Agent Entrepreneur
Welcome to the August 18th, 2017 issue of Agent Entrepreneur, a monthly eMagazine dedicated to the interests and concerns of general agents and entrepreneurs in the automotive finance and insurance industry.

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Featured Articles
High-Mileage Inventory Is a High-Profit Opportunity
Agents serving franchise dealers can help uncover a new source of revenue — for sales as well as F&I — from used units that have traditionally been sent to auction.

By: Mike Melby

What has experience told franchise dealers about trade-ins that show up with 60,000, 70,000, 80,000 or more miles? Historically, the higher the odometer has ticked, the easier the decision was to wholesale a vehicle. But things change — especially in the automotive industry. A recent ... Read More »
How to Catch the Decisionmaker
If you’re having trouble landing new dealer clients, it might be time to try a new lure.

By: George Dans

OK, how many of you secret agents need to get into some sort of sensitivity rehab or maybe even a 12-step program because you have some unresolved problems, such as never being able to reach the decisionmaker, a.k.a. the dealer or GM? Right, you call, ... Read More »
Meet the Executive
An Interview with Brad Blizzard
AE hits the beach with Brad Blizzard, national vice president of sales for RoadVantage.

By: Tariq Kamal

F&I is evolving rapidly, but 35-year industry veteran Bradford “Brad” Blizzard believes the core concepts of effective processes and superior customer service will serve it well in the Digital Age. Agent Entrepreneur caught up with RoadVantage’s national vice president of sales to take a look ... Read More »
Summit Updates
Industry Summit Extends Early Bird Deadline
DALLAS — Organizers of the upcoming Industry Summit have extended the early bird registration deadline, giving attendees until midnight this Friday, Aug. 18, to enjoy a $100 discount. Industry Summit is scheduled for Sept. 11-14 at the Gaylord Texan Resort & Convention Center. “We extended ... Read More »
Ziegler Joins Compliance Summit Roster as Keynote Speaker
DALLAS — Organizers of the upcoming Compliance Summit announced that Jim Ziegler, president of Ziegler SuperSystems, will deliver the event’s keynote address. Compliance Summit will be held Sept. 11–12, 2017, at Dallas’ Gaylord Texan Resort & Convention Center, as part of Industry Summit. In his ... Read More »
F&I Success
Lightbulbs, Microphones and a Tattoo Machine!
Thomas Edison is known for his lifelong achievements, but he did not get there overnight. Determination and commitment paved his way to success, and they can for you, too.

By: Rick McCormick

Determination is the real story behind Thomas Edison. He didn’t just invent the lightbulb in a day. He tweaked a tiny little filament over 10,000 times, leading the inventor to famously quip, “I have not failed. I’ve just found 10,000 ways that won’t work.” He ... Read More »
The Chick-fil-A Difference
Time and time again, a well-trained team has proven to be the key to success. Chick-fil-A’s owners pride themselves on their attention to the customer experience, and doing the same in the automotive business can also lead your team to success.

By: Rick McCormick

Chick-fil-A draws from the same pool of individuals to hire employees as Taco Bell, McDonald’s and other fast food restaurants. Yet their customer service skills and intentional effort to respond with “Please,” “Thank You” and “My pleasure,” has been one of the core principals of ... Read More »
Hot Tips
Why People Don’t Buy
Gerry Gould of UDS with this week's tip!

Today I'd like to talk about why people don't buy. You see, simply stated, there's only one reason they refuse to buy from you. I mean just don't buy. I don't want anything ...

Watch the Tip Here »
The Effect of Aging
Gerry Gould of UDS with this week's tip!

You know, I'd like to talk about a tip that we had a few months ago. And it kind of went around the office. It wasn't a very popular tip in our office and I don't think ...

