LotTalk Podcast powered by Lotpop
Oct 21, 2026 · 1 hr 12 min · 10 segments
Effective lead follow-up isn't about volume; it's about standing out when your customer is shopping 15 dealers at once. Most customers send their information to a dozen dealers simultaneously, making…
Renaldo LeonardHostYou know what? You know what, Chris? Uh, uh, people are gonna be able to-- Our, our, our viewers and listeners are gonna be able to tell right now-- Oh, uh, yeah, it-- I was about to say, they're gonna be able to tell right now how live our podcast is because all this stuff was still loading for me, but it, it is populated.
So, uh, we'll go through this together kinda live right now, um, and, uh, and talk about some of these topics.
Um, so, uh, yeah, so, you know what? It's, it's interesting as I'm scanning through here, uh, a lot of this stuff is, uh, is similar stuff that we've been talking about the last several weeks, which tells me that, um, uh, the, the market, uh, from what's going on out there is not really moving a whole lot.
Um, you know, uh, Carvana and CarMax keep scaling, so again, uh, their focus has shifted to, uh, scaling from a perspective of velocity, uh, and volume, which I think we talked about last week.
And, and, you know, I know this is repetitive, but you know what? I really don't mind it because as I've been on calls with dealers this week, Chris, and I'm sure we didn't talk about this prior to, but I'll be interested if you're seeing the same thing, uh, I'm still seeing, uh, a, a massive trend of build-up in that 31 to 60-day inventory, uh-
... with our dealers, which is, which is telling me that, um, we're, uh, as a dealer body, we're a little bit behind the market.
Um, so we're being, uh, reactive instead of proactive, and that's something, you know, at Lotpop we always talk about as a team and trying to help our dealers, uh, you know, uh, be- become more proactive.
Um, and, and, and I am excited about today because, uh, that proactivity is a two-pronged, uh, uh, inventory, uh, and lead management.
So I- I'm really excited about today because I, I don't wanna get into it until, uh, our, our guest comes, uh, on with us.
But, um, m- uh, I'm continuing to see, uh, some, some areas of, of major concern when it comes to her area of expertise.
Um, and so when we're talking about, uh, what some of the bigger players are and what they're doing, uh, again, they have a large percentage of market share.
And so, uh, if they're making these adjustments and it keeps popping up on, on these, uh, hot topics, uh, that we look at every week, uh, then how much should we be paying attention to that, uh, as dealers, uh, that are trying to, uh, trying to make adjustments for, for year-end? Um, and specifically looking towards, uh...
Yeah, I don't know wh- I don't know where you're at on, on your calls with your dealers and what you're-- I, I would assume we're kind of on the same page, but what I'm really trying to focus, uh, our, our dealer partners on right now is, is, uh, looking forward towards the spring selling season and, and making sure what kind of condition they're gonna enter into that timeframe.
Um, if you have, if you have a bunch of aged inventory going into that timeframe, guess where your, a majority of your c- uh, the customers that are dealing with you, guess where they're gonna transact with you at for the most part? We see it all the time, right? If you've got a higher percentage of 61-day plus inventory, aged inventory, that's where the, most of your customers are transacting at, um, because of typically the price points at that time, and it, as it's sit in your inventory, it's, it, it's kinda like that, uh- That stone that gathers moss rolling downhill, as it sits in your inventory-
And if, and if we're not, if we're not taking care of those, then it's sitting there aged with a bunch of opportunities that we haven't, we haven't taken care of.
