A Conversation With The Wolf Of Wall Street – Jordan Belfort

I sat down with Jordan Belfort, the Wolf of Wall Street, to discuss all things automotive. We began addressing the myth of car salesperson....

Who Cares About Social Media?

Why should I care about making it fit into my dealership? More importantly, for the skeptical dealer, how will social media ever affect my...

5 Reasons Why Over 90 Percent Of BDCs Underperform (part 1)

Almost 30 years ago, I introduced the BDC concept to dealers across the country. Initially people in our industry thought my concept was, for...

Finding, Keeping And Motivating Great People

All businesses are always faced with the challenge of finding great people, training them and then keeping them. The challenges for auto dealers are...

How Service Appointments And Reservations Destroy Customer Retention, Survey Scores, And Upsells

In my workshops I always like to have plenty of Q & A time so that I can address the real concerns that Service...

Personalization Is The Key To Your Advertising

We are in the midst of an enormous change in the automotive world. Dealerships all over the nation are rethinking advertising, experimenting with social...

Closing Through The Buyers Eyes

Years ago, I spoke at a banquet for top salespeople. Before I gave my talk, the speaker introduced someone in the audience and said,...

Rise And Shine: Scraps Are For Losers!

It was early in the morning, still dark outside. I was wide awake thinking about my day and, like they often do, ideas began...

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How to Create Buy-In for New Technology

As a dealer it's easy to get excited about new technology that promises to increase revenue, streamline processes or improve the customer experience. But...

How to Create a Mission Statement That Inspires Employees

As a business leader, what motivates you to wake up and go to work every day? If you ask many people why they start...

Buying a Car Takes Too Long. What are You Doing About It?

When it comes to buying a car, one of the biggest areas of frustration for consumers is how long it takes. From the back-and-forth...