Duane Marino's blog

Well, what can we say?
I'm training an F&I FLOW Selling Mastery class today in Toronto...and there are some managers coming back through FLOW again to take it even higher.
I like to watch the experienced FLOW Masters describe to the new FLOW Jedi's how FLOW has changed everything about their F&I departments, their relationships with their sales people, their customers, their presentations and especially their averages.
They talk in utter amazement and amusement how simplicity really does trump technology and how they prove this day after day.

This is a funny business.
I don't know what to do when I hear the odd sales person or sales manager complain about the language some customers use during the sale, except laugh.
My friends, that's simply the way some people talk. Get used to it or get out. Actually, if you would learn to not just get used to it, but actually use it to your advantage that would be ideal.

Do you remember exactly where you were when you lost your virginity? If I said I wanted a soda pop or soft drink what brands would you mention?
These are two very different examples of things that are highly memorable.
When a customer says the word 'car' what or who do they think of? If they think of your brand, good. If they think of your dealership, great. If they think of you, outstanding! And if they think of you, all parties win, and their closing ratio goes from 15% to over 60%!

You know the look that people with iPhones give people with cell phones just before they ask "you aren't STILL using THAT are you?!" and then mr. cell phone goes on about how it's good enough for them, and how it does all they need it to do, and then ms. iPhone just looks incredulously at them, smirks and walks away. I used to get that same look when all I had was a cell phone, and everybody would tell me to get a blackberry. I thought my cell phone was the cats a--. I had nothing to compare it to.

I was recently in Key West relaxing for a few days and after a great dinner and a few drinks I stumbled, literally (lol), into a store and was immediately struck by two Italian watches in the front case, and I love watches. The first one I asked to look at was $3000, (gasp) so I then asked to see the one beside it which was the same brand and had a similar look...it was $695. They obviously use the $695 watch as the switch, looking like a huge deal in comparison to the $3000 one.

This business is predictable and consistent, and given any one number dozens of estimations can be made. A few months ago I was talking to a Dodge dealer in Phoenix. He had casually mentioned that he had 800 cars in stock. From there I quickly correctly guessed that he probably sells about 250 cars a month, has 20-25 sales people, spends $100k a month in advertising, has approx.

I have been burning the candle at both ends for 3 months straight now...speaking and training everyday, including most weekends, trying to compress my schedule to allow an extended rest this month. In fact, we're already booking into April 2012.
I am writing this from Honolulu, the final leg of a nearly ongoing road trip that started in late September.
In this business it's easy for all of us to forget that we must take care of ourselves.

What does thanksgiving mean to you?
Well to many, it seems to mean waaay too much food and waaay too much shopping! Turkey and Black Friday seem to be the focus...
But of course, giving thanks is what it should mean, and we do have much to be grateful for...
I would like to take this opportunity to express my gratitude for the automotive industry, health, support, partners, customers, relationships, country, my team, adaptability, training and product suite, passion and energy. With so many good things happening for us 2012 is shaping up to be a great year!

For me, my stamina, energy and mental acuity are far better when I exercise. I have been trying a "kenyan running stride" for some time and I thought I would post a quick blog about it.
Like many of us I have lower back issues once in a while, and from years of soccer, kicking a bag and running, my achilles can really tighten up. I have found this stride to be a little strange looking and feeling initially, but a great alternative.

It's Friday night at 6:30pm and I'm packing it in...for now. I went by the lot to update some signage and move a few cars around, and in pulls a guest, takes the time to neatly park his car close to the building in an oddly quiet spot, and walks straight towards a blue Calibre we've had for a while. My daughter was helping, and we were ready to head out, but of course, I had to walk over and say hi, as part of me was hoping it wouldn't go very far so that I could start my weekend (I'm human too).

Good day fellow success seekers!!
I'm excited to be posting my FIRST blog on our new web site! :)
There is so many exciting things happening for us and our clients I really don't know where to start...
At our Toronto Academy:
- Every month we pump out a group of elitely trained sales people, confident and ready to hit their showrooms like Marines hit the beach after our Sales Champion Trainings