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Welcome to the May 11th, 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.

Agent Entrepreneur is your source for industry news and updates as well as original feature articles to keep you well-informed of best practices and trends.

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Featured Articles
Agents’ Liability for Dealer Actions
As state and federal agencies continue to put the spotlight on F&I product sales, you owe it to yourself, your agency and your dealers to ensure the training and consulting you provide puts an emphasis on regulatory compliance.

By: Randy Henrick

You’re an F&I trainer representing one or more product lines. You educate dealer F&I personnel about the products you represent (and that they will sell) and offer guidance on selling techniques that have proven successful with your products. What is your potential liability for this ... Read More »
VSCs Are a Win-Win-Win
Customers, dealers and agents all benefit from a proper presentation and increased sales of vehicle service contracts.

By: Rod Heasley

Mr. Agent, I would like to challenge you to find a product that provides more benefit to your automobile dealers than a vehicle service contract — without mentioning the vehicle itself. If you are working with reputable dealers, you know they are genuinely concerned about ... Read More »
Naïve, Sloppy or Kinky?
There are a number of ways to correct most compliance issues, but there is only one way to handle the ‘kinks’ who do the most damage.

By: Gil Van Over

During our exit conferences with dealers, we can categorize the issues we found into one of three types: naïve, sloppy or kinky. “Naïve” issues that are caused by being so naïve as to not understand what the compliance requirements are. “Sloppy” issues arise when the dealer ... Read More »
Summit Updates
ARMD Plans Agent Principal Giveaway at Agent Summit
LAS VEGAS — ARMD Resource Group has planned a massive, agent principals-only giveaway for the upcoming Agent Summit, organizers announced. The four-day event begins Sunday evening, May 21, 2017, at Paris Las Vegas. Agent principals are welcome to enter a drawing that will be ... Read More »
Bring a Library Home From Agent Summit
LAS VEGAS — Organizers of the upcoming Agent Summit have announced that attendees will leave with as many as three books focused on management and leadership, sales success and regulatory compliance. The event is scheduled for May 21–24, 2017, at Paris Las Vegas. Dr. Kerry ... Read More »
MAG to Stage Bourbon Tasting at Agent Summit
LAS VEGAS — Agent Summit organizers announced that Maximus Auto Group will host a blind bourbon tasting at the event, which will be held May 21–24, 2017, at Paris Las Vegas. Participants will be entered into a drawing to win a bottle of 12-year-old ... Read More »
F&I Success
The Seat Behind You!
A note handed to NFL wide receiver Mohamed Sanu proves that people notice your good work — even when you don’t realize they are watching.

By: Rick McCormick

Mohamed Sanu is a wide receiver for the NFL’s Atlanta Falcons and one of their most celebrated stars. After sitting in coach during a recent airline flight, he was handed a note as he was departing the plane. The family sitting behind him had recognized ... Read More »
The Great Equalizer!
Agents can realize unprecedented levels of success by letting go of the word ‘impossible’ and using obstacles as stepping stones.

By: Rick McCormick

In the second half of the 19th century, the new frontier west of the Mississippi was affectionately called “The Wild West.” During this time, most referred to a six-shooter as the “great equalizer.” It enabled a small man to chop a much larger one down ... 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 »
AE HOT TIPS
Good To 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. If you’re a really good F&I manager getting to great is only going to take you that much. ...

