🔥 Why December CAN — and SHOULD — Be a Great Month for YOU

I know a lot of you are telling yourself stories this week. “Cyber Monday distractions…” “Holiday season coming… people are focused on gifts not cars…” “Advertising’s off, showroom traffic’s down…” And maybe a few of you even believe that hitting 15 this month is a stretch — so 10’s all you aim for.

Let me stop the excuses right there.

Reality check — the data says there ARE sales happening right now

• Across North America, auto-sales volumes have rebounded. In Canada, Q4 sales showed a solid uptick: as of the end of 2024, full-year sales reached roughly 1.82 million units — up about 8% from 2023.

• In the U.S., 2024 ended up as the strongest year since 2019: new-vehicle sales rose, and forecasts for 2025 show dealers expecting volumes to remain healthy — helped by improved financing rates and more incentives.

• Yes — the market is changing. Some segments are slowing, competition is increasing, incentive programs are more aggressive, and interest rates remain a headwind for some buyers.

• But here’s the thing: that doesn’t magically stop customers from buying. What it does is challenge YOU — the salesperson — to step up.

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The mistake most make in December — they go passive and wait

Look, when business slows, most salespeople do two things:

1. They get busy with low-hanging fruit — service upsells, parts, easy deals. That’s fine, but limited.

2. They rationalize that “people aren’t shopping now.” So they dial back activity, wait for “post-holidays,” or hope advertising will drag in walk-ins.

That’s how you guarantee a lousy December.

The strategy that will get you to 15, 20, maybe even more

What I want you all to do instead is: build a pipeline — hard.

• Hot leads daily: Add at least 10 new prospects each day. Every person you meet — in person or by phone or online — goes onto your hot list.

• Warm-ups from past traffic: Retarget leads from October, November — even Q3, Q2. Any prospect who responded to price events, employee-pricing, holiday promos, or even showroom traffic but didn’t buy.

• Repeat sales & referrals: Reach out to customers whose lease/mortgage/financing may be maturing — over 6 months old qualifies. Call your past buyers. Ask for referrals. Remind them you’re always there.

• Network your network: Talk to colleagues. Share leads. Swap customers. More coverage = more chances.

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Imagine this: if you truly run 30 leads a day (10 hot, 10 warm, 10 warm-warm), you’re working a fresh, healthy pipeline. That volume — done with skill and discipline — gives you the realistic chance to close 15, 18, 20 vehicles in December. Doesn’t matter that “everyone else thinks business slows in December.”

Why you CAN still control this — even if the market is soft

Yes — macro circumstances are outside your control. Automakers adjust incentives, interest-rates fluctuate, customers get cautious. But your control lies in the pipeline — in your effort, your follow-up, your discipline.

Bottom line: selling more cars doesn’t happen by luck. It happens by design.

If you lean in now — and treat December like a championship round — you’ll not only hit 10.

You’ll hit 15. You might even hit 20. But you have to want it, work it, and believe it.

Let’s do this. Want help? Book a call here: https://calendly.com/bill_harvey/15-minute-discovery-call