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Blog Post

Can You Spare Any Change?

A lot of people talk about “disruptors” in the industry, and they argue either side of our...

A lot of people talk about “disruptors” in the industry, and they argue either side of our industry needing to change or to continue the way it is. We need to move away from our old-school ways and adapt to today’s technology, and we need to change our negative thinking.

Blog Post

Caring Is a Close

Genuinely caring about your customer is the most effective manner to help them buy the products...

Genuinely caring about your customer is the most effective manner to help them buy the products they need —it's the same way we want to be ‘sold’ when we are buying.

Blog Post

When Should I File FinCEN 8300?

Knowing when to file FinCEN 83011 is serious stuff that could subject the dealership to...

Knowing when to file FinCEN 83011 is serious stuff that could subject the dealership to significant fines after an audit. A little bit of training upfront could avoid some pain later.

Blog Post

Do You Hear What I Hear?

Most people interpret communication to be the sending of information and forget it’s actually...

Most people interpret communication to be the sending of information and forget it’s actually the exchange of information. We might have the best menu pitch ever, but it won’t do any good if we don’t listen to our customers.

Blog Post

But … the System is Down

Most dealers rely on one or more software providers to manage and document all their...

Most dealers rely on one or more software providers to manage and document all their transactions and many businesses count on a robust disaster recovery plan in the event their IT infrastructure fails.

Blog Post

The Rhythm of the Sales Conversation

When customers feel free to speak and share their opinions, they feel understood. F&I...

When customers feel free to speak and share their opinions, they feel understood. F&I professionals that intentionally make the conversation a two-way interaction build high levels of trust and profits.

Article

So You Want to Be an Agent

Is there life after being an F&I manager? The answer is yes. But the work of an independent...

Is there life after being an F&I manager? The answer is yes. But the work of an independent agent and trainer isn’t for everyone. A reinsurance expert and former dealer lists five prerequisites for what could be a highly rewarding career change.

Blog Post

DO OVER!

I suggest those of us in the car business — and maybe others too — should occasionally shout...

I suggest those of us in the car business — and maybe others too — should occasionally shout “do-over” as though we were kids again.

Blog Post

Adapting to Win

Adaptability is the only way anyone can be successful right now. Let’s investigate the secret to...

Adaptability is the only way anyone can be successful right now. Let’s investigate the secret to winning.