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Are you executing your processes???

How can you make sure that the processes you have throughout the dealership are executed every time….. and with every customer?

This has been and still remains one of the toughest things to get accomplished in the dealership.

Every dealership throughout the country has their own processes and procedures when it comes to selling and servicing their customers.

Every dealership has slightly different “steps to the sale” in regards to selling a customer a new or pre-owned vehicle.

Every dealership has their own processes on what transpires in the Service lane.

Every dealership has their own “playbook” on how they want their customers handled.

So how do you get your employees to execute this “playbook” each and every time with every customer??

You need to build a “video” library of ALL of your processes so that each and every one of your employees know exactly WHAT you want executed and HOW you want it executed.

In this video library, you need to “role play” each and every scenario in every step in every process.

Take each step in the “road to the sale” and have your management team role play exactly how you want your salespeople to execute these steps!

Take all of the processes in your Service Drive and video each one so that your employees flawlessly handle each and every step.

In building your “video library” of training material, you can give your employees the confidence and competence to succeed! Otherwise you leave the employee to “interpret” what your processes are.

By having this video library you build efficiencies and consistencies throughout the customer interaction. An efficient and consistent process is very important to having customer satisfaction AND customer retention!

Once you have this video library of every step to every process, have some fun by having your employee’s video role play each step.

There is no better training tool than seeing yourself execute a process. Every professional sports team in America utilizes “game film” to help train their team to see what they executed well and where their opportunities lie.

In building a video library of your processes, it provides a tool that your employees can utilize to sharpen their skills on a daily basis. It also provides a new employee ALL of the information that they will need to succeed and “get them up to speed” in your dealership!

Build your “core” process video library TODAY!!!

Your employees, customers and profits will ALL benefit!!!!

 

About the Author: From a Salesperson to a Dealer, I have a vast amount of experience in all areas of the automotive environment.

You can follow me on:

My website: www.JimKristoff.com  

Twitter: @jimkristoff

WordPress blogsite: https://jimkristoff.wordpress.com/

Blogspot blog: http://jimkristoff.blogspot.com/

DealerElite.net: http://www.dealerelite.net/profile/JimKristoff

Automotive Digital Marketing.com: http://www.automotivedigitalmarketing.com/profile/JimKristoff

LinkedIn:  http://www.linkedin.com/in/jimkristoff  

Youtube: www.youtube.com/user/jimkristoff


 
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Posted by on November 10, 2011 in Archive of all blogs

 

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If opportunity doesn’t knock, build a door!

“At first people refuse to believe that a strange new thing can be done.

 

Then they begin to hope it can be done.

 

Then they see it can be done.

 

Then it is done………. and all the world wonders why it was not done centuries ago.” 

 Frances Hodgson Burnett, The Secret Garden

The people who are the most successful in life are the ones who create their own opportunities.

But all too often, people don’t want to give the extra effort or go the additional mile to realize their true potential!

What most people fail to understand is;

The bravest person is still scared; they are just braver one second longer than anyone else!

The calmest person is still worried; they are just calmer one second longer than anyone else!

The most disciplined person is still undisciplined; they are just disciplined one second longer than anyone else!

The most persistent person is still non-persistent; they are just persistent one second longer than anyone else!

As you can see……success isn’t given to anyone.

Success doesn’t come delivered in a pretty box with a big bow attached to it!

Success comes to those that have the intestinal fortitude to go beyond what most people think is “normal”.

Success comes to those that are willing to leave their “comfort zones” and reach out to do more!

Successful people don’t necessarily enjoy or like the things they have to do to be successful, but they understand that they HAVE to do them to be successful!

You have to have the courage to take the step forward and leave behind the forces that may pull you down!

You have to understand that success just might be……one more second away!

Make yourself have the guts, the heart, the spirit, the spunk, the backbone, the grit, the fortitude, the determination, the persistence and boldness to go forward!

 

About the Author: From a Salesperson to a Dealer, I have a vast amount of experience in all areas of the automotive environment.

You can follow me on:

My website: www.JimKristoff.com  

Twitter: @jimkristoff

WordPress blogsite: https://jimkristoff.wordpress.com/

Blogspot blog: http://jimkristoff.blogspot.com/

DealerElite.net: http://www.dealerelite.net/profile/JimKristoff

Automotive Digital Marketing.com: http://www.automotivedigitalmarketing.com/profile/JimKristoff

LinkedIn:  http://www.linkedin.com/in/jimkristoff  

Youtube: www.youtube.com/user/jimkristoff


 
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Posted by on September 30, 2011 in Archive of all blogs

 

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Solve any problem!

