It’s Emotional

We have been told decisions are made based on logic. But maybe we have been wired to make snapped decisions such as love at first sight, trusting someone at first glance, or having that gut feeling. How many times do we say “I should have trusted my instincts”. When training, we talked about getting so … More It’s Emotional

Prospect Like A Lion

Prospecting was the subject of our last conference call. It became apparent many of us do so little prospecting that we are unsure how to greet prospects and ask the right questions. Of course we all know different situations call for different approaches, so it’s easy for even experts in prospecting to get confused about … More Prospect Like A Lion

The Justice Department Alleges “BHPH” Used-Car Dealerships Engaged in Illegal Lending

Attached is a link about the U.S. Attorney’s Office of the Western District of North Carolina filing a lawsuit on a pair of BHPH Dealers. The State of North Carolina is stating these dealers have violated the state’s Unfair and Deceptive Trade Practices Act. The government is seeking customers who entered into sales contracts with … More The Justice Department Alleges “BHPH” Used-Car Dealerships Engaged in Illegal Lending

What Makes an Finance Director

                                           What Makes an F&I Director “Congratulations, you are getting a great deal!” says the salesperson to the customer (says the spider to the fly). “All you need to do now is sign the paperwork”. This is usually how our customer / client is introduced to the Finance Manager. Many survey’s clearly show our customers … More What Makes an Finance Director

Pay the Piper…or in this case the Salesforce

Every successful dealership I have ever observed has one thing in common; a sales force that has longevity! What is the primary element that promotes this?  A sense that management has empowered each individual to be the captain of their ship and a clear path to monetary reward!  Call it a professional environment or call … More Pay the Piper…or in this case the Salesforce

Harassment or compliance, does it matter?

This has been a dry topic for a few years now. The Automotive Retailer Dealer knows by now that compliance is playing a bigger part in our everyday business. Last November the Federal Trade Commission sent out certified letters to retailers requesting information about their business practices. A request was made for copies of every … More Harassment or compliance, does it matter?

Is This a Career?

Is This a Career?  Years ago I had the honor to be introduced to a gentleman who would change my life. He was Robert Worthington, President of Royal Oldsmobile in Stone Mountain Georgia. Bob as many knew him (I always addressed him as Mr. Worthington) had a commanding way about him. He was proud of … More Is This a Career?

It is a good thing we understand compliance

The Federal Trade Commission has held a series of round table style meetings to gather information on possible consumer protection issues concerning the sale, lease, or financing of automotive vehicles. This, in addition to other recent moves by the FTC and CFPB, really requires our retailers to take a closer look at compliance and what … More It is a good thing we understand compliance

John Williams the founder of Key Royal Automotive — A Great Group!!

This bio was featured in the UA News (The University of Alabama) sometime ago, All credit of this bio goes to the UA News  John Alexander Williamson, by his own admission, was a risk taker, a characteristic which, as he wrote in his book, “would stand me in good stead in the Pacific.” Williamson was … More John Williams the founder of Key Royal Automotive — A Great Group!!

Are we afraid of the menu? (Confessions of an F&I Manager’s fear of the Menu)

Are we afraid of the menu? (or Confessions of an F&I Manager’s fear of the Menu)   All around us in life we experience the use of the menu. Going out to dinner with your loved one, you are given a menu. Drive into our service lane and you are presented with a menu of … More Are we afraid of the menu? (Confessions of an F&I Manager’s fear of the Menu)

Honesty as a sales strategy

Originally posted on Dealerite Blog:
Sales is a science, albeit an often botched science, but a science nonetheless. When a sales person is perceived as ‘honest’, customers tend to systematically lower their defenses.  Lowered defenses lead to a more satisfactory buying experience. Can you be strategic in establishing your ‘honesty’?  Absolutely!  Blocking or evading questions…

Another Week

Just got off another conference call with grand plans for our group, why is it that every time we get off one of these calls we have a full agenda yet nothing happens? Is it that we just get too busy reacting to what we get hit with during the day? Maybe it’s because sh… … More Another Week