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The Regen Top 1% Sales Playbook

One playbook for your people and your agents. The same standards, word tracks and cadences that train Regen, written for the salespeople, BDC agents and managers who work beside it.

Start with chapter 1How Coach uses it

Chapters

19 chapters, about 4 hours of reading.

Every Regen agent is trained on this playbook, and Coach scores every call and text against it. Read it once and your team and your agents speak the same language.

  • Built for salespeople, BDC agents, service advisors and managers
  • The same rules the agents follow
  • Word tracks, cadences, checklists and scorecards
  1. 01The Regen philosophyMost dealerships do not lose deals on price. They lose them to silence: the lead that waited until morning, the follow-up that stopped after two tries, the customer who went quiet and was marked dead without anyone...11 min read
  2. 02Speed to leadSpeed to lead is the single habit that most separates top stores from average ones: the first personal reply goes out in under 60 seconds, at any hour, and it answers what the customer actually asked. This chapter...12 min read
  3. 03Text-first sellingMost customers would rather text than talk, at least until they trust you. Text-first selling means the text thread is where the relationship starts, where discovery begins, where appointments are set and confirmed,...11 min read
  4. 04Discovery and needs analysisDiscovery is where the sale is actually made: the customer tells you what they need, and everything after (the vehicle you show, the follow-up you send, the numbers the desk builds) is only as good as what you...12 min read
  5. 05Appointments that showAn appointment is a promise two people make to each other, and a top 1% store treats it that way. This chapter covers how to set an appointment with two specific options, how to confirm it within one minute, the...11 min read
  6. 06Phone masteryThe phone is the highest-intent channel a dealership has: a person who calls has stopped browsing and wants an answer now. This chapter covers the first 30 seconds of an inbound call, how to keep control by answering...12 min read
  7. 07Objection handlingAn objection is a customer telling you what stands between them and a yes, which makes it the most useful thing they can say. This chapter teaches the principles every rep and every agent follows, the five-step PACAA...12 min read
  8. 08Reviving lost leadsEvery dealership is sitting on a second showroom it never visits: thousands of CRM records marked lost, dead, unresponsive or "bad lead". Most of those people still need a vehicle, and most of them stalled for a...12 min read
  9. 09Follow-up cadencesPersistence is the Regen value most stores lose first. A salesperson's memory is not a system: leads get two attempts, the third falls through a busy Saturday, and the customer buys from whoever kept showing up with...11 min read
  10. 10The showroomIn a text-first store, most customers who walk in have already been talking to you for days, so the showroom's job is not to start a relationship but to confirm one. This chapter covers the 30-minute set-up before an...11 min read
  11. 11Negotiation and closing with integrityNegotiation is where most dealerships lose either the deal or the customer's trust, and the top 1% refuse to lose either. This chapter covers how to earn the right to present numbers, how to present the first pencil,...12 min read
  12. 12F&I hand-off and deliveryThe deal is signed, and the customer's experience is only half over. This chapter covers the hand-off to the business office, how paperwork works with digital signing, how optional protection products are presented...12 min read
  13. 13Service to sales and service-lane sellingThe service drive is the best sales floor most dealerships never staff. Every day, owners who already trust you drive in on their own, with a vehicle whose age, mileage, history and likely value you already know....11 min read
  14. 14Reviews, referrals and retentionThe cheapest car you will ever sell is the next one you sell to someone who already bought from you, or to someone they sent. Reviews bring strangers to your door already trusting you. Referrals bring friends who...10 min read
  15. 15Working with agentic super intelligenceRegen puts nine agents on your team, and they are agentic: they text, call, book, route, follow up and log every decision, rather than suggesting what a person might do. This chapter sets the division of labor...12 min read
  16. 16The manager operating rhythmA store does not reach the top 1% on talent alone; it gets there on rhythm. This chapter gives sales managers, BDC directors and internet managers a fixed daily, weekly and monthly operating rhythm: the exact time of...10 min read
  17. 17KPIs and the top 1% scorecardYou cannot improve what you measure loosely. This chapter defines every KPI in the Regen playbook with its exact formula and two targets: a strong store target and a top 1% operator target, each with the reasoning...9 min read
  18. 18Compliance and trustEvery tactic in this playbook depends on one thing: the customer's willingness to keep talking to you. Compliance is how you protect that willingness at scale, and trust is what you earn when customers notice. This...12 min read
  19. 19Training and certificationA playbook nobody practices is a document. This chapter turns it into habits: a 30-60-90 day plan that takes a new rep from first login to a full queue, the weekly drills every store runs in 15 minutes a day,...12 min read

Put the playbook to work.

See Coach score real conversations against the playbook, and the agents follow it on every lead.

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