When it comes to automotive education, “Bill” has more degrees than a thermometer! He’s a master certified ASE technician. He also has certifications from Ford and Subaru. If you were to survey the tool truck drivers and ask them to name the most productive technician in town, they wouldn’t have to phone a friend or use a lifeline! They would…
He got out of a Ford Crown Victoria with no hubcaps. He had a full shaggy beard, a white t-shirt, jeans with holes in them, and flip flops. It appeared that it had been a while since he last combed his hair! This is how Dave Ramsey describes his sales prospect, “Chris” in his book EntreLeadership,…
Have you ever felt like giving up? “Mike” and “Harry” certainly did. They were frustrated by their general manager’s performance failures. He was highly compensated, but his results weren’t on par with his pay. In spite of their best efforts to provide training and coaching, sales were slipping, profits were plummeting, and morale was moving in…
Imagine that “Cliff,” your customer, has dropped off a brown 2007 Toyota Scion with over 115,000 miles. The paint is peeling, the front bumper is missing, and the rear windshield is cracking. If you typed the word “beater” into “Google,” an image of this car would appear! After conducting a complete courtesy check, you find that it…
In his book, Relentless, From Good To Great To Unstoppable, Tim Grover tells the story of how he became the personal trainer of choice for professional basketball players in the NBA. Back in the late 1980s, Tim was a 25-year-old, with no prior experience working with pro athletes. He was hoping to get his big break. He…
“Jack” owns a shop on the east coast and has two service advisors. The first advisor “Ray” is an automotive industry veteran with over 15 years of experience. He’s been there, done that, and has the tee shirt and coffee mug to prove it! The second writer “Craig” knows nothing about cars and couldn’t change…
Have you ever attended a training class looking for “the silver bullet?” I thought about this as I recently watched a documentary on legendary football coach Vince Lombardi. Lombardi is considered to be the greatest coach of his era. He would conduct clinics for assistant coaches around the league who were seeking the secret to his success. During the documentary,…
The San Antonio Spurs are one of the most successful franchises in professional basketball. They’ve won five NBA Championships and have the highest regular season winning percentage in league history. With all their success, the Spurs still have the same big problem as you. Their Coach, Greg Poppovich, has instilled a culture and a mindset with the players that inspires…
Jimmy Johnson was the head football coach of the Dallas Cowboys from 1989 through 1994. He had a reputation for being a no-nonsense, disciplinarian who was tough on his players. Falling asleep during one of his meetings was considered a “career-limiting move.” Everyone knew this. Everyone, except for a backup linebacker named John Roper. During a recent interview, Johnson…
A shop owner named “George” was meeting with his General Manager, “Ed.” Normally, they would have their Monday one on one meetings at George’s office, but this particular day was different. George decided that a field trip was in order. He took Ed out to this gorgeous field. As they walked, George pointed to the…