In the automobile business, salespeople often complain about “shoppers,” “tire kickers,” and “people wasting time.” But after more than 30 years in the automotive industry, I’ve come to believe something very different: 100% of shoppers are buyers. The real problem is not whether the customer intends to buy. The problem is whether the salesperson understands how that customer buys. And that is exactly why Step 1 of our sales training system inside Auto Dealership Academy is called: The...

Walk into almost any dealership and bring up social media with a salesperson, and you’ll hear the same reactions: “I don’t know what to post.” “I tried it… nothing happened.” “I don’t have time for that.” And on the surface, that all sounds reasonable. But the real issue isn’t time… or creativity… or even technology. It’s a misunderstanding of what social media is actually supposed to do for a salesperson. The Biggest Mistake: Treating Social Media Like a Scoreboard Most salespeople measure...

There’s a lot of noise in the marketplace right now—slowing sales, affordability pressure, interest rates, tariff concerns, and uncertainty about where the economy is heading next. But if you zoom out and look at history, one thing becomes clear: The automotive business has always shifted in cycles. It never stays “easy” for long. It just changes the rules. And right now, we’re in another rule change. 🚗 The 1970s: When the Entire Market Was Forced to Rebuild Overnight One of the most...