You made it! We’ve all made it to the end of our 60 day challenge in our series, Advertising for Success. In the challenge, you’ve expanded your social media presence extensively, reached out to your real-life network of people with a newsletter, and have learned so many good things about yourself along the way.

Using the five pillars of…

You made it! We’ve all made it to the end of our 60 day challenge in our series, Advertising for Success. In the challenge, you’ve expanded your social media presence extensively, reached out to your real-life network of people with a newsletter, and have learned so many good things about yourself along the way.

Using the five pillars of…

Thank you again for joining us in our video series, Advertising for Success. We’re here to give you all the tools we have, to help you achieve the life of your dreams, and to make sure that you know it is possible. You see, there is no glass ceiling. When you believe, your life will change.

Are you still 100% in the transactional car business? Or are you…

Thank you again for joining us in our video series, Advertising for Success. We’re here to give you all the tools we have, to help you achieve the life of your dreams, and to make sure that you know it is possible. You see, there is no glass ceiling. When you believe, your life will change.

Are you still 100% in the transactional car business? Or are you…

We’ve spent the last few months closely watching the career of Carlos Huerta begin. Keep an eye on him, friends. You’ll hear more about him in the future - I’m sure of that! 

We’ve heard all about the wins so far, and the challenges he’s faced along the way. Through his hard work, he’s…

Gooooooooood Morning! And thank you again for joining us in another video in the series, Ali Reda's Road to Sales Success. Let’s get right to it. Carlos spent the first month learning all about the ins and…

Rejection is part of the sales professional experience, but selling is a personal experience for both the salesperson and the buyer.

Long sales cycles, endless follow ups via email and phone and no-after-no cannot only be brutal on the morale of a salesperson; it is often not much fun for the buyer either.  Now when a salesperson is able to bring to the table a human…

When it comes to advertising today, things have changed. In some ways it’s due to social media. Oh, who am I kidding? If it wasn't for social media, most brands wouldn't be held as accountable as they are today. Even local businesses, car dealers in particular, rely on social media and review sites to tell their story beyond the cars themselves.

It's all about relationships.

Searching for…

Written by: Keith Shetterly



We talked for years in automotive retail about “The Road to the Sale,” and I’m clearly one of the many supporters of that path to sales success. However, too many of us are still on "The Road Less Profited." Why? Because we are not getting more sales (and profits!) from "The Road to Retention”!



Retention sales link the positives of variable and fixed operations together, and their teaming allows each part of the dealership to amplify the other.…

If you haven’t already done so, it’s that time to review your 2012 performance in detail. In what areas did you fall short of your goals and why? Where could you have generated greater gains and how? Don’t allow January to slip by without these facts in writing and a discussion of how you can best move forward in 2013.

A common F&I pay plan in the automotive industry is known as the grid. It compensates managers based on their per vehicle retail performance and products sold…

It’s probably because of my college training in industrial engineering, but I’ve always been fascinated and challenged by trying to define any meaningful relationships between “opportunities to do business” (OTDBs) and sales results. After a half-century of experience in the retail automotive business, I’ve concluded that there truly are consequential metrics associated with selling both vehicles and service at an auto dealership. 

For instance, do you know how many good vehicle sales…

As a certified sports nut, I love big-time game-changing plays – the “Hail Mary” pass to win the game as the last seconds tick off, and the three-pointers from 'Downtown' at the buzzer, those remarkably bold plays that lift fans out of their seats...

We can learn much about sales success strategies from those who have and continue to lead their teams to championships in the sports arenas and on the fields across this great nation.

Consider the discipline,…

CAR-Research XRM Enjoys Unprecedented Growth,

Appoints Patrick Kelly as President & COO

Houston, Texas, October 18, 2011, CAR-Research XRM, a single-source CRM solution uniquely branded as; “XRM, Exceeding CRM”, today announced the appointment of Patrick Kelly, formerly Senior Vice…

CAR-Research XRM Launches AutoDesk: Automated Rates & Residuals Program Provides Auto Dealers All Automotive Incentive Information in Simple, Integrated Format

Houston, Texas, September 20, 2011, CAR-Research XRM, a single-source CRM solution uniquely branded as; “XRM, Exceeding CRM”, today announced the launch of AutoDesk, a new automated Rates and…

CAR-Research XRM Releases Auto Dealers' Guide to Outselling Competition, Increasing Car Sales, Decreasing 3^rd Party Leads, & Closing more Be-Backs

Houston, Texas, August 16, 2011 – Many auto dealerships are closing just twenty percent of shoppers who come through the doors, while the remaining eighty percent simply walk away to a competitor.…

CRM: “Customized Relationship Marketing” or “Continually Representing Me”. Michael Tyman of Professional Success, Inc. shares his views.

The CRM is a “customer relationship management” tool that works as a large repository of customer information, but it can be so much more powerful if you unlock its true potential. To…

Here's a good rule of thumb for you about new technology: if it limits customer interaction it's probably not a good idea to go with it. That is, if a new technology, no matter how much time it saves you, takes AWAY from your ability to build relationships with your customers, then you're better off without it. Earlier, I was talking with B.A. Nerison,…