Tips For 2013 From Top Industry Trainers

Tips For 2013 From Top Industry Trainers

When it comes to ways agents can find more success, there are a lot of tips and tools out there to choose from. We asked a few of the top industry trainers to give us their take on what they see as the most important things agents should focus on going into this new year. … Read More »

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Why Customers Purchase

Why Customers Purchase

If you have ever found yourself having to listen to someone talk about something you had no interest in, perhaps you can appreciate how customers might feel. You’re asking yourself, “Why is he telling me about this?” In order to capture the interest of anyone on any subject, you have to discover what they might … Read More »

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Interview with John Vecchioni

Interview with John Vecchioni

This month, we sat down and chatted with John Vecchioni, national trainer, business development for United Car Care, to hear his opinions and advice on what agents are doing well, and where they need to improve. Successful agents, he notes, are the ones who are targeting the right relationships in the dealerships, and then going … Read More »

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Catching “The Big One”

Catching “The Big One”

Are you still floating in the muddy waters near the shoreline rowing your way to the fishing hole while gazing with envy when an M70 sport fishing yacht with all the bells and whistles whizzes past you? This isn’t an article about fishing, but the analogy can be likened to your aspirations to “catch” a … Read More »

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Start Thinking Products vs. Finance Reserve

Start Thinking Products vs. Finance Reserve

One of the indicators we are stressing lately when working with our F&I clients is Products Sold per Retail Delivery, or PPR. This is simply the number of products sold in the F&I department divided by the number of retail deals delivered. For example, if a dealer delivers 100 retail units and the F&I department … Read More »

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Top Training Tips

Top Training Tips

Regardless of what profession you are in, you have been trained. Training in a new position is never an easy task to complete. In reality, training never really ends. You are constantly presented with new challenges that you must solve and overcome. Questions will always come up that need to be answered. The learning process … Read More »

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F&I Meets Generation Y

F&I Meets Generation Y

Those of us who do dealer development and work with F&I managers are hearing more and more questions about a somewhat frustrating and confusing group of buyers that is usually referred to as “Generation Y.” Who are Generation Y buyers? The term usually refers to those young people born between 1980 and 1994; in other … Read More »

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How to Make Role-Playing an Effective Exercise

How to Make Role-Playing an Effective Exercise

I recently had the opportunity to lead a session on “Making Role-Playing an Effective Exercise” during the 2012 Agent Summit in Las Vegas. Role-playing sessions are a great way for you to get to know your dealer clients’ staffs, drive home the benefits of the products you represent and have some fun at the same … Read More »

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