Watch the Tip Here »
AE HOT TIPS
Small Business Tips
One Thing All Great Communicators Have In Common, And How To Master It
What separates a good leader from a great one? You need only look to history to find the answer: the world’s great leaders have also been the world’s great communicators, reports Forbes. Wherever you look, whether it’s toward political leaders like Winston Churchill, social leaders like Martin Luther King Jr, or business leaders like Steve ... Read More »
8 Business Books Entrepreneurs Must Read to Dominate Their Industry
Every time you pick up a book — or download one to a device — opportunity knocks at your door. A good book represents a chance to expose yourself to groundbreaking, thought-provoking ideas that could blow your mind and enhance your vision, reports Entrepreneur.  The truth is that you can never know enough. There is ... Read More »
5 Unmistakable Signs That You Are an Inspired Leader
Successful leaders of today are expected to provide their employees with a sense of meaning in their work as well as provide an engaging workplace. Yet, according to a recent Gallup poll, 70 percent of U.S. employees are “not engaged” at work, reports Inc. How is this possible? People need to feel their work matters. In ... Read More »
How Entrepreneurs Can Increase Their Brain Capacity
Alex Mullen holds the curious title of World Memory Champion. Among his amazing memory feats is remembering the exact order of a deck of playing cards in just seventeen seconds. But, like the rest of us, he has his forgetful moments. Like misplacing his car keys or forgetting to take along a shopping list to ... Read More »
7 Things Every Entrepreneur Should Do Before 7 a.m.
Entrepreneurs are a unique breed of people. We like to do things our way and are known for our almost obsessive attraction to habits. But, there’s a good reason for that. Habits help us achieve our goals, keep us motivated, eliminates wasted time, and improve our lives altogether, reports Entrepreneur.  Arguably, the most important habit ... Read More »
7 Things the Most Successful People Are Always Doing
We know if we want to achieve something we have to do something, and maybe the actions you take aren’t getting you the results you want, so here are seven things you should start doing for yourself today because they will give the success you want tomorrow, reports Inc.  1. Start taking ownership: Most people ... Read More »
Relentless Focus On Quality Boosts Corporate Growth And Efficiency
Quality is almost universally favored, like mom and apple pie—maybe even more so. No one objects to quality, reports Forbes. But are quality efforts linked to corporate performance and the bottom line? A recent Forbes Insights report, “The Rising Economic Power of Quality: How Quality Ensures Growth and Enhances Profitability,” sponsored by ASQ, concludes that ... Read More »
How Very Successful People Think Differently
Would you agree or disagree with each of the following statements? I wish I had fewer problems in life. I wish I didn’t have to struggle so much in life. I wish I had the opportunities that other people have. If you agreed to any one of the above statements, then you are not thinking ... Read More »
Not a Public Speaker? Use These Tips from the Top TED Talks to Command Attention at Work
You call a meeting–everyone groans and trudges to the conference room, already absorbed in their smart phones. Wouldn’t a creative and engaging meeting be a nice change? Will that happen? Probably not–poor communication runs rampant in meetings. But a talented communicator can fix all of the pitfalls of the typical meeting, reports Inc. A Harvard ... Read More »
5 Sales Leadership Tips That Help Inspire People To Drive Results
Sales is the lifeblood of any company. Todd Zaugg is a salesforce performance expert and author of Warrior Sales Monk. He is also CEO of Matrix Achievement, a salesforce consulting firm that works with the biggest brands on the planet and has trained over 40,000 people on sales, reports Forbes. As CEO of an organization ... Read More »
View All Small Business Tips Here
Auto Industry News
EFG Companies Receives National Recognition for Holistic Approach to Customer Service and Client Development
DALLAS – EFG Companies, the innovator behind the award-winning Hyundai Assurance program, announced that the company has achieved national recognition for its efforts across the entire organization. Last week, EFG was recognized in the 15th Annual American Business Awards, receiving: Gold in Communications Department of the Year Bronze in Communications or PR Campaign of the Year under ... Read More »
Imprise Financial Announces Derek Thomas as Account Executive
