A podcast for automotive leaders
Before the Sale
How dealerships build trust before customers are ready to buy.
Each week, Joe Thistle talks with dealers, operators, and industry experts about the strategies that create trust, community relevance, and long-term competitive advantage before the customer ever submits a lead.
The idea behind the show
The most important work happens before the sale.
Most dealership marketing focuses on the moment a customer is ready to buy. Before the Sale explores what happens earlier: the trust, visibility, reputation, service relationships, community involvement, and digital authority that influence customers long before they contact the store.
What we talk about
Built for conversations that actually help dealers.
Community Trust
How dealerships become known, remembered, and respected in the markets they serve.
AI Search
How customer discovery is changing as shoppers ask AI where to buy and service vehicles.
Fixed Ops
Why service may be the strongest relationship engine inside the dealership.
Reputation
How reviews, transparency, and customer experience shape trust before the first conversation.
Dealership Culture
The internal habits and leadership decisions that customers eventually feel externally.
Long-Term Brand Building
The strategies that keep paying dividends years after the campaign is over.
Recurring segments
Useful, honest, and occasionally ridiculous.
Before the Sale keeps the conversation sharp with recurring segments designed to separate real strategy from industry noise.
Buzzword of the Week
A quick reality check on the most overused phrases in automotive.
Buy, Sell, Hold
Fast takes on trends, tactics, tools, and dealership strategies.
Ask a Dealer
Real consumer questions answered by real dealership professionals.
Be part of the conversation
Have a perspective dealers need to hear?
We are looking for dealers, operators, vendors, and industry experts who can bring practical ideas about building trust before the customer is ready to buy.