How can you solve ANY problem that you might have???

There is a very simple process…to solving any and all problems…

The process… is basically 4 steps…

And you are going to need to write out your answers…to every step of the process…

So get yourself some paper and a pen…or type it out on your computer…

Ready??

Okay….

Write along the top…what your problem or situation is…

Like I said…it can be any kind of problem or situation… either personal or business related…

The first step…is to picture or reason out…AND write this down… the best possible outcome to the situation…

What is the best possible thing that can happen??

Don’t limit your thinking on this!

Go ahead and think of the best possible solution…

Remember…to get… what you have never gotten…you must do… what you have never done…

The greatest danger for most of us…is not that we aim too high and miss it…but that we aim too low…and we reach it…

THINK BIG!!!!

The second step in the process is…what are we doing now???

What is the present situation?

What are we currently doing about the problem or situation?

Are we doing anything…or nothing??

Write down what you are currently doing…or what is happening with the situation at hand…

It is important to take a look at the difference…between step one and step two…

Step one…what is the best possible solution…and step two…what are we doing now…

Is there a big difference??

There probably is…

Step three….

What are the obstacles that are keeping you from reaching the ultimate solution???

Is it a person?

A process?

A team or a group?

Your boss?

A family member?

Technology…or a lack of it…

Your own laziness…or ego?

What are the obstacles that are standing in your way???

Write them down…and don’t leave any out…

These obstacles are the things that are standing in your way of reaching your ultimate solution…

Identify them…so you can take the necessary steps in overcoming these obstacles…

Now… you have the groundwork to solve the problem or situation…

You can envision what the best possible solution could be…step one….

You have acknowledged what you are doing now…step two…

AND…you have identified what the obstacles are to reaching your ultimate solution…step three…

You are now ready for step four…

Step four iswhen do you want to get started…and…be resilient in your quest to reach the ultimate solution???

(hint: START NOW!!)

You see…processing a problem out…and then trying to reach…what you believe…is the ultimate solution…takes time and effort…

And make no mistake about it…you may not reach the ultimate solution…

But by trying…by reaching…by pursuing…that ultimate solution…you are bound to be far ahead of what you are doing now…

I will leave you with one of my favorite quotes…

This quote is from T.E. Lawrence… from…Seven Pillars of Wisdom…written in 1926…

The quote is this:

All men dream…

 

But not equally…

 

Those who dream by night…in the dusty recesses of their minds…wake in the day…to find it was vanity…

 

But the dreamers of the DAY…are dangerous men…

 

For they may act their dream with open eyes…and make it possible….

Follow these four steps…with open eyes…and make it happen…

To see a video of this blog, please go to the following link:

Jim Kristoff video – Solve any problem

 

About the Author: From a Salesperson to a Dealer, I have a vast amount of experience in all areas of the automotive environment.

You can follow me on:

My website: www.JimKristoff.com  

Twitter: @jimkristoff

WordPress blogsite: https://jimkristoff.wordpress.com/

Blogspot blog: http://jimkristoff.blogspot.com/

DealerElite.net: http://www.dealerelite.net/profile/JimKristoff

Automotive Digital Marketing.com: http://www.automotivedigitalmarketing.com/profile/JimKristoff

LinkedIn:  http://www.linkedin.com/in/jimkristoff  

Youtube: www.youtube.com/user/jimkristoff


 
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Posted by on September 9, 2011 in Archive of all blogs

 

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The will to win or the will to prepare to win??

I LOVE the game of golf. It is one of my major hobbies and passions.

I have studied the pros and cons to all the new equipment.

I have read all of the “how to” manuals.

Watched video on what the perfect swing looks like.

I basically have read every magazine and book. I have watched every video, and my television remote control is stuck on the “Golf Channel”!

So you would think I am a great golfer!

Well, I am not…….

I have all of the knowledge, but I cannot execute it on a consistent basis.

Let me tell you why.

I play golf once a week, (usually on a Sunday morning). I hit some practice balls on the driving range for 30 minutes and I practice some putts for about 10 minutes before my tee time. So I put in a grand total of 40 minutes of practice in a week and expect my game to be perfect! UGH!

