“The chains of habit are generally too small to be felt until they are too strong to be broken” – Samuel Johnson If you were to follow around the most successful salesperson you know for a week and then follow a failing salesperson for the same amount of time, the differences would be glaring.…
It seems like every week there is a new digital or Internet conference. Information is flowing and being digested at a pace never seen before in history. To go along with all the new information, there seems to be matching software, programs and gadgets that are supposed to streamline, make sense of and monetize all…
In Part 1, we took a look at programming your subconscious to be the best supercomputer you’ll ever need to achieve success. This month, let’s take a look at some other ways to survive and thrive in your situation, and find the joy in your career and life. First, you must quantify to qualify.…
If you are not getting better, then you must be getting worse. In this age of instant information and transformation, speed is the new weapon of choice for top performers. To survive and thrive today, you must be willing to learn, change and implement faster than your competition. In this and next month’s articles, we’ll…
Did you watch some of the Olympics or hear news reports from the games? The Olympics are always fascinating for two reasons: The performances are amazing, and the back stories for each and every Olympian are just as amazing, if not more so. My question for you is, are you an Olympian? One definition…
Drive up to a dealership and you will most likely see a lot lizard. Their species is easy to spot. They tend to congregate in front of the dealership, smoking, joking, complaining and waiting to wait on someone. Notice I said waiting to wait on. These lizards are a curious species in how they tend…
Do you believe in luck? Do you consider yourself a lucky person or are you waiting for your ship to come in? There is a difference between luck and randomness. You should create your own luck and remove the randomness of your results. Recently, I conducted a sales meeting for a business. Before I…
In my 30 years in the business, I have never seen such a lack of civility, leadership and professionalism in the automotive industry. You can find managers anywhere, but developing leaders is a much more challenging task. Managers are integral, but leaders are essential. It does not take character, guts or vision to manage things,…
When you strip away your bricks and mortar, Website, CRM systems, inventory and everything else, what really matters? It’s your people. The bottom line is, people make a business successful or unsuccessful. If you are a dealer or a leader of a dealership, what are you doing to recruit, hire, train, motivate, educate and…
Traffic is better, sales are up, profits are high, dealers are buying at NADA and the whole world is rosy. Don’t drink the water. I am not saying you should not be optimistic, and I am certainly not an economic forecaster coming with claims of doom and gloom. However, I am saying that your fortunes…