4 Tips for Creating a Social Presence That Converts

I never imagined that social media would make me my dealership’s top salesperson. I remember my first day on the car lot vividly. My sales...
Dealer Solutions Magazine Powered by Imperial Press Direct

Developing Emotional Stability

This article is longer than most I send your way, but I feel the timing is right to send it out. It's the time...
Dealer Solutions Magazine powered by Imperial Press Direct

How to Lead Well When Bad Things Happen

After the fallout from the G.M. ignition switch debacle—and most recently with VW’s emission issues—clients have contacted me asking for suggestions on how to...
Dealer Solutions Magazine powered by Imperial Press Direct

They Have Time…

I speak at a lot of dealer 20 Group meetings and one of the questions I ask of the Dealers at every meeting is,...
Dealer Solutions Magazine

Say Goodbye to Mini Deals Forever, Without Missing a Deal

The first sale that I ever made was a mini deal.  Luckily, the second sale on the very same day was the biggest of...

Sales-Esteem Check: Too Low or Just Right?

Everyone talks about the importance Self Esteem and how we view ourselves has direct effect on our daily performance, and how happy we are...

That Grad Wont Sell

It was a beautiful commencement ceremony. The speeches were entertaining and inspirational. Each graduate’s name was called and their family members all stood cheering...

Business Lessons from the Dojo

Within our new LearnToLead Elite Training Center adjacent to our Agoura Hills, California offices, I have a “Wall of Influencers”. On the wall are...

Customers Sold Separately

So, what is the one thing that I could possibly impart to salespeople that would prove to be a game changer? The good news is...

Instinct is Failing the Car Business

Instinct is a powerful force; one that drives behavior and moves seat turtles toward the ocean after they hatch on the beach. ‘Trust your...

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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...