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Become a Better F&I Coach

Become a Better F&I Coach

In the world of an agent, things change rather quickly. Aside from technological advances and demands from clients, there is also the fact that, as Mark Cuban once said, “Someone is trying to get your business 24 hours a day.” In today’s competitive environment, income development has become more important than ever before. Driving better … Read More »

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Evaluate Your Roster

Evaluate Your Roster

I love football. High school, college or the NFL, it doesn’t matter. I am amazed at the speed and athleticism of the game and those who play it today. Most of the young men who are in the NFL were lucky enough to have the right coaches in their lives along the way that were … Read More »

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Five Critical Annual Training Requirements

Five Critical Annual Training Requirements

“Dec. 7, 1941 — a date which will live in infamy.” — Franklin Roosevelt “Dec. 7, 2017 — a watershed moment in American culture.” — Me. Pearl Harbor was bombed in 1941, effectively bringing America into World War II. Former Sen. Al Franken (D-Minn.) resigned his seat on Dec. 7 of this year, joining a … Read More »

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8 Steps to Clarifying Your Dealers’ Training Needs

8 Steps to Clarifying Your Dealers’ Training Needs

Nearly every agent I speak with recognizes the need for training in their dealerships. They all know the importance of having highly trained individuals on their team and the difference in productivity and profitability a highly trained team can make. The problem is figuring out the “what” to train. Many dealerships’ training programs consist of … Read More »

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How to Recruit, Hire and Train Agents

How to Recruit, Hire and Train Agents

At the Agent Summit earlier this year, I was given the opportunity to do a presentation on how to recruit, hire and train agents. My message focused on the importance of identifying your specific need, using the available arenas to find candidates, and crafting a pay plan that would match the behavior we were seeking. … Read More »

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Deconstructing the Two Extremes of Digital F&I

Deconstructing the Two Extremes of Digital F&I

Should F&I go completely online? Is today’s F&I process dying a slow death? The people on the extreme ends of this conversation concern me. There is a set of old school F&I professionals who are strongly resisting any move toward allowing the car deal to start online. They are resisting providing product information on dealer’s … Read More »

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