Dealer Advantage Group

Dealer Advantage Group Driving automotive dealership performance through strategy, training, and technology.

09/02/2026

Every customer runs through the same psychological cycle before they buy. Most salespeople never learn it, because nobody ever taught them. Shawn is.

Shawn McCool, President of Dealer Advantage Group and Sandler-certified sales trainer, breaks down the most effective methods to move deals from cold leads to effective follow-up.

Want access to all 20+ sales training videos? Email Shawn for the password: [email protected]

https://conta.cc/4y6SF59

Meet Pat HurstDealer Advantage Group’s Midwest VP of Change. With years of experience managing high-performing dealershi...
09/01/2026

Meet Pat Hurst

Dealer Advantage Group’s Midwest VP of Change. With years of experience managing high-performing dealerships, Pat works with dealers across the Midwest on inventory strategy, dealership operations, and process improvements that drive profitability and long-term success. Whether it’s maximizing inventory turn, improving sales and F&I performance, or building more efficient processes, he’s passionate about helping dealerships grow.

Outside of the automotive industry, Pat is an avid sports fan and lifelong sports card collector. His collection spans every era of the hobby—from Mickey Mantle and Hank Aaron cards from the 1960s, to Big Red Machine legends from the 1970s, Ken Griffey Jr. from the ‘90s, and modern superstars like Shohei Ohtani and Caitlin Clark. For Pat, collecting isn’t just a hobby—it’s another passion built on history, strategy, and the thrill of finding the next great addition.

08/27/2026

Ask five salespeople why a customer actually bought, and you'll get five different answers. Most of them wrong. Shawn breaks down the five real reasons people buy cars, the same framework he uses to train sales teams across the country.
Shawn McCool, President of Dealer Advantage Group and Sandler-certified sales trainer, breaks down the most effective methods to move deals from cold leads to effective follow-up.

Have a sales question? Send Shawn an email or video: [email protected]. He'll answer it directly.

Email Shawn for the password to watch the full series: https://conta.cc/4xoUudL

08/26/2026

First video in a brand new training series. Nothing scripted, nothing rehearsed. Just twenty-five years of what's actually worked in hundreds of dealerships.

Shawn McCool, President of Dealer Advantage Group and Sandler-certified sales trainer, breaks down the most effective methods to move deals from cold leads to effective follow-up.

Have a sales question? Send Shawn an email or video: [email protected].

Message Shawn for the password to view all the videos in this series: https://conta.cc/4xUQYYk
Then decide if you're still selling cars the same way.

We had such a great time today connecting with everyone today at the IATA golf outing! Perfect weather, temporary tattoo...
08/25/2026

We had such a great time today connecting with everyone today at the IATA golf outing! Perfect weather, temporary tattoos, ice cream, good food, & great company. Thanks to everyone who stopped by!

NADA is forecasting 16 million units sold this year.Sounds great. Until you look underneath it.Front-end gross is compre...
08/20/2026

NADA is forecasting 16 million units sold this year.

Sounds great. Until you look underneath it.

Front-end gross is compressed. Incentives are climbing to move metal. The buyers keeping this market afloat are wealthier customers who are harder to close on products they don't think they need. A strong sales month does not automatically mean a strong F&I month.

That gap is not a market problem. It's a training problem.

Via NADA Dealer Driven Podcast, Q2 2026

Almost 20% of new car buyers are now paying over $1,000 a month.That's the customer sitting across from your F&I manager...
08/13/2026

Almost 20% of new car buyers are now paying over $1,000 a month.

That's the customer sitting across from your F&I manager saying they can't afford one more thing.

And that's exactly when most F&I offices lose the VSC.

No Use No Lose was built for that moment. Up to $4,000 back if they never file a claim. You're not asking them to spend more. You're giving them a reason to say yes.

The objection doesn't go away. You eliminate it.

Via NADA Dealer Driven Podcast, Q2 2026

The buy-sell market is moving fast. Dealerships sold in Q1 2026 were up 39% over the same period last year, and the pipe...
08/11/2026

The buy-sell market is moving fast. Dealerships sold in Q1 2026 were up 39% over the same period last year, and the pipeline heading into summer was strong across almost every brand and every region.

That's a lot of new operators stepping into stores that need to perform immediately.

Here's what the smart ones know: getting F&I right from day one isn't just about training. It's about having the right products, the right structure, and a partner who's accountable for results, not just activity.

Whether you're acquiring your first store or your fifteenth, DAG's complete F&I lifecycle gives you the infrastructure to move fast and protect your investment from the start.

Learn more about how we work: www.dealeradvantagegroup.com

(Source: podcast, "Follow the Money," featuring Alan Haig, Haig Partners, June 2026)

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