Rick McCormick is the national account development manager for Reahard & Associates, which provides customized F&I training for dealerships throughout the U.S. and Canada. He has more than 20 years of auto retail and finance experience. Contact him at rick.mccormick@bobit.com.
Here are three principles that, if illustrated properly, will make an impact that will drive results upward and increase the value of our offering.
On your dealership visits, go in with three questions that will spark discussion and hopefully a planning session on how to improve.
An energizing agent will walk into every dealership with specific information to share of accomplishments and then the challenges they deal with will receive a better reception.
True servants with a heart to make people and the industry at large better are priceless and worthy to be honored.
How do we go from great to unstoppable? Move to the highest level of belief in your process and your products — conviction.
As general agents, we mold careers and many times we are molding a future. We are not only responsible for helping them continuously grow their skills and income, they depend on us to tell them the truth.
The disruptive time that we live in has increased the demands upon general agents to drive income development to unprecedented levels. With a combination of training efforts and knowledge, you can drive performance in the coming year.
The most frequent and damaging mistake that I encounter at dealerships is requiring people to learn in the wrong sequence. There is a better way to becoming a true professional — a simple four-step sequence of development that we can all follow.
Genuinely caring about your customer is the most effective manner to help them buy the products they need —it's the same way we want to be ‘sold’ when we are buying.
Insight presentations are today; features and benefits presentations are so yesterday…and hopefully will soon be as hard to find as a Blockbuster store.
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