And so when, when the market starts to take off, uh, shopper counts start to climb again, as they always do in, in, uh, December and January, how, how, as a dealer, how do you wanna be positioned? Do you wanna be positioned with mostly fresh inventory so that, uh, I guess for lack of better terminology, you're, you're, you're pulling your customers that direction? Um, here, Chris, do you remember, uh, do you remember back in the day when we didn't have all this, uh, technology and, and, uh-
... we would do, we would do those liner ads in the paper and we would advertise, uh, I was at a Ford store, and we would, we would advertise a $14,000, uh, F-150, and-
You know what? You know what, Chris? Uh, uh, people are gonna be able to-- Our, our, our viewers and listeners are gonna be able to tell right now-- Oh, uh, yeah, it-- I was about to say, they're gonna be able to tell right now how live our podcast is because all this stuff was still loading for me, but it, it is populated.
So, uh, we'll go through this together kinda live right now, um, and, uh, and talk about some of these topics.
Um, so, uh, yeah, so, you know what? It's, it's interesting as I'm scanning through here, uh, a lot of this stuff is, uh, is similar stuff that we've been talking about the last several weeks, which tells me that, um, uh, the, the market, uh, from what's going on out there is not really moving a whole lot.
Um, you know, uh, Carvana and CarMax keep scaling, so again, uh, their focus has shifted to, uh, scaling from a perspective of velocity, uh, and volume, which I think we talked about last week.
And, and, you know, I know this is repetitive, but you know what? I really don't mind it because as I've been on calls with dealers this week, Chris, and I'm sure we didn't talk about this prior to, but I'll be interested if you're seeing the same thing, uh, I'm still seeing, uh, a, a massive trend of build-up in that 31 to 60-day inventory, uh-
... with our dealers, which is, which is telling me that, um, we're, uh, as a dealer body, we're a little bit behind the market.
Um, so we're being, uh, reactive instead of proactive, and that's something, you know, at Lotpop we always talk about as a team and trying to help our dealers, uh, you know, uh, be- become more proactive.
Um, and, and, and I am excited about today because, uh, that proactivity is a two-pronged, uh, uh, inventory, uh, and lead management.
So I- I'm really excited about today because I, I don't wanna get into it until, uh, our, our guest comes, uh, on with us.
But, um, m- uh, I'm continuing to see, uh, some, some areas of, of major concern when it comes to her area of expertise.
Um, and so when we're talking about, uh, what some of the bigger players are and what they're doing, uh, again, they have a large percentage of market share.
And so, uh, if they're making these adjustments and it keeps popping up on, on these, uh, hot topics, uh, that we look at every week, uh, then how much should we be paying attention to that, uh, as dealers, uh, that are trying to, uh, trying to make adjustments for, for year-end? Um, and specifically looking towards, uh...
Yeah, I don't know wh- I don't know where you're at on, on your calls with your dealers and what you're-- I, I would assume we're kind of on the same page, but what I'm really trying to focus, uh, our, our dealer partners on right now is, is, uh, looking forward towards the spring selling season and, and making sure what kind of condition they're gonna enter into that timeframe.
Um, if you have, if you have a bunch of aged inventory going into that timeframe, guess where your, a majority of your c- uh, the customers that are dealing with you, guess where they're gonna transact with you at for the most part? We see it all the time, right? If you've got a higher percentage of 61-day plus inventory, aged inventory, that's where the, most of your customers are transacting at, um, because of typically the price points at that time, and it, as it's sit in your inventory, it's, it, it's kinda like that, uh- That stone that gathers moss rolling downhill, as it sits in your inventory-
And if, and if we're not, if we're not taking care of those, then it's sitting there aged with a bunch of opportunities that we haven't, we haven't taken care of.
And so when, when the market starts to take off, uh, shopper counts start to climb again, as they always do in, in, uh, December and January, how, how, as a dealer, how do you wanna be positioned? Do you wanna be positioned with mostly fresh inventory so that, uh, I guess for lack of better terminology, you're, you're, you're pulling your customers that direction? Um, here, Chris, do you remember, uh, do you remember back in the day when we didn't have all this, uh, technology and, and, uh-
... we would do, we would do those liner ads in the paper and we would advertise, uh, I was at a Ford store, and we would, we would advertise a $14,000, uh, F-150, and-
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