Agent Entrepreneur
Welcome to the December 8th, 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
You’re Not in a Mayberry Fairy Tale
The same forces that have driven dealers to change the way they do business has compelled many to turn to their trusted agents for answers and new ideas.

By: Adam Ouart

I like watching old television programs. “The Andy Griffith Show” is a favorite. It depicts a simpler time. Sheriff Andy Taylor was in charge of the town, Deputy Barney Fife provided some humor, and Aunt Bea kept everyone in line. Eccentric townspeople served as the ... Read More »
How to Recruit, Hire and Train Agents
Use this primer to create a rock-solid process for onboarding new field reps.

By: John Braganini

At the Agent Summit earlier this year, I was given the opportunity to do a presentation on how to recruit, hire and train agents. My message focused on the importance of identifying your specific need, using the available arenas to find candidates, and crafting a ... Read More »
Compliance Management System or Compliance Training?
Dealers may not understand the difference between a CMS and compliance training, but the CFPB makes the distinction clear.

By: Robert Wilson

What is the important and significant difference between a compliance management system (CMS) and compliance training? Why is one preferable to the other in the compliance space for dealerships? A “system” has been defined as describing a set of connected parts forming a complex whole ... Read More »
Summit Updates
Agent Summit Opens Registration for 2018 Event
LAS VEGAS — Organizers of the upcoming Agent Summit have announced that registration is now open for the 2018 event, which will be held May 20–23 at the Venetian & Palazzo Resort Hotel Casinos in Las Vegas. The industry’s only event designed by and for ... Read More »
F&I Success
The 10 Commandments of a Great Customer Experience: Part 1
Drive dealer production and agency revenue by training F&I managers to create an environment in which customers share their needs and remain engaged throughout the process.

By: Rick McCormick

Is providing great customer service and a great customer experience the same thing? The two couldn’t be more different! In many F&I offices, the effort is focused on getting better at what we do instead of how we do it. As an agent, the ultimate ... Read More »
The 10 Commandments of a Great Customer Experience: Part 2
Boost your F&I training program by creating a customer-friendly experience that requires practice, continuing education and laserlike focus.

By: Rick McCormick

Agents know creating a great customer experience makes their time with their F&I professional memorable. Here are the next five commandments that will make it happen for you and your trainees: VI. Practice Purposefully. If you ever played Little League baseball, you’ll remember the phrase, ... Read More »
Hot Tips
Relevant vs Irrelevant
Gerry Gould of UDS with this week's tip!

Today I'd like to introduce you to Fernando. Say hi Fernando. Hello. Fernando is going to be a customer actually for this demonstration. ...

Watch the Tip Here »
The Difference Between Good & Great
Gerry Gould of UDS with this week's tip!

Today I'd like to talk about the difference between good and great. You know, it could be a lot, or it could be a little ...

