Rex Weaver's Posts - DealerELITE.net2024-03-28T20:07:32ZRex Weaverhttps://www.dealerelite.net/profile/RexWeaverhttps://storage.ning.com/topology/rest/1.0/file/get/2535872491?profile=RESIZE_48X48&width=48&height=48&crop=1%3A1https://www.dealerelite.net/profiles/blog/feed?user=121rvptramq4a&xn_auth=noWhat are you so Afraid of?tag:www.dealerelite.net,2011-10-08:5283893:BlogPost:2305142011-10-08T19:00:00.000ZRex Weaverhttps://www.dealerelite.net/profile/RexWeaver
<p>What is it that is stopping you from going further? </p>
<p>What is stopping you from helping more people?</p>
<p>If you're afraid, what are you afraid of?</p>
<p>The most obvious thing is, your afraid to lose something. You're afraid to lose your status, your comfort, your money and maybe even a few friends.</p>
<p>So you go nowhere, you let life take you wherever it is taking you at its own pace.</p>
<p>If you're a person with a good work ethic and normal intelligence your probably doing…</p>
<p>What is it that is stopping you from going further? </p>
<p>What is stopping you from helping more people?</p>
<p>If you're afraid, what are you afraid of?</p>
<p>The most obvious thing is, your afraid to lose something. You're afraid to lose your status, your comfort, your money and maybe even a few friends.</p>
<p>So you go nowhere, you let life take you wherever it is taking you at its own pace.</p>
<p>If you're a person with a good work ethic and normal intelligence your probably doing o.k. and if you're aiming for o.k., good news, you're already there.</p>
<p>Now before we go further, this is not about selfish, this is not about selling your house to buying a Porsche or joining the circus. </p>
<p>If you're someone who thinks they have more to give, and you're not, is it because you're afraid?</p>
<p>If you not afraid to lose something...... maybe you're afraid to be judged.</p>
<p>Lets face it, no one likes that. But if you want to make an impact, if you what to really reach out to people.... that will be judged. And if you're afraid of that, it'll hold you back.</p>
<p>If you have gifts to share, that's right, you may lose something and you maybe judged.......but that's o.k.</p>
<p>Doing nothing is so much worse.</p>
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<p> </p>Who Do You Say I Amtag:www.dealerelite.net,2011-09-29:5283893:BlogPost:2273232011-09-29T23:53:54.000ZRex Weaverhttps://www.dealerelite.net/profile/RexWeaver
<p>The Great Confession by St Peter was in response to a question ask by Jesus to his disciples. His question was "Who do they say I am?"</p>
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<p>The responses varied, some say He was John the Baptist back from the dead, some said he was the prophet. But then Jesus asked "Who do YOU say I am?"</p>
<p>Now of course we know that is when Peter made the Great Confession stating "You are the Son of the God"</p>
<p>The reason that I bring this up is not only because of this being one of the…</p>
<p>The Great Confession by St Peter was in response to a question ask by Jesus to his disciples. His question was "Who do they say I am?"</p>
<p> </p>
<p>The responses varied, some say He was John the Baptist back from the dead, some said he was the prophet. But then Jesus asked "Who do YOU say I am?"</p>
<p>Now of course we know that is when Peter made the Great Confession stating "You are the Son of the God"</p>
<p>The reason that I bring this up is not only because of this being one of the greatest moments in history, but because it is also a question to a question to ask yourselves.</p>
<p>Who do they say YOU ARE?</p>
<p>We know that certain business have a certain reputation and let's face some are good and some aren't. We can think about lawyers and politicians or we can think of policeman and fireman.</p>
<p>There are certainly good and bad in all professions, but some carry a little bit of a stigma.</p>
<p>Now I have to break some news to you all.....the car business is one of those professions. The reason the car business may sometimes get a bad rap could actually be because of people in the car business, but I'm convinced that a lot of it is because of the sins of the past.</p>
<p>We trying to work on your own reputation, who does that for you? We know our customers can do that for us, but even if we are the best car dealer in the world, that may still only make a small part of the population of your community, and is your reputation something you only want know to a small part of your community?</p>
<p>So you state a resounding "NO" that's why we market, to get our name out into the community. But what name is it you're getting out into the community? </p>
<p>How about this, let's get our people out into the community. How about we as a company reach out into the community as members of the community. How about you get "your name" out there by your good works, not just your good deals. (not getting into a works/faith discussion : )</p>
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<p>Don't ever allow the label of what people think you do, determine who you are. Don't allow your dealership or business to be "one of many." Stand out by being members of the community with outreach and charity and show your neighbors that you care about them. Have your people volunteer at events, maybe even have your people pick a day at the local soup kitchen.</p>
