Call Team Six

Taking automotive BDC appointment setting to the next level with omni-channel communications and auto-dialing technologies.

11/02/2026

35 years running stores, and I've seen a lot of fixes. This one paid for itself fast.

At EZ Car we went from 85 to 240+ units a month in 14 months. That's a 182% increase, at 60% less than an in-house BDC. Fixed ops gross tripled.

Part of that came from Call Team Six's Recon Sweeper program. It went back into leads our stores in Montana and California didn't have the capacity to follow up on, and revived deals. Those are deals your dealership is missing.

11/02/2026

DAILY IMPACT | MONDAY
MONDAY MINDSET: DISCIPLINE CREATES RESULTS!
Good morning, automotive professionals!
Here's something I want you to think about as you start your week.
Your customer doesn't care that it's Monday.
They don't care that you're still waking up, catching up on emails, or trying to get your day organized.
They care about one thing:
Can you help them?
And that starts with how you handle the conversation.
I've watched incredibly talented salespeople lose opportunities because they stopped doing the fundamentals.
They didn't review the customer's notes.
They didn't follow the call guide.
They talked more than they listened.
They tried to LEAD before they ever took the time to PACE.
Then they wondered why the customer didn't make an appointment.
Folks, talent is wonderful.
But talent without discipline produces inconsistent results.
So here's my challenge for today.
On your next five customer conversations:
Know who you're calling and why.
Follow the call guide. Don't improvise your way around the process.
Ask a meaningful question and actually listen to the answer.
Give the customer a legitimate reason to take the next step.
And managers, get involved!
Listen to a couple of calls this morning. Don't just look at the appointment count. Listen to how those appointments are being earned.
Remember, the call guide is there to create structure, not turn people into robots.
Bring your personality. Bring your enthusiasm. Bring your empathy. But follow the process!
You can't control every customer's decision.
You can control your preparation, your communication, your effort, and your consistency.
Make those things nonnegotiable today.
Let's have an outstanding Monday!
Ken Kingstad
CEO | Call Team Six

11/02/2026

AI CAN GENERATE ACTIVITY. BUT DOES IT GENERATE SALES?

Everybody in the car business is talking about AI.

Faster responses. More texts. More follow-up. More appointments.

And that’s great!

But I have a question.

When did being busy become the same thing as being successful?

You can send 10,000 messages and still miss the opportunity to have one meaningful conversation with the right customer.

You can fill an appointment calendar and still have an empty showroom.

Technology is powerful. I believe in it.

But I’ve also learned something over the years:

Customers don’t buy because your software is busy. They buy when their needs are understood, their concerns are addressed, and someone earns their trust.

AI should make our people better, not give us another dashboard full of impressive-looking numbers.

Here’s my challenge to dealership leaders:

Stop asking how much activity your AI generated.

Start asking how many customers showed up and bought.

Technology is the tool. Leadership is the difference. Results are the scoreboard.

Ken Kingstad

11/02/2026

85 units a month to 240+. Same stores. Same markets.

When we brought Call Team Six into our EZ Car stores in Montana and California, every lead got worked, 24/7, by U.S.-based agents. Volume up 182%, and fixed ops gross tripled.

Want to see what it looks like for your group? callteamsix.com

Voiceover created with AI.

10/30/2026

DAILY IMPACT | FRIDAY

“THE DEALER DOWN THE ROAD IS CHEAPER!”

How many times have we heard that one?

And how many times have we watched a salesperson immediately go on the defensive?

They start explaining why their dealership is better, why the other dealer’s price must be wrong, or why the customer should pay more.

Here’s the problem.

We haven’t even established what the customer is comparing!

Before you defend your price, understand the objection.

I call this The Comparison Reset.

It’s simple:

COMPARE. CLARIFY. CONFIRM.

Try saying:

“I understand. You certainly want to make sure you’re getting a fair deal. Can I ask, are you comparing the vehicle’s selling price or the total out-the-door amount?”

Then listen!

Are we talking about the same vehicle?

Same equipment?

Same incentives?

Same fees and financing terms?

Sometimes the other dealership really does have a better offer.

That’s okay!

Our responsibility is to help the customer understand the facts, not manufacture a reason they’re wrong.

