Did you know that over 80% of auto sales representatives leave the business within the first year?  Not just leave the dealership, leave the business!  Then, a large portion of the remaining twenty percent change dealerships.  How can we lose more than three quarters of our new-hires within the first year?  “They couldn’t handle it.”  You may say.  “Not tough enough.”  “Not cut out for it.”  Or as I have said before, “They’re either lazy or they’re stupid.”  There are elements of truth in each of these statements.  But, there’s got to be more to it.  The truth of the matter is; if you pour yourself into learning the business and product and pour yourself out for your customers and you still can’t make it work, financially.  This business isn’t for you.  The problem is, most people walk away without really giving it their all.  People want to “try” the car business.  What I’ve found is those who just “try” the business don’t last.

     One thing that I have observed is that most people get into this business cautiously.  Like stepping into a swimming pool one toe at a time.  They leave a door open to bail out if things aren’t going their way.  You may think this is just good planning, having an exit strategy.  The truth of the matter is, it is a constant distraction and a person will never know how good they are at commissioned sales if they have a back up or “back out” plan.  You will never learn to use chopsticks if there is a fork at the table.  I came to the car business with it as my one option.  I was not afraid of work.  I had my wife and our son; bills to pay and a strong desire to…well, eat for one thing.  The radio station I was working for was going off the air and I needed work.  I knew a friend from church who was selling for a local dealership and I figured if he could sell cars and maintain his integrity then I probably could as well.  It was all I had.  I didn’t have other offers or irons in the fire.  To that point my marketable skills were assembling bombs and missiles for the Air Force and talking/ being an on air personality in radio.  The latter has been more helpful in my career than the former, if you can imagine.  Though munitions could have helped in some negotiating situations.  I jumped without a parachute.  I was “all-in” as a car-guy.  It was all I had so I had to make the best of it.  I had to make it work.

     Think about the explorer Hernan Cortes.  When he and his 500 crewmembers arrived in the new land (Vera Cruz) some of his crew wanted to return home because reality set in about the overwhelming task ahead.  They saw how much work was ahead, not to mention the Aztec empire standing in their way, and didn’t like the prospects.  Cortes sent most of the men to begin exploring.  He ordered his most trusted men back to the coast to burn the boats!  The exploring crews saw the smoke in the distance and came running back to see their security; their escape and their way out gone up in flames.  Now the only means of return to comfort was gone, they had no choice but to make the new land work.  They did.  They settled and within 2 years they destroyed the Aztec empire.  

     So, my best advice, if you are new in the business or questioning your decision:  Burn your boats.  Leave yourself with no other options; you’ll be forced to become a salesperson. Some may say that I didn’t burn any boats per se.  I grabbed on to the business because I had no choice.  At that very moment I didn’t have any other real options.  However, it didn’t take long for “boats” to appear in my harbor.  I had made my commitment and was seeing dividends.  So, I sent those boats back to their port of origin.  You can’t just “test the waters” of the car business.  Jump in with both feet.  You will know pretty quickly if it’s for you or not.  You will dig deeper, try harder and focus more on selling.  You will put all of your effort into learning your product and the business.  Success will follow.  If not, at least you will know that you gave it your all.