As we approach the end of this month let's finish strong and remember to:

1. Follow through and follow up with any leads that you haven't reached within the past 30 days.

2. Look over any deals you were working that came in this month that you weren't able to put together for some reason or another and bring it back to your desk and see if there's any life left in it. I always would say to my team, "You can't lose something that you don't have! So you have nothing to lose by working further and asking if there's anything else that can be done both to the customer and your management team!" Ask your manager these questions:

• What else can we do to make this deal happen?
• How can we be creative to find a way to make this come together?
• Is there any money left in the trade?
• Can we extend terms?
• Can we show them the option of a new or newer vehicle instead?
• How about a lease instead of a buy?
• How about a one pay lease instead of them paying cash?
• What if they put down more money?
• If they had a cosigner can we make this happen?
• If we could make the first payment start in 45 days instead of 30 days, could that help?
• Can we include an extended service contract to sweeten the deal?

3. Managers get involved and follow up with the people who were in your store but didn't buy this month. See if there's anything you can do to influence moving this forward.

4. Managers confirm any set appointments for the weekend. This is what my one GM had said, "Puts Glue On Them!" This helps the appointment stick more when a manager confirms it.

5. Send out a blast email to all your active leads inviting them in for an end of the month Sale! Make it seem as if it's exclusive to them and time sensitive.

I trust this will help you in finishing your month with a strong finish!