Agent Entrepreneur
Welcome to the July 12th, 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
Compliance: How to Keep It Simple
In spite of what the fearmongers are telling your dealers, agents can help ensure compliance — and get buy-in from managers — by breaking it into its components.

By: Steve Roennau

I get lots of phone calls from dealers and agents bemoaning the challenges of compliance. One recent phone call echoed a common theme: “I’ve been in business for 20-plus years, and I couldn’t understand half the things that regulator was saying about compliance! And, if ... Read More »
New Technology Doesn’t Make You Compliant
Without proper training and ironclad processes, menus and desking software won’t keep your dealers safe from unscrupulous managers and employees.

By: John Fuhrman

Recently, I was visiting with a dealer and the recent rash of articles concerning compliance came up. As I shared what I knew on the subject and the current climate concerning fines and penalties, the dealer sat back, smiled and said, “I’m good. We use ... Read More »
Meet the Executive
An Interview with Jim Ganther
AE talks certification, religion and geopolitics with attorney and compliance expert Jim Ganther.

By: Tariq Kamal

James S. Ganther Esq. is the cofounder and president of Mosaic Compliance Services and, in partnership with Gil Van Over, one of the driving forces behind Automotive Compliance Education (ACE) and its certification program, which will be offered to attendees of Agent Summit in May. ... Read More »
Summit Updates
Industry Summit 2017: Cox Automotive Exec to Delve Into F&I’s Future
DALLAS — Is F&I dead? That’s the question Cox Automotive executive Jason Barrie will address at Industry Summit 2017, which is scheduled for Sept. 11–14 at the Gaylord Texan Resort & Convention Center, organizers announced this week. To Barrie, who serves as associate vice president ... Read More »
O’Loughlin Joins Compliance Summit Roster as Featured Speaker
DALLAS — Organizers of the upcoming Compliance Summit announced that Terrence J. O’Loughlin Esq. will deliver a featured presentation devoted to Rules and Regulations at the event, which will be held Sept. 11–14, 2017, at the Gaylord Texan Resort & Convention Center, as part of Industry Summit. O’Loughlin ... Read More »
F&I Success
That Crazy Columbo!
Agents who are looking for an F&I development edge should take a book from Lieutenant Columbo, a character whose specialty was catching other people off guard to get the answer he needed.

By: Rick McCormick

Most of us have laughed at the crazy efforts of Lieutenant Columbo to lull criminal suspects into letting their guard down and then watched as he would get information that no one else could. An article in the American Bar Association Journal even reported that ... Read More »
Your Competitive Advantage
Lend your dealer clients a competitive advantage by making the customer experience the focus of your F&I training program.

By: Rick McCormick

During a recent (and rare) vacation along Florida’s Gulf Coast, I watched more evening TV than I have in quite some time. I was amazed by how many dealership commercials I experienced. It appeared that everyone was trying to gain a competitive edge with the ... Read More »
Hot Tips
Take It to the Expert
Gerry Gould of UDS with this week's tip!

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Watch the Tip Here »
Listening with the Intent to Understand
Gerry Gould of UDS with this week's tip!

