The 7 Habits of Highly Effective Car People - Digital Dealer Workshops February 2018

Karen Bradley
The 7 Habits of Highly Effective Car People
Chief Executive Officer I Dealer Synergy I karen@dealersynergy.com
Sean V. Bradley, CSP
Founder & President I Dealer Synergy I seanb@dealersynergy.com

About Karen Bradley
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CEO of Dealer Synergy
Franklin Covey Certified
Trainer and Facilitator
11+ Years
In the Automotive Industry
Expertise In
Training / Consulting / Video
Production
Share an important takeaway you received from this session using hashtag #DDWShare an important takeaway you received from this session using hashtag #DDW

About Karen Bradley
3
Core Expertise
Time Management
Organization
Personal / Professional Development
Work / Life Balance

About Sean V. Bradley, CSP
Founder & President
of Dealer Synergy.
Best Selling Author
“Win the Game of Googleopoly.”
8 Time Convention Speaker
at NADA / ATD.
4
Share an important takeaway you received from this session using hashtag #DDW

About Sean V. Bradley, CSP
25,000Automotive
Professionals & 1,100
Unique Rooftops Trained.
Over 18 years in the
Automotive Industry.
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7 Habits Book
Best Selling Non-Fiction
Audio Book
The Number One
65% of all Fortune 100 and
Fortune 500 Companies
Curriculum Taught
$

Learning Objectives
Gain CONTROL over your life.
Get FOCUSED & ORGANIZED.
Enhance RELATIONSHIPS.
Improve COMMUNICATION.
Achieve WORK/LIFE BALANCE.
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We Will Cover:
1. An overview of the 7 Habits.
2. How these habits can be applied in the
dealership environment.
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The 7 Habits of Highly Effective People
Habit 1 Be Proactive®
Take responsibility for your life.
Habit 2 Begin With the End in Mind®
Define your purpose and mission in life.
Habit 3 Put First Things First®
Prioritize and do the most important things
first.

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The 7 Habits of Highly Effective People
Habit 4 Think Win-Win®
Have an everyone-can-win-attitude.
Habit 5 Seek First to Understand, Then to Be Understood
®
Listen to people sincerely.
Habit 6 Synergize®
Work together to achieve more.
Habit 7 Sharpen the Saw®
Renew yourself regularly to achieve work/life
balance.

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What Behaviors do you SEE?
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DEPENDENT
INDEPENDENT
INTERDEPENDENT

A paradigm is the way an individual
perceives, understands, and interprets
the surrounding world.
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Paradigms

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Our Results Are A Direct Reflection of Our
Paradigms!
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3rd Party Leads No Good
Do Not Follow Process
or Properly Qualify
Prospect
Don’t Close
Appointment
See-Do-Get-Cycle (Ineffective)

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3rd Party Lead Source Providers
ROCK!
Follow Process and
Properly Qualify
Prospect
Close
Appointment
See-Do-Get-Cycle (Effective)

STOP
Trying to work on a person’s behaviors!
INSTEAD
Work on changing their paradigms!
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Habit #1: Be Proactive®
HOW CAN I GAIN MORE
CONTROL OVER MY LIFE?
• Practice Habit 1: Be Proactive
• Avoid Reactive Behavior and
Language
• Practice Proactive Behavior
and Language
• Focus on What You Can
Influence
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I am responsible
for my choices.
I have increased
influence.
I choose
to act, not
react.

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Reactive Behavior

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Reactive Behavior
REACTIVE BEHAVIOR REACTIVE LANGUAGE
● Get angry and say things
they regret.
● Whine and complain.
● Blame other people and
things.
● Act like victims.
● Don’t take accountability for
their actions.
● You make me so angry.
● It’s not my fault.
● I couldn’t help it.
● That’s just the way I am.
● I have to do it.

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Proactive Behavior

This is the Reason Why!
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Proactive Behavior
PROACTIVE BEHAVIOR PROACTIVE LANGUAGE
● Remain calm.
● Focus on solutions.
● Take responsibility.
● Take initiative to make
things happen.
● Think before acting.
● I can.
● I’m sorry.
● I choose.
● Let’s look at all of our
options.
● There’s gotta be a way.

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Circle of Concern
Those things that we have no control over
Circle of Influence
Encompasses those things that we
can do something about.

