Get Higher Quality Employees with Better Ads!! - Golden Nugget 014

Get Higher Quality Employees with Better Ads!! – Golden Nugget 014

This weeks Golden Nugget comes from our conversation with Alan Dickie in episode #32.

Alan gives us a great example of how we should be writing our “help wanted” ads. Instead of the boring, old school method of posting an ad with job requirements and responsibilities he throws another idea at us. What if we actually made the job sound exciting??

Check it out…it’s short and to the point!

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The Success Formula. Attitude+Conviction+Energy with Alan Dickie

Ep 32: The Success Formula. Attitude+Conviction+Energy with Alan Dickie

As Alan Dickie approached high school graduation, he observed his Dad’s lifestyle and career. When father and son sat down for a discussion, Alan asked his Dad if life is simply going to work, coming home, paying the bills and going back to work the next day. His father replied that this indeed was, “life.”

Alan felt there was more to life. Something bigger. He didn’t know exactly what that meant, and he admits that he still isn’t sure he has discovered it. That conversation set Alan on track to find a career that allowed him to constantly challenge himself and to never become complacent.

While waiting for a job interview at Walmart, Alan realized that earning $10 per hour stocking shelves, wasn’t the challenge he needed, so he left before the interview and headed home. On his way home he stopped at a car dealership. He walked in with his resume and asked to speak to the sales manager. The sales manager asked, “What makes you think you can do this job?” Alan replied, “What makes you think I can’t do this job?” Following an impromptu two hour interview, Alan was hired and began his career in the car business., a sales training and professional staffing company was born out Alan’s experience in car sales and sales management. Alan’s main approach uses the principles of motivation and inspiration to offer timeless teachings based on conversational, organizational and personality skills for people who are hungry and desire success. Here is a sampling of what Alan offers his clients:

How to hire proven performers:

When it comes to hiring, Alan recommends hiring proven performers. They can be found by hiring inexperienced outsiders or by hiring “free agents,” from within the organization that are looking to move into a sales role.

Identifying proven performers doesn’t necessarily mean hiring someone who has sold cars before. It means selecting individuals who embody the “ACE” mentality. “ACE,” stands for “Attitude,” “Conviction,” and “Energy.” This combination is a reliable predictor of success.

“ACE,” isn’t just for newbies. It is for leadership too. Alan explains that everyone in the organization from the top down, must get on board with,”ACE.” Management must be willing to display this mentality, and be willing to lead by example.

Where to find top performers with the ACE Mentality:

Young, hungry job seekers are of the “device generation.” They thrive on social media and they aren’t afraid to use these platforms to build their own online brand. Here you’ll find people who have not yet become comfortable and settled into “life,” as described by Alan’s Dad. They have fire in their bellies and believe anything is possible. They are looking for the right leaders and mentors to show them how to do it.

How to attract candidates to your organization:

Sell the opportunity. Rather than writing an ad that discusses pay plan and health insurance, write your ads to highlight the perks of the job and focuses on exciting things like technology that is used daily, and the creativity that can be expressed on the job.

How to interview candidates:

Alan likes to interview in a group setting, conversational style. He advises asking open ended questions, and paying attention to how the candidate reacts and responds. Observe the candidate to see if he or she has the “ACE,” mentality. Then ask yourself, “Would I want to do business with this person?”

How to grow your sales and become a top performer:

To continually grow your business, Alan insists that you cannot become complacent. You must be very afraid of becoming comfortable. To do so you must set your intention. For example, “I want to sell 20 cars this month.” In order to achieve this you must, “create enough opportunities to afford failure.” With a 20% closing rate, one must make 100 new contacts, which can be broken down to 3.3 new contacts per day. Simply number a paper 1-100 and fill in the sheet day by day. This type of repetition allows you to train yourself, and as a result you continue to improve. Alan also suggests finding a mentor, connecting with other salespeople on social media and investing in training.

In conclusion, Alan appreciates the car business because the pressure of the business is what leads to prosperity. He lives by three fundamental guidelines:

  • Where there’s a will, there’s a way.
  • Find a way or find an excuse.
  • You are the problem and you are the solution.

With that mindset, Alan Dickie says, success is guaranteed and you can do ANYTHING you want with your life.


