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Blog Post

Circle of Development

The most frequent and damaging mistake that I encounter at dealerships is requiring people to...

The most frequent and damaging mistake that I encounter at dealerships is requiring people to learn in the wrong sequence. There is a better way to becoming a true professional — a simple four-step sequence of development that we can all follow.

Blog Post

Bread and Butter

The key to baking bread is to know the time required, and the key to making a deal is to...

The key to baking bread is to know the time required, and the key to making a deal is to understand the customer’s needs. To make great bread or great sales, we just need to be patient and follow the process.

Blog Post

There Is No Try

It’s easy to list goals or resolutions, but it’s another thing to make a plan to achieve them....

It’s easy to list goals or resolutions, but it’s another thing to make a plan to achieve them. The only way to raise your PVR consistently is to have a plan and stick to it.

Article

How Lessons from the Trail Can Help Your Dealership Win

On a recent hike, I had quite a bit of time to reflect on the similarities of lessons learned on...

On a recent hike, I had quite a bit of time to reflect on the similarities of lessons learned on the trail and lessons learned in the dealership. When you’re all in, and you don’t have any other choice but to keep going, you’ll find a way to reach the top.

Blog Post

What Kind Of People Are We?

When a customer encounters a true F&I professional, they are pleasantly surprised and the level...

When a customer encounters a true F&I professional, they are pleasantly surprised and the level of trust leads to open discussions and great outcomes for everyone involved.

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.