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Circle of Influence
Circle of Concern
Weather
Politics
Competitors
What other people think
OEM
The economy
The news
Natural disasters
What the Internet Dept is doing
What the showrooms sales floor is doing
Donald Trump
Bad credit customers
Price customers
No incentives
Finance manager can’t get
people bought
Traffic is low
Most people expend
their energy and live
in the “circle of
concern”.
This produces “negative” energy that can be
transferred to the organization.

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Circle of Influence
Your attitude
Your values
The weather you carry
The way you treat people
Your actions
Effective Price Process
Training
The Showroom experience
Circle of Concern
The people you surround
yourself with
Generate your OWN traffic
Sign up with Autobytel
Create SOP’s
8 ways to sell
Eliminate Q4 items
Be Proactive
People, Places, Things

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Proactive Focus Reactive Focus
Circle of
Influence
Circle of
Influence
Circle of Concern Circle of Concern

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Circle of Concern
Circle of Influence

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Proactive Challenge
Think about tomorrow and anticipate one
thing that will push your reactive buttons.
Decide what you can do to be proactive in
this situation. Do it.

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Habit #2: Begin With the End in Mind®
HOW DO I LIVE WITH
PURPOSE AND VISION?
• Practice Habit 2: Begin With
the End in Mind
• Prepare to Write a Personal
Mission Statement
• Draft Your Personal Mission
Statement
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I am the creator of
my future.
I have a sense of
purpose and
meaning in my life.
I develop a
Personal Mission
Statement

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MENTAL CREATION
PHYSICAL CREATION
● A detailed blueprint
● A great recipe
● A Personal Mission Statement
● A well-constructed house
● A delicious cake
● A fulfilled life

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Mission Statement Examples
I want to be the
kind of person my
dog thinks I am.

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Mission Statement Examples
My End in Mind
At the end of my life,
I want to be able to say
I gave everything I had
to give.

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Visual Mission Statement Example

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Mission-Statement Builder
http://www.franklincovey.com/msb

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Begin with the End in Mind Challenge
Continue to work on your Personal and
Professional Mission Statement.

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Habit #3: Put First Things First®
HOW DO I FOCUS ON MY
HIGHEST PRIORITIES?
• Practice Habit 3: Put First
Things First
• Focus on Important Tasks
• Plan Weekly
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I focus on what is
important.
I achieve my
highest priorities.
I plan my time
according to my
priorities.

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Urgent and Important Tasks
Urgent
An activity that you or others feel requires
immediate attention.
Important
An activity that you find valuable and that
contributes to your mission, values, and high-
priority goals.

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Step 1: Connect with your
mission and roles.
Weekly Planning

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Examples of Roles:
● Spouse
● Child
● Friend
● Leader
● Student
● Mentor

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Step 1: Connect with your mission and
roles.
Step 2: Schedule your Big Rocks.

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● “Big Rocks”-the most important things
● We must put these items in FIRST to
achieve our highest priorities FIRST.
● “First things first.”
● Putting anything else before big rocks is
“putting second things first”.
Big Rocks

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Step 1: Connect with your mission and
roles.
Step 2: Schedule your Big Rocks.
Step 3: Organize the rest.

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Tips Before Weekly Planning:
● Plan before the week begins
● Weekly planning is a Big Rock
● Plan in a quiet place
● Choose Big Rocks that will help you accomplish your mission
and live by the 7 Habits

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Weekly Planning Challenge
As you approach this new week,
practice weekly planning.

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Habit #4: Think Win-Win®
HOW DO I BUILD WIN-WIN
RELATIONSHIPS?
• Practice Habit 4: Think Win-Win
• Assess Your Mindset
• Make Deposits Into Others’
Emotional Bank Account
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I get better results
by cooperating
rather than
competing.
I get mutually
beneficial results.
I persist in
looking for
win-win
outcomes.

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You spend all day on a
Saturday and you don’t
come to terms with a
customer. You are not
willing to negotiate with
the customer and a car
isn’t sold. The customer
leaves with no vehicle.

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You disregard the customer’s
wants, wishes and needs and
max gross on the deal. You
gain a large commission on
the deal, but your customer
drives away in a vehicle that
doesn’t exactly fit their
needs.

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A customer bullies you into
giving them a vehicle at
below cost by threatening to
write bad reviews about the
dealership. You lose money
on the deal. The customer
leaves stoked about the deal
they received.

