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Circle of Development: Refresh

Circle of Development: Refresh

If we allow our daily routine to be void of learning new information and being reminded of the principals that guide our efforts, we begin to lose our cutting edge.

June 15, 2021

525,600 Minutes

525,600 Minutes

We’ve experienced a crazy world for over a year now, and it makes me wonder how we could measure the last 525,600 minutes from both a professional and personal perspective.

June 3, 2021

Circle of Development: Execution
Out of Dealership Delivery

Out of Dealership Delivery

We all know identity theft is running rampant across the nation, making it even more important for dealers to do their due diligence when it comes to the digital delivery process.

May 18, 2021

Three PB&Js

Three PB&Js

I suggest using the PB&Js as three mnemonic devices to illustrate what the F&I job is, what it isn’t, and how to handle heat.

May 11, 2021

Circle of Development: Skillset

Circle of Development: Skillset

Three areas of skillset development are critical to success, but these skills do not come naturally for most of us, so they must be intentionally developed.

April 22, 2021

Overcoming Objections of Our Own Making
Compliance Is Not a Program Du Jour
Circle of Development: Mindset

Circle of Development: Mindset

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.

March 23, 2021

Lessons from Dumbledore

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 act? Our choices define us, so we need to have the courage to do the right thing.

March 9, 2021

A Life Lesson on Compliance

A Life Lesson on Compliance

One of the most important things a dealership can incorporate is consistent processes, and that includes a defensible paper trail.

February 25, 2021

Circle of Development

Circle of Development

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.

February 18, 2021

Bread and Butter

Bread and Butter

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.

January 28, 2021

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