Archive | F&I Success

Create a Lombardi Culture

Create a Lombardi Culture

I just returned from Green Bay, Wis. Like most visitors, I drove by and took pictures of the Vince Lombardi statue in front of Lambeau Field. The Green Bay Packers’ stadium is built right on the highway with residential houses just across the street. The reason they do not relocate the stadium is that, since … Read More »

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Speak With the Loudest Voice!

Speak With the Loudest Voice!

I looked into the face of a top-performing F&I professional and said, “Your potential is furious with your performance!” After the initial shock, he realized it was a valuable challenge. As independent agents, we meet regularly with great F&I managers who are producing at the best levels they have seen in their career. A simple … Read More »

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Adopt the Manning Mindset!

Adopt the Manning Mindset!

Archie Manning, an NFL quarterback in his own right, raised two sons who have made an even greater impact on the league. The Manning clan attributes their success more to the mindset they were taught than to the talent they were born with and developed. Recently retired, Peyton Manning often shared two principles that enabled … Read More »

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Sales Up, Guard Down!

Sales Up, Guard Down!

The car business exists in a constant state of flux. As independent agents, we have to step back and evaluate the business during the good and the bad times. Consistently growing the skills and knowledge level of all our team members is as critical when the money is flowing as it is in an economic … Read More »

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The Ride Back Home

The Ride Back Home

During a cross-country rail trip to New York in early 1928, Walt Disney not only lost his cartoon star, Oswald the Lucky Rabbit, but half of his animation staff to his film distributor. Before boarding the return train to California, Walt sent his brother, Roy, a telegram: “Don’t worry, everything OK.” On the train home, … Read More »

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So God Made a Farmer …

So God Made a Farmer …

These words summarized what was arguably the best commercial of the Super Bowl XLVII in 2013. I have been a longtime fan of the man whose words graced the two-minute ad: Paul Harvey. Here is a short section of the ad: God said, “It had to be somebody who’d plow deep and straight and not … Read More »

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