So when speaking of your Salesperson or Service Advisor career, do you put in more than 40 minutes of practice a week to be successful?

Because if you are not practicing, drilling and rehearsing every day, you won’t be a sharp as you can be on a daily basis!

Don’t think you can skip a day either! Just like in golf, if you miss a day of practice, your skills will erode!

Let’s say I had the time to practice my golf game every day for an entire year. I believe I would become a much better golfer and certainly hone my skills! At that point, I would be a very good golfer.

But what if I said to myself, “I have this game perfected and there is no need to practice as much any more”. Would my golf game start to deteriorate? You bet it would!

How about yourself and your profession? Did you learn the basics of your job and then stop learning? Did you become adequate in your presentations and stop getting better?

Just like a golf game, your professional career in the Automotive industry requires that you practice, drill and rehearse EVERY SINGLE DAY! If you do not, your skills will erode and you won’t even realize it.

Again, let’s say I had the time to practice golf every day. If I do not get the correct coaching, I could be practicing a “bad” swing or an incorrect swing. I could make that same improper swing thousands of times and wonder why I never get any better at the game of golf.

Much like practicing a “bad” swing, are you practicing the correct things? Are you open to getting some good coaching? Can you put your ego aside long enough to be critiqued on what you may be doing incorrectly?

Let’s face it. If you gathered the entire staff in a room and asked by a show of hands, “who wants to be a winner”, I believe everyone would raise their hand! I can’t think anyone wants to be a loser. Everyone has the will to win.

So….if everyone has the will to win, you have to ask yourself a more important question.

Do you have the will to prepare to win?

 

About the Author: From a Salesperson to a Dealer, I have a vast amount of experience in all areas of the automotive environment.

You can follow me on:

My website: www.JimKristoff.com  

Twitter: @jimkristoff

WordPress blogsite: https://jimkristoff.wordpress.com/

Blogspot blog: http://jimkristoff.blogspot.com/

DealerElite.net: http://www.dealerelite.net/profile/JimKristoff

Automotive Digital Marketing.com: http://www.automotivedigitalmarketing.com/profile/JimKristoff

LinkedIn:  http://www.linkedin.com/in/jimkristoff  

Youtube: www.youtube.com/user/jimkristoff

 


 
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Posted by on September 6, 2011 in Archive of all blogs

 

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Why are you “Laboring”?

First of all, Happy Labor Day weekend to everyone!

Now…..why are so many of you “laboring” so hard out there?

Why is it that so many managers today have to do more with less, and get better results from limited resources, more than ever before??

All of this while many companies are maintaining or increasing their levels of productivity and quality with fewer people, but with people who are better selected, better organized, and better managed??

It all comes down to 2 simple principles.

Rule number one: Your life only gets better when you get better.

Rule number two: Your people only get better when you get better.

How can you lead anyone till you first lead yourself?

How can you motivate someone else till you first motivate yourself?

How can you inspire someone else till you first inspire yourself?

Stop “laboring” around and start making yourself someone that people want to follow, get motivated and inspired by!!

If you don’t get yourself better every single day, without fail with NO exceptions, you and your team will “labor” your way through life!

STOP “laboring” and take ACTION NOW!

And……make sure you grill enough hot dogs for everyone on the team!

 

About the Author: From a Salesperson to a Dealer, I have a vast amount of experience in all areas of the automotive environment.

You can follow me on:

My website: www.JimKristoff.com  

Twitter: @jimkristoff

WordPress blogsite: https://jimkristoff.wordpress.com/

Blogspot blog: http://jimkristoff.blogspot.com/

DealerElite.net: http://www.dealerelite.net/profile/JimKristoff

Automotive Digital Marketing.com: http://www.automotivedigitalmarketing.com/profile/JimKristoff

LinkedIn:  http://www.linkedin.com/in/jimkristoff  

Youtube: www.youtube.com/user/jimkristoff


 
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Posted by on September 2, 2011 in Archive of all blogs

 

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How to Stretch your people!