Watch the Tip Here »
Small Business Tips
4 Ways To Inspire Change In Your Employees
Have you ever listened to a speech that inspired you so much, you were ready to make a change in your life immediately? What was it about that person, that presentation, that drove you to take action? Chances are, the speaker had some pretty solid qualities that inspired you to follow their lead, reports Forbes. ... Read More »
7 Elements of a Strong Work Ethic
Have you ever tried to do business with someone who didn’t seem to take pleasure in the job, or care? Perhaps you didn’t go back to this person because you didn’t like the way you were treated, or lacked confidence in that business as a whole, reports Entrepreneur. Did you then spread the word to ... Read More »
What’s Worse Than Hiring a Bad Employee? Hiring a Mediocre One
Truly great places to work only achieve that lofty status when they have the right people in the right jobs. And nowhere is that more true than in small and midsize businesses (SMBs) where a single employee can have a profound impact, reports Inc. With smaller teams and everyone wearing multiple hats, one bad hire ... Read More »
How To Build Deeply Connected Teams — Insights From An Olympic Medalist
Teamwork remains all the rage for many organizations. But achieving the highest levels of teamwork when complex work demands the most significant degrees of collaboration, can be elusive for leaders pursuing it, reports Forbes. I spoke with Caryn Davies, World-Champion rower and three-time Olympic medalist, now an attorney, about how world class rowing teams synchronize their ... Read More »
10 Tips for Leading Disruption During Times of Uncertainty
Being a disrupter during times of uncertainty can derail your stakeholders and the transformational change you have worked so hard to create, reports Entrepreneur. Leading large-during times of uncertainty is even trickier and something that few have mastered. By uncertainty, I mean leading your team and stakeholders while on continuously shifting sands and while combatting ... Read More »
Why Trying to Predict the Future Is the Worst Way to Prepare for the Years Ahead
The year was 2003. An important client invited a revered futurist to share some of the inevitable cultural phenomena that was about to reach the masses in the coming months and years. It was highly tantalizing, reports Entrepreneur. It was like learning the results of the Super Bowl before the game was even played. We ... Read More »
How to Get From A-to-B in a Rapidly Changing World
Imagine you live in New York City. In the morning, you drink your coffee and put on your shoes. You walk a few blocks to the train station, climbing aboard as the departing lights flash, and take your seat. The ride lasts for nearly a half-hour and then comes to a halt. The doors open, ... Read More »
The Future of Work: Solving Problems Through a Flexible Workforce
The media devotes a lot of time to covering early adoption. Media outlets profile emerging technology trends, digital marketing best practices, and health and fitness movements. But what about human capital innovation in business? Enterprise business leaders have always needed to predict what the market will demand in terms of products, processes, and advertising, reports Entrepreneur. However, in today’s evolving business ... Read More »
Want to Have More Productive Employees? Use These 6 Overlooked Strategies
Maximizing the productivity of your workforce is one of the essential aspects of building and maintaining a thriving company. With that in mind, many companies will look into building an assortment of initiatives to help with workplace performance, reports Inc. While various sorts of initiatives are important and necessary in today’s landscape of work, there are also numerous other tools ... Read More »
Is Society Equipped To Help People Adapt To The Future Of Work?
The last year has seen a glut of cataclysmic predictions around the impact technology will have on employment. Of course, we’ve had technological disruption before, and each time mankind has been sufficiently able to adapt to ensure that employment levels remained very high. Doomsayers suggest however that this time is different. This time the change ... Read More »
View All Small Business Tips Here
Auto Industry News
Fight for Control of CFPB Not Over, Democrats Say
WASHINGTON, D.C. — The fight over the acting director’s chair at the Consumer Financial Protection Bureau (CFPB) is far from over, as Democratic lawmakers and activists plan to challenge last week’s ruling by U.S. District Judge Timothy J. Kelly that denied a temporary restraining order ... Read More »
Dealertrack and DealerCenter Announce Strategic Partnership
NEW HYDE PARK, N.Y. — Dealertrack and DealerCenter announced today a strategic integration partnership designed to deliver a more connected F&I workflow. Independent retail dealerships using DealerCenter’s DMS platform can seamlessly connect customer information to Dealertrack’s open F&I platform, allowing for a smoother workflow with ... Read More »
RouteOne Adds Exeter to Econtracting Platform
FARMINGTON HILLS, Mich. — Exeter Finance is now on RouteOne’s econtracting platform, which enables the digital exchange of critical contract documents and data between dealers and finance sources to increase efficiency and reduce contracts in transit. RouteOne has booked more than 8.2 million electronic contracts to date and ... Read More »
Fastlane Plans 2018 Launch for Ecommerce Solution
DALLAS — Ecommerce solutions provider Fastlane will enter the independent and pre-owned car dealer market in January 2018, the company announced. Having focused on dealer groups since the company’s initial launch earlier this year, the company views the independent and pre-owned car dealership segment as ... Read More »
GOA Says Congress Can Review CFPB’s Guidance on Dealer Participation
WASHINGTON, D.C. — The Government Accountability Office (GOA) said on Tuesday that the Consumer Financial Protection Bureau’s controversial March 2013 guidance on dealer participation falls under the Congressional Review Act and should have been submitted to Congress and the Comptroller General for review before it ... Read More »
EFG Companies Launches Mobile App
DALLAS — EFG Companies today announced the launch of Driver’s Advocate, a mobile app developed out of the F&I product provider’s 2015 and 2016 Northwood University Innovator of the Year contests. Driver’s Advocate is designed to foster greater consumer loyalty through service drive retention, while also ... Read More »
CNA National Welcomes New VP of Reinsurance
SCOTTSDALE, Ariz.—CNA National Warranty Corporation is pleased to announce that Rob Hehr has joined the company in the newly established position of vice president of reinsurance effective November 13. “With a wealth of experience in both the insurance and automotive industries, Rob has the expertise ... Read More »
Alpha Warranty Services Selected as a 2017 Top Workplace in Utah by the Salt Lake Tribune
SALT LAKE CITY, Utah – Alpha Warranty Services has added another honor as a top workplace, this time as a 2017 Top Workplace in Utah by the Salt Lake Tribune. In addition to great health and retirement benefits Alpha is known for being generous to ... Read More »
NAE/NWAN Recognized By Weatherhead School Of Management As A 2017 Weatherhead 100 Award Winner
CLEVELAND, Ohio – National Automotive Experts (NAE/NWAN) is honored to announce that they have been recognized by Case Western Reserve’s Weatherhead School of Management as one of their Weatherhead 100 Award Winners for 2017. Established in 1988, the Weatherhead 100 Awards honor the top 100 ... Read More »
Warranty Expert Joins AUL as Business Development Manager
NAPA, Calif. — F&I product provider AUL Corp. today announced the hiring of Paul Leary, who will serve as the company’s business development manager. Based out of Columbus, Ohio, he will be responsible for working with agents and dealers in the company’s 12-state, Central region. ... Read More »
UDS Launches Online Training Platform
Clearwater, Fla – United Development Systems, Inc. (UDS) announces the launch of its e-Learning platform for F&I Training. Available immediately to any F&I Professional looking to create an advantage for themselves, this robust learning management system (LMS), located within, delivers its first course, Ethics ... Read More »
ADG Promotes Hahn, Kelly to Training Director
MINNEAPOLIS — Automotive Development Group (ADG) announced the promotions of Dan Hahn to director of training for fixed operations and David Kelly to director of training for variable operations. Hahn will be responsible for designing and overseeing the content and delivery methods of fixed operations training ... 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 Mobile Dealer Data (MDD)
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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