STRONGSVILLE, Ohio – Imprise Financial PCC, Inc., is proud to welcome Derek Thomas to the position of Account Executive. In this position, Derek is responsible for serving Imprise Financial’s captive insurance clients with an emphasis on enterprise risk programs. Derek will focus on helping small and mid-size companies evaluate and establish captive insurance programs. Such ... Read More »
Longtime Wells Fargo Dealer Services Exec Joins CRB Auto
IRVINE, Calif. — Longtime retail credit executive Bill Katafias has left Wells Fargo Dealer Services. His new employer, CRB Auto, announced today that he has joined the indirect auto finance source, a division of Mechanics Bank, as CEO. Katafias, who spent 23 years with the Wells Fargo auto finance group, succeeds CRB Auto CEO Scott ... Read More »
PayLink Direct and Omnisure Group Announce Merger
CHICAGO – PayLink Direct and Omnisure Group, two of the nation’s premier specialty finance and customized payment plan providers, announced a merger to create the largest service contract payment plan provider in the United States. Rebecca Howard, Co-Founder and Chief Executive Officer of PayLink Direct and Paul Walder, Co-Founder and Chief Executive Officer of Omnisure ... Read More »
Wise F&I Now Offers a Vehicle Service Contract for Pre-Owned Vehicles
ST. LOUIS – Wise F&I is expanding their vehicle service contract (VSC) programs with the introduction of WiseMVP, a pre-owned motor vehicle service contract that rounds out Wise F&I’s VSC product suite. WiseMVP provides coverage for vehicles that are up to 20 years old and that have up to 200,000 miles. By offering this type of ... Read More »
GWC Warranty Releases Fifth Video In Award-Winning Behind The Wheel Dealer Story Series
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 released the fifth video in the award-winning Behind The Wheel dealer story series. The latest release in the Behind The Wheel series features Safeen Motors, an independent dealership in Garland, Texas ... Read More »
F&I Express Tackles Product Cancelations
GRAPEVINE, Texas — The F&I product cancelation process currently lacks standardization, automation, transparency and efficiency, and these challenges have a negative impact on the day-to-day operations of a product provider or lender and affect their ability to remain compliant with state and federal regulators. So says the “2017 Guide to Operational Efficiencies & Regulatory Compliance ... Read More »
CNA National Launches New Vehicle Service Contract Program
Scottsdale, Ariz.—CNA National, a recognized leader in the service contract industry, introduced its newest VSC series: Z2. This advanced product offers a wealth of consumer benefits with its enhanced coverage, additional deductible options and increased expense reimbursement package—all at highly competitive rates. “Z2 is the latest in a long line of VSCs all designed to ... Read More »
Managers at Alpha Warranty Services Are Honored with National Guard Patriot Award
SALT LAKE CITY, Utah – On Wednesday, April 5th the Employer Support of the Guard and Reserve, ESGR, presented two Alpha Warranty Services managers with the Patriot Award. The ESGR was established in 1972 to promote cooperation and understanding between Reserve Component Service Members and their civilian employers on the employee’s military commitments. Brian Frees, ... Read More »
Alan Scott Joins ADG/EasyCare
NORCROSS, Ga. — Alan Scott has joined ADG/EasyCare as an F&I specialist, the company announced. An eight-year industry veteran, Scott will serve as a trainer and producer at client dealerships to help ADG/EasyCare dealers succeed. “I love the car business and I wanted to get a different take on it, and ADG/EasyCare really has a ... Read More »
New F&I Compliance Certification Offered by American Financial
THE WOODLANDS, Texas – A new F&I compliance certification has been introduced to the industry by Automotive Compliance Education, LLC (ACE). The ACE certification program was developed by industry-leading attorneys to help set and maintain professional standards at dealerships. This training program takes the rigorous and complicated federal regulations that touch different parts of the ... Read More »
NAE/NWAN Announces New President and Partner
STRONGSVILLE, Ohio – National Automotive Experts (NAE) and NWAN, Inc. (NWAN) announce promotion and partnership of David Neuenschwander. David Neuenschwander, Vice President of NAE/NWAN was named President of both companies after becoming an equity partner of both companies. Former President, Kelly Price, will now serve as the Chief Executive Officer of both companies. “David has ... 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 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) 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 United Car Care (UCC)
Universal Lenders Vanguard Dealer Services Warranty Solutions
Wise F&I    
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