Our never ending quest…as leaders…is to stretch people farther… than they think they can go…

To take an individual…or a team…and stretch them all the way out… till they feel they are at the edge of the cliff…

And just as they are about to fall off…extend our hand…tell them how important they are…

tell them that you genuinely care about them…tell them you want the best from them…and then… stretch them a little more…

That in itself…is an art form for any great leader…

The bigger problem…is to convey to the individual or team…that in eating an elephant…it is done one bite at a time…

Because too many times…an individual or team…might be overwhelmed… with the enormity of a certain project or task…

You have to get the individual or team…to breakdown the project or task…one step at a time…

It reminds me of an old story… that goes like this…

When I was a young man…I tried to change the world…

But I found the world a very big place…with too many different beliefs and cultures…

Being unable to change the world…I concentrated on trying to change my nation…

But alas…the nation was too large and too divided…

When I saw that changing the Nation was too difficult…I tried to change my town…

But my town…was just as difficult to change as the world and my nation…

And as I got to be an older man…I tried to change my family…

But I soon realized…changing my family…was nearly impossible…

Now… as an old man… I realize the only thing I can change… is myself.

Suddenly…I realized that if long ago… I had changed myself… I could have made an impact on my family.

My family and I…could have then made an impact on our town.

The town’s impact… could have changed the nation…

And then my Nation could have influenced the world….

If long ago I had changed myself…I could have changed the world…

That story…fits perfectly with taking on a large project or task…

You have to break it down into smaller parts…

And by breaking it down into smaller…easier to digest tasks…you will have helped the individual or team…stretch themselves farther than they think they can go…

By breaking down the task into small pieces…the individual or team…can then concentrate…on how to maximize each step along the way…thus ensuring a great resolution to the project or task…

Stretching people farther than they think they can go…is all about…breaking down…and simplifying a large project…

It’s about giving the individual or team…all of the tools…training…motivation and confidence…to succeed beyond their wildest dreams…

It’s also what a great leader does on a daily basis…

To view a video of this blog, please go to the following link:

Jim Kristoff video – How to Stretch your people!

About the Author: From a Salesperson to a Dealer, I have a vast amount of experience in all areas of the automotive environment.

You can follow me on:

My website: www.JimKristoff.com  

Twitter: @jimkristoff

WordPress blogsite: https://jimkristoff.wordpress.com/

Blogspot blog: http://jimkristoff.blogspot.com/

DealerElite.net: http://www.dealerelite.net/profile/JimKristoff

Automotive Digital Marketing.com: http://www.automotivedigitalmarketing.com/profile/JimKristoff

LinkedIn:  http://www.linkedin.com/in/jimkristoff  

Youtube: www.youtube.com/user/jimkristoff


 
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Posted by on August 8, 2011 in Archive of all blogs

 

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Do you know what motivates every individual?

As a leader…do you know what motivates every individual in your organization??

Do you know why each individual comes to work each day…and earns a living working with you??

What are the driving forces behind each individual…that makes them get up every morning…fight the traffic…and come to work for your organization??

I can tell you…if you don’t take the time to see what motivates every individual in your organization…you will not succeed at a high level…

There are several motivations that a human being has…that drives them to do the things they want to do…and it isn’t all money…

Here are a few of the things that motivate people to do… what they do…not in any certain order…

Number one…is a person that wants consistency…

They want the feeling of being certain… that they have a fulfilling job…and that they are stable within it…

This type of person doesn’t like a lot of change in their lives…they feel comfortable in knowing that their lives are the same…pretty much every day…

Number two…is a person that thrives on change…

They love the daily challenge of something new and fresh…

They would get bored with the “same old routine”…day in and day out…

This type of person…lives for the unknown…and needs the constant stimulation… that the unknown provides…

Number three…is a person that needs to feel important…or special…

They always want to feel needed…and play a significant part… in any situation…

They strive to be an important player in your organization…and they want to be recognized for it…

Number four…is a person that needs to feel a closeness or a union with someone or something…

They need to feel loved…and have a connection…in both their business and personal lives…

Without that love…they feel disconnected…and alone…

Number five…is a person that has that insatiable desire to grow…and expand their world…

They want all of the latest technologies…and they want to be able to use them…

They want to acquire…all of the knowledge the world has to offer…and then apply it to expand their capacity in life…

And finally…number six…is a person that wants to be a true leader…

This person wants to contribute to the betterment of society…

They have a sense of service… and focus on helping…giving…and supporting others…

This type of person knows…that it is not about crossing the finish line first…but rather…how many can I take across the finish line with me…

A person can be any or all of these things…

They can have one…two…three…four…five…or a combination of all of these traits…

In order to lead your organization…to its highest level…you…as a leader…need to know what motivates each and every one of your employees…

Knowing what motivates an individual…and then leveraging that motive…will help you maximize that person to their greatest potential…

And then…you will have succeeded in being that true leader…knowing that you have identified what is important to someone…and then helping them fulfill their ambitions on their own level…

To see a video of this blog, please go to the following link:

Jim Kristoff video – Do you know what motivates every individual

About the Author: From a Salesperson to a Dealer, I have a vast amount of experience in all areas of the automotive environment.

