Why You Should Stop Following the Golden Rule – with Glenn Lundy

Glenn Lundy says the secret to his success is in redefining the “Golden Rule.” He says you have to “treat others the way that they would treat themselves,” and cater to a customer’s individual needs. Glenn Lundy is an industry leader, consultant, and father to seven.


To say Glenn has a storied past would be a grave understatement. His career in car sales started when he got himself into hot water in his early 20s and needed a well-paying job fast. He saw an ad for a dealership that guaranteed he could make $5000 a month so he went running. They said he needed to sell 20 cars a month to make that money and he did right away. He worked his way up to manager but his personal life was falling apart and in a fury of resentment he picked up and moved to Vegas to be a professional poker player. He lost everything, had terrible credit, not a penny to his name and burned every bridge. So, he went back to what he knew could make him good money, selling cars at Dan Cummins in Paris, Kentucky.

Glenn hated the culture in the automotive sales industry so he fought to create an environment that was great for the employee as well as the customer. By implementing his new philosophy at Dan Cummins, he took their sales from 120 cars a month to 800-1000 in a town that only has 9600 people. He became the face of the dealership because he knew how to work social media and branding online. He started hiring millennials and would mine the local bars and restaurants for people he saw potential in. He figured out how to work with the younger generation and says it was the best thing he ever did for the dealership.

Learn more about what makes Glenn tick and how you can increase your sales by hiring millennials.

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Why Trump’s Tax Reform Might Cause a Dip in Car Sales and What You Can do to Stay Ahead of the Curve

Economists are predicting that Trump’s new tax reform will likely cause a big dip in auto sales this spring. Find out what Chris thinks about the doom and gloom sales predictions and what you can do to stay ahead of the curve.

Listen in to talk about a recent NADA article that claims dealerships are losing money in operations for the first time and a discussion about how training service managers might be one way to fight off a decrease in sales.

Chris and Sylvia answer listener questions, announce the March comp winners, and Sylvia comes clean about something she lied about on-air.

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Lisa Copeland: Follow the Money

Lisa Copeland received “The Walter P. Chrysler” Award for sales and service excellence, was named one of the Five Most Powerful Women in Austin by the Austin Business Journal, broke the sales record at Fiat for selling 100 brand new Fiat 500s in a month and is the co-author of Crushing Mediocrity.

Today, she teaches you to follow the money.

Lisa’s serendipitous career in the automotive industry started while she was attending fashion school in Dallas, Texas. After crashing her car – and lacking the funds to fix it – Lisa got a job at a local dealership so she could drive a demo. She quickly realized that not only are there very few women working in the automotive world but that they are totally underserved – women don’t buy cars – and she could see why. She became determined to cater to female clients as well as minorities and millennials. Her MO was simple, make the car shopping experience as pleasant and exciting as shopping for shoes. By following the money to see who is spending where and applying her customer-focused philosophy, Lisa has been able to stay relevant in an industry that is quickly becoming dominated by ride sharing and car subscription services.

Tune in to learn more about what drives Lisa and how she thinks we can all navigate through the uncertain future of the auto industry.

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Chris Answers Your Questions and Talks About the Threat of A.I. Replacing Service Advisors

On this week’s episode, Chris, and head of Salvation at Chris Collins Inc., Sylvia, announce the February comp winners, discuss why artificial intelligence might be every Service Advisors’ biggest competition right now and answer some of your questions!

Chris deals out advice on how to handle major recalls at your dealership, brainstorms with Sylvia about a new app that might take some of the pain out of getting to and from the Service Department for the customer and reveals how you can make friends and influence people as a Service Advisor. Tune in to hear your questions answered, and as always, subscribe now so you can stay up to date with Service Drive Revolution.

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Brian Benstock: Why disrupting the auto industry might be the only way to survive

This week, Chris talks to Brian Benstock, the GM and VP of the #1 Honda and Acura dealership in the world, Paragon in Queens NY, and is known for his customer driven philosophy “The Future is Frictionless,” and for following the digital trends of big name companies like Amazon and Peloton.

