The Service Lane Triple Play - A Feature in Dealer Solutions Magazine

The Service Lane Triple Play – A Feature in Dealer Solutions Magazine

Be Less Typical was once again very proud to be featured in Dealer Solutions Magazine. With a contribution from Be Less Typical’s previous guest Amy Gers, and a combined effort from Patrick and Courtney, an article was published on how to best take advantage of the resources that can be found within the service lane in the dealership.

Through building relationships with service employees, actively seeking customer prospects and referrals, and uncovering great topics for your online social activity the Service Department is an easy place to look and amplify your sales game.

Check out the full length article on the Dealer Solutions website here.

You Can, You Will: Cultivating Confidence - Be Less Typical in Car Sales

You Can, You Will: Cultivating Confidence


Confidence is an attitude that is carefully developed through very specific behaviors.

“I can’t, I’m scared, What if I fall?” When I coached gymnastics, I heard these lines all the time. The girls were ages seven to thirteen, in a novice level, working towards intermediate.  I remember responding, “You can, and you will!” I’d ask them, “How do you think you’ll feel when you make it?” “What part, specifically are you scared of and why?” From there we would discuss a plan and routine to move from “I can’t,” to “I did it!”.

One way we transitioned from questioning to confidence, was to visualize the perfect routine. This visualization came after we had practiced the tumbling or tricks, before we started working on putting the entire routine together. This is how we cultivated confidence. With confidence that we could make it through the routine without falling, we knew we would finish strong. Now I’m not saying there wasn’t falling and missteps during practice or even during competition sometimes, but we were prepared. We had built confidence, and we went for it!

It’s funny how these lessons have stuck with me throughout life. From my coaches instilling the lesson in me, to being given the opportunity to pass them onto the next generation. The mindset of searching and finding a solution, rather than basking in the problem or being paralyzed by fear. The lessons of preparation and practice are what ultimately cultivates confidence.

How are you going to cultivate confidence today?  

  1. Visualize where you want to go or what you want to be
  2. Chart out your plan to get there
  3. Execute your plan


Facing Adversity - Be Less Typical in Car Sales

Facing Adversity

Adversity is a main story line in many places all around us. In the movies the good guy usually stands up to the bad guy, the underdog beats the odds to come out on top.  These types of storylines make us feel good. They makes us feel like we can overcome any obstacle. They give us a sense that the good guy sometimes does win.  They make us think we can conquer whatever life throws at us. Think; the Blind Side (I still cry every time I watch it), Erin Brockovich, Captain Phillips, or Into the Wild.

Every day we are faced with adversity.  Perhaps we’re not faced with being homeless or captured by pirates, but we are faced with situations that force us to make a choice.  They force us to react.  We hear this time and time again when speaking with guests for the Be Less Typical Podcast.  Bill Stout talks about his reaction when he’s in a sales slump.  Aaron Dunn tells how he was faced with a decision to pivot his career, education and life. There are countless stories of adversity.  It’s how we react that gets remembered. Read more

What's Your Vision - Be Less Typical Car Sales

What’s your vision? And I’m not talking about 20/20 or seeing double

What’s your vision?


Has there been a time in your life where you’ve felt a little deja vu (and I’m not talking about the club!) or noticed a recurring theme in the messages you’re hearing or seeing?  This has been happening to me a lot lately.  It seems everywhere I turn, everyone (mentors, business owners, coaches, car sales pros, podcasters, authors) is talking about vision/mission and core values.   Read more

Be Less Typical in Car Sales - Pursuing Professionalism

Pursuing Professionalism

Prior to starting my career in car sales, I served tables at restaurants for many years while pursuing a college education. The hourly rate was $2.13/hr which 95% of the time was a small check around $20 because, as you likely know, you wait tables for tips, not an hourly rate. Optimizing that pay plan meant taking as many tables as possible and/or generating large ticket totals and hoping the person footing the bill knew what a good tip percentage was.

In automotive sales, the pay plan isn’t much different. No one gets hired at our dealership to wait around and collect the hourly base pay that is required by law. The beauty of getting paid on commission is the opportunity to “create your paycheck”, the idea that the more work you put in the more you will yield in return.

What sets car sales apart from taking orders at restaurant is that the percentage you’re paid isn’t dependent on the customer’s experience and their perception of you, but the dealership itself. There are many stories of typical car buying experiences that take advantage of this by neglecting the customer experience and cutting straight to the transaction. But what if I told you your income is directly related to your customer’s experience? Read more

Test Drive or Demo? Every Customer, Every Time, No Exceptions!

