Training Articles

The 10 Commandments of Prospecting for a Successful Agency – Part 1

The 10 Commandments of Prospecting for a Successful Agency – Part 1

This month, we begin a three-part series looking at the top ten tips and tricks agents can use for successful prospecting. This month, we will look at the first three – defining your territory, knowing your business environment, and targeting the right prospects. Commandment I: Thou Shalt Prospect Thy Given and Defined Territory The very … Read More »

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Using Disclosure to Your Advantage

Using Disclosure to Your Advantage

Those of you I have worked with, or who have attended our training, have heard me say over and over again that we use honesty and full disclosure as a strategy with the Package Option method. And the more I work with the top performers, the more I realize that this approach is more than … Read More »

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The Value of Good Customer Service

The Value of Good Customer Service

One of the biggest challenges facing any business is keeping in balance. In many automotive businesses, more emphasis is put on getting new business than serving existing clients. And that’s no way to succeed long term. Next to sales functions, customer service functions are vital to overall success and must be given appropriate emphasis. By … Read More »

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Is Technology Eliminating The F&I Manager?

Is Technology Eliminating The F&I Manager?

As a research and process development company, we are constantly looking for new ideas, products, or anything that would be of value to our F&I professionals. There are always plenty of new products, software programs or someone touting the “next big thing” in the F&I world for us to evaluate and share those results with … Read More »

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Your Previous Customers Are Great Prospects

Your Previous Customers Are Great Prospects

Remember the facts, and share them with your dealers: 71% buy because they liked their salesperson. 78% would buy where they have their vehicle serviced. 50+% will be product loyal. 30% have a family member who will be buying or trading a vehicle within the next 90 days. Each family will purchase 36 vehicles on … Read More »

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Don’t Let Complacency & Apathy Stunt Your Sales Potential

Don’t Let Complacency & Apathy Stunt Your Sales Potential

“Strike while the iron is hot.” This statement was first recorded in 1566 and refers to the blacksmith – he heated the metal so he could hammer it out and form it. Once it’s hot though, if he waits too long to shape the iron, the metal cools and hardens – and the opportunity is … Read More »

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Highlights of Attitude

Highlights of Attitude

You must work on keeping your own positive attitude every day. Too many people in automotive sales wait for a good client, an easy sale, a motivational meeting, a seminar, or their manager to provide motivation. The day you turn pro is the day you realize that attitude in selling is everything. A good attitude … Read More »

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Building Your Agency for the Future

Building Your Agency for the Future

As agents today we have a dramatically different landscape than we did 10 or 12 years ago. The total number of franchised dealers fell 23% between 2000 and 2012. This reflects the closing or consolidation that has been going on for a very long time, but that was accelerated through our economic down turn in … Read More »

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