Brian grew up on Long Island and around the age of 12 he started playing hockey but his dad couldn’t afford to buy him the right gear. So in order to play, he made his own pads out of foam, plastic and jean fabric. He didn’t make the team but for his next birthday his dad bought him the right gear and he decided that if his dad was going to invest this much in him that he would invest all he had into becoming a great hockey player. And he did, he even played for the minor leagues. Then, at the age of 22 someone told him there was no real future in playing hockey and he needed to get a real job. That’s when he started working for Paragon Honda in Queens “until something better came along,” – he’s been there for 36 years! By working as hard as he could and constantly pushing back the goal post, he worked his way up to where he is today.

Brian believes that if you want to be successful you must be disruptive. He looks to companies like Amazon, Instagram and Uber and applies their business models it to his dealership and service departments. He’s invented software to create a “frictionless” experience for the customer booking car service and some of his customers never even leave their house. He believes that the auto industry is our game to win and if you can adjust with the changing trends and find new opportunities then you can be extremely successful.

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Chris Answers Your Questions and Talks About Why People Think He’s a Sugar Daddy

On this week’s episode, Chris, and head of Salvation at Chris Collins Inc., Sylvia, announce the January comp winners, discuss why people ask Sylvia if Chris is her “sugar daddy,” and answer some of your questions!

Chris gets real and talks about declining numbers in new car sales and how you can prepare yourselves for the coming year by reframing your approach to customer service. He relives nightmare stories from the sales floor and explains how gamification can push your team to reach goals you’ve never imagined.

Tune in to hear your questions answered and learn how you can prepare yourself for the trends Chris is predicting for this year, and as always, subscribe now so you can stay up to date with Service Drive Revolution.

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What Have You Done For Me Lately with Guests Mark and Dave Waco

In this week’s episode, Chris sits with Mark and Dave Waco. They talk drag racing and Playboy mansion parties. This father-son duo run one of the leading chemical companies in automotive – MOC Chemicals. Mark bought the company back in 1975 and put his son, Dave, to work in the 1990s driving trucks for the company in San Francisco. Mark brings an old school charm to the table that seems to be lost on many of today’s young entrepreneurs and Dave has the tech know-how to keep the company ahead of the curve. By always putting their customer first, they have been able to keep the same clients for decades and have expanded to 19 countries outside of the U.S. Mark says the secret to their success is consistently reinventing themselves to stay relevant. Instead of bucking against the changing tide, Mark and Dave adapt to stay afloat.

Tune in to learn more about what makes the Wacos tick and what they think the future holds for the auto industry.

Subscribe now to get future episodes, download past episodes and see what we’re up to at ChrisCollinsInc.com.

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How To Use Marketing Effectively – Service Drive Revolution #55

Marketing is this topic today with Service Drive gurus Chris Collins and Gary Daniel. In this snack size episode of Service Drive Revolution, perfect for your morning commute, Chris and Gary discuss the process of Marketing. How can you drive traffic to the service drive, be the most effective with your ad dollars and most importantly how to drive the correct type focus-customers.

The guys want to teach you how to work smart and don’t end up doing more for less, as Chris states “90 percent of the time you don’t need more cars, you need to increase your sales per car”. How do you do this?

All is revealed in this episode of SDR!

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Advisor PayPlans – Service Drive Revolution #53

Service Drive gurus Chris Collins and Gary Daniel are back revisiting the widely successful Service Drive Revolution to discuss ADVISOR PAY PLANS.

First off, Chris tells a hilarious story from the East coast coaching group meeting that involves, NFL, cigar bars, time confusion and head Chris Collins coach Jair Martinez. Moving onto the main topic of today, Advisor Pay Plans, Chris and Gary discuss what makes employees leave, how to manage finances when paying staff, how to pay employees so they earn more and how to double profits all while making your staff happier. This weeks show is must listen episode for those who want to know how service drive guru Chris Collins set ups advisor pay plans, and how it creates record breaking advisors who will not only earn more money and boost morale, but also dramatically increase profits in the service drive.

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We Answer Your Questions – Service Drive Revolution #52

They’re back! The Service Drive gurus Chris Collins and Gary Daniel are back revisiting the widely successful Service Drive Revolution to answer your questions. In this week’s episode, Chris and Gary catch upon what’s happened since they recorded the last episode at the Top Dog Event 2017. They discuss Gary’s health saga, including shoulder surgery from skateboarding accents, but most importantly they read and answer some of the questions coming into the office. These involve varied struggles from all over the industry, from conflicts with fellow colleagues to the fundamentals of Service Drive success – Customer Service. Listen and subscribe for future episodes.

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