What a year we've had.  There were ups and downs, but I'm so looking forward to next year.  I had the privilege of working with enough dealers to see an even bigger need for training in 2012.  But, my challenge is not that I see it, but getting dealers to see it as well.  As many in my industry know, the most common objection to training of any kind is that the dealer has it handled.  They just don't see a need.  In my opinion, many of them just don't see!

For example:  Follow-up. …

We all have one week of work before 2011 becomes a collection of files to be stored away.  Sure, we'll go back and get some things for this years taxes.  Perhaps even take a look at some trends that occurred during the year.  But what are the things that will make 2012 a better year for you?  Chances are, there will be talk of improvement, higher numbers, better grosses, and maybe even a reduction in expenses.  But, it will all fade before the Christmas decorations are taken down.

In…

While the majority of my time is now spent trianing new salespeople, I still get to work with experienced teams on occassion.  I enjoy this break, especially during this time of year.  It's always easy to get new people to set high goals becasue they're still excited about their new career and want to make a great impression.  Getting veterans to set goals is more like trying to get a college student to be done with a major paper BEFORE the night before!

As an expert in human personal…