Here’s something I want every salesperson and BDC representative to remember:

A CUSTOMER OBJECTION IS NOT AN INVITATION TO ARGUE. IT’S AN OPPORTUNITY TO UNDERSTAND.

And managers, here’s your assignment today.

Take five minutes and practice this objection with your team.

Have someone play the customer and say:

“You’re $2,000 too high!”

The salesperson’s job?

Don’t argue.

Don’t get defensive.

Don’t dismiss the concern with “I understand, but…”

Ask better questions. Listen carefully. Create clarity.

You don’t build trust by winning an argument. You build trust by demonstrating that you’re there to help.

That’s how we improve conversations, strengthen relationships, and create opportunities.

Make today count!

Ken Kingstad
CEO | Call Team Six

10/30/2026

A LOWER PAYMENT ISN'T ALWAYS A BETTER DEAL.
Here's a conversation I think every dealership should be having with its customers.
Someone walks in and says, "I need to get my monthly payment down."
I understand that. Most families have a budget, and the payment matters.
But there's another question we owe them: What does that lower payment cost over the life of the loan?
An October 26 report on the J.D. Power–GlobalData forecast says the average new-car payment is expected to rise nearly 3% even though average transaction prices are roughly flat. About 13% of new-vehicle loans are projected to run 84 months or longer.
That's a warning sign for all of us in the business. Not because longer terms are always wrong, but because the customer deserves to see the entire picture.
Show the price. Explain the interest rate. Review the trade equity. Compare the loan terms and total cost. Then let the customer make an informed decision.
As a dealer owner, I believe our job is to make the transaction understandable, not just make the payment look comfortable.
A good deal isn't simply one a customer can sign today. It's one they can feel good about after they drive home.
What matters more to you when buying a vehicle: the lowest monthly payment or paying it off sooner?
— Ken Kingstad
Dealer Owner & Operator

10/29/2026

YOU CAN KNOW EVERYTHING ABOUT A CAR AND STILL STRUGGLE TO SELL ONE.

I’ve seen it time and time again in the automotive business.

There’s always that salesperson who knows absolutely everything about the vehicles they’re selling.

Every feature. Every option. Every specification.

Yet they’re selling five or seven cars a month.

Then there’s another salesperson selling 25 or 30 cars a month.

And you know what?

Their customers absolutely love them.

Why?

Because they know how to connect with people.

They listen. They ask questions. They genuinely care about what matters to the person sitting across from them.

And they understand something that I believe is becoming even more important in today’s automotive industry.

People want to feel heard, understood, and respected.

Look at companies like Carvana, CarMax, and Sonic Automotive. They’re approaching the car-buying experience in different ways, using technology, convenience, and new processes to compete for customers.

And there’s a lot we can learn from that.

But with all the technology, artificial intelligence, automation, and customer data available today, I sometimes wonder whether we’re forgetting the most important part of selling.

The human connection.

When someone calls your dealership, submits an internet inquiry, or walks through the front door, they’re not looking to become another number in your CRM.

They have questions.

Maybe they’re concerned about their payment.

Maybe they’ve had a bad experience somewhere else.

Maybe they’re nervous about making a major purchase.

Or maybe they simply want someone to listen and help them make the right decision.

The best salespeople recognize those moments.

They don’t rush to pitch a vehicle.

They take the time to understand the person.

They build confidence, earn trust, and know when to ask for the business.

I’m a huge believer in technology and AI. I believe they’re going to continue transforming our industry.

But here’s what I also believe.

Technology should help us build stronger relationships, not replace them.

If you want an unfair share of the business, start by earning an unfair share of your customers’ trust.

Listen before you talk.

Understand before you recommend.

Serve before you sell.

And remember that closing isn’t about pressuring someone. It’s about helping them feel confident in their decision.

That’s exactly what we work on every day at Call Team Six.

We teach our agents how to listen, connect, communicate, and genuinely serve the people who reach out to our dealership partners.

Because behind every lead is a real person who deserves a meaningful conversation.

If your dealership is generating leads but struggling to turn those opportunities into appointments and sales, I’d welcome the chance to show you what we’re doing differently.

No Lead Left Behind.

That’s more than a slogan. It’s a commitment to treating every opportunity like it matters.

And I’ll leave you with this thought.

People may forget every feature you explained about a vehicle. But they’ll remember how you made them feel.