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You qualify the prospect the right
way, identify their wants and wishes
and land them on the perfect
vehicle, then you work your pay plan
and max it by finding an aged
vehicle on your floor plan that has a
bonus tied to it. They drive away in
their dream vehicle and you have a
big commission coming. You are
happy and the customer is happy.
You both walk away from the
situation better off than you came.

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Emotional Bank Account
The Emotional Bank Account is a
metaphor for the amount of trust that
exists in your relationships.

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EBA Deposits and Withdrawals

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EBA Questions
In your Work Environment:
• What are some common withdrawals? What
happens if you do these things over time?
• What are some common deposits? What
happens if you do these things over time?

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EBA Challenge
Think about a relationship you would like
to improve. Identify one deposit to make
into this person’s Emotional Bank Account
and one withdrawal to avoid.

Habit #5: Seek First to Understand, Then to Be Understood®
HOW DO I LISTEN
EFFECTIVELY?
• Practice Habit 5: Seek First to
Understand, Then to Be
Understood
• Use Empathic Listening®
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If I listen to
understand, I’ll be
understood.
I achieve mutual
understand.
I use Empathic
Listening skills.

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Empathic Listening Definition
Empathic Listening is reflecting what the
other person is feeling and saying in your
own words.

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DON’Ts of Empathic Listening
JUDGE
PROBE
ADVISE

Reflect Feeling
Reflect Meaning
Use Empathic Listening Starters
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DOs of Empathic Listening

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Empathic Listening Starters

Select a key relationship in your life that you could
benefit from mutual understanding. Have an
empathic conversation with this person today.
Remember, don’t advise, probe, judge; instead,
reflect what the other person is feeling and saying
in your own words.
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Empathic Listening Challenge

Habit #6: Synergize®
HOW DO I WORK WITH
OTHERS TO CREATE
BETTER SOLUTIONS?
• Practice Habit 6: Synergize
• Value Differences
• Choose the High Way
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I value differences in
others
I achieve better
solutions
I seek the Third
Alternative

Synergy is when two or more people
produce more together than the sum of
what they could do separately.
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Synergy Definition

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Valuing Differences

Seek out knowledge and information from others
to complete your tasks.
Create or participate on diverse teams.
Recognize others for their contributions.
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Tips for Valuing Differences

Focus others’ strengths instead of their
weaknesses.
Solicit others’ ideas in a brainstorming session.
Avoid stereotyping or labeling others.
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Tips for Valuing Differences

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The 3rd
Alternative:
An idea or a solution that
goes beyond “your way”
and “my way” to a better,
higher way.

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The next time you face a difference in opinion with
another person, attempt to create a win-win, third
alternative solution.
Third Alternative Challenge

Habit #7: Sharpen the Saw®
HOW DO I ACHIEVE
WORK/LIFE BALANCE?
• Practice Habit 7: Sharpen the Saw
• Renew in All Four Dimensions
• Schedule Time for Renewal
• Overcome Obstacles
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To improve, I must
renew myself
regularly.
I am recharged.
I plan and take
time for
myself.

BODY
You build physical wellness through proper
nutrition, exercise, rest, and stress management.
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The Four Dimensions

HEART
You mature socially and emotionally by making
consistent deposits into other’s Emotional Bank
Accounts.
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The Four Dimensions

MIND
You increase mental capacity by reading, writing,
thinking, and discussing your ideas.
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The Four Dimensions

SOUL
You develop spirituality by reading inspirational
literature, meditating, performing service, and
spending time in nature.
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The Four Dimensions

I can’t get up in the morning.
I don’t have the discipline to eat healthy.
I lose my temper too easily.
I don’t have time to read or do other hobbies.
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Overcoming Obstacles

Remember to schedule time for self-renewal
during your weekly planning session.
Self-renewal is your most important role.
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Start small.
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Tips for Overcoming Obstacles
Take your time.
Keep it going.
Continually adjust.
Don’t overwhelm yourself.
Choose a buddy.
Be self-aware.

Sharpen the Saw today by
renewing yourself in one of the
four dimensions.
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Sharpen Your Saw Challenge

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Quote

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THANK YOU!

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Speaker Info
Karen Bradley, Chief Executive Officer
Dealer Synergy
karen@dealersynergy.com
in Orlando,
FloridaRate this session by texting (561) 406-8267
with an Emoji below and speaker’s name.
Speaker Info
Sean V. Bradley, CSP, Founder & President
Dealer Synergy
seanb@dealersynergy.com

The 7 Habits of Highly Effective Car People - Digital Dealer Workshops February 2018

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