According to Black Book® data, the average price of a used vehicle for model years 2012-2016 increased in value by +0.3% during April, fueled by a strong spring selling season for cars, also up…

"The game changers at Southwest Airlines, who have prospered for nearly 40 years by challenging conventional wisdom in the airline business, have embraced the “hire for attitude” philosophy more…

Tagging on from last week's episode, Jeff discusses what to do after you make the presentation: CRITIQUE! Smart to do after a good presentation, a bad presentation, or a missed opportunity. It can…

This week, Jeff discusses how to make training part of your daily routine. All you need is 15 minutes a day! It does not require a full day class, a complete week away from the drive, or anything…

How many vehicles do you sell out of your service lane every month? What if you could double that amount?

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Unconscious behaviors of your front- and back-end teams can be difficult to recognize, but they can make the difference between a successful transaction and one that fails. Taking the intentional…

Black Book, a division of Hearst that provides industry-leading used vehicle valuation and residual value forecast solutions,…

Pick a number and live it every…

Years ago someone shared with me that old maxim "you gotta throw some spaghetti at the wall and see if it sticks".  So it seems that if one flings pasta at the wall, a fully cooked noodle will…

This week, Jeff discusses another mistake service advisors make: they fear their customer! Whether it is fear of telling them the truth, fear of asking for the sale, fear of a bad survey score, or…

Nowadays, the competition for consumer attention is fierce. Many dealers focus…

This week, Jeff discusses the key to making an extra 5-10% income: having a strong follow-up program! Don't allow yourself or your process to become automated, don't rely on one approach for…

Study after study finds that word-of-mouth is the single greatest influencer…

Men and women communicate in different ways and have different expectations when buying a car. Therefore, it’s critical to incorporate different contact strategies into your communication methods…

Have you wanted to be in sales but you're not sure if it's the right fit? Sales is rewarding, challenging, and fast-pace, but it also is not for everyone! Stay tuned to hear the four points that…

The principal reasons why brands take to the social media are to…

Pre- and post-purchase analytics are the key to cracking the code for…

Every May, thousands descend upon the Indianapolis Motor Speedway to watch and be part of the “Greatest Spectacle in Racing”, the Indy 500.  Millions more watch on television from around the…