Sales are the result of relationships.

And relationships begin with a conversation.

— Ken Kingstad
Dealer Owner & Operator | CEO, Call Team Six

10/29/2026

DAILY IMPACT | THURSDAY
YOUR OWNER BASE IS NOT A COLD LIST!
Here's something that drives me crazy in dealerships.
We spend time and money earning a customer's business. We deliver the car, shake their hand, and tell them we're here whenever they need us.
Then the next call sounds like this:
"Hey, are you ready to trade?"
Really? We haven't even asked how they're doing with the vehicle they bought!
Try something different today. Before you call, READ THE NOTES. Know the vehicle, the history, and the reason for your call.
Then ask one simple question:
"How is your vehicle fitting your life these days?"
And follow it with:
"Has anything changed about what you need from it?"
Maybe the kids are older. Maybe the commute changed. Maybe they're driving more miles. Or maybe they absolutely love their vehicle and aren't interested in changing anything.
ALL OF THOSE ANSWERS ARE USEFUL—IF YOU'RE LISTENING!
When there's a genuine reason to explore a different vehicle, ask whether they'd like to compare options.
When there isn't, help with what they need and keep the relationship strong.
MANAGERS: Listen to five owner-base calls today. Did your team sound like trusted professionals or strangers working a list?
Remember: the relationship doesn't end at delivery. That's when the next chapter begins.
Daily Impact — One Idea. One Skill. One Action.
Ken Kingstad

10/28/2026

THE PRICE OF A CAR IS MORE THAN THE STICKER.

Here’s something I’ve been thinking about as fuel prices and the cost of living continue to put pressure on families.

When someone buys a vehicle, they’re not just buying the car.

They’re committing to everything that comes with owning it.

The monthly payment.

Insurance.

Fuel.

Maintenance.

Repairs.

And all the little expenses that add up over time.

I’ve spent much of my career in the automotive industry, and today I own and operate dealerships.

One thing I’ve learned is that the vehicle someone can afford to buy isn’t always the same as the vehicle they’ll feel comfortable owning.

That’s an important distinction.

A lower monthly payment doesn’t necessarily mean lower total costs.

And a more expensive vehicle might sometimes save money in other areas, depending on how it’s used.

That’s why I believe buying a vehicle should start with a conversation about your life, not just a conversation about price.

How many miles do you drive?

Is it mostly highway or city driving?

Do you need room for a growing family?

Do you tow anything?

How long do you typically keep your vehicles?

Those answers matter.

A great dealership shouldn’t just help you buy a vehicle. It should help you make a decision you’ll still feel good about years later.

I’m curious what everyone thinks.

When shopping for your next vehicle, what matters most to you: the purchase price, monthly payment, fuel economy, reliability, or something else?

I’d love to hear your thoughts.

— Ken Kingstad

10/28/2026

DAILY IMPACT | WEDNESDAY
HERE'S A LITTLE PHRASE I WANT YOU TO STOP USING!
“I understand, BUT…”
Think about how that sounds to a customer.
Customer: “I'm just looking. I'm not ready to come in.”
Salesperson: “I understand, BUT we have some really good deals!”
You just told the customer you understand—and then immediately started pushing your own agenda.
TRY THIS INSTEAD!
“Absolutely. It makes sense to compare your options first. What are you still trying to figure out?”
Now we're having a conversation!
That's what I mean by PACE before LEAD.
First, acknowledge where the customer is coming from.
Then ask a good question.
And most importantly, LISTEN TO THE ANSWER!
Don't be so anxious to get the appointment that you forget to understand the person.
Remember, PACING doesn't mean agreeing with something that isn't true. It means showing genuine understanding.
MANAGERS, HERE'S TODAY'S 10-MINUTE DRILL!
Pull three recorded calls.
Listen for a rep saying “I understand, but…” or rushing past a concern.
Have the rep replace that response with a genuine acknowledgment and one question that helps uncover the WHY.
Practice it out loud twice.
DON'T JUST TEACH YOUR PEOPLE WHAT TO SAY. TEACH THEM HOW TO LISTEN!
PACE FIRST. THEN LEAD.
Daily Impact — One Idea. One Skill. One Action.
Ken Kingstad

Address

Charlotte, NC

Website

http://www.callteamsix.com/

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