  • Discover the “ACE,” mentality.
  • How to find and hire proven performers to staff your dealership.
  • How to grow your sales by creating enough opportunities to afford failure.
  • Three fundamental guidelines that will guarantee success.



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Thank you for stopping by! We hope you enjoy the show. Please remember to subscribe in iTunes or wherever you prefer to listen. When you subscribe you will automatically be notified of new content from us! For episode specific feedback, please fill out a comment at the bottom of this post.

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If you have a question that we can help answer, please submit it here. We would love to help you in any way we can! Last but not least, are you or is someone you know conducting car sales in an untypical way? Interested in sharing the story? If so, please send us contact information and we will reach out to discuss the possibility of being a guest on the show.

Staying Current in a Busy World

Staying Current in a Busy World – Golden Nugget 013

This weeks Golden Nugget comes from our conversation with Kevin Presa in episode #31.

Kevin gives a brief explanation as to how he stays up do date on industry topics, training and news even though his schedule is packed all day long. Through effective use of bookmarking, app’s and time management he is able to consume the information relevant to his success when he has down time. 

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Ep 31: Why you should get INTO the Huddle. Talking subprime finance with Kevin Presa

Ep 31: Why you should get INTO the Huddle. Talking subprime finance with Kevin Presa

Kevin Presa has found success in the automotive industry by focusing his talent on a very specific niche of the market. As a subprime, or special finance specialist, he works with clients that have found themselves unable to qualify for a standard bank approval on a car loan. In the episode, he explains that it’s a position that offers many extra rewards to him personally. Rewards that can’t be quantified with dollar signs. Read more

Season 3 Special Announcement!!

A quick announcement that we’re returning tomorrow morning, July 5th with an incredible lineup of guests for the weeks ahead! We’ll be launching with an episode centered around the subprime portion of the auto business…and some tips on targeting Facebook advertising.

If you haven’t yet, be sure to subscribe to the show on iTunes by clicking on the word “subscribe”. You’ll be notified each week when a new episode is published. Read more

Emotional Intelligence - Golden Nugget 012

Emotional Intelligence – Golden Nugget 012

This weeks Golden Nugget comes from our conversation with Roger Conant in episode #30.

We talked about how building rapport and reading a customer’s emotional status on the phone is just as important – more maybe – than when that customer is standing in front of you.  And we need to be cognizant of that.  Which in most cases, I don’t think we are.

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Moving from Satisfaction to Experience - An Emotional Connection in Service with Roger Conant

Ep 30: Moving from Satisfaction to Experience – An Emotional Connection in Service with Roger Conant

In this weeks episode, Patrick and Courtney have a candid conversation with the Service Retention and Relationship Manager for Beck and Masten Buick GMC. It has been some time since the topic of conversation revolved around the service drive, and it was overdue to focus in on the area that some would consider the most important part of customer retention.

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A New Beginning - Giving up Good for Great

Ep 29: A New Beginning – Giving up Good for Great

The Be Less Typical Podcast is here to stay! But we are about to make a big move in our personal life.

Last fall we took a vacation to Miami Beach where we relaxed and unwound in the sun and sand. As we headed back to home to the forthcoming Michigan winter, we had a feeling in our gut that Florida was calling. We wanted so much to live a balanced life where we could be outdoors year round and where work, while being a priority could be balanced better with leisure.

As our conversation turned from fantasy to the reality of packing up and moving south, we discussed many things. We’d be leaving our family and friends. Patrick would have to leave his job. We know we have it good here in our hometown, but maybe it was time to give up the good for the great. Read more

Walking On Fire - Be Less Typical in Car Sales Golden Nugget 011

Walking On Fire – Golden Nugget 011

This weeks Golden Nugget comes from our conversation with Mike Columbus in episode #28. We talked about what his goals are for 2016. One of which was very unique. Listen in to hear how far he will go to bring his personal game up! Read more

Social Insecurity - Convincing Leadership to Let You Get Involved

Ep 28: Social Insecurity – Convincing Leadership to Let You Get Involved

As a young boy, Mike Columbus admired the car business mostly because of a man named Chuck Ringold. Chuck was a car salesman who the entire Columbus family faithfully purchased cars from.

Growing up watching Chuck build relationships with his family by always doing the right thing, inspired Mike to become a car salesman himself. For ten years, Mike had a successful career in the car business. Read more