When I was a young man, I wanted to change the world.

 …

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." 

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…

From the home office in Barrow, Alaska... Top 10 Problems with Social Media:

 10)  My last “social media experiment” ended up in “stalking” charges and restraining orders

  9)  People can’t get the real essence of me through a computer

  8)  What happens when this whole internet fad dies off?

  7)  People never believe what they see on the internet 

  6)  Well, wun pozitiv is nobuddy cairs to much abowt speling things rite

 …

Networking and prospecting. It’s something that is a lost art in the Automobile business today.

Back in the 1980’s, when I began my career in the automobile business, I used a “tickler file”. A “tickler file” was a series of 5X7 index cards that I used to keep track of my customers. I separated them using three different files. One file was sorted…

Dreams are often the seeds in which goals are grown from, but it takes acting on a dream to achieve a goal.  Sometimes big goals can be as overwhelming as a football field to a five year old.  Like that scared five year old, we can let a daunting task get in the way of our success because of a fear of failure. When engaging in…

I am writing this post to announce that IntellaCar has completed a successful Pilot program.  Sales consultants using IntellaCar at several leading Toyota Dealers over a four month period experienced the following successes:

• Increased sales volume – 2 to 4 more vehicles per sales consultant
• Higher gross profits – up 30% for sales consultants using Intellacar
• Improved customer satisfaction – up 47%

 …

 I am proud to be a salesman, because more than any other man, I and millions of others like me, built America.

The man who builds a better mouse trap – or a better anything – would starve to death if he waited for people to beat a pathway to his door. Regardless of how good or how needed the product or service might be, it has to be sold.

Eli Whitney was laughed at when he showed his…

Over the years, I've had the privilege of spending time with some of the best speakers, trainers, and mentors on this planet.  Many of you know that I count Jim Zieglar as a friend.  We've known each other since the mid 90's and he has always gone out of his way to help me, encourage me and on rare occassions even ask me a question.  Through it all, it's always been fun and educational.

I've been able to spend quality time with Mr. Les Brown and listen to his advice as I was…

In the first part of this article, we talked about the concept of an all encompassing BDC to handle all of the Departments in your dealership.

The real question is…does your BDC actually DEVELOP BUSINESS??

Does your BDC assist and compliment each of your departments in the store?

Does your BDC help capture…

I do a large amount of my work from home. Whenever I talk to someone about my different jobs, they often like to voice how jealous they are and how much they wish that they could also work from home because they'd love to work in their pajamas. 

...yeah, no. 

I know the majority of you work at a dealership, in your office, but what if your office is at home? At least part time. It takes a special person to be able to work from home, just as it takes a…

 Just had a advertising guy tell me it's our job to get them in . It's your job to sell them. Just here a radio add  that said $69 a month. At the end the words were so fast you could barely understand. It said $3500 down and a was a lease payment  A news paper had a similar add and at the very bottom some really fine print . It stated $3000 down and a 72 month payment to qualified buyers plus taxes tags and so on.                                                                             …

Good Traffic Versus Bad Traffic

Is there such a thing as bad traffic to a dealership? Can any dealership marketing that draws people into your store or onto your lot really be a bad thing?

Yes, yes it can.…

Average is a term I think is often overused.  Average income, average performance, average height, age, etc.  But, when it comes to sales performance, what does average really mean.  For some it means the worst of the best.  For others, it's the best of the worst.  I'm from Jersey.  For me it's the "Cream of the Crap."  Average for me is doing just enough to stay out of trouble and under the radar.  And, if you are perfectly happy, there is nothing illegal about that.  However, you give up…

Does your BDC actually retain and develop business??

Are you ready for a BDC that does it ALL??

A BDC that actually Retains and Develops business for the store?

Are you ready for a BDC that goes well beyond simply handling incoming sales phone calls and sales internet…

Recently while I was loading clothes into the washing machine (yes I do laundry), my 7 year old son stood there talking about a little bit of everything. In between saying, “really,” and “ah-ha” he confessed to me, “Dad, I’m gonna to be famous and make my own shoes like Michael Jordan.” This struck a chord with me; when did we begin to put boundaries on our dreams? When did we cease to prophetically claim that we would be the most famous athlete, President of the…

Live for Today

A friend of mine opened his wife's underwear drawer and picked up a silk paper- wrapped package:

'This, - he said - isn't any ordinary package.'



He unwrapped the box and stared at both…

If you’ve ever had the joy of potty training a toddler, you can appreciate how your emotions are strained to the extreme boundaries of patience.  I firmly believe potty training is God’s shout-out to your parents for all of the hell you put them through. Why does one child grasp the concept of potty training while another looks at you as if English is a…

Whether you're on the road like I am, or working in a showroom, you have to produce.  At the end of the month, the results fall squarely on your shoulders.  But, if you believe that you have to do it all in order to reach those goals, you'll never get there.  Clawing your way to the top is never very effective.  But, being carried to the top is not only a better way to travel, it's a faster means to an…