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Closing Requires Prospecting!

Closing Requires Prospecting!

Closing new business requires that you do your homework before ever setting foot in a prospective account. It requires that you be capable of clearly and concisely communicating the numerous benefits of doing business with your agency to every prospective dealer. How will doing business with you… help them? It also requires that you organize … Read More »

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Six Steps to Getting Referrals

Six Steps to Getting Referrals

The easiest lead to close is a referred lead. Unfortunately, not many car salespeople have mastered the art form that the process entails. I’ve developed a simple, seven-step process to obtaining referrals that will give you so much more success in developing your referral business that you will make it an automatic part of every … Read More »

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Car Folks are People, Too

Car Folks are People, Too

Due to the advent of the Red Flags Rule enforcement date on January 1st, the topic of identity theft is all the rage. Certainly identity theft is an issue in the dealership environment, but news flash – car folk are people, too. They have the same risks of identity theft at home as the rest … Read More »

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Meeting of the Minds

Meeting of the Minds

Born out of last year’s F&I Conference and Expo, the industry’s first agent-only conference promises to go where no other show has gone before. In his Feb. 1, 2011, blog post, Gregory Arroyo, executive editor of F&I and Showroom magazine, used the term “The MEETING” to frame the industry’s first agent-only conference. But it was … Read More »

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It’s Not What You Say…

It’s Not What You Say…

It’s not what you say, but how you say it that counts, right? I’m certain you’ve heard that cliché hundreds of times. In business, what you say is just as important as how you say it. In selling vehicles, you must learn to paint mental pictures in the minds of your potential clients. Those pictures … Read More »

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An Ounce of Prevention Is Worth a Pound of Chargeback

An Ounce of Prevention Is Worth a Pound of Chargeback

Let’s start with a hypothetical story of a typical day in the life of an F&I manager. He’s one delivery short of glory at month’s end when a sales associate TOs a hot one: full MSRP and all the options on a $60,000 black granite Suburban, no trade. Wants to finance the car through the … Read More »

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