For those who are uninitiated, this is not a week to week business, but rather a year to date business. There are slow periods and there are highly productive periods. The trick is to level it all out. We need to make hay!

ORGANIZED!!!!!!  DISCIPLINE!!!!  So, how many of you actually use somekind of organizer? Have your day planned? Are disciiplined enough to stick with what you MUST do on a day to day basis?  “If you want to keep getting what you always got, keep doing what you always did.”

First, get that organizer. IF you need to do something, please write it down. I carry a big yellow legal pad and write, and write.

The small seeds you plant now, may take time to grow, but they will grow and bare fruit. Be patient.

If you say you are going to do something, then please do it. Don’t be part of the manana generation.

Do you know the hardest thing in life is putting thought into action?

Day Plan: Get up early! Forget what your manager’s will think, this is for you. Don’t eat a heavy breakfast. You will be asleep by 10AM.

Spend 10 minutes of quiet time by yourself. Practice creative visulization. (Think about putting 5 sets of keys into their new owner’s hands. J)

Dress for Success.  Need I say more. Don’t be sloppy. Where a shirt and tie. Maybe even a suit or sports jacket with some nice slacks. POLISH YOUR SHOES!!!!

Take your time getting to work.  The automotive industry is like no other. There are very few checks and balances. They will give you enough rope to do what you will with it.

WALK YOUR INVENTORY: Go out there, put your hand on a vehicle and say out loud: what year, model, color and basic description. Do that for ten minutes a day, and in two weeks, you will  never have to ask again. How nice would that be?

Say, “Good Morning” to EVERYONE in the dealership. Recognize them. They are your coworkers, whether or not you spend much time with them or not. One day, this little bit extra will come back to you in spades.

Check your appointments for the day and be prepared.

Study your craft and your product atleast twenty minutes every day. This is a profession and you are a professional! Act that way.

Spend time where it is needed. Eating with other salespeople is nice.  Eating with the service people will bring you business.

Take time to prospect, every chance you get.  Did you know that if you make contact with 5 new faces each day, hand out your card and ASK, and only get a 10% return, in one year you would have sold an additional 130 units? Go figure..

So my questions to you all: How are you spending your day and what are you going to do to improve. What I have done is given you some suggestions. They are good but not the only suggestions. Give me some more. When we make Hay, the Sun will shine for us when we need it to.