As much as many of us like to talk about all we've learned in the car business, some of my best lessons have come from the strangest places and yet I have used them to help me succeed.  As a writer, I live life by paying attention and observing.  Then I see what lessons I can apply to my everyday life.  This was a big one.

When my son was 10, he was selected to the "Major" league division of his little league.  This was a big deal and I thought he'd be very excited.  He would be playing with the best kids his age.  When he got the call from his new coach, he hung up the phone, went into his room, and sat quietly on his bed.  I wanted to congratulate him, but he wanted none of that.  I asked what was bothering him.

"That team stinks!" he started.  "Last year they came in last place and didn't win very many games.  All my friends are on better teams and I am going to be on a team that they all can beat."  I could go on with all he was saying, but I think you get the drift.  Needless to say, there wasn't much I could do right then.

The coach called them all for the first practice and we went down to the field.  He had a box that he said was an extra gift for those who made the team this year.  All of the sullen faces began to lighten up a bit at the thought of getting a gift.  And, as coaches go, this gift was the best idea I had ever seen.  T-shirts. 

Now, I know, T-shirts aren't all that big a deal.  Unless you're between 10 and 12.  Then, it's gold.  But these were special shirts.  On the front was a baseball diamond.  No big deal.  But, on the back was the lesson of the decade.  It was a few words.  Four in fact.  But these words changed the team.  They went on to win the league and then the city championship that year.  Everyone got huge trophies.  Everyone was happy.  But the lesson I learned, I still share today.

Those four words still ring true for me.  "Next year is now!"  Simple yet powerful.  "Next year is now!"  I got it.  Everything we do right now is preparing us for the future.  If you want to have an awesome year, "Next year is now!"  If you want your bottom line to increase, "Next year is now!"  If you want to sell more cars than ever, "Next year is now!"

We all have the freedom to decide our future.  That's what makes this such an incredible industry.  But, the decisions we make are far more important than many of us think they are.  The decisions made today will still impact us in the future.  If we believe, "Next year is now!," then our decision process needs to be at its best.

For some dealers, inventory is tight and the future is a bit unclear.  For others, things couldn't be better.  If that is just what happened, how will next year look?  If there is a plan in place, next year can be written in stone. 

I hear dealers putting off things because it's slow.  What better time to train and hire new people?  They won't get lost in the confusion of busy.  You can take your time and make sure they have everything they need to succeed when business returns.  "Next year is now."  Other dealers are on cruise control because business is great.  They don't want anything to come in and shake things up or jinx the momentum.  They'd rather wait until things slow down.  "Next year is now!"

Salespeople are deciding to stay or go based on the traffic of the last week or so.  "Next year is now!"  F&I managers are screaming about how tough banks are and how deals can't get done.  "Next year is now!"  Then there are those who seem to have no worries in the world.  They just keep moving ahead a little at a time.  Each week better than the last.  Nothing seems to phase them because they made a decision for a career.  For them, "Next year IS now!"

John Fuhrman is the Senior National Trainer for Carolina Automotive Resource Services, a unit of The Dealer Resource Group.  His ten books have reached 1.5 million readers and he has trained sales professionals around the world.  Currently, he is training new sales people for dealers through his cutting edge programs.  Learn more at http://www.thedealerresourcegroup.webs.com and see the previous "Choosing" series and other articles.  (c)2011 by John Fuhrman - Permission to reprint this post in its entirety, including contact information, is hereby granted.