sales Managers to Develop Their Teams, Grow Revenue, and Lead Like Ray Dalio

So, you’re ready to lead like a billionaire hedge fund guru but in a world where the assets are shiny metal machines instead of stock portfolios? This 30-day program is designed for General Managers to guide Sales or Service Managers OR Sales Managers to coach Sales Consultants, helping them apply Dalio’s Principles to the dealership world. The goal? Build a high-performing team, create better decision-making habits, and ultimately sell more cars and service more customers—without losing your mind.

How It Works:

• Each day includes a leadership focus, a discussion point, and a quick action step to implement.

• These sessions can be done in 15-30 minutes daily—ideally during morning meetings or one-on-ones.

• By the end of 30 days, you’ll have a team that communicates better, thinks sharper, and performs at a higher level.

Week 1: Radical Transparency & Truth

Day 1: Set the Tone for the Month

• Discussion: What’s one thing we don’t talk about enough at the dealership that’s hurting us?

• Action: Start an Open Feedback Box (anonymous if needed) and discuss concerns openly.

Day 2: Truth Over Comfort

• Discussion: What’s one painful truth about our dealership that we avoid discussing?

• Action: Identify one uncomfortable issue and make a plan to improve it.

Day 3: The Cost of Ignoring Reality

• Discussion: What happens when we ignore problems instead of facing them head-on?

• Action: Share an example from the past where a small problem became a huge one due to inaction.

Day 4: The “Brutal Honesty” Test

• Discussion: How can we be radically honest without making it personal?

• Action: Practice giving constructive feedback using “I noticed…” instead of “You always…”

Day 5: The Dealership Scorecard

• Discussion: If we measured dealership success by more than just sales, what would we track?

• Action: List 3 non-sales metrics to monitor (e.g., CSI scores, repeat customers, team morale).

Day 6: Accountability Starts at the Top

• Discussion: What’s one area where I (the leader) could be better?

• Action: Each leader shares one improvement goal for the next 30 days.

Day 7: No Excuses Leadership

• Discussion: What’s one common excuse we hear that holds us back?

• Action: Create a “No Excuses” list and hold each other accountable.

Week 2: Thoughtful Disagreement & Smarter Decision-Making

Day 8: Why Disagreeing is Healthy

• Discussion: Why do people avoid disagreeing with their boss or coworkers?

• Action: Hold a 5-minute debate on a minor dealership topic to practice disagreement.

Day 9: Bad Decisions Happen. Here’s How to Fix Them.

• Discussion: What’s a recent bad decision we made, and why?

• Action: Identify 3 ways to improve decision-making moving forward.

Day 10: The Ego Check

• Discussion: How do our personal biases impact our dealership’s success?

• Action: Ask, “If I were someone else, how would I view this situation?”

Day 11: Slow Down to Speed Up

• Discussion: When have we rushed a decision and regretted it?

• Action: Set a minimum waiting period (e.g., 24 hours) for big decisions.

Day 12: Who’s Got the Best Idea?

• Discussion: How can we make sure the best ideas win, no matter who they come from?

• Action: Try a “Blind Idea Challenge” where people submit ideas anonymously.

Day 13: How to Change Your Mind

• Discussion: What’s a belief we held 5 years ago that we now know was wrong?

• Action: Give a real-life example of when changing your mind led to better results.

Day 14: Decision-Making Under Pressure

• Discussion: How do we make better decisions when we’re stressed?

• Action: Create a “Pressure Playbook” with pre-set responses for common stress situations.

Week 3: Systematizing Success

Day 15: Stop Reinventing the Wheel

• Discussion: What’s something we do over and over without a system in place?

• Action: Document 1 key process (e.g., follow-ups, upselling in service).

Day 16: The Power of Playbooks

• Discussion: How would a “Dealership Playbook” help new hires succeed faster?

• Action: Assign each team member 1 process to document for future training.

Day 17: Consistency Creates Excellence

• Discussion: What’s one thing top performers do consistently that others don’t?

• Action: Have a top performer share their daily habits with the team.

Day 18: Fix It Before It Breaks

• Discussion: What’s one thing in our dealership that’s “good enough” but not great?

• Action: Choose one area to proactively improve this month.

Day 19: The Power of Checklists

• Discussion: What’s a task we do often that could be improved with a checklist?

• Action: Create a simple checklist for that task and test it.

Day 20: Eliminate the Time-Wasters

• Discussion: What are the biggest time-wasters in our dealership?

• Action: Pick one to eliminate today.

Day 21: Training = Money

• Discussion: Why do some employees resist training, and how can we change that?

• Action: Introduce a “Mini Masterclass” where one person teaches a 5-minute skill each week.

Week 4: Growth, Impact & Leading a Legendary Dealership

Day 22: What’s Our Legacy?

• Discussion: If our dealership disappeared tomorrow, what would customers and employees miss most?

• Action: Identify one thing to strengthen that legacy.

Day 23: Giving Back for Growth

• Discussion: How can community involvement help us grow the dealership?

• Action: Pick one local event or cause to support this quarter.

Day 24: Customer Service = Sales Growth

• Discussion: What’s one thing we can do to make customers love us?

• Action: Implement that one thing today.

Day 25: The Future of Car Buying

• Discussion: How will car buying change in the next 5 years?

• Action: Brainstorm ways to stay ahead of the trends.

Day 26: From Manager to Mentor

• Discussion: What’s one piece of career advice you wish someone had given you sooner?

• Action: Share it with the team.

Day 27: Sell the Right Way

• Discussion: What’s a high-pressure sales tactic we should ditch?

• Action: Replace it with a value-driven approach.

Day 28: What’s Our Next Big Win?

• Discussion: If we could only accomplish one BIG thing in the next 6 months, what should it be?

• Action: Set that goal and start working toward it.

Day 29: Celebrate the Growth

• Discussion: What’s the biggest lesson we’ve learned this month?

• Action: Share successes and recognize those who have improved.

Day 30: Keep the Momentum Going

• Discussion: How do we make sure these improvements stick?

• Action: Assign accountability partners to continue growth beyond this month.

Boom. You just completed a leadership program that’s practical, impactful, and actually fun. Now, keep the momentum going, and let’s build a dealership that operates at Dalio-level greatness.

— Dealers Leaders