You can follow me on:

My website: www.JimKristoff.com  

Twitter: @jimkristoff

WordPress blogsite: https://jimkristoff.wordpress.com/

Blogspot blog: http://jimkristoff.blogspot.com/

DealerElite.net: http://www.dealerelite.net/profile/JimKristoff

Automotive Digital Marketing.com: http://www.automotivedigitalmarketing.com/profile/JimKristoff

LinkedIn:  http://www.linkedin.com/in/jimkristoff  

Youtube: www.youtube.com/user/jimkristoff


 
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Posted by on August 2, 2011 in Archive of all blogs

 

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How do you Develop Leaders?

How do you develop leaders in your business??

First of all, I think it is important to get EVERYONE to understand….that they are ALL leaders.

This is a tough concept for some people. Maybe they feel like the average employee out there, just doing what they are told and moving forward in life…..

But the fact is…..we are ALL leaders!!

Whether we lead an organization….. or a team of people…… or our families…..and most importantly….we lead ourselves….

We lead ourselves out of bed every morning with the responsibilities of the world in front of us.

We need to provide for ourselves….. before we can provide for our families and then provide for our careers…

There is a survey of people acrossAmericaout there that was performed by the Harr group……

Now in this survey, thousands of people felt that they worked very hard at their jobs, but they worried about their effectiveness…..

The survey revealed this……

Only 14% are accomplishing as much as they believe they could…….14%…….do you think the employees believe they can do more???  Of course….

Only 17% could prepare a plan for the day….17%……….now that leaves 83% with NO plan…..YIKES!!

And rewards of working…. are low……… only 50% feel satisfied and fulfilled with their work…..

So what does this tell us???

There is a clear void to be filled in the leadership gap….

Make no mistake about it……people want to lead and be led……

People want to feel significance in their lives……

So how do you develop this leader inside that we all crave to be???

Well…..leadership development occurs over time….

It is not a one shot program…..

There are no instant 3 day courses that will transform someone into a leader….

It is an every day…..non…stop……journey through personal development…

Let me give you a simple equation….

Knowledge   =   confidence….

When you feel confident with what you do…… and do it to your greatest potential….it is very fulfilling…

Giving a person simple leadership tools such as….

Goal setting…

Having a daily plan……

Practice….drill…and rehearse….

Being process driven….

Holding yourself and others accountable…

Doing everything legally….ethically ….and morally correct…

Setting aside 15 minutes a day to further their own skill set….whether that be motivational…..inspirational….factual…or educational………

The point is….you don’t ever get a “buy in” from people…..as a matter of fact…I dislike the term….no one “buys in”….you have to SELL them…

You have to sell them on the facts that the only way to get ahead in life and feel fulfilled is to lead yourself to a higher level….

You need to give them all the tools…. The resources….and most of all….you need someone there to mentor them on a daily basis…

That is the job of the head person in charge…you lead from the top….

And if you lead from the top…..the rest falls into place….

To see a video of this blog, please go to the following link:

Jim Kristoff Website – How do you Develop Leaders?

About the Author: From a Salesperson to a Dealer, I have a vast amount of experience in all areas of the automotive environment.

You can follow me on:

My website: www.JimKristoff.com  

Twitter: @jimkristoff

WordPress blogsite: https://jimkristoff.wordpress.com/

Blogspot blog: http://jimkristoff.blogspot.com/

DealerElite.net: http://www.dealerelite.net/profile/JimKristoff

Automotive Digital Marketing.com: http://www.automotivedigitalmarketing.com/profile/JimKristoff

LinkedIn:  http://www.linkedin.com/in/jimkristoff  

Youtube: www.youtube.com/user/jimkristoff


 
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Posted by on August 1, 2011 in Archive of all blogs

 

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Great Leaders know it is ALL about the people!

