Building a Business Within a Business

Building a Business Within a Business

I look at the Finance and Insurance office in a dealership as an opportunity to exercise an ambitious spirit for running a successful business within a business. Being in business for yourself is the “American Dream.” It offers the opportunity to develop repeat and referral business that translates into growth and personal success. The harder … Read More »

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What is the Sky and Why is it Blue? The Importance of the Customer Facility Tour

What is the Sky and Why is it Blue? The Importance of the Customer Facility Tour

In order to create true value and a clear understanding of our surroundings, we must first know what we’re looking at. Then, we need to understand “why” it is what it is. Let’s look at an example. What is the sky? I never thought about this question until I was asked in front of a … Read More »

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Closing with Confidence

Closing with Confidence

Wouldn’t it be nice if they made a confidence pill, not just for sales, but for anything? If a “confidence in closing” pill existed, it would be a really strong closing tool! That pill doesn’t exist to my knowledge; so unless you have the “natural” gift, then how do you close with confidence? Considering the … Read More »

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Responsibilities of a Trainer

Responsibilities of a Trainer

The responsibility of a trainer goes beyond teaching material in a classroom. A trainer who is going to be great has to look at how training makes a difference. I have spent over 15 years training, with more than ten years in formal classroom settings. As a founding member and top trainer for Lees Summit, … Read More »

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Holiday Sales Myth?

Holiday Sales Myth?

Many salespeople and agents believe that between Thanksgiving and January 2nd, people stop buying and selling. Quite the contrary! People are in more of a buying spirit than at any other time of the year. It doesn’t matter whether you sell computers, real estate, automobiles, extended warranty contracts or portfolio services, the world doesn’t stop … Read More »

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Ten Tips to Maximize Your F&I Performance

Ten Tips to Maximize Your F&I Performance

If your F&I performance is lagging, have you ever wondered why? Have you ever wondered what you are doing differently than the high performers? Do you use excuses to defend your less than stellar performance? If so, take a look at the following tips and if you aren’t practicing them, give them a try and … Read More »

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