<p>I'm blessed to be with a dealer that does these things and even formed a community outreach committee to examine the needs of our neighbors.</p>
<p>Don't allow the reputation of a "business" be your reputation for the good or bad. Earn your own reputation and wear it proudly.</p>
<p> </p>
<p>After 25 years in the car business, I truly believe it to be an honorable and worthy profession and if I did, I would do something else and I'm sure you all feel the same way. So the time is now for us to start reaching out and reaching up and elevating our reputations.</p>
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<p>Be the type of business that people want to do business with and then when the question is asked; "Who do they say I am?", be confident in the answer you'll receive.</p>
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<p> </p>Grow Your Faithtag:www.dealerelite.net,2011-08-26:5283893:BlogPost:2024172011-08-26T00:44:39.000ZRex Weaverhttps://www.dealerelite.net/profile/RexWeaver
<p>One of the greatest stories of faith in the Book of Luke and when the centurion's son is sick and looks to Jesus to heal him. Jesus states he will go to the centurion's home and see his son, but the centurion states "You just need to say he's healed, and it will be done." </p>
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<p>The Roman tells of how he commands hundreds of men and for something to be done, he only needs to say the word and it will be done. He's confident that his men will accomplish the goal regardless of what it…</p>
<p>One of the greatest stories of faith in the Book of Luke and when the centurion's son is sick and looks to Jesus to heal him. Jesus states he will go to the centurion's home and see his son, but the centurion states "You just need to say he's healed, and it will be done." </p>
<p> </p>
<p>The Roman tells of how he commands hundreds of men and for something to be done, he only needs to say the word and it will be done. He's confident that his men will accomplish the goal regardless of what it is. So he states to Jesus, all you need to do is say it, and I know it will be done.</p>
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<p>Imagine having that much faith in someone, that all you need to do is say it and you'll know...I mean really know that it will be done.</p>
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<p>Now we know that faith in God and faith in man are two different things, but when you operate in a team, you need to have faith in your team. The question is....how do you get it, and if you have it, how do you spread it?</p>
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<p>We all go through our phases where we feel it's just not getting done. We spend too much in the day checking on things that we were hoping were already done to find out they are not. We double and triple check and find out the day is gone and not much got accomplished, or at least not as much as we would have liked.</p>
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<p>We want to have faith, but sometimes....it can be weak. </p>
<p>Now there is the question, how can our faith grow? When we speak of our faith in God we can be confident that as we fervently seek Him, He will seek us. </p>
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<p>Now is there a way to apply this to our team building? I think there is. As we empower our team, they will become powerful and when they become powerful, they will get things done. And when they get things done, you confident that things are getting done.</p>
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<p>Being responsible with a few things, let us be confident to allow our team to be responsible with many things.</p>
<p>Be the person that gets things done for your team and they will be the ones to get things done for you.</p>
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<p> </p>Are You Maintaining Your Business Or Growing It?tag:www.dealerelite.net,2011-08-23:5283893:BlogPost:1986982011-08-23T23:55:30.000ZRex Weaverhttps://www.dealerelite.net/profile/RexWeaver
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<p><span>We’ve all had some great ideas about our businesses. We read articles, we study treads and stay up to date on the latest trade information, but sometimes we seem to be treading water. We all know what we think a great business is, the question is how do we get our business to be that one? We have a great customer experience and wonder; “How to I translate that to my place?” </span></p>
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<p><span>I’ll give you the first…</span></p>
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<p><span>We’ve all had some great ideas about our businesses. We read articles, we study treads and stay up to date on the latest trade information, but sometimes we seem to be treading water. We all know what we think a great business is, the question is how do we get our business to be that one? We have a great customer experience and wonder; “How to I translate that to my place?” </span></p>
<p><span> </span></p>
