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Escape the Complacency Trap

Escape the Complacency Trap

As 2016 drew to a close, new-vehicle sales were expected to top out at 17.1 million, a slight decrease from the record 17.7 million units sold in 2015. Experts say this may be as good as it gets for sales volume. Experienced agents know the car business is cyclical. History tells us that, with every … Read More »

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Is Technology Your Tool or Your Replacement?

Is Technology Your Tool or Your Replacement?

Any agent who has been in the business more than 10 years can remember the old routine: Wait till the close of the month before scheduling any visits. Show up and pull out the F&I log book, add up each column of numbers, do your long division to calculate PVR, product averages and penetration. Once … Read More »

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The Shoulder Bone Is Connected to the Back Bone

The Shoulder Bone Is Connected to the Back Bone

Many of you may be familiar with the children’s sing-along song called “Dem Bones” or “Dry Bones.” Most verses recite the connection between the bones: “Shoulder bone connected to the back bone, back bone connected to the hip bone,” and so on. You may be wondering what, exactly, this has to do with you. Well, … Read More »

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