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Big Time Thinking Podcast Episode 18 People Skills Part 2 with Terry MacCauley from Big Time Advertising Part 2 of last week’s Big Time Thinking podcast on people skills. In this episode, Terry dives even further into his thoughts on developing essential people skills. Reminding us that 85% of our career success is determined by our use of people skills. Relating to others Relating to others is a key skill. And part of that is having a well-rounded personality. Well, how do you develop that? Well, many ways. Experience is a major factor. Experiencing life creates many learning opportunities. From travel, family, and education.  But while experience is vital you don’t necessarily have to be experienced in something to understand it or show empathy to someone who has. Communication Skills This is key as well, and it will help you with the ability to relate to others as well. First, as mentioned before being able to show empathy and have respect for others. When a customer comes into to buy they may not be ready to buy at that exact moment. That doesn’t mean they are a bad lead, or they can’t afford what your selling. They may just not be ready right now. Buying a vehicle is a big purchase. Respect how hard they have to work to save enough money to come in and buy from you. And if you treat them with respect, they are likely to come back to you when they are ready. Learn to be patient and trust people. It is a virtue after all. Show Compassion  Everything is not black and white. You never know what just happened to that customer before they walked through the door. They could be having the worst day of their lives or the best. Point is you don’t know.  So, stop dehumanizing people. Leadership Skills Lastly, leadership skills are absolutely crucial to developing people skills. First, you don’t need to be in charge to be a leader and to step up and get things done. But, what makes a good leader? Good judgment and a level head. You have to be able to make good decisions when the time comes. Good leaders are also able to adapt to the situation. Don’t be one of those people who say, “Well that’s just the way we’ve always done it”. Things changes, people change, and the world changes. So, will your customers. You need to adapt to climate, but you need to do so with good judgment. Be enthusiastic. Enthusiasm is a force multiplier and essential to developing your leadership and people skills. And lastly, have good manners. If you don’t know what good manners are, then look it up and practice. It will make others develop respect for you and you’ll be perceived as a professional.  The Wrap Up So, remember, developing people skills is vital to your career success. Develop your communication skills, show compassion, and work on developing leadership skills. That’s all for this week’s podcast. If you missed part one click here to listen to last week’s episode. And to catch up on all other episodes or to book Terry go to BigtimeThinking.com Please remember to like, subscribe, and share. Full episodes are available for streaming and downloads on Apple Podcast, Sticher, and Spotify. This episode is brought to you by GoWithBigTime.com

People skills are essential in the road to the sale. Communicating properly with the customer is key. In part 1 of this 2-part Big Time Thinking podcast. Terry talks about a few of the simple things that can be done to improve our people skills and our business. Eighty-five percent of your business and career success is based on your ability to use great people skills. With a stat like that, it’s clear that this is something that needs to be developed to grow your business and dealership. So here are some of Terry’s tips to improve this crucial selling tool to help grow dealership. First, drop the gadgets. Technology while being a wonderful thing. Has made it that people skills have become eroded. When you’re with a customer. Leave the phone alone. When they are talking to you they notice. By picking up the phone while they are talking creates the impression that them and what they have to say isn’t important. You just lost your customer. Make it about your customers not about us. Listen to what they need. This plays right into being an active listener. Don’t just wait for your turn to talk. Give fewer speeches. Really listen to what they want and need that way you can provide them with outstanding personal service. Ask questions to engage the customer and hang on to every word. Really listen to what the customer says. And lastly, use professional language. Don’t fall into curse words or the trending slang at the time. Avoid politics and religion. And just be a straightforward professional who cares about the customers' wants and needs. Use proper tone and inflections in your voice, give the customer affirmations that you are listening. I promise if you take these to heart not only will you scale your business and dealership. You’ll see better reviews, customers will remember you as a very professional and had an amazing experience. It’s time to think Big Time.  

Addition by subtraction might show short-term success but the long-term outlook becomes frightening.  In this episode, Terry talks in depth about why dealers CANNOT shrink their way to success.

