In my last blog article, I discussed the importance of building rapport with leads through the use of “Why Buy From Me” and “Lead Response” videos personalized for each customer. Now I would like to take this one step further -- Building rapport should in fact start much earlier than simply upon the receipt of a lead.

Think about the first contact a customer…

That classic line from the song “Somebody to Love” by legendary band, Queen epitomizes the destination for consumers and the goal of all salespeople. There’s not a doubt in my mind that you’ve heard the phrase “People buy from people they like.” In the past, a consumer had to come into a dealership to start the car shopping process. This is where the important skill of…

For many car owners, their vehicles become an extension of their lives, a partner, and something that they have a true emotional bond with. In most places, cars are necessary to life. We use them to get to work, visit friends and family and take our kids to football practice. According to…