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Watch the Tip Here »
Small Business Tips
7 Steps to Compromising Effectively as a Business Leader
As an entrepreneur, you’ll likely be involved in multiple types of negotiations and discussions: You’ll argue with your partners about upcoming business decisions. You’ll negotiate salaries with your newest employees. You’ll create mutually agreeable contracts with your clients, and you’ll attempt to resolve complaints both within and outside your organization, especially as you gain more exposure, reports ... Read More »
The Velocity Of Change And New Customer Expectations
As we know, change has been the one constant of existence on planet Earth. Each generation gives way to the next, so that over time fire became electricity and the wheel morphed into a computer, reports Forbes. For most of the history of the marketplace, change progressed at a pace slow enough to allow the ... Read More »
Creative Ways to Delight Your Customers and Make Them Loyal to Your Brand
Gone are the days when troubleshooting and call centers were enough to make your customers brand-loyal. Today, with so many ways to connect and establish relationships online, combined with the noise of competitors vying for attention, standing out in the crowd means you’ll need to not just help customers when they need it, but wow ... Read More »
4 Things the Most Respected Leaders Do for Their Employees
Whenever I conduct workshops for leadership teams, I break them into groups of three and ask the question, “Think of a time when you worked for the best boss you ever had, reports Inc. What made him or her so great?” After processing and discussion in their small groups, I instruct them to reconvene and share ... Read More »
The Leadership Skill Everybody Needs — And 90% Of Managers Lack
There are good reasons it’s easy to find lousy managers in virtually every industry and function. It is no surprise that nearly every working person has one Bad Boss story ready to share, if not a collection of them, reports Forbes. New managers typically receive little to no training in “people management,” although it is the crux of their ... Read More »
3 Growth Strategies You Can Learn From the New England Patriots
NFL training camps are underway, and when it comes to football, I may be from California but I gravitate toward the New England Patriots – the disruptors of the NFL and perhaps its most hated team. Yet in their disruption, the Patriots in the Robert Kraft-Bill Belichick-Tom Brady era have, like my music heroes, created ... Read More »
7 Bad Habits You Need to Kill to Be a Better Leader
Just about any leader or entrepreneur who’s ever failed at some point understands the importance of inviting feedback, reports Inc. Yes, it’s powerful because gaining new perspective and wisdom from, perhaps, someone further down the path of success, helps you develop something else: Self-awareness. You see, with self-awareness accountability blooms. Leaders learn more responsibility of ... Read More »
10 Critical Questions To Help You Move Forward When You’re Stuck
Hundreds of times a year, my clients and course members share that, while they know exactly what they don’t want in their lives and work, they just can’t pinpoint what they do want. They know they’re fed up with toxic bosses, crushingly demanding schedules, meaningless and empty work, and using skills they hate to employ, ... Read More »
Why Culture and Purpose Must Align Within the Workplace
Purpose is the why of your organization. Purpose is what gives work meaning. But purpose is in danger of becoming “GWOP” – Goals Without Plans – unless it is aligned with your culture. Putting it another way, purpose is about where your company’s journey is taking you. Culture is the combination of values and habits ... Read More »
Skill Alignment: That’s What Really Counts For Today’s Ambitious Professional
Today’s employment environment is challenging. That’s not a euphemism; it’s just extremely tough to stand out in an age of mass media, citizen journalism and with an ever-growing number of people determined to put themselves ‘out there’, reports Forbes. Inevitably, the ‘why buy?’ question lies behind every decision employers make. Among the deciding factors, there’s ... Read More »
View All Small Business Tips Here
Auto Industry News
GWC Warranty Promotes Wendy Pratt to AVP of Strategic Alliances
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 appointed Wendy Pratt as the new AVP of Strategic Alliances. Pratt joined GWC Warranty in 2010 and shortly thereafter was named ... Read More »
Alpha Warranty Introduces Summit Protection Ancillary Product Line
SALT LAKE CITY – Alpha Warranty Services released a new ancillary offering, Summit Protection. Summit Protection includes the ElevateCare 5-in-1 bundle, and standalone Tire and Wheel Protection and Key/Remote Replacement. Unlike many industry offerings, Alpha Warranty Services has not private labeled Summit Protection, but created this ... Read More »
VW Credit Invests in AutoGravity
HERNDON, Va. — VW Credit Inc. (VCI) today announced it is making an equity investment in automotive fintech firm AutoGravity, pending customary regulatory approvals. According to company officials, the strategic investment supports the captive’s goal to digitize the customer financing process. The announcement means finance options ... Read More »
Edmunds: Term Lengths Stretch to All-Time High in June
SANTA MONICA, Calif.  ─ Car buyers are pulling all levers to keep their monthly payments manageable as vehicle prices continue to rise. In June, one of those levers, average new-vehicle finance terms, stretched to an all-time high of 69.3 months, according to Edmunds. The average, ... Read More »
Portfolio Acquires Finance Concepts, LLC
LAKE FOREST, Calif. – Portfolio Group announced that it has acquired a majority interest in Finance Concepts, LLC, one of its largest producing agencies headquartered in Folsom, California. Portfolio is owned by the company’s management and Capital Z Partners, a New York-based private equity firm. ... Read More »
NMAC President Named Infiniti Executive
NASHVILLE, Tenn. ─ Mark Kaczynski is leaving his post as president of Nissan Motor Acceptance Corp. to become vice president of administration and finance for Nissan Motor Co.’s luxury brand Infiniti, the automaker announced on Thursday. Replacing Kaczynski as president of Nissan’s captive finance company ... Read More »
UDS Celebrates 35 Years
CLEARWATER, Fla. – United Development Systems, Inc. (UDS) celebrates 35 years of excellence in the F&I Performance arena. UDS is a full service F&I Performance Company based in Clearwater, Florida. Founded by its President and CEO, Randy Crisorio, in 1982, UDS has been providing its ... Read More »
Auto/Mate Releases ‘The Auto Dealer’s Guide to Team Building’ Ebook
ALBANY, N.Y. — Auto/Mate Dealership Systems announced the release of a free eBook for download titled, “The Auto Dealer’s Guide to Team Building.” It was developed to guide auto dealers through the process of turning managers and employees in various departments into one cohesive, productive ... Read More »
CarMax Looks to Expand Digital Retailing Push
RICHMOND, Va. — Officials with CarMax Auto Finance, a subsidiary of CarMax Inc., said a focus on its online prequalification portal drove a 7% gain in first-quarter originations from a year ago. The portal has been live at all CarMax locations for two full quarters. ... Read More »
Kurtis Orcutt Named President of ASI
RICHARDSON, Texas — Accelerated Service International (ASI) announced it has appointed Kurtis Orcutt as president, effective immediately. A 34-year veteran of the automotive retail and finance industry, Orcutt has served in leadership positions with three other admin companies. Kurtis will be part of the management ... Read More »
IPPI Distribution Systems to Offer 1st Equity Pay™ Auto Budget Payment Plan in Texas
FORT WORTH, Texas — In April of this year, IPPI Distribution Systems (IPPI) submitted its 1st Equity Pay™ Auto Budget Payment Plan to the Texas Department of Banking. The Texas State Department of Banking maintains specific rules and regulations regarding the marketing of financial services ... Read More »
SouthwestRe’s First Automotive Standard, Xtended Care, and Limited Warranty Programs Now Include Coverage for Alternative-Fuel Vehicles
ALBUQUERQUE, NM – SouthwestRe announced today that it has made extensive updates to its First Automotive Standard, Xtended Care, Limited Warranty, and Lifetime Powertrain Limited Warranty programs. Chief among these updates is coverage to protect hybrid, all-electric, plug-in hybrid electric (PHEV), and fuel-cell vehicles. “SouthwestRe ... 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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