What comes first motivation or action?  This is a great question to ask yourself.  We all have heard the phrase, “When I get motivated I am going to…”  In this episode, Terry has given this very question some deep thought and he shares his insights into what truly comes first.

When we hear “White Glove Service” many of us have immediate visions of extreme wealth with butler service. In this episode special guest and General Manager Of Old Hickory Golf Club, Pete Christo, shares his perspective of what “white glove” service truly means for all of us.

A great organization will never make it without a superior culture that is conducive to productivity and efficiency.  Miserable people produce miserable dealerships and results.  In this episode, Terry talks about ways to keep the culture without losing your mind.

Daily One-to-One meetings are an absolute must for any business that desires healthy, productive employees that have buy-in, to their dealership.  Too often these important daily meetings are put off or sadly do not happen at all ever.  This podcast will give great insight into why they are important and how best to guide these meetings.

Without a doubt, one of the toughest tasks as a manager is firing an employee.  Developing the skill of letting people go from your dealership is one that must be developed.  Nobody wakes up with the goal of firing someone, but there are times when the decision must be made and made quickly.  In this episode, Terry shares his reasons why and what happens when we hold on to employees that should be fired.  Plus, he shares clear warning signs that an employee is not a great fit.

In this highly-animated episode, Terry brings the passion that helped him scale dealerships month over month.  Creating a culture that all leads are great leads and that more leads are always better than fewer leads is critical to the success of any dealership or business.  Metrics like lead conversions do indeed matter.  However, when an organization starts eliminating leads to have a higher lead conversion, they are headed down an unnecessary expensive dark black hole.  More leads are always better than fewer leads.

First impressions are often lasting impressions.  Sadly, it does not matter if a first impression is accurate or not, it is an impression that can be controlled if desired.  In this episode, Terry shares his experience with first impressions, snap judgment and how they affect us in business and personal life.  Failure to understand the importance of a good first impression can lead to performance failure more often than any of us would like to admit.

In this podcast, Terry shares the absolute basics of advertising.  Everything starts here.  With these core fundamentals of advertising everything else will flow.  Advertising 101 will help anyone develop a big picture strategy for their business or brand.  Find out in this episode why “All Advertising Works” and put Big Time Thinking principles to work.

Becoming a leader is a skill and quality that we all can work to develop.  In this episode, Terry has his first podcast guest, Brad White.  Brad is his new Director of Sales for Big Time Advertising & Marketing.  He comes with 12 years of experience with the nationally recognized brand, J.D. Byrider.   Terry asks Brad to share his insight on what he has seen from the corporate side when visiting franchisees.  We learn that dealerships need more leaders and less managers.

What started as a sermon in 1934 by American Theologian Reinhold Niebuhr has become the popular wise prayer known as the Serenity Prayer.   In this episode, Terry shares how this has been his go-to prayer and thought the process for just about every important decision and/or experience in life.  The powerful 25 words are a great guide in business and life in a way that everyone could benefit. 

Every workday deserves your own 20-20-20.  Spending time on getting our mind right, learning about our industry, and developing a skill in your trade will always put you in a position to own your day. In this episode, Terry shares his daily morning routine that nobody interrupts.  Don’t let anyone get in the way of investing in what matters most, yourself.

Building rapport is a key step on the road to a sale that really should not need explanation.  Unfortunately, Terry has witnessed more and more sales representatives just blazing over building rapport.  In his unique direct way and approach, we are left with the simple advice of: “Don’t Be a Dick.”  Too often we think we might be “nice” and building rapport but in this podcast, we learn that this too is a skill that needs attention and development.

Getting everything “Right From The Start” literally sets the tone for everything that follows.  Terry gives some deserved background and kudos to those that have influenced his career and desire to succeed.  Incorporating his unique insights into envisioning success right from the start.

CEO & founder of Big Time Advertising & Marketing briefly explains the purpose of the podcast and shares some quick insight about Big Time Thinking.  A lifelong journey of learning and working in the automotive and advertising industries has led Terry MacCauley to this first podcast of many to come.