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Lori Church

Cash Is King

Despite the lack of true cash, we should still ask for money down on every deal.

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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.

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.

Overcoming Objections of Our Own Making

Check your office, social media, and appearance to make certain you don’t accidentally put up a barrier.

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.

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.

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.

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.


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

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Social Security Verification

The social security number is the most critical component for finance and lease deals and we often need to make a copy of a document for our deal jacket. Be sure to know which version you should see, and double-check the security measures.

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