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"From Turnover to Tenure: Mastering Advisor Retention in Auto Dealerships" w/ Rick Ulin Education Team Lead/ Lead Instructor NCM Kansas City
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In this episode Rick Ulin tackle the pressing issue of advisor turnover in the automotive industry. Pinpointing the root causes, including insufficient training and a lack of clear onboarding processes. The duo stressed the need for a systematic approach to improve advisor retention and proficiency. Key strategies discussed include:
- Developing Comprehensive Onboarding: Service managers should create a detailed 2-week agenda to gradually introduce new advisors to client-facing roles.
- Aligning Goals and Compensation: General managers need to review and synchronize job descriptions, pay plans, and performance goals.
- Enhanced Training: Dealerships should implement focused training on effective menu presentation, walk-around processes, and closing techniques.
Rick also highlighted the importance of maintaining discipline within roles, addressing high-output advisor retention, and adapting to market and cultural changes. They emphasized the need for a well-documented, structured process to ensure advisors are well-equipped and motivated to succeed.
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