<p><span>I’ll give you the first easy answer. If your not in a position in your work place to make changes, you can’t. But even if your not a decision or policy maker, but work for a company that listens to good ideas.....maybe. But listening to a good idea and launching a good idea are two VERY different things. </span></p>
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<p><span>Now what stops us from launching a good idea? Easy, your spending too much time maintaining your business.</span></p>
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<p><span>Now for those of us that have been in the car industry for a while, we’ve seen the good and the bad. We’ve seen numbers both high and low. The question to ask yourself is “Did you have anything to do with it?”</span></p>
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<p><span>One easy way to find out is to check market treads in your field and see what everyone else did. If the market was up and so were you, guess what, maybe you shouldn't be patting yourself on the back. If the market was down and you were up, well now maybe you deserve a pat, but again, this is the car business we are talking about, so don’t get too happy.</span></p>
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<p><span>If your daily duties include; checking on your employees too make sure they are doing what they should be doing, if it includes politicing with manufactorers or even internal politicing.....guess what, that’s maintaining.</span></p>
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<p><span>Now that being said, these things are all necessary and certainly and valid part of your job (depending you what your job is) but they may also be the things that are keeping you from growing your business.</span></p>
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<p><span>When we discuss great marketing strategy or relationship building with other companies or even reaching out into our communities to make a difference, and these things never get launched, that doesn’t mean your not doing your job, it means your spending too much time doing another part of your job. </span></p>
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<p><span>So there is the rub, how to we spend more time doing one part and less time doing the other part? </span></p>
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<p><span>The first way is to trust your people. Do you allow your team to make decisions? And if you do, how do you treat them if they make a “bad” decision? The easiest and best way for to focus on growing your business is having the right people in place to maintain the business. If you articulate a clear goal for your team and trust them to make the right decisions, your on your way to growing your business</span></p>
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<p><span>So now that you've freed up some time to grow, what is it that you do to do that? Well, marketing is a great start. But before we go any further, if you think marketing means coupons and discounts, you've been in the car business too long. </span></p>
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<p><span>Our self destructive “race to the bottom” that the car business has been doing for years is not helping anyone, including the customer. </span></p>
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<p><span>Do you think if there was a certain brand of car dealer on four corners of a block, that they would spend time with clients talking about service and benefits of purchasing a vehicle from you, or would they “race to the bottom” to see who would give the client the cheapest deal. If you don’t know, you haven’t been in the car business long enough. </span></p>
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<p><span>Now there are some exceptions to that rule and I’m lucky enough to work at a place that is one of them. </span></p>
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<p><span>An example of a successful marketing campaign that we launched at the dealership was that we met with local businesses and showed them the advantages to working with our dealership. We showed them the benefits of working with us and gave us the chance to opportunity to help them as well.</span></p>
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<p><span>This is growing a business!!</span></p>
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<p><span>Now if we were spending all day maintaining, the opportunity would have presented itself, but would have never launched. </span></p>
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<p><span>We all have the ability to recognize great ideas as a matter of fact, a lot of you have the ability to create GREAT ideas. Now is the time to launching those ideas. And the first way to do that is to make sure your have the time and the way to make sure you have the time is to stop maintaining and START GROWING.</span></p>How To Make Your Service Advisors "Super Sellers"tag:www.dealerelite.net,2011-07-26:5283893:BlogPost:1659732011-07-26T02:11:45.000ZRex Weaverhttps://www.dealerelite.net/profile/RexWeaver
<p>Now the first thing we need to remember is that certain people gravitate to certain lines of work and for that matter, certain groups. Being a sales person doesn't make you a certain way, being a certain way makes you gravitate toward that line of work. Now if we agree on the sociology of the group, we see why this maybe more of challenge than you think.</p>
