"From Turnover to Tenure: Mastering Advisor Retention in Auto Dealerships" w/ Rick Ulin Education Team Lead/ Lead Instructor NCM Kansas City

F.U.E.L. Podcast

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.