In this blog post, we’re going to talk about how to switch a customer from paying upfront or paying cash for a vehicle to financing the vehicle on an installment loan at your dealership.

There seems to be a disconnect between many finance managers and reality when it comes to dealing with banks, and I’m going to give you just one example.

Most mainstream car dealerships sell the majority of their cars on a finance contract with the bank.

Many people and dealers look at prime finance and non-prime finance as black and white. You either are prime or you’re not.

I am going to tell you one common mistake made by many finance managers at many car dealerships.

Good work habits make good managers. We all know that. I'm going to show you one good work habit that can help make you a great finance manager.

A selfish statement at the surface, mostly spoken in the negative sense. “Look out for number one, because nobody else will.”

It’s either an in-house marketing specialist or a marketing agency, pick your poison.

I'm going to tell you how the car industry has ruined the reputation of these products, and maybe how you can help fix that.

If you're selling computer chips or software, it’s entirely possible your brand is nothing more than the product, a logo, and maybe a jingle or some kind of brand statement.

Yep, it’s true, life is hard. Don’t let anybody tell you differently. Because the reality is that, if it was easy, it would suck. Those are two foundational rules for life.

If you’re like most finance managers in most dealerships your training for the position was a lot like learning to swim by being thrown in the river. Sink or swim.

It is always at this time when I have to put a disclaimer. I’m not a qualified trained mental health professional.

There are three different types of people in this world. Leaders, followers, and bystanders. Which one are you?

So, you’ve tried the marketing agency route and you’ve figured out, well, it’s a giant wallet flush.

There are a lot of amazing and dramatic changes happening in automotive retail right now.

If you’re very fortunate, you have a stable staff of quality salespeople. You don’t often find yourself in the position of having to hire new ones.

I’ve been in the car business for 30 years. Ten years ago, I discovered third party lead generation and thought I had found the holy grail of marketing.