Watch the Tip Here »
Small Business Tips
Why Business Owners Need A Relationship-Selling Strategy
In a world of Face-Snaps, Twitter-Books and Insta-Whatever’s, digital marketing has taken center stage in how businesses are communicating with, and reaching out to, their potential and established client base, reports Forbes. Though digital plays an undeniably important role in how a business communicates with the world, it’s imperative that owners, and employees, never lose ... Read More »
How to Set Goals That Will Turn an Average Team Into All-Stars
Whether we’re limiting the times we hit the snooze button, increasing our attendance at the gym or improving our work performance, setting goals is essential in order to generate change. Yet, goals don’t always work: According to Statistic Brain Research Institute, a mere 9.2 percentof participants the institute surveyed said they’d successfully achieved their New Year’s resolutions ... Read More »
What Do Successful Entrepreneurs Have in Common? They Give Up These 11 Things
The promise of entrepreneurship is enormous. Create something you love, with people you love being around, and make millions in a few years? It’s no wonder 63 percent of Millennials want to start their own business, reports Inc. Of course, it rarely plays out that way, as Silicon Valley unicorns are celebrated disproportionately. The reality ... Read More »
The 4 Do's Of Change Management
The only thing that is constant is change. Talk to almost anyone about change and it immediately conjures up feelings of stress and uneasiness. We like to get comfortable in our routines. Yes, we stretch, we grow, but at a pace that feels, well, convenient – because we’re in control. Thriving when we’re out of ... Read More »
22 Qualities That Make a Great Leader
There are certain qualities an individual must possess to inspire those that follow them. According to Entrepreneur, the 22 qualities below are a great starting point. 1. Focus “It’s been said that leadership is making important but unpopular decisions. That’s certainly a partial truth, but I think it underscores the importance of focus. To be ... Read More »
If You Want to Stay Competitive, Make These 5 Changes to Your Hiring Process
Recently, I had the honor of moderating a panel of senior executives speaking about diversity and innovation at a leadership conference in New York City. The main thesis of the panel topic was that companies can increase the quality and volume of insights and ideas by increasing their level of diversity, an idea that seems ... Read More »
How To Take Advantage Of Your Greatest Leadership Fear
Most leaders privately acknowledge their greatest insecurity is feeling like an impostor. Leaders enter jobs with deep-seated feelings of inadequacy, feeling certain they are over their head, and hoping they don’t “get caught.” Our research studying thousands of leaders rising into bigger jobs revealed 69% of them feel minimally or unprepared for roles they assume, ... Read More »
6 Crucial Things to Do In Your First 100 Days In a New Leadership Role
The rate of change in technology is unmatched. Companies are constantly being funded, getting acquired and, unfortunately, going out of business. These dynamic conditions create both challenges and opportunities for leaders, reports Entrepreneur. Changing roles is becoming more frequent across industries. Being able to successfully transition into a new leadership position is a must-have skill ... Read More »
The Single Most Powerful Question to Ask in an Interview (and How Top Candidates Answer)
Résumés featuring Ivy League schools, past positions with top tier organizations, fancy logos, job titles, and impressive tech skills – they all mean nothing, reports Inc. I immediately file résumés in the trash. Today’s talent climate is a really strange beast. What employers are looking for seems hard to define and even harder to reflect on paper. ... Read More »
What Business Owners Really Need To Know About Succession Planning
People become the owner of a business for a variety of reasons. Though some inherit the business from their parents, or grandparents, many go into business for a simple reason: They want to be independent, reports Forbes. The belief that they can do things better than everyone else, the allure of freedom, and the determination ... Read More »
View All Small Business Tips Here
Auto Industry News
CNA National Welcomes New Chief Information Officer
SCOTTSDALE, Ariz.—CNA National Warranty Corporation (CNAN) is pleased to announce that Jim Lee has joined the company as its new chief information officer, effective August 7. “With a wealth of experience in both information technology and business leadership, Jim has the right combination of skills ... Read More »
EFG Companies 1st “Administrator of Size” to Provide Dealers with Automatic Claims Approvals through Self-Adjudication Technology
