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Planning Your Agency’s Future in Today’s Market

Planning Your Agency’s Future in Today’s Market

The needs of dealers are expanding beyond what the typical smaller to mid-size agency can provide when it comes to technology, training and human capital. Agents who generate 500 to 2,000 benefit contracts a month are typically reliant on just a couple of dealer groups for most of their business. They are one lost deal … Read More »

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How to Prove Every Customer’s Identity

How to Prove Every Customer’s Identity

Occasionally, even the seemingly simplest tasks become fraught with minutiae that encourage some to make it more difficult or cumbersome than necessary. The latest example of this idiom surfaced in a dealer’s quest to sell and finance a vehicle to an individual who could not provide a government-issued photo identity to prove she was who … Read More »

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Can I Get Your Number?

Can I Get Your Number?

Back in the old days, before the advent of modern communication such as Facetime, WhatsApp, Skype and many other platforms, the only real social media platform was the telephone. Asking someone for their phone number was a right of passage which either ended up in joy or disaster when you received (or did not receive) … Read More »

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Hooked on a Feeling

Hooked on a Feeling

I’m revealing my age when I recount “Hooked on a Feeling,” the 1969 hit by BJ Thomas. This song intimates the importance of an emotional connection. Emotionally connected customers buy more of your products and services, exhibit less price sensitivity, open up and talk more, and are more likely to recommend your dealer clients to … Read More »

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Change Is a-Coming!

Change Is a-Coming!

The year 1886 is regarded as the birth year of the modern car. In that year, German inventor Karl Benz built the Benz Patent-Motorwagen. Cars did not become widely available until the early 20th century. One of the first cars accessible to the masses was the 1908 Ford Model T, and the transportation industry was … Read More »

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