How to Generate More Customer Referrals
The reason referral volume is inconsistent at most stores is not that customers are unwilling to refer. Customers who had a genuinely excellent experience are often eager to tell others about it.
Jason Volny
Blog
Insights, strategies, and expert guidance for automotive dealership leaders. Stay ahead with the latest from Lĭve Ready Dealer.
Automotive ManagementAutomotive Sales Management
The Questions Every Sales Manager Should Ask in Every Coaching Conversation
This pattern is not a failure of effort. Most sales managers are genuinely invested in the success of their team. It is a failure of approach. The conventional coaching conversation addresses the behavior.
David R. Ibarra
Automotive ManagementAutomotive Sales Management
What the Law of Compensation Means for Every Salesperson on Your Floor
It pays for value. And value is defined by the customer, not by the salesperson. The customer decides whether the interaction they had was worth returning for.
David R. Ibarra
Automotive LeadershipDealership Culture
The 30-Day Leadership Habit That Changes Everything
The leaders who maintain this habit for thirty days consistently report the same experience. They do not describe a dramatic transformation. They describe a quiet shift in clarity, in how they see their own patterns, in how deliberately they show up for the people they lead.
Jason Volny
Automotive Sales ManagementDealership Culture
The One Leadership Discipline That Transforms Sales Culture
It is called Controlled Attention. And it is the single most powerful discipline available to any sales leader who wants to build a culture of genuine performance.
David R. Ibarra
Dealership CultureAutomotive Leadership
What Chick-fil-A Knows About Hospitality That Most Dealerships Do Not
Most dealerships look at a comparison to Chick-fil-A and conclude it does not apply because the transaction is different, the relationship is longer, and the stakes are higher. But the principle applies more, not less, precisely because the stakes are higher.
Jason Volny
Automotive LeadershipDealership Culture
Why Your Best Customers Are Leaving and How to Stop It
The instinctive response is to address defection with programs. A loyalty rewards structure. A service discount campaign. A reactivation email sequence for customers who have not visited in twelve months. These are not wrong. They can generate activity. But they cannot generate loyalty.
Jason Volny
Automotive LeadershipAutomotive Sales Management
The Leadership Behavior Your Team Needs Most and Gets Least
The cost of that underinvestment is measured in engagement, retention, and the discretionary effort that team members give or withhold based on whether they believe their contribution is genuinely seen.
Jason Volny
Automotive LeadershipDealership Culture
Why the Dealership That Trains the Most Does Not Always Win
Training volume does not produce performance improvement. Training transfer does. The distinction is the difference between a team that has been exposed to the right information and a team that has internalized it and applied it consistently enough that it has become a behavioral standard.
David R. Ibarra