Category Archives: Training

Grow or Die – “Teach At the Beach Part 2”

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Internet Battle Plan 22


Thank you for attending my webinar today




The DealerOn Webinar with Eliana Raggio today was a huge success…

“Jim Ziegler Lays Out the Pathway to Management in the Car Business”



Jim and Debbie Ziegler are Bringing it To Chicago in May with two Dynamic Automotive Management Seminars:

May 16th and 17th The Samurai F&I Seminar

May 18th and 19th The Automotive Sales Manager’s Seminar

No Matter What Your Level of Expertise or Experience, These Events Will Greatly Improve Your Numbers. Just starting out, or 15 years in the Box or on the Sales Desk… you’ll learn new closes, word tracts and techniques that are Not taught anywhere else by anybody. For more information


… or call Jim Directly for Group Rates, information or Dealer Principal Signups (770) 921 – 4440.

JimZiegler, CSP, HSG is the only Nationally-Recognized Trainer and Consultant that has actually been a Successful Manager in Dealerships. Jim has been awarded the prestigious Dealer’s Choice Diamond Award for Sales and Management Trainer of the Year three times in a row.


Hire the Alpha Dawg!



Internet Battle Plan XXI Schedule & Program



View and download the full class schedule for Internet Battle Plan XXI in ATLANTA at the link below!

Internet Battle Plan XXI Class Schedule – PDF

Internet Battle Plan XXI Class Schedule – Word doc

Internet Battle Plan XXI in Atlanta January 2017!



Solving the Dealership-Life Imbalance

The car business is tough. The hours are long. We work nights and weekends. If you’re not here, you’re not selling cars. If you’re not selling cars, you’re not making a living.

I’ve been in the retail side of this business for 40 years. I’ve seen many things change and evolve, but the extreme work schedule really hasn’t changed that much. Many salespeople and managers find themselves putting in up to 60 hours a week.

What do you want, a 40-hour workweek? You already know the answer. “Suck it up, buttercup! We need coverage!”

Recently, on one of my blogs, a young car salesman new to the business asked how he could achieve some sort of balance between family life and the demands of the dealership. As is all too often the case, his wife, parents and in-laws are constantly on his back for not spending enough time at home with the kids. Sure, he’s making money — double the income from his previous job — and their quality of their life has greatly improved. But they’re beating him up and treating him as if it was his decision not to be home.

Read the whole article here on F&I and Showroom.

Preventing Sales Manager Burnout

For you sales managers out there, I bet you can remember the excitement you felt when you earned that prestigious title. But that feeling didn’t last long, did it? In fact, it probably came to a grinding halt. But not every manager experiences burnout. I know plenty of sales managers who matured into the position to become super performers.

For the rest of you, let me slap a little cold water in your face. If the glamour of the position has faded and your career is paralyzed and stale, I’m here to tell you that you are likely the problem. The good news is you can change that immediately. See, the No. 1 reason sales managers become frustrated and ineffective is they don’t know how to be a manager.

You can quickly spot manager burnout by how these individuals refer to themselves. Hey, there’s nothing wrong with being a desk manager. I mean, if that’s your dream, then be a desk manager. But from my experience, the desk manager works for the sales manager.

Read the whole article here on F&I and Showroom.

10 Ways to Improve Gross Profit

Do you work for one of those dealerships that believes in this hype about it being impossible to make gross selling cars in today’s market. The manufacturers allows us to mark up new cars 3% to 5%, but then these overpriced vendors promise car buyers savings of $3,500 on a $20,000 car.

Manufacturers aren’t completely innocent, however. They continue to ratchet up those stair-step programs that have dealers chasing the money as they unload vehicles at losses in order to meet unrealistic volume objectives (Nissan). Then some idiot said the industry needs more transparency, which really means drop your pants and give it all away.

I’m not saying we need to hit home runs on every deal, nor am I advocating for deception to make gross. What I am advocating for is discipline and process, with a smidgen of persuasion and finesse thrown in. The following are 10 ways to do just that.

Read all about the 10 ways here on F&I and Showroom.

Internet Battle Plan XIX Houston [VIDEO]

Internet Battle Plan XIX Houston

Jim Ziegler and Debbie Ziegler and the entire Alpha Dawg Posse are coming to Houston with Internet Battle Plan XIX March 9th and 10th at the Doubletree Hotel in downtown Houston, TX. 20 experts on Internet sales and marketing, SEO, SEM, video, youtube, BDC sales, phone skills, website conversion, and much more covering every aspect of Internet sales and marketing for the modern automobile dealership. Experts like Sean V. Bradley, Scott Pechstein, Christian Jorn, Elise Kephart-Adame, Jim Flint, Christopher Herman, Kerri Wise, Brian Barlow, David Blassingame, Jennifer Briggs, Carletta Clyatt, Manny Luna, Eric Miltsch, Bobbie Herron, Erich Gail, and Cody Pitchford. Lunch and breakfast will be served.

Call Jim at (770) 921-4440 to register or visit

Prospect Holding On Line One

It’s not a new problem. In fact, it’s been plaguing dealerships everywhere for as long as I’ve been kicking around the car business. And no matter how many times I call attention to it, I continue to see it happening in dealerships everywhere: Most deals that are blown and lost forever in a car dealership are lost because someone mishandled the initial phone call.

Keep in mind that effectively marketing a car dealership today costs most dealers upward of $500 a unit. Then there is the $300 or more some lead sources charge just to deliver a low-profit deal. But I’ll give it to dealers. They do measure closes and conversions to appointments. What they don’t do, however, is measure deals lost on the phone. How many potential customers call in and can’t get connected? How many are mishandled by a salesperson or the receptionist?

I don’t have the stats to back it up, but I believe today’s menu-answering options are blowing a lot of deals. That’s why the first thing I do at every dealership I work with is examine how complicated or confusing their phone system’s menu options are. My advice to dealers is to simplify the menu options and allow callers to press zero for a live operator at any point.

Read the whole article here on F&I and Showroom.