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Are You a Vendor or a Trusted Partner?

Are You a Vendor or a Trusted Partner?

This should be the time of year when you start implementing your annual growth plans. Like many agents, you have most likely spent considerable time and treasure over the past couple of months looking ahead, forecasting all areas of your business. I am also certain your plan includes improving your agency’s financial performance year over … Read More »

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‘No’ Means ‘Not Yet’

‘No’ Means ‘Not Yet’

There are probably several different reasons why some agents are more successful than others, and it doesn’t really have to do with the market, weather, time of the year, or the products and programs they are selling. There is a two-letter word that is a hidden killer of all sales, and that word is “No.” … Read More »

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Isn’t Your Attitude the Heart of Selling?

Isn’t Your Attitude the Heart of Selling?

Somebody recently asked me how important it was to have a positive attitude when it comes to selling. I said your attitude is the heart of selling, and today it seems like some people need a cardiologist when it comes to keeping a positive mental attitude. Your entire life is shaped by your attitude. The … Read More »

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How to Catch the Decisionmaker

How to Catch the Decisionmaker

OK, how many of you secret agents need to get into some sort of sensitivity rehab or maybe even a 12-step program because you have some unresolved problems, such as never being able to reach the decisionmaker, a.k.a. the dealer or GM? Right, you call, call, call, call and all you get is some BS … Read More »

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Secret Agent Locates Dealer

Secret Agent Locates Dealer

One of the biggest mysteries in this business is trying to find the decisionmaker at the dealership who can buy or use your services. If you stacked up all the agents who gave up because they couldn’t reach the decisionmaker to make an appointment, get them to take your call, get hold of them, get … Read More »

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Build Your Agency With Powersports

Build Your Agency With Powersports

2016 marks the end of an uptick cycle with vehicle sales in the retail automotive market. This year, we can expect vehicle sales to slow down and plateau. Combined with increased regulatory pressure, 2016 will be a year in which many agents will need to stretch their capabilities and their market base as they prepare … Read More »

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