Test Drive or Demo? Every Customer, Every Time, No Exceptions!

Are you in sales? Do you “test drive” or demo your product with prospective clients? Every time? If not you may be missing out on happier clients & sales!

Last week on my way into work I was listening to one of my many podcasts downloaded directly to my phone. Sometimes, I listen quietly but others I find myself commenting as if I am on a talk show like ‘ESPN Around the Horn’ or ‘The View’, debating or agreeing with the content coming through my speakers. This morning was definitely a talk show morning!

This particular day I was on stage interacting with the Be Less Typical Podcast. Their episode, Audi Envy – Leasing a New Car from the Customer Perspective.

​Did he ask them any questions to know what is important to them?

​Why is he talking about kids when they don’t have any?

​OMG…he’s not going on the test drive? Why is he not going on the test drive?! Get in the ​car buddy!

This was just some of my dialogue happening in my car, hand motions and all! No wonder the GMC Sierra truck that passed by was looking at me funny. Read more

Zen of the Meet & Greet

The Zen of the Meet & Greet

When Patrick asked me if I would be interested in contributing to the Be Less Typical blog, I was honored! Although I’m not a veteran, my experiences within the dealership, with sales trainers and more experienced professionals has allowed me to grow.  My insight into a business we all know and love, will hopefully bring something new to the familiar.

One thing I love about Be Less Typical is the narrative aspect of the podcast. It is unique and informative all at once. My goal with this blog is to take that narrative quality and put it into something that is enjoyable to read when you want, but easy to digest when you’d like to get to the point. My goal is to cover the essentials of the car sales process from start to finish.

This week:

The Zen of the Meet & Greet


With my first sales meeting and initial interview behind me, I stared into the car lot dressed in my best and waited on my first “up”. With my shirt tucked in and a black tie around my neck, my first day of my automotive career consisted of many questions and a “yellow card” with what is commonly called throughout the industry the “road to the sale” printed on it. I had a plan…but what were the actions? Read more

5 Mistakes to Avoid That Will Help You Get the Most Out of Your Next Conference

5 Mistakes to Avoid That Will Help You Get the Most Out of Your Next Conference

Conferences can seem overwhelming at first, however there are some things you can do to set yourself up for success and ensure you get the most out of your next conference experience.  These days there are so many opportunities to get out of your normal environment and network with others who are innovating, creating change & evolving an industry. The automotive industry and its conferences are no exception. A few top notch events that come to mind are; NADA, Digital Dealer, Driving Sales and the CBT Automotive Conference and Expo. Conferences have a lot to offer, but there are certain things to bypass and mistakes to avoid in order to ensure you get the most out of your experience. Read more

Are You Telling or Selling? 5 Sales Tips and Pitfalls to Avoid

Are You Telling or Selling? 5 Sales Tips and Pitfalls to Avoid

As I look back at the past 15 years of my life in the car business, I can honestly say that I have enjoyed the journey.  The car business has a lot to offer; career opportunity, professional growth, strong network, etc.  The list could go on and on.  However, I still see people struggling, while this opportunity awaits. Therefore I want to highlight 5 sales tips or common pitfalls to avoid, and more importantly, how to overcome them.

Read more

Be Less Typical - Car Sales Mentor Me

Mentor Me? A Guide to Starting Out

“Well, so far I can log onto my computer, and I know where the bathrooms are! Progress.”


This post in my Facebook news feed from a friend who started a new job today, takes me right back to my first day working at the car dealership.

I remember nervously entering the parking lot on that first day, wondering where to park. It’s a car dealership. There are cars everywhere. So where do the employees park, I wondered? Having no idea, I arbitrarily parked right up by the front door. My new manager saw me enter the building and immediately sent me back out to move my car, pointing out the location of the employee parking lot, way behind the building. It’s great to have a manager who is helpful and kind, but wouldn’t it be nice to not have to repeatedly ask your manager for help? Let’s face it. Managers are busy, and having an employee that doesn’t require constant attention makes a manager’s job easier and the employee more valuable.

Mentor programs help smooth out the transition for newbies, but often car dealerships don’t even offer a formal training program, let alone a mentor program. New employees may feel like they are on their own when it comes to figuring out their new job. This might be perfectly fine for someone with car sales experience. But if you are new to the business, you probably have a million questions and a million more you don’t even know you have yet.

Therefore, it will be up to you, to find a mentor for yourself. Here are some ideas on how to find a mentor and how to help them help you. Read more