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? (first posted in 2010)
How to Move Goal to Reality I have a wedding to attend in September and need to lose at least 20 pounds over the next few months. Of course my record of success has not been that high recently with my previous attempts. What I have been told is that our ability to lose weight … More How to Move from Goal to Reality
We Are Replaceable Graveyards are full of irreplaceable people. Maybe a cynical statement, but it does make a point. True we are each unique and special in our own ways, yet it’s only a few true genius in history that cannot truly be replaced and yet we survive after they are gone. In a fast … More We are Replaceable
I have been asked to re-post this. With all the compliance concerns, recently and the thought that compliance will take away from us “closing deals”, I wanted to suggest that maybe a good compliance policy will instead increase our ability to “close deals”. A good policy is just part of the Road to the Sale….take … More Compliance and how it affects you
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
Why Are We Not Successful? I have had the honor to work with some of the most recognized sales trainers in our industry. I have attended so many seminars and training classes you would think that I would be at the top of my game! Yet that is not the case. Over the years I … More Why Are We Not Successful?
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
How To Hit Your F&I Numbers How can we hit our F&I numbers? It seems that is the question that is asked of us at the end of every month. If that was not enough to spoil your day, we have to deal with compliance, keeping the customer happy, reviewing all the paperwork, and … More How To Hit Your F&I Numbers
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? (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 services. … More Are we afraid of the menu? (Confessions of an F&I Manager’s fear of the Menu)