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Leverage What’s Within

Leverage What’s Within

Taking the natural gifts we have and working daily to grow and add to our skill set will make anyone a success.

January 14, 2021

There Is No Try

There Is No Try

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.

December 15, 2020

What Kind Of People Are We?

What Kind Of People Are We?

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.

December 8, 2020

Can You Spare Any Change?

Can You Spare Any Change?

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.

November 24, 2020

One Less Thing To Worry About

One Less Thing To Worry About

We are facing challenging and opportunity filled days ahead. Having the privilege to help people during a worrisome time is honorable and fun!

November 17, 2020

Caring Is a Close

Caring Is a Close

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.

November 11, 2020

When Should I File FinCEN 8300?

When Should I File FinCEN 8300?

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.

November 3, 2020

Do You Hear What I Hear?

Do You Hear What I Hear?

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.

October 29, 2020

But … the System is Down

But … the System is Down

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.

October 20, 2020

The Rhythm of the Sales Conversation

The Rhythm of the Sales Conversation

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.

October 13, 2020

DO OVER!

DO OVER!

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

September 29, 2020

OFAC is Required, Not Recommended

OFAC is Required, Not Recommended

Checking OFAC is not a recommendation – it is required by federal statute. Not taking it seriously could result in major consequences for the dealer.

September 29, 2020

A Blockbuster Process In a Netflix World

A Blockbuster Process In a Netflix World

Insight presentations are today; features and benefits presentations are so yesterday…and hopefully will soon be as hard to find as a Blockbuster store.

September 23, 2020

Adapting to Win

Adapting to Win

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

September 22, 2020

Lessons From the Lockdown

Lessons From the Lockdown

Where we had previously been moving at a sloth pace to digitize the entire buying process, the auto industry is accelerating many processes in response to COVID-19.

September 17, 2020