DALLAS – EFG Companies, the innovator behind the award-winning Hyundai Assurance program, announced today the launch of EFG Express Claims, one of the industry’s first claims automation systems enabling dealerships to self-adjudicate claims and receive automatic approvals. For more information, visit EFG Express Claims ... Read More »
Dent Wizard Named Top Workplace
ST. LOUIS — Dent Wizard International was named a “Top Workplace” by the St. Louis Post-Dispatch. The annual list is calculated and compiled by the Post-Dispatch, a major metro daily newspaper in the U.S., in conjunction with WorkplaceDynamics, an employee research and consulting firm based ... Read More »
CareGard Offers a Big Texas “Howdy” to Attendees of the 2017 Industry Summit
GRAPEVINE, Texas – CareGard Warranty Services, Inc. is pleased to announce that we will be hosting an open house at our home office in Grapevine, Texas to give a big Texas “Howdy!” to agents attending this year’s Industry Summit. The summit will be taking place September 11-14 at ... Read More »
GWC Warranty Introduces Major Product Enhancements For Agents And Their Dealers
WILKES-BARRE, Penn. – GWC Warranty, the best-in-class provider of used vehicle service contracts and related finance and insurance products sold through automotive dealers, has introduced enhancements to its existing product suite as well as three exciting new offerings. All are designed to provide agents more chances ... Read More »
MUSA Auto Finance Launches Leasing Portal
DALLAS — Finance source MUSA Auto Finance announced the launch of its online portal, which allows dealers to submit applications, receive decisions and print pre-populated lease contracts. This portal was designed to automate a typically complicated process and, for the first time, enables truly effortless leasing, ... Read More »
J.D. Power: Credit Desk Seen as Satisfaction Driver for Finance Sources
COSTA MESA, Calif. — Great relationships trump low interest rates and product mix when it comes to automobile dealer satisfaction with lending institutions. That’s according to the J.D. Power 2017 U.S. Dealer Financing Satisfaction Study, which was released today and shows that interactions between dealers ... Read More »
GM’s Protection Coverage Group Selects MaximTrak’s Digital F&I Solutions
WAYNE, Penn. — F&I technology provider MaximTrak Technologies announced today that Chevrolet-Buick-GMC and Cadillac (CBGC) Protection, General Motors’ protection coverage group, has selected the MaximTrak Digital F&I Retailing Suite of solutions for its North American dealers. MaximTrak’s interactive F&I platform, known as FLITE, is designed ... Read More »
NAE/NWAN Becomes An Approved Provider On The Zero Plan®
STRONGSVILLE, Ohio, — NAE/NWAN and Universal Lenders LLC, creator of The Zero Plan®, will be working together to offer financing solutions to auto dealers. This partnership will allow dealers to provide their customers who purchase NAE/ NWAN ... Read More »
IAS Seeks Entries for ‘Ask Frenchy’ Contest at Industry Summit
DALLAS — Organizers of the annual Industry Summit announced that IAS has agreed to host a competition featuring the company’s president of sales and veteran F&I trainer, Eric “Frenchy” Mélon. Dealers and F&I professionals are welcome to “Ask Frenchy” the most challenging questions or objections ... Read More »
SouthwestRe Announces Extensive Updates to Its TruckGuard Class 3-8 Truck Program
ALBUQUERQUE, NM – SouthwestRe announced today that it has made many new and significant updates to its TruckGuard Class 3-7 and Class 8 vehicle service contract program. In addition, the Company unveiled a new TruckGuard Dealer-Certified Limited Warranty program for Class 3-7 and Class 8 ... Read More »
Alpha Warranty Recognized for Innovative and Effective Workplace Practices
RIVERTON, Utah – Alpha Warranty Services has been honored with a 2017 When Work Works Award for exemplary workplace practices. The prestigious When Work Works Award is part of the Society for Human Resource Management’s (SHRM’s) When Work Works project, a national initiative that helps ... Read More »
View All Auto Industry News Here
AE Featured Companies
Please click on a company logo to get more information.
American Auto Guardian, Inc. (AAGI) American Guardian Warranty Services, Inc. Arch Insurance
AUL Best Training Day Ever Classic Products
CNA National CSO Dealers Assurance Company (DAC)
EasyCare EcoProProducts Endurance Dealer Services
Entire Car Protection (ECP) F&I Administration Solutions F&I Express
GWC Warranty Impact Group Innovative Aftermarket Systems (IAS)
Line 5 MaximTrak Technologies National Auto Care
National Automotive Experts / NWAN Old Republic Insured Automotive Services, Inc. (ORIAS) Over the Edge
Portfolio Protective Asset Protection Reahard & Associates
Red Auto Dealer Services RoadVantage Safe-Guard Products International
Simoniz USA SouthwestRe StoneEagle
The Warranty Group – Resource Agent Group/ First Extended Total Dealer Compliance United Car Care (UCC)
Universal Lenders Vanguard Dealer Services Warranty Solutions
Wise F&I    
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