Imagine, if you will, a ladder. This ladder represents the entire credit market and each rung is a bucket of credit scores. At the top is the prime rung. Just below that is near prime and below that subprime. On many dealers' ladders, the lowest rung is below subprime. The problem with this rung is that it moves. Some months this rung is down around 550, some months it is up…

You have all heard the old saying, "Practice Makes Perfect". It has been around for years. The problem is that it is totally wrong. If you keep practicing doing something the wrong way, like my golf swing for example, the result will be far from perfect. Repeatedly doing something the wrong way makes it permanent, not perfect.

Scientific studies prove that training…

Those of a certain age will recognize the title as a take-off of a folk song written by Pete Seeger. It was one of the most recorded songs of the early 60’s; appearing on albums by Peter, Paul & Mary, The Kingston Trio, Bobby Darin, Roy Orbison, The Four Seasons, and Joan Baez, among others. It was considered one of the most influential political songs of its time as it…

Salespeople seem to fall in to one of two classifications – worriers or warriors. There are some scattered between these two extremes but most would be categorized as one or the other.

Worriers are always worried about where the next sale is going to come from. They congregate near the front door, keeping an eye out for the next prospective customer. Usually,…