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Circle of Development: Mindset

We are all going somewhere and using a mindset GPS will assure we get to the destination we are...

We are all going somewhere and using a mindset GPS will assure we get to the destination we are all looking for — increased customer satisfaction, income, and profits.

Blog Post

Lessons from Dumbledore

What do we do when a boss or co-worker gives us a deal that would make us participate in a bad...

What do we do when a boss or co-worker gives us a deal that would make us participate in a bad act? Our choices define us, so we need to have the courage to do the right thing.

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.