A good dealership would have an equity mining tool, like Automotive Mastermind. Toyota has one from the brand - Signal. Without this software, it is difficult to "mine" qualified leads. Here is what you CAN do:
Ask service writers to let you know when there is a big bill estimate, appraise the customer's car as a trade and make them an offer to buy the car. If they sell it - they need another car.
Another thing that I used to do: show up early at the service department (around 8 AM), take a new demo, and give people rides from service. Show off the new car, chat with them, give them your card. This is a long con, don't expect things to happen right away, but it's better than doing nothing.
Ask your managers for orphan clients, and just call them to follow up on their car: "Hi, do you still have it? How is everything going with the car?", etc.
For more sales advice, I have a whole YouTube channel: [MEDIA=youtube]list=PLVLjreHO7381rUO0JEJNfi0Ve2kHKoKcj[/MEDIA]
View: https://youtube.com/playlist?list=PLVLjreHO7381rUO0JEJNfi0Ve2kHKoKcj&si=xT9KCAcl98SijmlJ
