Tag Archive | "Top 10"

2012 Objective: Agent Summit and Developing New Business


Another New Year is upon us giving way to contemplate, plan and execute innovative ideas for maintaining current accounts and developing new business.

Is attending the Agent Summit on your list of objectives for 2012? If not, it should be. The 2-day information filled conference devoted specifically to your business is the place to move all those objectives into action. The event delivers the latest training techniques, trends and challenges to assist top GAs on better serving their dealer clients.

Agent Summit 2012 presented by Agent Entrepreneur in partnership with F&I and Showroom will feature top trainers of the industry and executives from leading product providers and agencies:

  • Paul Webb, Paul Webb Training

Paul Webb will deliver one of the event’s opening keynote address.
A 20-year industry veteran, Webb is principal of Paul Webb Training, a nationally recognized firm that counts many of the nation’s top auto dealers among its clients. A highly sought-after speaker, Webb has addressed crowds ranging from dealer seminars to NADA conventions and 20 Groups.

“I’m excited to speak at the Agent Summit in 2012,” Webb said. “Change starts with education, and each summit provides new and exciting ideas to assist agents with the management of change. Communication skills are critical in presenting products and services. We’ll address the decision process so you’ll understand how to change your mind and keep the change. I look forward to seeing everyone in 2012.”

  • John Braganini, Great Lakes Companies

John Braganini, principal of Great Lakes Companies, will present the events evening keynote address. Braganini told F&I and Showroom that his address, titled “Smart Today, Success Tomorrow,” will focus on long-term strategies for success. “I will identify 10 agency operations and management strategies that we have used to build and develop the Great Lakes Companies over a 25-year period,” he said.

  • Ron Reahard, Reahard & Associates

Reahard is the president of Reahard & Associates and the author of the firm’s customized, in-dealership training programs. He also is a highly sought-after speaker, having led training sessions for the NADA, state and local dealer associations and the annual F&I Conference, among others.

Reahard plans to share his thoughts on the importance of general agents to their dealer clients. “The focus is on bringing value to dealers,” he told F&I and Showroom, noting that agents are particularly well-positioned to help dealers respond to changes in the economic climate and the industry itself. “That’s what agents have to do: help dealers,” he said.

This event to help you improve your dealers’ F&I performance and profits takes place March 12–14, 2012, at Caesars Palace in Las Vegas.

For more information or to register, visit www.agentsummit.com

For even more business building ideas check out the top 10 most read articles of 2011. Thank you to all who have contributed to AE Magazine!

  1. Training, Monitoring and Motivating F&I Managers
    …Providing innovative products in a value building Protection Package is more appealing to a customer than multiple products presented individually, and customers respond more positively when they are presented in that manner…
  2. What Dealers Want From Agents and Product Providers
    …When we identify the most successful and highest dealer rated agents, the common trait they exhibit is having become an integral part of the dealership’s management team…
  3. To Boldly Go Where No Menu Has Gone Before…
    …We are 10 years into computerized menus now (non-automated menus have been around a lot longer) and it is amazing that there are still late adopters out there that don’t have some form of F&I presentation software, or have it and don’t really use it…
  4. Finding F&I Gold On The Service Drive
    Recent economic circumstances have influenced many dealerships to look outside of the conventional ways they have been doing business and look for additional means within their facilities to increase lost revenues they have suffered…
  5. 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…
  6. Pay Plans: When Reality Must Confront Perception
    …The serious development agent is constantly analyzing the dealer’s business and tweaking various elements to promote consistent growth. There are many areas in a dealership we can impact…
  7. Prospecting And Cold Calling
    Cold calling to generate new business can be uncomfortable, to say the least. It can be defined as unfriendly, inhospitable and plain unsociable at times…
  8. Meeting of the Minds
    …Between dealership closures and the credit crisis, it’s been a roller coaster ride for the agent community. The biggest threat to their livelihoods was the alleged policies some lenders issued during…
  9. 2011…A Year of Feast or Famine
    In 25 years of working in this industry, I have never seen an opportunity quite like the one that exists today for consultative agents who support income development…
  10. If It’s Worth Doing, It’s Worth Measuring
    …The old adage, “You can’t get to where you’re going, if you don’t know where you’re at,” poor grammar notwithstanding, holds true in spite of the fact that there still exists a large percentage of dealerships today…

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A Great Year Behind Us – An Even Greater Year Ahead!


