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The Internet Sales 20 Group's VIP Networking Party Will Be Held In Hollywood's #1 Nightclub, The Emerson Theatre

The 2013 Internet Sales 20 Group in Los Angeles California will have its VIP Networking event in Hollywood's #1 Nightclub, The Emerson Theatre!!

The VIP Networking event is being sponsored by TrueCar & Trade-In Velocity

In addition, DealerTrack will be GIVING AWAY $1,000 CASH for the "Best Idea Contest"!!

You do NOT want to MISS this event!!!

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LIVE Internet Sales 20 Group - Expert Panel - JD Rucker, Ralph Paglia, LA Williams & Frank Laporte - Automotive Sales from Dealer Synergy on Vimeo.

LIVE Internet Sales 20 Group - Expert Panel - JD Rucker, Ralph Paglia, LA Williams & Frank Laporte - Automotive Sales...

This is an AWESOME LIVE "Expert Panel" at the Chicago, Internet Sales 20 Group

Sign up for the upcoming Dallas, Texas Internet Sales 20 Group March 19-21

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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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Time - LA Williams

This time on our glorious planet is the most exciting time in history. We are going to see and experience the impossible becoming possible in every field of human endeavor and on every subject. As we let go of all thoughts of limitation, know that we are unlimited. We will experience the limitless magnificence of humankind, expressed through sport, health, art, technology, science, and every single field of creation.

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3 Minute Book - Part 2

Why do we need a goal? The answer to this question touches on the deepest, most basic need in humans: purpose. It is the why, the drive, and the reason for doing what you do. The purpose of having a goal is that it gives you a reason to keep playing the game of life. When you get down to the basics, it gives your life meaning. It is necessary if you want to keep moving forward. If you're not moving forward, you might as well pack it in and accept mediocrity.

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Recipe for Life - LA Williams

Assume there are no universal mistakes. Life with a capital "L" has given you all the ingredients you need to bake a perfect cake. It comes pre-loaded with all the supplies necessary for you to create a masterpiece or a pile of trash that your dog won't even eat. The deciding factor - the art and the artist...YOU. Make a conscious decision about what you will do with what you have been given. Make your life a masterpiece and share it with the world.

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3 Minute Book - Part 1

You should let your imagination go wild with a Vision Board, and place pictures of all the things you want. You should include pictures of how you want your life to be. Make sure you put the Vision Board in a place where you see it and look at it every day. Feel the feelings of having those things now. As you receive, and feel gratitude for receiving, you can remove pictures and add new ones. This is a wonderful way to introduce children to the law of attraction.

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True leadership isn't something granted with a fancy title. The privilege to call yourself a leader involves adhering to a model of intelligence, honesty, creativeness, confidence, drive, and courageousness. Take command with our 6 leadership aspects and commit now to a promise of true and generous leadership.  

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To Script Or Not To Script

How important are scripts? 

Any time I hear a sales trainer, manager, or a rep demean the use of scripts, they lose credibility with me. Sometimes the problem is in their definition and perception of a script, which usually has more to do with the delivery, such as reading something in a monotone voice. In that case, I agree. Kids like to be read to, adults don't. 

I suggest you look at a script like an actor, and deliver it the same way. Otherwise, "winging it" and generally being unprepared usually yields horrible results. It's actually kind of a contradiction. Many people who don't like scripts feel that way because they say scripts cause a person to sound like a doofus. Well, what happens when someone gets on a call, unprepared, rambles, stutters and stammers? What exactly do they sound like? Really. If you are able to prepare for what you'll say, and then edit, practice, and fine-tune it, why wouldn't you? 

