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Year End Questions

Look at each of these questions and answer them with an action plan. Follow that plan and , like many others, you will guarantee your own success. Here we go...

What are you going to do to improve your industry and product knowledge in 2013?

How many inactive customers will you receive and turn into regular customers again?

What do you need to do to make that happen?

How many new customers will you bring in this year?

How do you plan to do that, specifically?

What will you do to improve your physical health in 2013?

What, specifically, are your sales and production goals for 213?

How does that break down into quarterly and monthly goals?

How much more money will you make in 2013?

How will that happen?

What will you need to do today to take the first steps in that direction?

What will you need to do to increase THAT number by an additional 10%?

What are you going to do every day to keep your attitude at a high level?

How much time are you going to spend daily to improve your own sales skills?

What will you do?

How many referrals/leads did you get in 2012?

How did you get them?

From whom?

What will you do to turn them into sales?

In which areas will you improve your personal, family and spiritual life?

How are you going to maximize the use of your time? 

Where will you cut out the time-wasters in each day?

What have you been putting off that you will take care of within the next two weeks?

Who can you help to feel special every day?

What challenge, wish or desire, that you've never attempted before, will you finally achieve in 2013?

How will you do that?


Where are you going to write all of this down so you can review and revise your plans regularly?

What will it LOOK like when you accomplish everything you've just been thinking about?

How good will it FEEL?

What will it SOUND like when you achieve these things?

Can you SMELL it?

Can you TASTE it?

Why COULDN'T you do all of this?

Any answer to that last one is not a reason, but rather a self-imposed limitation, excuse, or lack of desire or effort. The biggest deterrent to success looks us in the mirror every day. Now, go out and plan to COMMIT to have...YOUR BEST YEAR EVER IN 2013!

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"Ace of Spades" Example - Automotive Internet Sales (Phone Sales) Process

This is one of my favorite examples... I have been using it for YEARS :)

"Ace of Spades"... This example basically explains the concept of "Begin with the end" in mind!!

Watch this video a couple of times, it is awesome!!


I had an AMAZING class of trainees at Vara Chevrolet in San Antonio Texas!!

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Make Excuses.....or Make MONEY!!

First of all I would like to congratulate Willis GM in Smyrna, Del. for not only being the AIS dealership of the month, but also for sending in one of the best testimonials I've ever seen in my 10 years in the car business! I must say hats off to the whole crew; and it truly is a pleasure working
with your dealership!

If you missed the bus on having a GREAT November, I hope you wake up before it's too late to have a good December and to end the year with a BANG!

At this time of the year, not everyone has fallen into "holiday mode" and some dealerships are really ramping it up for the season! It's very easy for us to blame the holidays on having a bad last two months of the year. Yes, it's true that Thanksgiving, as well as all the December holidays, fall towards the end of their months respectively. Traditionally - and people that have been in the business for awhile know - we try to get as many deals as we possibly can the first two to three weeks of the month, just in case our numbers aren't what we hope towards the end of the month. However, let's face the facts about the general public/consumer:

- People have saved all year for "this time of the year"
- People are out spending money much "more freely" than usual
- Perception is that the "best deals of the year" are made NOW.

Let's also face some "dealership" facts:

- Dealers are trying to make month-end quotas
- Dealers are trying to make YEAR-end quotas
- There is a lot of OEM bonus money when dealerships hit their goals
-Salespeople that are certified through their franchises, such as Chrysler 5 Star, or Gold certified salespeople, are also trying to hit their goals with units sold to maintain their status and maybe
boost their CSI grades as well.

Bottom line: Let's get some of that spending money into our dealership! We are going to do everything we can as a dealership to make a deal! It's up to you to make sure our potential customers know that!

Wehave to make perception a reality through the phone, and in the showroom, that the BEST deals are in fact made NOW! This is not a myth!
Some dealers will even LOSE money to sell you a car, because it could mean tens of thousands of bonus dollars or incentive money from our manufacturers. I have watched the owner of a dealership that I previously worked at actually lose over $2,000 to make a deal. You say how? That particular deal, made on the last day of the month, was the number 30 new car for the month, and we hit our OEM goal and got $1,000/copy for EVERY new car we sold that month.
Yea, YOU DO THE MATH! It actually MADE the dealership $28,000, but the important thing was that our customer that was in the right place at the right time got the deal of a lifetime.

Moral of the story: We can sit around and blame the holidays for not being busy, or we can create urgency and relay to our customers that this is in fact the best time to buy a car. I guarantee if you get excited and make sure your customer knows that they will miss out if they wait, you will have a nice bonus check! Or, you can just except that they are going to wait "until the New Year" or "when I get my tax return," has anyone heard that one before?

-Andy Fedo
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