26 Nov

The Elephant in Every Room

Rejection.  You see, when you’re on your way to creating these incredible six figure incomes in your businesses, selling careers, etc., something that’s going to be inevitable is rejection. I’ve created these six-figure incomes myself, and it’s been awesome. I
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19 Oct

I Give Up.

Ups and downs, folks. That is the nature of the game. In the life of someone trying to create massive success, there are peaks and valleys. And while if you use consistency as a tool in your arsenal you can
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11 Oct

The Approach

I was at a dealership recently with a young sales representative who had been in the business for a while. This gentleman is always energetic, always thrilled to be at work and to utilize his experiences! However, after our training
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04 Oct

Everybody’s Busy

Whether you’re developing your career, launching your business, or just trying to grind through some hours at your desk, we all have so much work to do. It really seems like it’s never-ending. And with that comes a dangerous pitfall
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23 Sep

Judgement

Today, I want to talk to you about judgement. Specifically, just how much being judgemental can damage your career. It’s truly disheartening how often I run into otherwise amazing sales representatives making this mistake, so I wanted to take some
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14 Sep

Luck, Preparation, and Opportunity

In a recent training session – number 2 of 6 at one of the dealerships I do business with – I was following up with the team on some invaluable techniques I had covered during our first session one month
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05 Sep

The A Stands for Attitude!

I want to share a quick story with you. There’s a restaurant near my office I often visit to have breakfast on my way to work when I have time, and there’s something particular I’ve noticed about the staff there.
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28 Aug

The Company You Keep

Among sales representatives and entrepreneurs, I hear two things almost every single day. The first is a question: “Al, how do I stay motivated and inspired?” And the second is a statement. “I just can’t get out of this negative
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11 Aug

The New Broom Sweeps Clean

Have you ever heard this phrase before? “The new broom sweeps clean.” Granted, it doesn’t exactly roll off the tongue, but I will never forget those words for as long as I live. Let me tell you why. When I
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07 Aug

Patience Is A Virtue.

We’ve all heard this before, and that always sounds good coming from the lips of somebody who doesn’t understand what we’re impatient about. But, as much as human beings hate to hear it, it really is the truth. I wanted
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21 Jul

Investment

That’s right, folks! Today we’re talking about investment. Now, I know a lot of you are probably thinking, “Okay, Al, slow down there. What qualifies you to give investment advice?” but bear with me, because I’m not talking investment in
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17 Jul

Gone in 30 Seconds

You’ve all heard of that movie, Gone in 60 Seconds. Well, today we’re going to do what salespeople do best and cut that time in half. Gone in 30 seconds. Let me explain. You see, in business, a lot of
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01 Jul

Nights and Saturdays

A couple of weeks ago I was training in a dealership, and one of the sales representatives who I had formed a rapport with during my time there approached me during the break – let’s call him Joe.. Now, I
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12 Jun

Humility

I have a key for you all today, and while it’s a tricky one to find, the doors it unlocks are well worth it. Ready? The number one key to success is HUMILITY. That’s right! It’s imperative that you hear
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10 Jun

They’re ALIVE!

Your leads, that is. Let me tell you a story about something really incredible that happened this morning. I opened up my email around 5:30 AM as I usually do, to prepare myself for the day while I get ready
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02 Jun

Faith.

Faith is one of my favourite words. I remember hearing it best described as follows: “Faith steps on seeming void, and finds the rock beneath.” Chew on that for a minute. Now, let me be clear – I’m talking about
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25 May

The Ten Rules of Closing

That’s right folks. Short, sweet, and simple: here are ten things you MUST know for a successful close.1. Put Yourself in a Closing Situation Rule number one of working a close is that with each and every customer you’re working
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19 May

A Woman Walks Into A Bar…

And she’s gorgeous. What do you do? Sure, you might offer to buy her a drink, ask for her number, invite her to your table – whatever. But let me present you with two scenarios… Scenario One: The man walks
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15 Apr

Control

Control is a word I heard constantly during my automotive sales career. “Alan, you need to have control of your customer.”  “You need to control the process.” “You need to keep control of objections.”  “You’ve got to have control.” But
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09 Apr

Never Forget Where You Came From

Many times in your journey as a sales representative, a commissioned sales rep, a business owner, an entrepreneur, people are blindsided by how lonely a path it can be. If we’re fortunate, we have friends and family to support us
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01 Apr

They Want You To Fail.

