Whether you’re launching a new F&I product, a new bundled package or want to increase the penetration of products you’ve displayed on your menu for some time, developing a detailed plan for success never goes out of style. What will make your five-step plan more fruitful is how it will give your sales and F&I teams tools for planting the seed of desire in prospects … [Read more...] about A Better 5-Step Plan to Product Sales Success
What is that awful smell? You know, that smell you sniff when you meet a “slick” salesperson? What is the definition of a professional? Is it someone who makes $75,000/year or more in their profession? Are you a professional? You probably have your own definition. How do you become a “pro” in F&I? The first step is to brush your teeth and remove the commission breath many … [Read more...] about Commission Breath
I have been earning a commission-based income for over 15 years. As a result, people often ask me how I deal with the uncertainty of my monthly income amount. I admit that working for an unknown amount of money each month has many challenges. Aside from the potential discomfort that can come with the uncertainty, it can be challenging to plan for emergencies and set a monthly … [Read more...] about Choose To Serve
Dealership operations can often be a big ship with a small rudder. With all this movement in the technology revolution, what does it take to change course? The answer depends upon the lens through which you view technology, change, and what is happening in the industry. When implementing technology, or deciding whether to so, do you see such decisions as ornamental or … [Read more...] about Digitize Your Dealership Operations Now to Be Ready for 2020—and Beyond
In 2007, in the award-winning film about entrepreneurialism and greed There Will Be Blood, actor Daniel Day-Lewis earned an Academy Award for his menacing portrayal of oil prospector Daniel Plainview. In a pivotal scene, Plainview describes how he uses diagonal drilling—comparing it to angling a drinking straw from his claim underground to his competitors’ to drain away … [Read more...] about Fintechs: Are They Creating New Revenue Streams, or Siphoning Existing Ones?