All Caught-Up Inside Your Own Head?

Posted by Erik Landrum on January 10, 2020 in Administrative Topics, F&I Selling Strategies, General Communication Skills, Going Forward

Having a bad month, are you? Couldn’t give away a shotgun during a prison riot? Instead of the Midas touch you’ve developed something, perhaps, more akin to that of the Grim Reaper? If this describes your current state of affairs, or when it happens next (because we all fall into ruts, from time to time)…remember, folks would much rather come to your party than your wake! When things are misaligne …

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Looking Back, Analyzing Current Events, and Looking Forward

Posted by Erik Landrum on April 13, 2019 in Administrative Topics, F&I Selling Strategies, Going Forward, How to Present Your Menu

This is the time of year to consider where we’ve been, what’s happening currently, and what we’d like to accomplish in the New Year. Simply put, we’re going to need a plan to get there. Reviewing the past and present will help create the map. From a macro perspective, many of us may resist looking back at the events of the past year. Hopefully we had a good year, but typically it was not without i …

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Goals, The Forward Observer, and Adjusting Fire

Posted by Erik Landrum on April 10, 2019 in Administrative Topics, F&I Selling Strategies, Going Forward

It’s time to analyze where we’ve been versus where we would like to be. Have we been closely tracking production or are we merely satisfied (or not) with the numbers on our paycheck? Having covered this ground previously, I’ll offer a reference to the subject (here.) How else could we assess the situation? In military parlance, the forward observer notes the effectiveness of artillery or naval gun …

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Improvement Via Goal Setting, Accuracy, and Tracking

Posted by Erik Landrum on April 5, 2019 in Administrative Topics, F&I Selling Strategies, Going Forward

If you and your employer are completely satisfied with the results you are currently getting, don’t change a thing. If, however, improvements are sought, something different has to happen or the same results will continue to occur, of course. I’m often surprised (after asking a Business Manager what sort of goals they have) that they haven’t sought to determine what changes may be necessary to ach …

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