We all have people in our lives – friends, family, loved ones, acquaintances, etc. But there is one universal truth about every single one of them that nobody wants to hear. Ready? They want you to fail. That’s right, folks.
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27 Mar

Stop Being Interesting!

Focus less on being interesting… And more on being interested. Now, I understand how this could be misconstrued. I, along with so many others, are constantly reminding people that we are in the attention business, that we must have a
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12 Mar

ATTENTION!

Whether you’re a sales representative, a business owner, or an entrepreneur, there is one thing you must understand: You are in the attention business. That’s right, folks! We, as people who are taking control of our lives to create these
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04 Mar

What’s Your Excuse?

In the year 2016, a ten year old boy named started a lemonade stand. Sounds like the beginning of a fairy tale, doesn’t it? Well… What if I told you that same young boy now has a business that generates
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02 Mar

Always Agree First!

When you’re dealing with a customer, a strategy that has never failed me in my years of serving our wonderful industry has been this: Always agree first. I’m sure some of you are shaking your heads, thinking about the guy
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19 Feb

The Power Of Your Words

One thing that too few people are aware of is the power of words. Whether you’re in a social situation like a night out with friends, or in the workplace out on the sales floor – take a look around.
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02 Feb

Conditioning

You know it’s funny I’m sitting writing this post, it’s the top of the morning where I am, and I’ve just finished coming back from a walk. I’m an early riser – a habit I picked up from watching how
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21 Jan

You Are The Problem

If you’ve been around a while, you already know this – if not, I’m about to drop some wisdom on you! Ready? YOU are the problem. …and YOU are the solution! One morning several years ago while I was driving
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19 Jan

Perception Is Reality

If you’ve ever been to one of my training sessions, you know there’s a fundamental principle I always share with people – and I know far too often it doesn’t get the respect it deserves. The principle is very simple.
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05 Jan

Budgeting

I’ve got a budget. Who doesn’t, right? But more than knowing where my money goes, I’m talking about the budgeting of time. I was in a dealership last week, doing what I do, and one of the things I was
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29 Jan

8 Characteristics of TOP Performing Sales Professionals

Look, if you are committed to becoming a top-flight performer in the automotive sales industry then it is imperative that you understand the fundamental  characteristics  of top-performing salespeople! GREAT NEWS! Today, I’m going to walk you through the eight characteristics of a highly successful sales professional, and the steps that YOU need
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22 Oct

PRESSURE = PROSPERITY

Growing up I was always advised to be cautious or “play it safe” if you will. I have since come to realize that this is the worst advice you can give an  individual looking to accomplish great things in their
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01 May

SALESPEOPLE Are You PROTECTED?

Now that I have your attention I want to talk about something serious that you need to protect, your CAREER! Successful businesses understand the importance of collecting customer information. In the automotive industry dealers are constantly creating innovative methods to
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24 Apr

Is Your Sales Team The WALKING DEAD?

I don’t watch T.V. but I have heard of the show “The Walking Dead” and I get the concept. The funny thing is when I first saw advertisements for it I thought it would be better suited to call the
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24 Mar

8 Steps To Sell Cars Through Social

If you ask any salesperson on the planet if they think social media can create more leads, opportunities, and sold units you will hear “Absolutely!”  If you then ask all of those same salespeople if they are effectively delivering more
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23 Mar

#1 REASON GREAT EMPLOYEES LEAVE

One of the biggest misconceptions is that good people leave organizations for monetary reasons. While this may seem logical I have come to find that this is simply not the case. One of the aspects of my business is to
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22 Mar

Death To The Revolving Door

If an automotive dealership has 15 sales people, 3 of them are top performers, 7 of them do a good job and the bottom 5 are a “revolving door”. Does this math sound familiar? Based on my personal experience as
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04 Mar

Always Agree First!

When dealing with customers it is vital to your success to always agree first! Regardless of how extreme the request or idea of your customer is you should always agree first. By doing so you will start your sales process
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04 Mar

Stand Out!

In today’s automotive market it is imperative that you stand out from your”competition.” Far to often this is overlooked due to the belief that all the customer cares about is product & price which can be acquired from numerous dealerships
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07 Dec

The Truth About Hiring Automotive Sales People!

It’s no secret that the employee turnover rates in the automotive sales industry are alarming to say the least! What tends to happen is hiring managers look to archaic methods to solve these challenges. Methods like newspaper ads or posting
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