You wouldn't turn in a rough draft if you were going to write a very high-profile article in your industry publication would you? Well, a rough draft is precisely what you deliver when you aren't totally prepared on calls. Every day, salespeople insist on diving blindly into calls, and puking all over themselves with the first words that come to mind. Would a surgeon walk into an operating room, slap on the gloves and say, "OK, give me the knife. By the way, what are we doing with this guy?" Would a lawyer dash enter a trial, pop open a briefcase, begin an opening argument, then turn and whisper to the client, "What are we working on here again?" In either case, I hope not.

Let's grade your level of preparedness as of right now in each of these areas.

Screeners and Assistants

Can you instantly provide a response to the question, "What is this in reference to?" And I mean a good, results-oriented answer, not one that gets you screened out. 

Opening Statements and Voice Mail

These most certainly need to be prepared, word-for-word.

 Early Resistance

Ever hear, "I'm not interested," at the beginning of a call? Are you able to breeze past this reflex response--which isn't a real objection, by the way-- and engage them in conversation, moving them to a state of interest and curiosity? 

Unexpected Answers to Questions

We're all able to build sales momentum when they follow the script we'd like ... answering questions with the positive, interest-filled responses that lead to our objective. But what about the ones we DON'T want? The ones that resemble a hard-drive crash, wiping away all of your memory. 

Real Objections

Too many sales reps dread objections because they feel that to deal with them they must "overcome" them with a canned, argumentative answer. Those types of "rebuttals" actually throw gasoline on the fire. Instead, we must be prepared with questions.


In each of these areas, I recommend the same prescription for excellence: work and preparation. There's no easy way to sound smooth. It is said that "Beauty is in the eye of the beholder" well..."Scripts are in the mouth of the deliverer". James Earl Jones could deliver a script and Earl James Jones could deliver that same script and you'd experience totally different effects. A sales rep told me at a recent training seminar, "You make it look so easy, coming up with quick answers. How do you do it?" Oh, it was easy, I told him. After almost 700 sales training presentations, thousands of sales calls, and thousands of hours of writing, reading, and practicing, it just comes naturally. See? No one is naturally smooth, although almost everyone can sound that way. But we must be un-smooth and uncomfortable first. 

What baby do you know that comes out of the womb walking and speaking as you have the ability to do now.  It takes most of them about a year or two or three just to get down the basics. If you want to raise yourself to the next level, go back to the basics and beyond. 


Lock yourself in a room with a pad of paper. Begin by writing out the headings above, and any other difficult situations you encounter. Then, stretch, knead, and rack your mind until you create word-for-word statements, responses and questions you're comfortable with. (Members, go to the archives of to get examples to work from. Not a member? Sign up for a test drive.) Then, go to the next level. Like a military strategist preparing for all possible scenarios, brainstorm for their possible responses. Keep repeating the process. Then practice it out loud. Role play with a partner. 

Recite--don't read--into a recorder.  

What's great about this is that the more you practice, the better you become, which means better results. Which means you have more fun on calls. Which also means you're more confident. And people will be saying about you, "You sound so smooth! You're a natural." Thanks to your scripts.  

Remember, neither Roam or Beyoncé was created in a day. 

Continue having your best week ever!

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The great teacher Neville Goddard offered the following process in 1954 in a lecture entitled "The Pruning Shears of Revision." Every day, before you go to sleep, think through the events of the day. If any events or moments did not go the way you wanted, replay them in your mind in a way that thrills you. As you recreate those events in your mind exactly as you want, you are cleaning up your frequency from the day and you are emitting a new signal and frequency for tomorrow. You have intentionally created new pictures for your future. It is never too late to change the pictures.


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I want to let you in on a secret to The Secret. The shortcut to anything you want in your life is to BE and FEEL happy now. It is the fastest way to bring money and anything else you want into your life. Focus on radiating out into the Universe those feelings of joy and happiness. When you do that, you will attract back to you all things that bring you joy and happiness, which will not only include an abundance of money, but everything else you are wanting.

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Rational Versus Organic Approach to Problem Solving


A person with this preference often prefers using a comprehensive and logical approach similar to the guidelines in the above section. For example, the rational approach, described below, is often used when addressing large, complex matters in strategic planning.