Agent Entrepreneur had a great year in 2010. Since the release of our first publication on the first of July last year, our readership level has peaked 53% over the past six months. And we are expecting to see even greater results in 2011. We will be seeing many of our advertisers, contributors and readers at the upcoming NADA conference in just few short weeks, and soon after, in conjunction with F&I and Showroom on March 8-9, we will be co-media sponsors of the Agent Summit in Las Vegas. What a great way to start the year!

Because we had such a successful year, I want to say thank you to all of the people who have made it happen, including those of you behind the scenes here at VMS Publishing, our advertisers and our contributors.

I also thought what better time than now to highlight the top 10 stories of the year, and wanted to mention to those of you who put long hours in putting your ideas, experiences and expertise on paper, that all articles that we received were nothing short of excellent and remain to be viewed, regardless of being in the top 10 or not. Thank you!

The following are the top 10 articles from 2010. Clicking each link to read the article in its entirety.

#1) 13.3 Ways to Help your Dealers Sell More Products

The focus of every independent agent must be on helping their dealers improve overall F&I performance and profits, not just on getting that dealership to sell more of their products. Your agency must be perceived by your dealers as their F&I partner with the resources, expertise and commitment necessary to help them maximize F&I income. …

#2) Agent Evolution in a Changing Automotive Landscape

“What is it you do?” That was the seminal question posed by dealers that plagued me when I first started calling on them 20 years ago. My original answer was: I was a “credit insurance/service contract” representative of XYZ Company. Dealers quickly categorized me and sent me on my way unless they were desperate. I …

#3) Separating your Agency from the Competition

“Don’t just think better: Think different!” – Harry Beckwith, Selling the Invisible The continued growth and success of any agency depends on closing new business. Certainly, every agent entrepreneur must constantly focus on generating additional business through increased productivity and product sales within their existing accounts. However, the acquisition of new accounts through referrals, prospecting …

#4) The Best of the Rest

Traditional F&I products or “legacy” products like service contracts, GAP and credit insurance form the backbone of a dealership’s F&I offerings, but are arguably the most difficult conquest products for an independent agent. How does an agent distinguish himself from his competitors when everyone essentially sells a slightly different version of the same thing? Enter …

#5) The Rules Have Changed: Considering the Three New R’s

Want to bring true value to your client or dealer partner? Provide them with the following essential components for capturing the full F&I profit potential on every traffic source: the Internet, phone and walk-in. The initial components, Product Drives PVR and F&I Participation Throughout the Sales Cycle are designed to update the F&I and sales …

#6) A Simple Idea to Boost a Dealer’s F&I Performance

One of the key functions agents and F&I product providers provide to their dealer clients is help improving F&I performance. A unique part of that function is to help implement policy improvements that the F&I staff may not have the ability to accomplish within the political structure of the dealership. One of the most critical of …

#7) The Integrated Industry: Software Fact or Fiction

Agent entrepreneurs make decisions every month about which menu/reporting company they should recommend to their dealers and effective DMS integration is crucial to this decision. For this reason, Agent Entrepreneur spoke with some of the leading menu/integration providers to discuss the state of DMS integration. Although roadblocks still exist, progress is being made. No doubt, …

#8) Creating an Implementation Plan for Improved Performance

Do you have an image of your dealer’s potential that your dealer never seems quite able to achieve? Are you having performance issues at stores where they pay little or no attention to your recommendation? When was the last time you visited a store after discussing a specific procedure, policy or process only to find …

#9) No Demo, No Sale

“I understand how important doing a good demonstration of the vehicle is, but everybody is different, so how do I know what to do each time?” That’s a great question because when you mix quantity (how many demonstrations you give), with quality (a great demonstration for each individual customer) – that’s when you really improve …

#10) The Art of Selling

When assessing a process for successful selling, don’t overlook the value of providing a service to your customers. The catch is that putting the customer’s needs first is not easy if you don’t know what their needs are. Most customers have no idea how products offered in the finance office can benefit them. Therefore, having …

Again, though these are merely the 10 most read articles, there are many more very interesting and quite informative articles that fulfill every goal that Agent Entrepreneur has set out to attain – and that is to assist automotive and power sports agent professionals in making the right decisions for their business by delivering ideas, information and inspiration for success. In 2011, we will continue on this path and are taking this mission to the next level through the Agent Summit, where we hope to see you all.

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