<p>The outgoing, friendly person who enjoys making friends traditionally moves toward a sales type of work.</p>
<p>The technical type…</p>
<p>Now the first thing we need to remember is that certain people gravitate to certain lines of work and for that matter, certain groups. Being a sales person doesn't make you a certain way, being a certain way makes you gravitate toward that line of work. Now if we agree on the sociology of the group, we see why this maybe more of challenge than you think.</p>
<p>The outgoing, friendly person who enjoys making friends traditionally moves toward a sales type of work.</p>
<p>The technical type who specifically enjoys automobiles and may even enjoy working with them a little, tends to move toward a service line of work.</p>
<p>One tends to be extroverted and one tends to be introverted. </p>
<p>You can now begin to see our stumbling block. We have a person who knows something about vehicles, may enjoy the environment of a shop, but we need them to turn into our sales superstar.</p>
<p>I mentioned in my last post why the climate has changed and why our service team needs to be sales people. The next questions are how we go about making the change.</p>
<p>The first thing your service advisor need to ask during a DECLINED sales call is, why?</p>
<p>I know this sounds like a simple start, but it's also going to be a very effective beginning. It's effective for two reason, not only does it give your advisor the opportunity to start overcoming objections, it also helps in your marketing.</p>
<p>Our current economic environment has us all racing to the bottom when it may not be necessary. </p>
<p>We are all very assumptive that the ONLY reason a client declines a repair is because of the money,and sometimes it may be, but that's not the only reason. </p>
<p>The only way we can find out the reasons are clients decline services is by asking.</p>
<p>But the very first part of the process is to begin to listen to sales presentations. This is going to make your advisors very uncomfortable, but it is the only way you'll truly know why people decline services and before you start discounting and racing to the bottom, you'll see it's time well spent.</p>
<p>Spending time listening to sales people sell is common practice for a sales floor, but happens rarely in a service department.</p>
<p>Start tomorrow listening to your sales presentations and then we can begin sharpening them and we'll work together to make our service advisors "Super Sellers"</p>Are Your Service Advisors Sales People?tag:www.dealerelite.net,2011-07-25:5283893:BlogPost:1656802011-07-25T23:12:19.000ZRex Weaverhttps://www.dealerelite.net/profile/RexWeaver
<p>You better hope they are!!</p>
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<p>For those of you who have been in the car business a while, the service business has changed dramatically over the years. With the quality of vehicles getting better and aftermarket garages getting bolder, we have to rely on servicing vehicles as much as 'fixing" vehicle. </p>
<p>So to service a vehicle, you need to sell service. </p>
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<p>I've overheard numerous service calls that went along the lines of; "Mr Customer, you need brakes and…</p>
<p>You better hope they are!!</p>
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<p>For those of you who have been in the car business a while, the service business has changed dramatically over the years. With the quality of vehicles getting better and aftermarket garages getting bolder, we have to rely on servicing vehicles as much as 'fixing" vehicle. </p>
<p>So to service a vehicle, you need to sell service. </p>
<p> </p>
<p>I've overheard numerous service calls that went along the lines of; "Mr Customer, you need brakes and they are $250.00............." Then you hear the advisor say a couple yes's...a couple....I understands and then they hang up the phone and frankly from the side of the conversation I heard, you can't tell whether the person bought the service or not.</p>
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<p>As a tech or manager you're waiting on pins and needles to see the reply because this job could be a day maker for a tech.</p>
<p>Now this is one of the differences between a sales person and a traditional service advisor. With a real sales person you can almost hear both sides of the conversation by what your sales person is saying at their end. You hear them either overcoming objections or reinforcing buying decisions.</p>
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<p>To your average advisor saying something like "reinforcing buying decisions" sounds like a foreign language. To your average advisor asking how they overcome a time objection or "have to ask the wife" objection is like a wall.</p>
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<p>So to answer the question; Are your advisors sales people, the answer is THEY BETTER BE.</p>
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<p>And the way you get them that way is through training.</p>
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