Define the problem.
Examine all potential causes for the problem.
Identify all alternatives to resolve the problem.
Carefully select an alternative.
Develop an orderly implementation plan to implement that best alternative.
Carefully monitor implementation of the plan.
Verify if the problem has been resolved or not.
A major advantage of this approach is that it gives a strong sense of order in an otherwise chaotic situation and provides a common frame of reference from which people can communicate in the situation. A major disadvantage of this approach is that it can take a long time to finish. Some people might argue, too, that the world is much too chaotic for the rational approach to be useful.


Some people assert that the dynamics of organizations and people are not nearly so mechanistic as to be improved by solving one problem after another. Often, the quality of an organization or life comes from how one handles being “on the road” itself, rather than the “arriving at the destination.” The quality comes from the ongoing process of trying, rather than from having fixed a lot of problems. For many people it is an approach to organizational consulting. The following quote is often used when explaining the organic (or holistic) approach to problem solving.

“All the greatest and most important problems in life are fundamentally insoluble … They can never be solved, but only outgrown. This “outgrowing” proves on further investigation to require a new level of consciousness. Some higher or wider interest appeared on the horizon and through this broadening of outlook, the insoluble lost its urgency. It was not solved logically in its own terms, but faded when confronted with a new and stronger life urge.”
From Jung, Carl, Psychological Types (Pantheon Books

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November 5, 2012 – Right Now
"'Now' is the operative word. Everything you put in your way is just a method of putting off the hour when you could actually be doing your dream. You don't need endless time and perfect conditions. Do it now. Do it today. Do it for twenty minutes and watch your heart start beating."~Barbara Sher~

"The world is a dangerous place, not because of those who do evil, but because of those who look on and do nothing."~Albert Einstein~

"Some of us need to discover that we will not begin to live more fully until we have the courage to do and see and taste and experience much less than usual ... And for a man who has let himself be drawn completely out of himself by his activity, nothing is more difficult than to sit still and rest, doing nothing at all. The very act of resting is the hardest and most courageous act he can perform." ~Thomas Merton~

Minimum Phone Calls Per ISC/hr: 15+

Minimum Emails Per ISC/hr: 15+


Hint of the Day: What are you doing right now to be more effective than you were yesterday? Don’t Settle.

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Every night before you fall asleep, give heartfelt thanks for the wonderful day you just had (no matter what kind of day you had). Think about the next day, and intend that it is going to be wonderful. Intend that it is going to be the best day of your life. Intend that it is going to be filled with love and joy. Intend that all good is coming to you and everything is going to flow perfectly, etc. Then when you wake in the morning, BEFORE you get out of bed, again declare your intentions for the day and give deep thanks as though you have received them all. As you do this, you will begin to create your life deliberately, and you will experience firsthand the power that is within you to create the life you want.


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Today the internet is playing a bigger role than ever before in marketing cars. Research and statistics have proven that internet shopping has become more popular than flipping through pages of a catalog or a news paper. There are a variety of websites out there, such as,, and, whose purpose is to attract people who are shopping for vehicles. With the purpose of distributing the leads to dealerships, each dealership also has its own website to provide information about the dealerships vehicle inventory, employees, reputation, etc. What separates your website from your competitors? Is it your websites inventory? Is it your company’s reputation?

The bottom line is this...Internet Leads are here to stay regardless how your website looks or how easy it is for the customer to find what they are looking for. The challenges of building rapport with an internet lead are much more difficult compared to that phone call lead. Your company’s website has to be one step ahead of your competitors. Lead follow up must be ten times faster than your competitors. Your internet department must be tight, well organized, have a process that is proven to work and more important, your internet department must be properly managed.

Call me at 866.314.2553 EXT24 for a free consaultation on just how to do these things.  Done correctly, you will sell more cars, more profitably, more often.


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