GeneralFebruary 29 2016

The #1 Enemy of Success!

Rick McCormick

A conversation with a dealer principal took a powerful turn when he made the statement “My concern with sending my people to training events is that the Law of Entropy will take effect when they return.” Can I humbly say I had no idea what…Read More The #1 Enemy of Success!

F&I TipsFebruary 15 2016

The Secret of Story Selling in F&I!

Rick McCormick

What do Ronald Reagan, Walt Disney, Zig Ziglar and Steve Jobs have in common? They all knew the value of a great story and the one secret that makes it so powerful. Statistics can add to the conversation; however, a great story displays the struggle…Read More The Secret of Story Selling in F&I!

GeneralJanuary 29 2016

A Man Can’t Just Sit Around!

Rick McCormick

One of the subtle deceptions of the F&I profession is the constant “busy” state we find ourselves in. Dozens of tasks demand our attention when we are not with a customer. Days, weeks and months go by and we find ourselves regretting the fact that…Read More A Man Can’t Just Sit Around!

F&I TipsJanuary 21 2016

Emotions Drive Us!

Rick McCormick

Emotions drive most if not all of our daily decisions. Yet we are prone in the F&I office to use logic and facts at a much higher degree than the emotional ties to the benefits of a product. Watch any commercial and it rarely focuses…Read More Emotions Drive Us!


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