Great leaders understand more than anything that it is ALL about the people…..

The people… are the driving force of any organization…..

Don’t believe it???

Go ahead and hire some bad ones and let me know how that works out…..

Seriously though….great leaders understand that they need to build professional relationships with each and every one of the employees….

Now…..I’m not talking about “best friends” kind of relationships….

I am talking about building a professional relationship with each person.

Great leaders find out exactly what motivates each individual…..

Every single person in this world has a different “map” of how they are put together……

People are raised in different parts of the Country….with different parents….who by the way have their own maps….

People are raised in different religions….

in different cultures….

With different friends….

Have different interests….

and most importantly…..

all have different driving forces of why they get up out of bed every morning..

Great leaders have interaction with the people…… every day…..great leaders find out what makes that individual…”tick”

Great leaders understand that by building rapport in a professional relationship…..that leader can then leverage that employee by giving them the proper feedback in a way that will be most receptive to that employee…

Think about it….

Some people love the recognition…

Some people love the challenge …

Some people like the certainty that goes with a particular project….

Some people just want to feel that… they “belong”

Some people want to continually grow….

You see….different motives… and different emotions…. drives all of us in what we do.

While figuring all of this out may seem to be a little difficult to do…..I know one thing…

If you ask a person exactly what they are thinking and how they are feeling….they will tell you…

But you first have to build a culture of honesty…..respect and integrity with that individual….

If you set the expectations clearly….and high enough….

Provide the employee with ALL of the tools and training that is necessary to perform the task….

And THEN…..give straight forward and honest feedback…..you will earn that individuals respect and trust….

As a leader….it is your job to mentor and train the leaders of tomorrow….

It starts by understanding the employee….understanding what their own individual driving motive is…

And then nurture it and watch it grow….

Your organization will be a better place and you as a leader will be fulfilled…..

To see a video of this blog, please go to the following link:

Jim Kristoff.com – Great Leaders know it is ALL about the people

About the Author: From a Salesperson to a Dealer, I have a vast amount of experience in all areas of the automotive environment.

 You can follow me on:

 My website: www.JimKristoff.com  

Twitter: @jimkristoff

WordPress blogsite: https://jimkristoff.wordpress.com/

Blogspot blog: http://jimkristoff.blogspot.com/

DealerElite.net: http://www.dealerelite.net/profile/JimKristoff

Automotive Digital Marketing.com: http://www.automotivedigitalmarketing.com/profile/JimKristoff

LinkedIn:  http://www.linkedin.com/in/jimkristoff  

Youtube: www.youtube.com/user/jimkristoff


 
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Posted by on July 27, 2011 in Archive of all blogs

 

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Risks……

TO LAUGH IS TO RISK APPEARING THE FOOL

TO WEEP IS TO RISK APPEARING SENTIMENTAL

TO REACH OUT FOR ANOTHER IS TO RISK INVOLVEMENT

TO EXPOSE FEELINGS IS TO RISK EXPOSING YOUR TRUE SELF

TO PLACE YOUR IDEAS, YOUR DREAMS, BEFORE A CROWD IS TO RISK THEIR LOSS

TO LOVE IS TO RISK NOT BEING LOVED IN RETURN

TO LIVE IS TO RISK DYING

TO HOPE IS TO RISK DESPAIR

TO TRY IS TO RISK FAILURE

BUT RISKS MUST BE TAKEN, BECAUSE THE GREATEST HAZARD IN LIFE IS TO RISK NOTHING

THE PERSON WHO RISKS NOTHING, DOES NOTHING, HAS NOTHING, AND IS NOTHING

THEY MAY AVOID SUFFERING AND SORROW, BUT THEY CANNOT LEARN, FEEL, CHANGE, GROW, LOVE, OR LIVE

 

ONLY A PERSON THAT RISKS IS FREE

About the Author: From a Salesperson to a Dealer, I have a vast amount of experience in all areas of the automotive environment.

 

You can follow me on:

 

My website: www.JimKristoff.com  

Twitter: @jimkristoff

WordPress blogsite: https://jimkristoff.wordpress.com/

Blogspot blog: http://jimkristoff.blogspot.com/

DealerElite.net: http://www.dealerelite.net/profile/JimKristoff

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Posted by on July 21, 2011 in Archive of all blogs

 

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